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Scanned  from  the  collections  of 
The  Library  of  Congress 


AUDIO-VISUAL  CONSERVATION 
at  The  LIBRARY  of  CONGRESS 


Packard  Campus 
for  Audio  Visual  Conservation 
www.loc.gov/avconservation 

/lotion  Picture  and  Television  Reading  Room 
www.loc.gov/rr/mopic 

Recorded  Sound  Reference  Center 
www.loc.gov/rr/record 


VOL.  XVII.  NO.  1 


SINGLE  COPIES.  25  CENTS 
PER  YEAR,  TWO  DOLLARS 


Published  Each  Month  by  Edward  Lyman  Bill,  Inc.,  at  373  Fourth  Ave.,  New  York,  January  15,  1921 

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The  instrument  by  which 
the  value  of  all  musical 
instruments  is  measured 


This  trademark  and  the  trademarked  word 
"Victrola"  identify  all  our  products.  Look 
under  the  lid  I    Look  on  the  label  1 

VICTOR  TALKING  MACHINEfCO. 
Camden,  N,  J. 


Victrola  XVI 


-..MiiinnniuiiinimnniiHniiiM   iiiHiiiiiiiiiiiiiii!iiiiiiiiiii!iiiiiiiii<!iiiiuuiiiii>!i!iiii!iiiuuiiiiiiiiiiiuuiiuiiuii£ 

Entered  as  second-class  matter  May  2,  1905,  at  the  post  office  at  New  York.  X.  Y~-  under  the  act  of  Congress  of  March  3,  1879. 


THE    TALKING    MACHINE  WORLD 


THE  INSTRUMENT  OF  QUALITY 
CLEAR   AS  A  BELL 


SMI 


Consider  these  /acfs/ 

Easiest  to  sell,  bringing  cash  for  sales,  being 
in  tremendous  demand  and  keeping  dealers' 
bank  balances  at  the  highest  levels,  the 
Sonora  is  the  phonograph  for  YOU  to  handle. 

Sonora  has  never  been  offered  on  the  "dollar  down"  principle. 
Quality  has  been  made  the  incentive  at  all  times. 


is  wonder- 
including  32 


The  Sonora  line 
fully  complete, 
superb  instruments — 7  upright, 
24  period  and  1  Portable. 
There  is  a  Sonora  to  suit  every 
purse,  prices  ranging  from  $75 
to  $1800. 

Sonora  dealers  know  that  not 
only  is  the  Sonora  a  money- 
maker now,  but  that  it  builds 
an  enduring  business  for  them. 


The  Sonora  is  licensed  and 
operates  under  BASIC 
PATENTS  of  the  phono- 
graph industry,  which  insure 
you  against  troublesome  patent 
litigation. 

To  MAKE,  USE  or  SELL 
an  infringing  patent  constitutes 
a  violation  of  the  patent  law. 

Write  today  regarding  a 
Sonora  agency. 


"With  our  new  factories  in  operation  we  can  now  care  for  new  dealers. 

Sonora  ipfjonograpf)  Company  3foc* 

George  E.  Brightson,  President 

NEW  YORK:  279  BROADWAY 

Canadian  Distributors:  I.  Montagnes  &  Co.,  Toronto 

The  Highest  Class  Talking  Machine  in  the  World 


m 


0 


U3 


USB 


The  Talking  Machine  World 


Vol.  17.    No.  1 


SHOULD  CONCENTRATE  ON  SELLING 

Skilled  Salesman's  Time  Should  Not  Be  Taken 
Up  With  Minor  Details — The  More  He  Knows 
the  More  He's  Worth  to  His  Employer 

The  importance  of  giving  the  closest  atten- 
tion to  the  intelligent  handling  of  record  sales 
is  pointed  out  very  pertinently  in  the  recent 
bulletin  issued  by  the  Putnam-Page  Co.,  Victor 
distributor  of  Peoria,  111.,  as  follows: 

"The  employer  who  has  little  tasks  to  give  his 
record  selling  people  other  than  the  work  of 
selling  records  is  using  expert  help  for  work 
that  lesser  paid  people  could  accomplish.  This 
refers  to  the  work  of  mailing  and  stock  taking 
and  bookkeeping  in,  other  parts  of  the  store. 

"No  salesperson  in  a  Victor  shop  need  ever 
be  idle  and  time  spent  in  studying  records  in 
stock  and  to  come  is  of  far  more  value  as  an 
eventual  money  getter  than  that  utilized  for  minor 
tasks  about  a  store.  Have  it  a  rule  to  plan  each 
day  in  the  record  department  and  plan  that  day 
to  include  between-time  study  of  records  along 
previously  discussed  lines.  Knowledge  is  power 
and  power  of  mind  makes  sales. 

"The  more  an  employe  knows  of  the  employ- 
er's business  the  more  that  employe  is  worth. 
And  this  benefits  both  parties  concerned. 

"Record  salespeople  should  have,  and  should 
exact,  a  proper  amount  of  time  to  study  their 
record  offerings.  But  of  all  things  use  your  day 
to  profitable  advantage.  Do  something  toward 
selling  other  than  to  just  wait  on  customers. 
There  are  many  avenues — the  telephone,  the 
card  index  showing  when  the  customer  bought 
last,  etc.  Above  all  take  a  retrospect  of  the 
day — look  backward  and  decide  honestly  for 
yourself  if  you  have  accomplished  anything." 


The  opening  of  the  Xew  Year  is  usually  as- 
sociated with  resolutions.  In  this  connection 
there  is  no  resolution  more  worthy  of  con- 
sideration by  the  talking  machine  and  business 
»■  man  generally  than  that  of  resolving  to  cease 
grumbling  and  complaining,  and  to  go  out  after 
business  and  to  capture  it.  The  Nation  has  not 
gone  bankrupt  overnight,  although  some  of  the 
rumor-mongers  would  have  us  believe  so.  There 
is  business  to  be  had  in  goodly  volume  by  those 
who  are  sane  and  courageous — those  who  have 
faith  in  the  United  States  and  its  future. 

A  great  many  of  our  business  men  have  cut  a 
sorry  spectacle  for  the  past  six  weeks;  they 
have  lost  their  accustomed  poise  and  £rit,  and 
have  joined  with  the  weak-kneed  crowd  in  a 
panic  of  pessimism  that  is  only  paralleled  by 
the  gloomy  outlook  pictured  on  the  entrance  of 
America  into  the  world  war.  The  prophets  of 
disaster  at  that  time  were  all  mistaken  in  their 
conclusions  as  to  the  business  future,  and  the 
prophets  of  disaster  to-day  will  be  likewise 
fooled  regarding  the  development  of  business 
during  1921.  It  is  time  for  faith,  courage,  con- 
fidence and — action. 

Along  this  line  we  recently  came  across  a 
very  vital  message  to  business  America  in  the 
Chicago  Evening  Post  which  is  well  worth  re- 
producing because  of  its  timeliness.  It  reads  as 
follows: 

"This  is  the  time  for  every  brain  and  hand  to 
utilize  every  atom  of  energy,  every  constructive 
thought,  every  helpful  suggestion  that  will  fur- 
nish more  power  to  the  business  motor. 

"This  is  the  time  when  the  generals  of  busi- 
ness must  take  off  their  coats,  roll  up  their 
sleeves,  spit  on  their  hands  and  re-vim  every 
department,  inside  and  out.  One  hundred  per 
cent  management  must  register  110  per  cent  and 
more. 

"This  is  the  time  when   raw  material  men 


New  York,  January  15,  1921 


RUSSELL  HUNTING,  JR.,  IN  JAPAN 

Now  Is  Chief  Recorder  for  the  Nipponophone 
Co.,  Ltd.,  in  the  City  of  Yokohama 


Russell  E.  Hunting,  Jr.,  is  now  head  of  the 
recording  department  for  the  Nipponophone  Co., 
Ltd.,  of  Yokohama,  Japan.  The  Japanese  music, 
en  account  of  its  many  peculiarities,  has  been 
rather  difficult  to  record  in  the  past,  but  Mr. 
Hunting  has  mastered  the  subject  and  is  now 
busily  engaged  in  turning  out  records  for  his 
company.  The  Nipponophone  Co.,  Ltd.,  has 
been  established  in  Japan  for  ten  years  and  is 
the  pioneer  firm  in  the  talking  machine  indus- 
try in  that  country.  Mr.  Hunting's  father  is  the 
chief  recorder  for  the  Pathe  Freres  Phonograph 
Co.  in  this  country. 

OPENS  THIRD  STORE  IN  KENOSHA 


Mayer  Drug  Co.  Handles  the  Puritan  Phono- 
graph With  Great  Success  in  That  City 


The  Mayer  Drug  Co.,  of  Kenosha,  Wis.,  re- 
cently opened  its  third  store  in  that  progressive 
city,  the  new  establishment  at  West  Market  and 
Main  streets  being  in  charge  of  Harry  Mayer. 
The  Mayer  Drug  Co.  represents  one  of  the  few 
drug  concerns  that  have  given  really  earnest 
thought  to  their  talking  machine  department  and 
have  won  genuine  success  thereby.  The  com- 
pany handles  the  Puritan  line  of  machines  and 
records  in  all  its  stores  and  makes  a  special  fea- 
ture of  window  displays. 


Too  often  a  dealer  prepares  his  advertising 
copy  and  puts  in  all  the  essentials  except  the 
big  one.  the  invitation  to  buy. 


must  join  forces  with  manufacturers,  without 
fear  or  favor,  to  keep  production  on  an  even 
keel  with  both  hands  on  the  wheel. 

"This  is  the  time  when  manufacturers  must 
co-ordinate  their  interests  with  wholesalers  in  a 
will  to  win  by  working  together. 

"This  is  the  time  when  wholesalers  must  co- 
operate to  the  fullest  extent  with  retailers  by  the 
suggestion  of  better  selling  methods.  Showing  a 
merchant  how  to  sell  more  is  to  show  him  how 
to  buy  more. 

"This  is  the  time  when  entire  sales  organiza- 
tions should  be  on  the  road  selling  prosperity, 
and  star  salesmen  should  not  ignore  one-night 
stands.  Beating  the  bush  for  business  is  more 
profitable  than  killing  time  at  home. 

"This  is  the  time  when  retailers  must  take 
advantage  of  every  legitimate  means  of  inducing 
business  by  catering  to  the  public  needs  at  equi- 
table prices  for  dependable  goods.  Business  may 
be  encouraged  when  it  cannot  be  forced. 

"This  is  the  time  for  the  salespeople  behind 
the  counter  to  remember  that  truth,  courtesy 
and  smiling  service  are  the  three  great  assets 
of  personal  success. 

"Inertia  begets  inertia;  every  complaint  im- 
agines another. 

"This  is  the  time  when  the  business  whiner 
should  be  ostracized,  the  grouch  banished,  the 
discouraged  inspired. 

"Super-effort  in  the  sanctum,  office,  factory, 
on  the  roads,  behind  the  counter,  will  do  more 
to  blow  away  the  clouds  of  uncertainty  and  put 
business  on  a  soundly  economic  and  profitable 
basis  than  all  the  theories  that  ever  have  been 
or  ever  will  be  expounded. 

"This  is  the  time — let's  all  go  to  work  for  the 
new  era  of  real  prosperity." 

This  has  the  right  ring,  and  the  talking  ma- 
chine men  and  business  men  of  America  can 
read  it  and  re-read  it  with  profit. 


Price  Twenty-five  Cents 


MOST  DEALERS  FAVOR  INTEREST 


Canvass  by  Stewart  Talking  Machine  Co.  Proves 
Majority  Favor  Charging  of  Interest — Strong 
Demand  for  New  Road  Signs  Now  Prevails 


Indianapolis,  Indv  December  31. — The  Stewart 
Talking  Machine  Co.,  Victor  wholesaler  of  this 
city,  reports  that  a  canvass  of  its  dealers  shows 
an  overwhelming  majority  in  favor  of  the  charg- 
ing of  interest  on  deferred  payments.  In  fact, 
of  the  first  102  dealers  who  answered,  ninety-two 
were  in  favor  of  the  establishment  of  an  interest 
rate,  and  only  seven  opposed  to  such  a  charge. 
The  majority  of  the  dealers  favored  an  interest 
rate  of  6  per  cent,  while  some  suggested  7  per 
cent,  and  others  higher  rates  up  to  10  per  cent. 
The  Stewart  Co.  has  made  a  strong  effort  to 
bring  about  the  charging  of  interest,  not  alone 
for  the  purpose  of  giving  the  dealer  a  fair  re- 
turn on  the  money  that  he  is  actually  loaning 
the  customer  by  making  an  instalment  sale,  but 
also  to  give  the  dealer  some  argument  to  present 
to  the  customer  as  to  why  it  is  desirable  to  pay 
cash. 

The  Stewart  Co.  reports  that  there  is  a  lively 
demand  from  dealers  for  the  special  Victrola 
road  signs,  announced  recently  in  The  Talking 
Machine  World,  and  it  is  probable  that  when 
the* roads  are  open  for  heavy  traffic  in  the  Spring, 
it  will  not  be  possible  to  travel  for  many  miles 
from  Indianapolis  in  any  direction  without  being 
confronted  wTith  a  number  of  these  signs. 


WIRELESS  MUSIC  FOR  LEAGUE 

Concert  at  Chelmsford  Entertains  Audience  700 
Miles  Away  at  Geneva — Amplifying  of  Music 
Accomplished  by  Stentorphone 


A  news  dispatch  from  London  says  that  rec- 
ord music  transmitted  by  wireless  from  Chelms- 
ford was  heard  in  every  part  of  the  hall  of  the 
League  of  Nations  at  Geneva,  about  700  miles 
distant,  in  the  course  of  new  wireless  telephone 
trials.  The  result  was  obtained  by  attaching  a 
magnifying  trumpet  called  a  "stentorphone"  to 
a  telephone  receiver.  « 

in  a  subsequent  statement  Marconi's  an- 
nounced that  when  the  stentorphone  experi- 
ments are  completed  politicians  will  be  able  to 
deliver  speeches  simultaneously  to  several  audi- 
ences in  different  parts  of  theyworld  through  the 
wireless  telephone  transmitters  installed  in  their 
own  homes.  By  the  same  means  vocalists  can 
give  world-wide  concerts. 


GREAT  HONOR  FOR  MME.  D'ALVAREZ 

Noted    Contralto    and    Vocalion    Artist  First 
Woman  to  Sing  in  Westminster  Abbey 


Marguerite  D'Alvarez,  the  noted  Peruvian  con- 
tralto, who,  incidentally,  records  exclusively 
for  the  Vocalion,  returned  from  a  visit  to  Eng- 
land recently  where  she  had  the  distinguished 
honor  of  being  the  first  woman  ever  to  sing  in 
Westminster  Abbey.  Mme.  D'Alvarez  sang  in 
the  Abbey  at  the  request  of  the  Dean  in  aid  of 
the  Reconstruction  Fund,  and  declared  that  the 
crowd  was  the  largest  which  this  famous  edifice 
contained  since  the  last  coronation. 


FIRE  DESTROYS  SHERMAN  STORE 

The  headquarters  of  S.  A.  Sherman,  Victor 
dealer,  2138  Third  avenue,  New  York  City,  was 
visited  by  a  serious  lire  on  Saturday  morning, 
December  18,  which  resulted  in  a  complete  loss. 
Mr.  Sherman  has  been  doing  business  at  the 
above  address  for  the  past  fifteen  years  and  had 
on  hand  a  large  stock  of  Victor  talking  ma- 
chines and  records  for  the  holidays.  The  loss  is 
estimated  at  $25,000,  which  was  partly  cov- 
ered by  insurance. 


NOW'S  THE  TIME  FOR  COURAGE,  CONFIDENCE  AND  ACTION 

Every  Brain  and  Hand  in  the  Talking  Machine  Industry  Should  Utilize  Every  Atom  of  Energy, 
Every  Constructive  Thought,  Every  Helpful  Suggestion  to  Develop  Business  During  1921 


See  second  last  page  for  Index  of  Articles  of  Interest  in  this  issue  of  The  World 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


|  Eight  Practical  Ideas  That  Have  Helped  to  [ 
|  Make  Talking  Machine  Sales  -  ■■■■  by  Lyne  s.  Metcalfe  | 


IUU!llllllllllll!lll!ll!llll!l!lll!!lli:illll! 
No.  1 

Rouses  Interest  With  Evening  Musicales 

An  Indianapolis  dealer  sent  invitations  broad- 
cast to  people  in  his  district  announcing  a 
"musicale"  in  his  store.  The  following  letter 
form  was  adopted: 

"Dear  Madam: — As  one  who  appreciates  good 
music,  I  request  that  you  attend  a  free  musicale 
to  be  held  in  our  store  next  Wednesday  evening, 
at  8  o'clock.  We  have  just  received  a  new  sup- 
ply of  records  and  will  render  them  on  our 
newest  and  most  improved  machine,  a  phono- 
graph startling  in  its  perfect  rendition  of  vocal 
and  instrumental  works;  and  we  trust  that  you 
may  be  among  those  present.  Just  a  'get  to- 
gether' on  the  part  of  our  people  who  like  the 
best  in  music.  We  hope  you  may  be  present. 
Very  truly  yours,  (Signed)   ." 

This  invitation  was  sent  out  on  a  special 
superfine  letterhead.  Out  of  700  invitations,  230 
responded.  Special  arrangements  were  made  to 
subordinate  all  commercial  or  business  at- 
mosphere in  the  store  and  the  finest  machine 
obtainable  was  utilized  for  the  playing  of  the 
records.  The  first  musicale  was  a  success;  "three 
others  have  been  held  since,  with  intervals  of 
two  weeks  in  between  and  the  attendance  is  con- 
stantly growing.  It  is  not  a  part  of  the  plan 
to  make  sales  at  the  time,  but  to  find  out  those 
people  in  the  district  who  like  music  and  whose 
trade  is  worth  while.  It  was  only  by  eliminating 
all  trace  of  "advertising"  that  the  Indianapolis 
dealer  got  results.  However,  three  sales  were 
traced  to  interest  aroused  by  the  first  musicale 
and  four  to  that  aroused  by  the  second. 

In  addition  it  brought  people  into  the  store 
and  record  sales  have  shown  a  decided  increase 
ever  since  the  first  affair.  As  a  business  winner, 
the  making  of  an  event  out  of  a  demonstration 
brought  in  the  bacon. 

No.  2 

A  Window  Display  That  Got  Results 

"The  talking  machine  is  the  only  universal 
instrument — it  brings  into  your  parlor  every  in- 
strument ever  invented." 

A  yellow  streamer,  reading  as  above,  was 
stretched  across  a  dealer's  show  window  in 
.Seattle  recent^.  In  the  window,  resting  on  a 
velvet-draped  platform,  was  a  fine  model  of  this 
dealer's  leader.  Arranged  around  it,  in  a  semi- 
circle, were  various  musical  instruments,  includ- 


llllllllllllllllllllillllllllllllilllllllll 
ir;g  the  brass  orchestral  instruments  as  well  as 
the  violin,  guitar,  mandolin,  harp,  'cello,  etc., 
borrowed  from  a  downtown  dealer.  From  each 
instrument  ran  a  blue,  ribbon  to  the  talking  ma- 
chine. The  price  of  each  instrument  was  given 
on  individual  placards,  while  a  large  placard, 
well  forward  in  the  window,  gave  the  total  value 
of  the  instruments,  excluding  the  talking 
machine. 

The  total  was  $3,200.  "And  you  could  not 
play  them  all  if  you  had  them  in  your  home," 
it  was  stated.  "Yet,  this  talking  machine  will 
give  you  music  created  by  every  one  or  each  of 
these  instruments  and  it  costs  only  $200.  And 
anybody  can  play  it." 

This  sales  argument  was  snappy  and  to  the 
point  It  attracted  attention  and  brought  sales. 
This  dealer  took  advantage  of  the  varying  public 
taste  concerning  musical  instruments. 

He  appealed  to  the  likes  and  dislikes  of  every 
person  who  passed  his  door.  He  had  a  striking 
argument — the  universal  ability  of  the  talking 
machine. 

No.  3 

Issues  Manual  for  Care  of  Machines 

A  Chicago  dealer  last  Spring  issued  a  small 
manual,  which  he  distributed  among  his  custom- 
ers, on  the  care  of  machines.  It  was  not  only 
explained  that  certain  things  must  be  done  in 
order  to  preserve  the  tone  and  appearance  of  the 
talking  machine,  but  also  instructions  in  case  of 
shipment  or  when  using  the  machine  at  Summer 
resorts  and  under  abnormal  conditions.  Re- 
quests for  extra  copies  of  the  book  gave  him 
some  good  advertising,  even  among  people  whom 
he  had  never  sold. 

No.  4 

Shows  Personal  Pictures  of  Stars 

A  St.  Louis  dealer  secured  a  series  of  inti- 
mate views  of  the  famous  singers,  orchestra 
leaders,  etc.,  who  furnish  music  for  the  records 
and  had  them  greatly  enlarged.  He  shows  one 
star  at  a  time,  the  pictures  being  mounted  on  an 
easel  well  forward  in  the  window.  A  placard 
explains.  Some  of  the  features  of  this  pictorial 
series  were: 

"Madam  Schumann-Heink  bathing  one  of  her  grand- 
children. 

"A  good  housekeeper,  a  mother,  a  grandmother  and 
a  nurse  as  well  as  a  singer. 

"You  can  hear  her  sing  if  you  will  step  inside." 
Another  read: 

"Caruso  owns  4S0  suits  of  clothes  and  keeps  two 


valets  busy  looking  after  them.  He  also  has  enough 
walking  sticks  to  supply  one  for  each  man  in  a  regiment. 

Come  in  now  and  hear   Caruso   sing.     No  obliga- 
tion. 

And  still  another': 

"Madam  Homer  sings  her  children  to  sleep  every 
night.  When  she  sings  for  operagoers  she  gets  a 
thousand  dollars  a  night. 

•  l'X?u  can  tear  her  sinS  for  nothing — just  step  in- 
side. 

Introducing  the  human  interest  element  in  the 
famous  record  makers  attracted  widespread  at- 
tention. Phonograph  fans  are  just  as  much  in- 
terested and  curious  regarding  the  private  lives 
of  the  musical  stars  as  movie  fans  are  about 
the  much -advertised  and  pictured  movie  stars. 
No.  5 

Increases  Record  Sales  by  Calls 

A  great  many  people,  in  Winter,  hesitate  to 
go  out  for  records,  and  others,  through  sickness 
or  business,  neglect  to  look  over  the  new  selec- 
tions though  they  would  do  so  if  they  had  time. 
An  Omaha  dealer  takes  his  sales  list  and 
periodically  phones  talking  machine  owners 
asking  permission  to  bring  a  dozen  newly  ar- 
rived selections'  up  for  demonstration.  He 
"covers"  as  many  as  six  and  eight  homes  in  the 
course  of  an  evening  and  many  sales  result.  He 
gets  acquainted  with  his  people  in  this  way  and 
they  appreciate  the  pleasure  of  hearing  the  rec- 
ords and  the  service  he  thus  renders  them.  In 
several  cases  he  has  managed  to  interest  people 
in  new  machines  to  replace  the  old  ones  they 
have  in  use.  He  gets  an  opportunity  to  examine 
every  machine  in  his  district,  personally,  and 
this  information  is  of  great  value  to  him. 
No.  6 

Utilizes  Movies  to  Get  Prospects 

A  Baltimore  talking  machine  dealer  has  found 
movies  of  value  in  developing  buyers  for  ma- 
chines. A  local  film  company  produced  a  100- 
foot  picture,  by  trick  photography,  which 
brought  a  big  laugh  in  local  theatres  and  focused 
the  attention  of  the  people  on  his  store.  The 
picture  revealed  the  antics  of  a  dog  who  hears 
"his  master's  voice"  in  the  machine  and  who 
tries  to  jump  into  it.  Great  care  was  taken  to 
get  funny  expressions  on  the  dog's  face.  At  the 
end  there  appeared  a  picture  of  the  dealer's  store 
and  a  "close  up"  view  of  his  leader. 

No.  7 

Dealer  Offers  to  Catalog  Records 

Talking  machine  owners  seldom  take  the  care 

{Continued  on  page  6) 


Reasons  Why  NYACCO  Albums 

Are  the  BEST 

[In  Six  Chapters] 

CHAPTER  VI 

The  SIXTH  consideration  in  the  making  of  the 
NYACCO  album  shows  the  album  all  completed. 
The  pockets,  made  two  in  one,  reinforced  into  the 
solid  wooden  back  by  the  staples,  lie  perfectly  flat, 
which  gives  the  first  attraction  when  the  album 
is  opened. 

Watch  our  final  issue  showing  all 
our  six  chapters  combined  into  one  - 

New  York  Album  &  Card  Co. 


Executive  Office 
23-25  Lispenard  St. 
New  York,  N.  Y. 


Chicago'Factory 
415-17  S.  Jefferson  St. 
Chicago,  111. 


Ask  Your  Jobber  for  Genuine  NYACCO  Albums — Accept  no  substitute. 
Distributors  throughout  U.  S.»- Write  Us  for  Name  &  Address  of  Jobber  nearest  you. 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


5 


HyilillilHHRHfcliilleliElLUIillil 


lULIklklklULIUUILIU.  I^ILIklkl 


Victor 
Supremacy 


The  supremacy  of  the  Victrola  marks  it 
as  the  greatest  of  all  musical  instruments. 

And  with  Victrolas  in  such  splendid 
variety,  possibilities  are  unlimited  for  every 
Victor  retailer. 


"Victrola"    is   the   Registered   Trade-mark   of  the   Victor  Talking   Machine  Company 

designating  the  products  of  this  Company  only. 
Warning :     The  use  of  the  word    Victrola    upon  or  in  the  promotion  or  sale  of  any 
other  Talking  Machine  or  Phonograph  products  is  misleading  and  illegal. 

Important  Notice.      Victor  Records  and  Victor  Machines  are  scientifically  co-ordinated 
and  synchronized  in  the  processes  of  manufacture,  and  should  be 
used  together  to  secure  a  perfect  reproduction. 


Victor  Wholesalers 


Albany,  N.  Y  Gately-Haire  Co.,  Inc. 

Atlanta,  Ga  Elyea   Talking    Machine  Co. 

Phillips  &  Crew  Piano  Co. 

Baltimore,  Sid  Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co. 
H.  R.  Eisenbrandt  Sons,  Inc. 

Birmingham,    Ala. .  .Talking    Machine  Co. 

Boston,   Mass  Oliver  Ditson  Co. 

The  Eastern  Talking  Machine 
Co. 

The  M.  Steinert  &  Sons  Co. 

Brooklyn,  N.  Y  American  Talking  Mach.  Co. 

G.  T.   Williams  Co.,  inc. 

Buffalo,  N.  y  W.  D.  &  C.  N.  Andrews. 

Buffalo  Talking  Machine  Co., 
Inc. 

Burlington,    Vt  American   Phonograph  Co. 

Butte,   Mont  Orton  Bros. 

Chicago,   111  Lyon    &  Healy. 

The  Rudolph  Wurlitzer  Co. 
Chicago  Talking  Machine  Co. 
...Ohio    Talking    Machine  Co. 

The   Rudolph   Wurlitzer  Co. 
. .  .The   Cleveland   Talking  Ma- 
chine Co. 
The  Eclipse  Musical  Co. 

Columbus,  O  The  Perry  B.  Whitsit  Co. 

Dallas,   Tex.   Sanger  Bros. 

Denver,  Colo  The   Knight-Campbell  Music 

Co. 

Des  Moines,  la  Mickel  Bros.  Co. 

Detroit,   Mich  Grinnell  Bros. 

Elmira,  N.  Y  Elmira  Arms  Co. 

El  Paso,  Tex  W.  G.  Walz  Co. 

Honolulu,  T.  H  Bergstrom   Music   Co.,  Ltd. 

Houston,  Tex  The  Talking  Machine  Co.  of 

Texas. 

Indianapolis,  Ind.. .Stewart  Talking  Machine  Co. 

Jacksonville,    11a.. .  Florida  Talking  Machine  Co. 

Kansas  City,  Mo..  J.   W.  Jenkins   Sons  Music 
Co. 

The  Schmelzer  Co. 
Los  Angeles,  Cal.. .  Sherman,    Clay   &  Co. 
Memphis,  Tenn.  ...O.    K.    Houck   Piano  Co. 


Cincinnati,  O 
Cleveland,  O. 


Milwaukee,  Wis,  . 
Minneapolis,  Minn 

Mobile,  Ala  

Newark,  N.  3  

New  Haven,  Conn 

New  Orleans,  La.. 
New  York,  N.  Y... 


Omaha,  Nebr. 


Peoria,  111  

Philadelphia,  Pa. 


Pittsburgh,  Pa. 


Portland,  Me  

Portland,  Ore.  ... 
Richmond,  Va.  . . . 
Rochester,  N.  Y... 
Salt  Lake  City,  U. 
San  Francisco,  Cal 
Seattle.  Wash.  . . . 
Spokane,  Wash.  . . 
St.  Louis,  Mo.  ... 
St.  Paul,  Minn... 
Syracuse,  N.  Y.... 
Toledo,  O  

Washington,  D.  C. 


.Badger  Talking  Machine  Co. 

•  Beckwith,  O'Neill  Co. 

.Wm.  H.  Reynalds. 

Xollings  &  Co." 

.The  Horton-Gallo-Creamer 
Co. 

.Philip  Werlein,  Ltd. 

.  Blackman  Talking  Mach.  Co. 

Emanuel  Blout. 

C.  Bruno  &  Son,  Inc. 

Charles  H.  Ditson  &  Co. 

Knickerbocker    Talking  Ma- 
chine  Co.,  Inc. 

Musical  Instrument  Sales  Co. 

New  York  Talking  Mach.  Co. 

Ormes,  Inc. 

Silas  E.  Pearsall  Co. 
.Ross  P.  Curtice  Co. 

Mickel   Bros.  Co. 
.Putnam-Page  Co.,  Inc. 
.Louis  Buehn  Co.,  Inc. 

C.  J.  Heppe  &  Son. 

The  George  D.  Ornstein  Co. 

Penn    Phonograph    Co.,  Inc. 

The  Talking  Machine  Co. 

H.  A.  Weymann  &  Son,  Inc. 
.W.   F.   Frederick   Piano  Co. 

C.  C.  Mellor  Co.,  Ltd. 

Standard  Talking  Mach.  Co. 
.Cressey  &  Allen,  Inc. 
.Sherman,  Clay  &  Co. 
.The  Corley  Co.,  Inc. 
.  E.  J.  Chapman. 
.The  John   Elliott  Clark  Co. 
.Sherman,   Clay  &  Co. 
.Sherman,   Clay  &  Co. 
.Sherman,   Clay  &  Co. 
.  Koerber-Brenner    Music  Co. 
.W.  J.  Dyer  &  Bro. 
.  W.  D.  Andrews  Co. 
.The  Toledo  Talking  Machine 
Co. 

.Cohen   &  Hughes. 
E.  F.  Droop  &  Sons  Co. 
Rogers  &  Fischer. 


Victor  Talking  Machine  Co. 


Camden,  N.  J.,  U.  S.  A. 


Victrola  VI,  $35 

Mahogany  or  oak 


Victrola  IX,  $75 

Mahogany  or  oak 


Victrola  XI,  $150 

Mahogany,    oak   or  walnut 


Victrola  XVI,  $275 
Victrola  XVI,  electric,  $337.50 

Mahogany  or  oak 


'HIS  MASTER'S  VOICED 


REG.  U.S.  PAT  O FF       r^^^^^^  jjj 


6 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


IMPORTANT  TO  THE  TALKING  MACHINE  TRADE 

Lower  Prices  for 
Record  Albums 

Yes,  due  to  lower  costs,  we  are  mak- 
ing substantial  reductions  in  prices. 

We  solicit  your  orders  and  corre- 
spondence. 


OUR  ALBUMS  ARE  MADE  TO  CONTAIN  VICTOR, 
COLUMBIA.  EDISON,  PATHE,  VOCALION 
AND  ALL  OTHER  DISC  RECORDS 


SELECTING   THEIR  FAVORITES 


NATIONAL  PUBLISHING  CO.,  239  S.  American  St.,  PHILADELPHIA,  PA. 


CHICAGO   OFFICE:    508  South   Dearborn  Street 


THE  PERFECT  PLAN 


EIGHT  IDEAS  THAT  HAVE-WON  SALES    C.  M.  DALLY  WITH  REMINGTON  CORP.   BRUNSWICK  SHOP  IN  TERRELL,  TEX. 


{Continued  from  page  4) 


ot  their  records  that  they  should.  This  is  a 
well-known  fact.  A  Pittsburgh  dealer  has 
capitalized  this  idea  by  ottering  to  give  every 
owner  a  start  in  keeping  his  catalog  in  order. 
He  employs  a  sales  girl  who  also  is  expert  at 
record  handling  and  stocking.  Upon  a  call  from 
a  customer,  she  takes  three  grades  of  albums 
and  quickly  installs  the  system  for  the  customer. 
The  sale  of  the  album  is  a  part  of  the  transac- 
tion. Very  often  six  and  even  twelve  books  are 
sold  to  owners  who  have  large  collections.  The 
service  is  appreciated  by  customers  who  always 
find  the  records  misplaced  when  most  wanted. 
A  form  letter  launched  this  service  scheme,  an- 
nouncing its  value  to  the  owner,  also  giving  the 
prices  of  the  books.  The  profit  on  the  sale  pays 
for  the  girl's  time,  since  she  does  it  all  in  the 
forenoons  when  business  is  slack. 

No.  8 

"Even  a  Monkey  Can  Play  Our  Machines" 

To  demonstrate  the  ease  with  which  the  mod- 
ern talking  machine  may  be  operated,  a  Tampa, 
Fla..  dealer  secured  an  intelligent  monkey  and 
taught  him  how  to  wind  a  machine  and  start  the 
record  going.  When  Joko's  education  was  com- 
plete he  was  placed  in  the  show  window  and 
permitted  to  give  the  crowd  a  treat.  At  a  given 
moment,  when  the  last  notes  died  out,  the 
Simian  promptly  began  all  over  again.  A  liberal 
reward  of  peanuts,  at  intervals,  kept  the  monk 
busy.  Also,  he  seemed  to  enjoy  the  music.  He 
put  a  few  records  out  of  business,  but  at  that 
the  advertising  secured  was  cheap. 


Talking  Machine  Man  Well  Known  in  Metro- 
politan Territory  to  Represent  the  Remington 
Phonograph  Co. — Popular  and  Capable 


Branch  of  Dallas  Concern  Opens  Doors  With 
Appropriate  Musical  Ceremonies 


Everett  H.  Holmes,  sales  manager  of  the  Rem- 
ington Phonograph  Corp.,  New  York  City,  has 
announced  the  appointment  of  Chas.  M.  Dally 

as  general  wholesale 
representative  of  the 
above  company  for 
the  Metropolitan  dis- 
trict. Mr.  Dally  is 
well  experienced  in 
the  talking  machine 
field,  having  been 
connected  in  the  past 
with  both  the  Colum- 
bia and  Pathe  organi- 
zations. He  also  en- 
joys a  large  circle  of 
friends  in  the  Metro- 
politan field  to  which 
he  has  devoted  much 
of  his  time. 

The  name  Remington  is  not  new  to  Mr.  Dally 
as  some  time  previous  to  his  work  in  the  talking 
machine  field  he  traveled  in  the  Far  East  in  the 
interests  of  the  Remington  rifle.  He  is  enthusias- 
tic  over   the    Remington    phonograph  line. 


Terrell,  Tex.,  January  3. — The  Brunswick  Shop 
of  Terrell  held  its  formal  opening  last  month 
and  on  the  opening  day  there  were  held  concerts 
both  in  the  afternoon  and  evening.  In  addition 
to  the  record  nurnbers  given,  the  program  was 
supplemented  by  the  Louisiana  Five  Jazz  Or- 
chestra. Little  Miss  Cyrene  Bell,  of  Dallas, 
gave  a  classic  dance,  impromptu. 

The  Brunswick  Shop  of  this  city  is  a  new- 
branch  of  the  Bungalow  House,  1818  Main  street, 
Dallas.  A.  W.  Macon,  of  the  Bungalow  House, 
Dallas,  and  W.  H.  Humphries,  of  the  wholesale 
department,  were  present,  and  assisted  J.  E. 
Macon,  local  manager,  in  the  opening. 

Refreshments  of  sandwiches,  cake  and  coffee 
were  served  to  over  500  visitors. 

The  opening  was  decidedly  one  of  the  most 
novel  and  unique  events  ever  held  in  Terrell. 


ITS  GENDER  DEFINED 


C.  M.  Dally 


D.  J.  Meggenburg  has  opened  a  new  talking 
machine  store  in  Manchester,  la.,  and  has  se- 
cured a  good  stock  of  Brunswick  machines. 


Tommy  was  always  a  troublesome~boy  and  at 
grammar  he  was  always  at  his  worst. 

"What  gender  is  'phonograph'?"  asked  teacher 
one  day. 

"Feminine  gender,"  promptly  replied  Tommy. 
"No,    no;    it's    neuter!"    returned  teacher 
sharply. 

"Well,  it  ought  to  be  feminine,"  was  Tommy's 
unblushing  reply:  "'cause  it  repeats  everything 
it  hears!" 


Peerless  Metal 
Back  Album 


PROSPERITY  AND  EXPANSION 


On  February  1st  Peerless 
established  in  its  new  home 


will  be  completely 
-right  on  Broadway. 


Write  for  particulars 

about  this 
indestructible  album. 


In  these  larger  and  roomier  quarters  our  output  will 
be  substantially  increased,  which  means  an  improved 
service  to  you.  The  new  location  is  most  convenient 
for  visiting  buyers  and  affords  us  the  best  possible 
shipping  facilities  to  all  points  of  the  world. 

AH  members  of  the  phonograph  industry  are  cor- 
dially invited  to  inspect  our  new  plant  and  view 
the  developments  that  Peerless  has  made  in  album 
manufacture. 

PHIL  RAVIS.  President 

PEERLESS  ALBUM  COMPANY 

636  and  638  BROADWAY   ::   NEW  YORK  CITY 


0  f  * 


PEERLESS  BIG  TEN 


Write  for  particulars 
about  this  new  and  ex- 
clusive album,  offered 
in  sets. 


Chicago  Office: 
57  E.  JACKSON  BLVD. 


January  15,  1921 


THE   TALKING    MACHINE  WORLD 


7 


Victor 
Supremacy 


Supreme  as  a  musical  instrument, 
the  Victrola  naturally  stands  supreme 
as  a  business  proposition. 

The  success  of  Victor  retailers 
follows  Victor  supremacy  as  a  matter 
of  course. 


"  Victrola"    is   the   Registered  Trade-mark   of  the   Victor  Talking   Machine  Company 

designating  the  products  of  this  Company  only. 
Warning  :    -The  use  of  the  word    Victrola    upon  or  in  the  promotion  or  sale  of  any 
other  Talking  Machine  or  Phonograph  products  is  misleading  and  illegal. 

Important  Notice.     Victor  Records  and  Victor  Machines  are  scientifically  co-ordinated 
and  synchronized  in  the  processes  of  manufacture,  and  should  be 
used  together  to  secure  a  perfect  reproduction. 


Victor  Talking  Machine  Co. 

Camden,  N.  J.,  U.  S.  A. 


Victrola  XI,  $150 

Mahogany,  oak  or  walnut 


Victrola  XIV,  $225 

Mahogany,  oak  or  walnut 


Victrola  XVI,  $275 
Victrola  XVI,  electric,  $337.50 

Mahogany  or  oak 


Victrola  XVII,  $350 
Victrola  XVII,  electric,  $415 

Mahogany  or  oak 


8 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


PUBLISHED  BY  EDWARD  LYMAN  BILL,  Inc. 

President  and  Treasurer,  C.  L.  Bill,  373  Fourth  Ave.,  New  York;  Vice-President, 
J.  B.  Spillane,  373  Fourth  Ave.,  New  York;  Second  Vice-President,  Raymond  Bill,  373 
Fourth  Ave.,  New  York;  Assistant  Treasurer,  Wm.  A.  Low. 

J.  B.  SPILLANE,  Editor 
RAY  BILL,  B.  B.  WILSON,  BRAID  WHITE,  Associate  Editors 
L.  E.  BOWERS,  Circulation  Manager 

Trade  Representatives:  A.  F.  Carter,  Wilson- D.  Bush,  C.  Chace,  Edward  Lyman 
Bill,  V.  D.  Walsh,  E.  B.  Munch,  Chas.  A.  Leonard,  Scott  Kingwill,  A.  J.  Nicklin 

Western  Division:    Republic  Building,  209  So.  State  Street,  Chicago,  111.  Telephone, 

Wabash  5774. 
Boston:    John  H.  Wilson,  324  Washington  Street 
London,  Eng.,  Office:  2  Gresham  Buildings,  Basinghall  St.    W.  Lionel  Sturdy,  Mgr. 
s  _  The  Talking  Machine  World  has  regular  correspondents  located  in  all  of  the  principal 
cities  throughout  America. 

Published  the  15th  of  every  month  at  373  Fourth  Ave.,  New  York. 

SUBSCRIPTION  (including  postage);  United  States,  Mexico,  $2.00  per  year;  Canada, 
$3.00;  all  other  countries,  $4.00.     Single  copies,  25  cents. 

ADVERTISEMENTS:  $5.50  per  inch,  single  column,  per  insertion.  On  quarterly 
or  yearly  contracts  a  special  discount  is  allowed.    Advertising  pages,  $150.00. 

REMITTANCES  should  be  made  payable  to  Edward  Lyman  Bill,  Inc.,  by  check  or 
Post  Office  Money  Order. 

NOTICE  TO  ADVERTISERS— Advertising  copy  should  reach 
this  office  before  the  first  of  each  month.  By  following  this  rule 
clients  will  greatly  facilitate  work  at  the  publication  headquarters. 

Long  Distance  Telephones — Numbers  5982-5983  Madison  Sq. 
Cable  Address:  "Elbill,"  New  York. 


NEW  YORK,  JANUARY  15,  1921 


STARTING  A  NEW  PAGE  IN  TRADE  HISTORY 

ACCORDING  to  leaders  in  the  nation's  business  and  those  in 
close  touch  with  the  economic  situation  throughout  the  country 
it  appears  as  though  the  crisis  in  the  apparent  wave  of  depression, 
or  business  suspension,  has  been  passed  and  that  during  the  next 
month,  or  at  least  in  March,  there  should  be  a  noticeable  improve- 
ment in  business  conditions  generally. 

Readjustment  all' along  the  line  was  inevitable,  and  the  public 
had  evidently  come  to  a  realization  of  the  fact,  but  the  rapidity  of  the 
decline  in  business  has  been  startling.  It  is  declared  that,  with  im- 
proved conditions  in  the  agricultural  domain,  the  situation  will 
change  materially  for  the  better,  and  any  measure  of  prosperity  for 
the  farmers  will  make  itself  felt  immediately  in  every  industry. 

The  logical  advice  offered  by  those  in  the  best  position  to  advise 
is  that  there  should  be  a  stop  put  to  calamity  howling  and  that,  instead 
of  wasting  time  complaining  and  worrying  over  the  situation,  the 
business  men  of  the  country  should  buckle  down  to  business  and  by 
increased  effort  offset  any  possible  depressing  effects. 

Such  institutions  as  the  Federal  Reserve  Board  express  them- 
selves as  ever  so  much  more  satisfied  with  the  situation  to-day  than  a 
year  ago.  Twelve  months  ago,  members  of  the  Board  say,  they 
didn't  know  when  the  drop  would  come  or  how  hard  the  fall  would 
be.  Now  the  bottom  has  been  reached  and  it  is  much  easier  to  deal 
with  an  upward  curve  than  a  downward  glide. 

It -may  appear  hard  for  dealers  in  certain  sections  to  appear 
bright  and  cheerful  when  a  falling  off  of  business  is  in  evidence, 
but  it  is  certain  that  merely  sitting  tight  and  lamenting  the  change  in 
the  situation  will  not  avail,  whereas  increased  efforts  will  inevitably 
meet  with  some  measure  of  success. 

There  is  no  reason  in  the  world  why  the  majority  of  talking 
machine  dealers,  and  through  them  the  manufacturers  of  the  prod- 
ucts they  handle,  cannot  build  up  a  substantial  business  total  for  the 
new  year.  It  will  mean  conscientious  effort,  plenty  of  hard  work, 
the  expenditure  of  some  real  money  for  a  trade  development  pro- 
gram, and  a  willingness  to  give  the  sort  of  service  that  will  please  the 
customer  and  make  him  a  purchaser. 

Regardless  of  how  the  general  business  situation  may  develop 
the  talking  machine  dealer  must  become  resigned  to  the  fact  that  the 
easy  times  of  the  sellers'  market  are  past — that  instead  of  allocating 
a  limited  supply  of  machines  and  records  to  a  hungry  populace  he 
must  dig  up  business  and  cater  to  it  just  as  do  merchants  in  other 


lines.  In  the  long  run  it  may  be  a  good  thing  for  some  of  the  dealers 
and  for  the  trade  generally  to  be  faced  with  a  condition  that  requires 
the  exercise  of  constructive  salesmanship. 

The  leading  manufacturers  have  for  years  preached  the  doctrine 
of  better  selling.  When  there  was  really  little  to  sell  it  was  pointed 
out  that  preparations  should  be  made  to  meet  a  sellers'  market.  The 
manufacturers,  and  it  is  fair  to  say  a  good  proportion  of  the  dealers, 
realized  that  the  situation  must  change  some  time.  Those  who 
heeded  fhe  warning  are  selling  goods  to-day,  while  those  who  didn't 
listen  have  some  real  problems  to  face. 

THE  UNION  OF  MUSIC  AND  EDUCATION 

THE  importance  of  music  as  a  great  civilizing  force  in  the  Nation 
is  universally  conceded,  but  it  is  sometimes  overlooked  that  the 
talking  machine  is  playing  a  tremendously  vital  part  in  this  con- 
nection. Not  only  is  it  taking  the  very  best  in  instrumental  and 
vocal  music  into  the  homes  of  the  poor  as  well  as  the  rich,  but  it 
has  assumed  an  important  position  in  the  educational  system  of 
the  United  States. 

The  most  progressive  educators  throughout  the  country  have 
recognized  the  great  value  of  the  talking  machine  in  the  school,  not 
alone  as  a  disseminator  of  musical  knowledge,  but  as  a  refining 
influence  that  cannot  fail  to  affect  favorably  students,  no  matter  in 
what  grade  they  are  studying.  The  educational  departments  of  our 
leading  talking  machine  companies  have  been  deluged  with  letters 
of  a  most  commendatory  nature  from  State  superintendents  of 
public  instruction  in  which  they  concede  that  no  other  influence 
has  been  more  potent  for  good  than  the  use  of  the  talking  machine, 
combined  with  the  very  systematic  form  of  educational  service 
outlined  for  the  schools. 

It  is  inevitable  that  the  increased  appreciation  of  music,  which 
must  result  from  the  use  of  the  talking  machine  in  the  school,  will 
indirectly  stimulate  a  love  for  the  best  in  music  in  the  home,  and 
from  the  home  it  is  bound  to  radiate  throughout  the  entire  Nation. 

The  very  successful  work  which  is  now  being  achieved  through 
the  campaign  carried  on  by  the  National  Bureau  for  the  Better 
Advancement  of  Music  is,  needless  to  say,  helpful  to  the  talking 
machine  industry.  Its  work  is  along  progressive  lines  and  means 
a  broad  encouragement  in  cultivating  the  art  of  music  in  every  form 
throughout  the  Nation.  This,  of  course,  means  much  for  the  music 
industry  as  a  whole,  because  the  wider  cultivation  of  music  must 
result  in  a  greater  demand  for  musical  instruments  of  all  kinds, 
hence  talking  machine  men  should  become  active  supporters  of  this 
movement.  It  should  win  their  enthusiastic  support,  not  only  be- 
cause it  may  help  them  in  their  individual  business,  but  because 
music  is  a  priceless  asset  to  the  community.  It  inculcates  that  art 
atmosphere — that  refinement  that  leads  the  people  from  sordid 
tastes  and  desires  to  a  new  world  of  usefulness  and  pleasure. 

DEVELOPMENT  OF  THE  ART  OF  RECORDING 

REPORTS  from  Paris  to  the  effect  that  Ignace  J.  Paderewski, 
the  famous  pianist,  will  be  able  to  play  no  more  in  public,  again 
bring  to  mind  the  fact  that  the  development  of  the  art  of  music 
recording  and  reproduction  through  the  medium  of  the  talking 
machine  and  its  records,  and  in  this  case  also  through  the  medium  of 
the  player-piano  and  music  roll,  has  made  it  possible  for  music  lovers 
to  have  in  their  libraries  perfect  reproductions  of  thesart  of  this 
pianist.  There  comes  first,  of  course,  the  livi-g  artist,  but  next 
there  comes  the  reproduction  of  that  artist's  own  interpretations  of 
musical  works,  for  it  is  this  personal  interpretation  that  is  the  real 
essence  of  the  artist's  standing  and  importance. 

The  work  of  the  great  musical  artists  of  other  generations  is 
now  entirely  lost,  except  perhaps  in  the  memories  of  the  aged,  but 
the  work  of  the  great  artists  of  this  generation  is  for  the  most  part 
perpetuated  through  the  medium  of  their  recordings  on  records  and 
rolls.  Aside  from  the  historical  interest  in  such  records,  they  doubt- 
less will  afford  an  invaluable  aid  to  music  students  of  the  future  in 
determining  what  advancement  has  been  made  in  the  art,  and  how 
the  work  of  the  masters  of  former  years  compares  with  the  work 
of  contemporary  artists. 

It  would  seem  proper  and  right  that  some  definite  effort  be  made 
to  gather  together,  under  State,  or  preferably  national,  auspices, 
the  recordings  of  these  artists,  if  only  for  their  truly  historical  value. 
The  industry  itself  should  be  the  first  to  advocate,  and  where  possible 
facilitate,  the  carrying  on  of  work  of  this  kind.    It  will  probably 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


•3 


be  a  work  unselfish  and  without  profit,  but  a  move  that  will  prove 
of  undeniable  benefit  to  musicians  and  historians  of  the  future. 

Already  certain  records  by  well-known  artists  of  the  day,  having 
been  cut  out  of  the  catalogs  by  the  manufacturers  in  favor  of  new 
titles,  are  being  sought  by  collectors,  and  several  such  records  com- 
mand a  substantial  premium.  The  records  to  be  preserved  should 
be  selected  before  they  are  cut  out  of  the  catalogs  and  become  scarce. 


with  that  body  and  lend  their  support  in  making  any  protest  general 
and  representative  of  every  branch  of  the  music  industry. 


A  TIME  FOR  REASON,  NOT  EXAGGERATION 


THE  UNWISDOM  OF  BARGAIN  ADVERTISING 


BARGAIN  advertising  soon  becomes  a  habit,  not  alone  with  the 
advertiser,  but  with  that  portion  of  the  public  which  reads  his 
announcements.  This  is  a  fact  that  should  be  remembered  by  the 
talking  machine  dealer  who  is  inclined  to  be  extravagant  in  the 
presentation  of  special  values  to  the  public  through  newspaper  an- 
nouncements. When  a  house  once  establishes  its  reputation  for  cut- 
ting prices,  the  road  back  to  normal,  correct  business  methods  becomes 
a  long  and  tortuous  one.  Having  once  educated  the  public  to  look  for 
special  inducements,  whether  real  or  imaginary,  the  dealer  soon  finds 
that  it  is  almost  impossible  for  him  to  do  business  on  a  straight 
dollar-value-for-a-dollar  basis.  There  are  some  houses  in  the  talk- 
ing machine  trade  right  now  which  will  find  it  mighty  hard  to  do 
business  except  on  the  special  sale  plan,  and  that's  not  a  healthy 
condition.  When  talking  machines  must  be  disposed  of  according  to 
Baxter  street  methods  there  is  likely  to  be  something  wrong  either 
with  the  product  or  with  the  selling  plan. 


FIGHTING  DISCRIMINATORY  TAXES 


THERE  are  already  indications  that  the  music  industry  is  in  for 
another  fight  during  the  coming  year  to  prevent,  if  possible, 
the  levying  of  discriminatory  taxes  on  musical  instruments  and  acces- 
sories under  the  revision  of  the  War  Revenue  Act.  The  Secretary  of 
the  Treasury  in  his  recent  report  very  frankly  urges  that  the  excise 
tax  on  talking  machines,  pianos,  etc.,  be  increased  from  five  per  cent 
to  ten  per  cent  in  order  to  bring  in  increased  revenue  estimated  at 
$13,000,000  from  that  source.  Various  other  committees,  official  and 
unofficial,  as  well  as  individuals,  have  taken  it  upon  themselves  to 
ask  that  the  tax  burden  on  musical  instruments  be  increased  in 
order  to  move  part  of  the  load  from  other  interests. 

There  are  the  usual  effective  arguments,  of  course,  that  music 
instead  of  being  a  luxury  is  a  prime  necessity  of  modern  civiliza- 
tion and  has  been  so  proven ;  that  it  is  distinctly  educational  and  a 
builder  of  harmony  and  morale.  An  equally  strong  argument  is  that 
the  music  industry  cannot  afford  to  stand  higher  taxes — cannot 
absorb  them — and  under  existing  conditions  cannot,  pass  them  along 
to  the  public. 

The  Music  Industries-  Chamber  of  Commerce  has  already 
started  an  active  campaign  to  fight  out  the  tax  question  in  Wash- 
ington, and  it  might  be  well  for  the  various  talking  machine  interests, 
whether  or  not  they  are  affiliated  with  the  Chamber,  to  co-operate 


IT  is  unfortunate  that  the  majority  of  the  daily  papers  in  com- 
menting upon  changes  in  industrial  conditions,  and  particularly 
upon  the  so-called  wave  of  depression,  have  been  inclined  to  exag- 
gerate the  situation  somewhat  in  an  effort,  perhaps,  to  please  their 
readers.  This  fact  has  been  brought  home  to  the  talking  machine 
trade  most  emphatically  through  the  medium  of  recently  published 
reports  regarding  the  trend  of  business  in  our  own  industry.  Some 
of  the  newspapers  took  special  occasion  to  advise  the  public  under 
startling  headings  that  the  talking  machine  business  is  in  bad  shape, 
that  factories  here  and  there  were  shutting  down  and  throwing  some 
thousands  of  workers  out  of  employment.  It  is  true  that  some  fac- 
tories have  shut  down  and  other  factories  have  curtailed  their  output 
temporarily,  but  nothing  like  on  the  scale  intimated  in  daily  press 
reports. 

There  is  no  question  but  that  this  inclination  to  exaggerate  de- 
pression in  certain  industries  has  a  bad  effect  not  alone  upon  the 
public  but  upon  those  engaged  in  the  retailing  of  specified  products, — 
particularly  those  who  are  not  in  close  touch  with  the  actual  manu- 
facturing situation.  It  would  be  well  for  retailers  to  acquaint  them- 
selves with  the  actual  facts  in  order  that  they  may  deliver  the  proper 
message  to  their  local  public  in  some  form  or  another.  The  reports 
should  not  be  allowed  to  spread  without  some  attempt  being  made 
to  contradict  them.  Otherwise  the  psychological  effect,  if  not  the 
material  effect,  is  going  to  be  bad. 


THE  INCREASING  EFFICIENCY  OF  LABOR 


Q  OME  interesting  reports  regarding  the  increasing  efficiency  of 
O  labor  are  now  in  evidence,  which  would  indicate  that  the  workers 
are  commencing  to  realize  that  co-operation  with  their  employers 
rather  than  antagonism  is  the  most  satisfactory  plan  in  the  end.  For 
the  past  couple  of  years  the  vicious  idea  prevailed  among  a  certain 
type  in  labor  circles  that  the  less  a  man  accomplished  for  his  em- 
ployer the  more  employment  he  was  giving  his  fellow  workmen. 
This  brought  about  a  state  of  mind  where  fewer  hours,  more  holi- 
days and  higher  wages  seemed  to  be  the  principal  ambition  of  a 
great  many  employes. 

The  change  now  in  evidence  may  be  attributed  largely  to  the 
increased  number  of  men  looking  for  work  and  to  the  weeding  out 
being  made  by  employers,  which  is  resulting  not  only  in  an  improved 
morale  among  the  workers,  but  in  increased  productive  power.  In 
the  talking  machine  industry,  at  least,  labor  is  one  of  the  important 
items  in  the  increased  cost  of  production,  and  if  prices  ever  come 
down  it  must  be  by  reason  of  the  increased  efforts  of  the  worker 
to  deliver  a  greater  value  through  a  larger  production  than  has 
been  to  his  credit  for  the  past  couple  of  years. 


REG.  U.S.  PAX  OF  F 


BUSINESS  AS  USUAL 

Fire  could   never  destroy  Ormes  service  or  the  trade- 
mark of  the  great  line  we  distribute. 

Therefore  Ormes  service  continues  —  at  temporary 
quarters  on  the  4th  floor,  103  East  125th  Street,  cor. 
Park  Avenue. 

Telephone  Harlem  7302  as  usual 

ORMES,  Inc. 

103  E.  125th  St.     Wholesale  Exclusively      NEW  YORK 


10 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


glllllllllllllllllllllllllUIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIllllli 

I  Real  Sales  People  Now  Necessary  in  the  Sue-  f 
I  cess  of  Talking  Machine  Business  :: 


By  Gourtenay  j 
Harrison  1 


il!lllllllllllllllll]||lllllllllllllllllll!IIIIII]l!lllllllllllllllllllllilllllPllilll  

If  there  is  one  business  on  earth  where  the 
type  of  salesman  or  woman  On  the  job  counts 
more  than  in  another,  it  is  in  the  talking  machine 
business.  People  do  not  become  "temperamental" 
as  a  rule  when  buying  pancake  flour,  tooth  paste 
or  woolen  socks,  nor  do  they  act  as  if  the  decision 
they  make  might  make  or  break  their  entire  lives 
— and  use  up  the  salesman's  time  accordingly. 
But  when  buying  a  talking  machine  it's,  alto- 
gether a  different  matter.  The  most  practical 
business  man  or  the  most  settled  matron  in  town 
is  liable,  under  stress  of  settling  definitely  the 
question  of  whether  or  not  to  buy  the  Jonesrola, 
to  become  as  temperamental  as  Janovsky,  the 
violinist.  They  are  more  apt  than  not — even 
though  they  come  in  and  ask  to  see  a  certain  type 
of  machine  which  indicates  having  made  up  their 
minds  beforehand — to  stand  in  awe  about  saying 
the  final  "yes"  to  the  salesman's  "Shall  I  send  this 
one  up?"  And  it's  a  cinch  that  except  in  an 
unusual  case  this  "yes"  is  not  going  to  be  forth- 
coming until  the  salesman  has  exhibited  a  good 
deal  of  real  salesmanship  as  well  as  tact  and 
patience. 

This  brings  us,  then,  back  to  the  main  road 
again.  Better-than-average  salespeople  are  needed 
in  the  retail  talking  machine  store.  This  need  not 
frighten  anyone  either.  A  good  many  people  who 
sell  other  things  beside  talking  machines  and  rec- 
ords and  who  call  themselves  salesmen  are  not 
that  at  all.  They  are  just  order  takers.  But  a 
talking  machine  and  record  salesman  or  woman, 
to  accomplish  worth-while  results,  must  be  a  real 
sales  person  in  all  that  the  word  implies.  It  is 
mighty  easy  to  get  disgusted  with  a  "tempera- 
mental" customer,  who  has  made  and  unmade 
derisions   at  five-minute   intervals,   as   to  what 


llll 

model  and  design  she  is  going  to  buy,  or  whether 
or  not  she  will  buy  at  all — just  now.  Yes,  it  is 
mighty  easy  to  get  disgusted  or  lose  patience; 
and  the  same  holds  good  for  selling  records. 
About  the  first  thing  that  a  good  talking  machine 
and  record  salesman  learns  is  that  patience  is 
indeed  a  virtue  that  pays  cash  returns.  The 
going  may  be  hard,  with  your  demonstration,  and 
attempts  to  close  with  some  extra-crabby  cus- 


|  Who  Are  the  Most  Sat-  § 
jj  is  factory  All-Round  g 
m  Sales  Persons  for  a  j|: 
M  Talking  Machine  Store  m 
■  — Men  or  Women  ?  ■ 


tomer,  but  as  Briggs  would  say  when,  just  as  you 
feel  you  are  going  to  crack  under  the  strain, 
willy-nilly,  she  suddenly  says:  "Well,  you  can 
send  up  this  $300  console  model.  I  reckon."  Oh 
Boy!  ain't  it  a  grand  and  glorious  feeling? 

I  have  been  asked  more  than  once  by  talking 
machine  dealers  who  know  that  -  I  have  made 
investigations  in  talking  machine  stores  all  over 
the  country  to  state  which  I  thought  the  most 
satisfactory  all-round  sales  persons  for  a  retail 
talking  machine  store — men  or  women?  I  have 
always   given   the   "stock"    answer    that   it  all 


lllllllllllllllllllllllilllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllU 
depended  on  the  type  of  person  as  to  the  best 
all-round  results  that  could  be  secured. 

However,  as  my  place  of  residence  does  not 
have  to  appear  at  the  head  of  this  article,  I  am 
going  to  make  the  frank  statement  here  that  the 
most  successful  talking  machine  department  J 
have  ever  seen,  for  a  city  1ts~  size,  is  rim  by  a 
woman  and  she  has  nothing  but  women  sales 
people.  An  interesting  thing  about  this  depart- 
ment is  that  it  is  on  the  fourth  floor  of  a  furniture 
store,  and  in  the  mid-West  city  in  which  it  is 
located  there  are  a  great  many  exclusive  talking 
machine  shops  on  the  ground  floor  right  in  this 
neighborhood.  Yet  this  competition  does  not 
prevent  this  fourth-floor  talking  machine  shop 
from  doing  an  enormous  business — a  business 
recognized  by  the  wholesale  firms  which  supply- 
it  with  goods  to  be  larger  than  that  done  by 
many  of  the  ground-floor  shops  in  the  neighbor- 
hood. 

To  tell  the  story  of  this  department's  success, 
it  is  only  necessary  to  use  one  word — salesman- 
ship. The  young  woman  in  charge  and  her  three 
capable  assistants  know  how  to  give  their  cus- 
tomers a  service  that  will  bring  them  back,  even 
four  stories  up. 

Are  these  super  sales  people,  you  might  ask? 
They  are  not.  They  are  young  women,  untrained 
when  they  entered  the  business,  in  most  instances. 
That's  one  reason  why  they  have  made  such  a 
success  of  their  work.  But  let  the  woman  in- 
charge  of  the  department  tell  the  story  herself: 

"Recognizing  that  upon  the  ability  to  sell  suc- 
cessfully— and  this  is  meant  in  the  broadest  sense 
— rested  the  success  or  failure  of  this  department 
I  determined  when  I  took  charge  of  the  work  to. 
at  least,  give  my  customers  something  in  sales- 


The  finest  phonograph  is 
appropriately  encased  in 

"The  Cabinet-wood  Superlative." 

Superb  and  refined  beauty — rich  shading 
which  even  improves  with  age — wonderful 
reliability  as  a  cabinet-wood — all  these  to- 
gether put  AMERICAN  WALNUT  in  the 
very  front  rank  of  woods 

For  Phonograph  Cabinets 

More  and  more  purchasers  every  day  are 
giving  to  AMERICAN  WALNUT  their 
very  first  (and  very  insistent)  preference.  It 
pays  to  supply  what  is  demanded. 

We  illustrate  herewith  an  AMERICAN 
WALNUT  TALKING  MACHINE 
CABINET  of  elegant  design.  Could  you 
imagine  a  more  beautifully  figured  veneer 
than  that  which  it  exhibits? 

Valuable  data  for  makers  or  data  for  dealers  and  the  "Brochure  de  Luxe"  for 
your  salesmen.    Address  the  producers  of  American   Walnut  lumber,  the 


a  walnut  talking  machine  cabinet 


American  Walnut  Manufacturers'  Association 

Room  1022  616  So.  Michigan  Boulevard  Chicago 


January  IS,  1921 


THE    TALKING    MACHINE  WORLD 


11 


manship  that  they  would  not  get  from  the  aver- 
age sales  person.  I  knew  by  shopping  experi- 
ences of  my  own  that  more  often  than  not  the 
beautiful  ads  about  a  store's  'wonderful  service' 
were  the  brain-children  of  the  ad  man,  and  had 
no  foundation  in  fact;  I  had  had  plenty  of  experi- 
ence with  the  'sorry  we  haven't  got  it,  is  that  all, 
well,  good-by'  type  of  record  sales  person,  and  I 
determined  early  in  the  game  to  do  something, 
anything  that  would  convince  the  customer  that 
here  at  last  was  a  store  that  had  a  personal  inter- 
est in  him  and  his  wishes. 

"In  the  past  four  years,  since  I  took  charge 
here,  I  have  had  a  great  deal  of  experience  hiring 
giris.  I  think,  by  the  way.  that  the  average  woman 
makes  a  better  salesman  in  this  line  than  men  do. 
She  has  woman's  intuition,  you  know,  has  more 
tact  and  patience  than  the  average  man,  and  you 
know  it  just  naturally  isn't  as  easy  for  a  man  to 
say  'no'  to  a  woman. 

"But  these  qualities,  more  or  less  natural,  as 
you  might  say,  to  an  intelligent  woman,  do  not 
make  a  successful  talking  machine  sales  person. 
I  train  all  of  our  girls  before  they  get  actively  at 
work.  That  brings  up  another  point.  Frankly, 
I  would  rather  have  a  green  but  willing  school- 
girl who  was  anxious  to  learn  and  enthusiastic 
about  starting  out  selling  than  an  'experienced' 
girl  who  had  been  trained  along  certain  lines  and 
thought  she  knew  about  all  there  was  to  know 
about  the  game.  It  is  too  much  trouble  to  'un- 
learn' the  last-named  young  woman,  and  teach 
her  our  way.  Another  thing,  I  will  never  under 
any  consideration  hire  a  girl  who  has  had  experi- 
ence solely  in  some  big  store  where  customers 
were  'fed'  to  the  department  with  little  trouble  and 
where  only  a  popular  and  exclusive  line  that  'sells 
itself  was  carried.  Such  a  girl,  despite  her  experi- 
ence, is  probably  not  a  sales  person  at  all,  but  an 
order  taker  instead. 

"Whenever  I  take  on  a  new  girl,  I  let  her  use 
her  first  ten  days  'loafing'  around  the  department, 
familiarizing  herself  with  the  stock,  and  the  loca- 
tion of  all  items,  studying  the  record  catalogs  and 
learning  the  names  of  the  artists  and  the  sort  of 
work  they  perform.    I  have  known  stores  where 


the  girls  did  not  know  whether  Marion  Harris 
was  a  vaudeville  star  or  a  grand  opera  singer. 
Another  thing  that  many  young  women  in  the 
selling  game  do  not  realize  is  that  for  an  admirer 
of  some  certain  artist  to  hear  that  artist's  name 
horribly  butchered  in  pronouncing  is  almost  as 
galling  as  to  have  her  own  name  mispronounced. 
In  things  like  this  we  aim  to  outshine  the  aver- 
age store.  That  is  the  way  in  which  we  render 
a  super-service  that  brings  customers  back. 

"1  personally  believe  in  letting  the  girls 
develop  their  own  personalities  and  'swing' 
customers  this  way.  Many  of  the  largest  and 
most  successful  businesses  in  America  are  suc- 
cessful mainly  because  of  their  personnel  and  yet 
many  retail  store  owners  are  jealous  of  sales 
people  having  friends  who  ask  for  them.  It  is 
true  if  this  sales  person  should  leave  she  might 
take  a  few  customers  along  with  her,  but  the  per- 
centage would  be  too  small  to  do  any  great  injury. 
And  the  benefits  of  letting  sales  people  build  up 
their  own  list  of  customers  far  offset  any  possible 
harm  that  might  be  done. 

"I  even  go  so  far  as  to  give  each  of  the  girls  a 
filing  cabinet  in  which  to  keep  their  customers 
listed,  and  while  these  files  are  naturally  open  to 

COLUMBIA  MEN  MEET  IN  ASHLAND 

Dealers  and  Company  Officials  Discuss  Plans 
for  Trade  Betterment  in  Coming  Year — C.  E. 
Hall  Succeeds  C.  E.  Kramer  as  Manager 


Huntington,  W.  Va.,  January  3. — Columbia  deal- 
ers and  officials  of  the  Columbia  Graphophone 
Co.  met  early  last  month  at  the  Ventura  Hotel 
and  discussed  plans  for  the  improvement  of  the 
Columbia  trade  in  the  territory.  Addresses  were 
delivered  by  C.  E.  Kramer,  the  retiring  district 
manager,  and  by  C.  E.  Hall,  the  incoming  dis- 
trict manager;  by  Larry  Neighbor,  manager  of 
the  record  department;  J.  H.  Kruse,  credit  man- 
ager, and  R.  H.  Woodford,  manager  of  the  Cin- 
cinnati district. 

They  told  dealers  assembled  from  Hunting- 
ton, Ashland,  Ironton  and  adjacent  communities 


my  inspection,  the  girls  take  a  personal  pride  in 
following  up  their  prospects  with  literature  fur- 
nished by  the  manufacturers,  by  our  own  adver- 
tising department  and  with  telephone  calls  when 
they  have  records  they  think  a  certain  customer 
would  like  to  hear. 

"I  know  it  is  old  stuff,  as  the  saying  goes,  but  I 
impress  upon  every  girl  to  never  under  any  con- 
sideration allow  anyone  to  wear  out  her  patience 
of  make  her  mad,  as  even  the  person  who,  with 
apparent  perverseness,  uses  up  a  lot  of  time  with- 
out buying,  crabbing  the  while  perhaps,  cannot 
help  but  admire  the  continued  evenness  of  dispo- 
sition and  unfailing  courtesy  of  the  sales  woman. 
The  customer,  indeed,  is  always  right  in  this  shop. 

"They  say  of  our  store  that  we  have  the  sweet- 
est-tempered sales  people  in  town.  Crabby  cus- 
tomers gave  us  that  name  and  it  has  been  a  big 
ad  for  us.  Even  the  crabs  come  back  again,  just 
to  see  if  they  can  'get  us  going,'  but  they  buy,  as 
a  rule,  on  the  second  trip.  Sales  people  "/ho  know 
what  selling  means  in  its  broadest  sense  will 
make  a  talking  machine  department  different  from 
the  general  run,  and  put  it  'over  the  top'  finan- 
cially, and  that  is  the  sole  reason  for  our  success 
'four  flights  up'." 

of  additional  Columbia  factories,  of  the  general 
policy  and  sales  outlook,  and  incidentally  con- 
gratulated the  Huntington  dealers  on  initiative, 
especially  in  the  matter  of  co-operation  with 
the  national  advertising.  M.  F.  Field,  of  Ash- 
land, discussed  the  co-operative  spirit  manifest 
there  now.  Those  present,  in  add.tion  to  the 
above-named  officials,  were: 

P.  H.  Katz,  of  the  Chapman  Furniture  Co.; 
Joseph  Horton,  of  the  Samuel  Horton  Co.;  U. 
O.  Banion,  of  W.  T.  Oppenheimer,  Huntington; 
A.  F.  Hibbard,  W.  H.  Farrell,  Opal  Pyles,  of 
Huntington;  Gertrude  Price,  Agnes  Daugherty, 
M.  F.  Field,  R.  S.  Goldcamp,  Mrs.  R.  S.  Gold- 
camp,  Anna  Mary  Hanichen,  Isabel  L.  Nourot, 
Alex  Josselson,  U.  O.  Banion,  Mattie  Gray,  C. 
D.  Alexander,  Goldie  Borden,  of  Ashland;  Lou 
I).  Smith.  Charles  Ward,  of  Ironton;  A.  L. 
Folan,  of  Charleston. 


Let  him  help  you 

There  is  a  better  way  to  keep 
the  store  records  you  need 


In  your  city  there  is  a  representative 
of  The  National  Cash  Register  Com- 
pany. He  is  a  student  of  business 
systems.  He  has  been  trained  to  be 
of  service  to  merchants — to  help  them 
solve  their  problems. 

Let  him  show  you  how  you  can  get 
the  store  records  you  need  without 


working  overtime  on  day  books,  pass 
books,  ledgers,  and  memorandums. 

He  will  show  you  the  easiest  way  to 
get  these  records. 

You  need  them  once  a  year  for  your 
Income  Tax  report.  You  need  the 
same  figures  every  day  to  control 
your  business. 


We  make  cash  registers  for  every  line  of  business.Priced  $  75  and  up. 

NATIONAL 

CASH  REGISTER  CO. 

DAYTON,  OHIO. 


12 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


Paste  This  In\bur  Hat 


YOU  are  building  up  a 
steady  income  with  every 
single  sale  of  Columbia  Gra- 
fonolas  or  Columbia  Records 
if  you  follow  up  the  sale  ana 
supply  the  purchaser  with 
proper  service.  Columbia 
Grafonolas  and  Records  are 
essentially  "service  goods" — 
points  of  contact  for  future 
sales.  You're  losing  money  on 
every  sale  if  you  fail  to  follow 
it  up. 


olumbia 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


13 


And  Keep  It  Pasted 


HERE  are  a  few  of  many  ways 
to   supply   constant  service 
where  it  counts  the  most: 

Use  the  invaluable  self-service 
fixtures.  They  will  increase  your 
sales  by  serving  your  customers 
faster  than  you  can  serve  them 
yourself.  That's  service ! 

Send  the  Columbia  Monthly  Rec- 
ord Supplements  to  your  whole 
mailing  list  every  month.  Aren't 
the  Lodges  in  your  town  giving 
dances?  Cash  in  on  the  winter 
dance  craze.  Let  all  the  boys  and 
girls  know  about  all  the  latest 
dances.  That's  service ! 

Make  a  note  on  your  mailing  list 
of  every  customer's  taste  in  records 
— dance  records,  love  songs,  violin 
solos,  band,  opera,  comic,  or  what- 
ever it  is— and  offer  your  cus- 
tomers all  the  new  records  of  the 
type  you  know  they  prefer.  That's 
service — the  way  to  make  steady 
customers ! 

The  Columbia  Monthly  Record 
Hangers  are  news  to  every  record 
fan,  just  as  much  as  the  Monthly 
Record  Supplements.  Put  them  up 
the  moment  you  get  them.  Display 


Sales  Department 
COLUMBIA  GRAPHOPHONE  COMPANY,  New  York 


them  where  they're  sure  to  be  seen. 
That's  service ! 

The  Monthly  Advertising  Service 
for  (Columbia  Dealers  Portfolio  car- 
ries many  mighty  convincing  ad- 
vertisements for  you  to  run  in  your 
local  papers.  Use  these  consistently, 
and  you  will  find  that  your  returns 
will  be  sure  and  big.  Keep  your 
product  before  the  people.  That's 
service ! 

Have  your  repair  man  always 
take  with  him  at  least  a  dozen  ot 
the  latest  records.  Then,  after  he 
has  made  the  repairs,  he  can  play 
some  of  these  latest  records  for  your 
customers  on  their  own  instruments 
right  in  their  own  homes.  That's 
service !  Sales  ?  Just  try  it ! 

The  first  thing  any  normal  hu- 
man being  notices  in  a  new  land  is 
the  flag  of  the  land  of  his  birth, 
wherever  it  is  displayed.  Are  there 
many  foreign  born  in  your  town  ? 
Then  show  in  your  window  the 
beautiful  Columbia  decalcomania 
sign  carrying  the  flags  of  two  score 
nations.  That's  service !  See  how  ;.t 
will  attract  purchasers  of  Columbia 
foreign  records. 


Grafonola  and 
Re  co  r  d  s 


14 


THE    TALKING    MACHINE  WORLD 


January  IS,  1921 


When  you,  Mr.  Distributor,  sell  your  dealer  a  sealed  package 
of  needles — you  put  your  stamp  of  approval  on  the  package,  as 
to  the  full  number  of  needles,  their  quality  and  uniform  lengths. 

When  you,  Mr.  Dealer,  pass  a  sealed  package  of  needles  over 
your  counter  to  your  customers,  you  guarantee  the  accuracy 
of  count,  uniform  length,  points  and  hardness  of  the  needles. 

HERE  IS  THE  VITAL  FACT:  the  Britliantone  Steel 
Needle  Co.  guarantees  all  packages  of  BRILLIANTONE 
NEEDLES  and  all  needles  packed  by  them  to  contain  100 
needles  of  Uniform  Length,  Uniform  Points  and  Uniform 
Hardness  to  the  package. 

Remember— An  inferior  or  imperfect  needle  will  cause  custom- 
er dissatisfaction— no  matter  how  perfect  the  machine  and 
record. 


BRILLIANTONE 

SteelNeedle  Co  .Incorporated 

Selling  Agents  for 
W.  H.  BAGSHAW  &  CO.  Factory,  Lowell,Mass. 

at    strfft  347  FIFTH  AVENUE, 

AT  34th  STREET  ▼  SUITE  1003 

New  York 


SUITE  1003 


Canadian  Distributors:   the  Musical  Mdse.  Sales  Co.,  79  Wellington  St.  W.,  Toronto 
Foreign  Export:   Chipman  Ltd.,  8-10  Bridge  St.,  New  York  City 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


15 


l!lllll!llllillllllll!l!ll!l!lll!llllll!!!!!|iil!l!llil!l!IUI!l!ll!lll!ll!!!l^ 


How  to  Get  Best  Sales  Results  by  Using  the 
Right  Kind  of  Business  Letters  ::  By  R.  R.  Ricketu,  Jr. 


IK 


Good 


letters  are  business  getters.  Are  you 
using  this  means  to  additional  sales?  Many  deal- 
ers say:  "What  good  are  letters? — See  the  pros- 
pect!" By  all  means,  see  the  prospect,  but 
remember — a  letter  rushes  in — not  where  sales- 
men fear  to  tread — but  where  "treading"  is 
prohibited. 

A  letter  has  these  advantages:  A  prospect  will 
read  a  letter  when  he  is  "too  busy"  to  see  a  sales- 
man. He  can  "dismiss"  a  letter — he  is  not  so  sure 
about  the  salesman.  He  is  more  "off  guard" 
when  reading  a  letter  because  he  has  not  that 
feeling,  often  experienced  in  the  presence  of  a 
salesman,  that  an  attempt  is  being  made  to 
"force"  him  to  buy.  The  majority  of  people  are 
too  curious  to  throw  aside  a  letter  without 
reading  it.  They  will  begin  it,  at  least,  and,  if  it 
is  interesting  they  will  continue  to  read,  whether 
they  are  specially  interested  in  talking  machines 
or  not,  in  the  same  way  that  you  read  an  adver- 
tisement of  some  article  you  know  nothing  about 
and  are  not  particularly  concerned  with:  the  head- 
.  lines  are  inviting  and  before  you  realize  it,  you 
have  read  it.  It  has  some  quality,  snap  perhaps, 
that  compels  your  attention. 

Letters  are  an  aid  to  sales  that  you,  no  doubt, 
have  not  considered  possibilities.  For  example, 
are  you  getting  your  share  of  restaurant  sales? 
Of  moving  picture  theatre  sales?  The  former  are 
using  the  talking  machine  more  than  the  latter, 
but  "movie"  houses  are  using  them,  from  the 
smaller  ones  to  at  least  two  that  I  know  of 
seating  3,000.  Such  a  sale  means  a  better  than 
ordinary  advertisement  for  your  machine  and 
should,  if  followed  up  by  a  notice  in  the  theatre 
program,  or  otherwise,  result  in  sales. 

Many  restaurant  owners,  if  confronted  by  a 
salesman,  without  preamble  of  any  kind,  will  not 
consider  purchasing  a  machine,  whereas,  after 
having  read  a  letter  in  which  various  arguments, 
relative  to  why  a  machine  would  be  of  advantage 
to  him,  are  presented,  his  reception  of  the  sales- 
man will  probably  not  be  such  a  cold  one.  A 
letter  that  is  deferential  in  tone,  snappy  and  brief, 
acts  as  a  much  better  introduction  than  a  card! 
It  also  tends  to  do  away  with  any  conscious  or 
unconscious  antagonistic  attitude  that  many  pre- 
sent to  a  salesman. 

A  wonderful  salesman  once  said  that  he  always 
made  it  a  point,  after  he  had  gotten  a  prospect  in, 
by  letter  or  otherwise,  to  write  him,  putting  down 


the  proposition  in  black  and  white,  giving  him  a 
description  of  its  good  points  and  prices.  He 
said  there  was  a  psychology  about  the  "personal 
touch"  and  the  tangible  something  the  prospect 
could  refer  to  that  a  letter  provided.  This  is 
undoubtedly  true. 

Now  as  to  the  writing  of  the  letter.  Of  course 
it  depends  on  who  is  the  writer  and  to  whom  the 
letter  is  to  be  sent.  Let  us  say  it  is  to  be  written 
not  by  a  firm,  but  by  one  of  their  salesmen,  and 
is  to  reach  the  average  business  man.  Start  your 
letter  with  a  bang!  For  example:  "Are  you  inter- 
ested in  good  music?  If  so,  I  am  confident  that 
you  would  be  interested  in  hearing  the  Best 
phonograph.     The    Best   reproduces    the  voice 

IB 


A  Prospect  Will  Read 
a  Letter  When  He  Is 
Too  Busy  to  Receive 
a  Salesman — Snappy 


m  Letter  Compels  Notice  m 


naturally.  You  may  not  have  liked  the  talking 
machines  you  have  heard."  If  he  has  liked  them, 
so  much  the  better.  If  not,  your  mention  of  the 
fact  is  equivalent  to  saying,  "I  appreciate  your 
position  in  disliking  talking  machines,  but,"  etc.) 
And  a  prospect  always  likes  to  know  his  position 
is  appreciated!  To  finish  the  sentence,  "but,  if 
you  enjoy  music  that  is  music,  I  am  sure  you 
would  delight  in  hearing  the  Best,  and  that  the 
short  time  spent  in  the  hearing  would  result  in 
man3r  hours  of  real  pleasure."  You  may  say,  "the 
writer"  in  place  of  "I"  if  you  wish,  although  some 
authorities  regard  it  as  an  affectation. 

Make  your  letter  brief,  interesting,  courteous 
and  sincere.  Don't  say  your  machine  is  the 
greatest  the  world  has  ever  known.  Maybe  it  is, 
but  don't  say  it  in  so  sensational  a  manner.  It 
will  impress  the  very  credulous  but  it  won't  help, 
in  fact  it  will  hinder,  you  with  the  not  so  credu- 


lous. Try  to  make  your  prospect  feel  that  he  may 
come  in  and  hear  the  machine  and  not  be 
"pushed"  to  buy.  Say,  perhaps,  "We  urge  you  to 
hear  the  machine;  the  purchasing  is  in  your  hands 
entirely.  Any  attempt  to  force  a  sale  is,  of  course, 
poor  business,  and  it  is  our  desire  that  you  feel 
free  to  come  in  at  any  time  and  as  often  as  you 
like.  I  should  very  much  appreciate  a  reply." 
You  may  wish  to  lay  more  stress  on  something 
other  than  tone— the  cabinet,  say.  It  goes  with- 
out saying  that  you  must  be  prepared  to  back  up 
your  statements.  Here  we  have  something  like 
this: 

"Mr.   R.   L.   Prospect,  City. 

"Dear  Sir:  Are  you  interested  in  good  music? 
If  so,  I  am  confident  you  would  be  interested  in 
hearing  the  Best  phonograph.  This  instrument 
reproduces  the  voice  naturally.  You  may  not  have 
liked  the  phonographs  you  have  heard,  but,  if  you 
enjoy  music  that  is  music,  I  am  sure  you  would 
delight  in  hearing  the  Best,  and  that  the  short 
time  spent  in  the  hearing  would  result  in  many 
hours  of  real  pleasure.  A  catalog  of  the  Best  is 
inclosed  but  I  should  like  to  state  a  few  pertinent 
facts  in  this  letter  that  might  be  of  interest." 

(In  this  paragraph  you  may  list  the  special 
advantages  of  your  machine,  what  improvements 
it  originated,  why  its  tone  is  the  finest,  etc.) 

"It  is  a  pleasure  to  demonstrate  the  Best,  not 
only  to  a  prospective  customer,  but  to  anyone 
interested  in  music.  We  urge  you  to  hear  the 
machine;  the  purchasing  is  in  your  hands  entirely. 
Any  attempt  to  force  a  sale  is,  of  course,  poor 
business,  and  it  is  our  desire  that  you  feel  free  to 
come  in  at  any  time  and  as  often  as  you  like.  I 
should  very  much  appreciate  a  reply. 

"Very  truly  yours." 
Try  it  on  your  neighbor! 


INSTALL  DEMONSTRATION  ROOMS 

Worcester,  Mass.,  January  3. — The  Widener's 
Grafonola  Shop  of  this  city  is  equipping  its  new 
warerooms  with  an  elaborate  installation  of 
demonstration  rooms  and  record-filing  equip- 
ment. The  work  is  being  dqne  by  a  local  Worces- 
ter concern.  C.  L.  Goodwin  &  Co.,  which  spe- 
cializes in  store  equipment  and  has  made  in- 
stallations in  a  number  of  other  New  England 
talking  machine  warerooms. 


ECLIPSE 


SUPREME 


THE  ECLIPSE  MUSICAL  CO. 

Victor  Wholesaler  Cleveland,  Ohio 


16 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


Frank  Crumit  sings  "I'm  a  Lonesome  Little 
Rain  Drop",  the  big  song  hit  of  the  Greenwich 
Village  Follies  of  1920,  and  that  melodious 
love  song  "Margie/9  Thousands  of  people 
have  been  waiting  for  this  record.  A-3332. 


Columbia  Graphophone  Co 

NEW  YORK 


SUGGESTIONS  OF  VALUE  ON  THE  GRANTING  OF  CREDITS 

Timely  Advice  on  This  Important  Subject,  Particularly  Applicable  to  the  Talking  Machine  Trade, 
Offered  by  J.  H.  Tregoe,  Secretary-Treasurer  of  National  Association  of  Credit  Men 


An  appreciation  of  economic  laws  and  organ- 
ization has  been  neglected  in  our  country  for 
the  reason  that  in  times  of  depression  or  strain 
there  is  a  breaking  down  of  some  principles 
and  a  commission  of  mistakes  which  react  un- 
favorably and  unnecessarily  on  the  credit  struc- 
ture. We  have  lacked  backbone  in  the  face  of 
serious  problems.  We  have  done  things  which 
never  would  have  been  considered  in  sane 
periods,  and  we  wonder  when  this  temperament 
will  be  rectified  and  the  American  business  man 
stand  for  the  very  highest  and  the  most  con- 
structive ideals  when  the  currents  are  not  mov- 
ing in  his  direction. 

The  seller's  market  through  which  we  have 
passed  produced  interesting  situations  and, 
though  the  opportunities  for  driving  hard  bar- 
gains and  escaping  hard  contracts  were  fre- 
quently availed  of,  yet  such  a  market  enabled 
us  to  correct  some  weaknesses  in  credit  grant- 
ing. Terms  were  abbreviated,  a  very  necessary 
feature  whenever  the  country  is  passing  through 
an  unusual  period,  and  it  has  become  customary 
to  use  credit  as  capital.  The  seller's  market 
also  permits  the  opportunity  of  restraining 
trade  abuses  and  they  have  become  legion  in 
the  credit  commerce  of  our  nation.  Coincident 
with  the  coming  in  of  the  deflation  period,  a 
period  of  deep  anxiety  which  requires  skilful 
treatment,  the  market  reverted  once  again  into 
the  hands  of  the  buyers.  Conditions  were  re- 
versed with  the  slowing  down  of  business  and 
with  the  consuming  public  on  a  strike.  Noth- 
ing depresses  merchants  more  than  a  lack  of 
orders,  a  slowing  down  of  the  plant  with  the 
attendant  unemployment.  In  order  to  keep 
the  wheels  moving,  in  order  to  produce  busi- 
ness, the  temptation  is  very  strong  not  only 
to  cut  prices,  but  to  sell  terms.  Herein  is  one 
ol  the  gravest  dangers  in  any  trade,  especially 


so  in  the  music  trade.  Previously  long  terms 
had  been  allowed  the  purchaser.  Financing  pur- 
chases of  this  type  requires  extensive  capital 
and  credit.  The  turnover  is  not  sufficient  and 
profits  can  alone  be  made  by  overstrain.  A 
return   to   this ,  situation   must  be  avoided,  no 


We  cannot  emphasize  too  strongly,  therefore, 
the  confinement  of  competition  to  values  alone. 
Terms  mustn't  be  sold.  Should  business  move 
slowly,  should  the  very  bottom  appear  to  have 
dropped  out  of  things,  character  must  stand 
the  strain  and  hold  fast  to  manly  practices. 
Watching  the  various  trends  and  currents  in  this 
crisis  of  the  nation's  industrial  affairs,  the 
earnest  appeal  to  hold  fast  should  be  heeded. 
Getting  adrift,  returning  to  old  conditions,  sell- 
ing terms  and  doing  the  unwise  and  uneconomic 
thing  would  be  very  unfortunate  for  merchants 
and  the  nation. 

"We  are  not  in  the  least  overplaying  in  this 
brief  message  the  seriousness  of  matters.  We 
arc  not  endeavoring  to  throw  the  least  fear  into 
the  heart  of  anyone.  We  cannot  discount  the 
real  seriousness  of  our  present  crisis,  and  yet, 
with  fundamental  conditions  absolutely  sound, 
we  must  merely  pass  through  a  recuperative 
period,  and  good  sense  dictates  the  giving  of 
every  assistance  we  can  to  the  patient.  A  good 
grip  on  ourselves  and  every  looseness  cast  to 
the  winds  will  build  an  American  spirit  of  which 
we  may  be  very  proud. 


VISITS  GRESHEM  MEMORIAL 


Underwood  &  Under-wood 

J.  H.  Tregoe 

matter  how  strong  the  temptation  is  to  sell. 
Credits  must  be  kept  liquid  whilst  the  nation 
is  passing  through  its  recuperative  period,  and 
every  enterprise  not  observing  this  principle 
and  using  too  much  of  the  nation's  available 
credit  is  merely  retarding  the  recuperative 
process  and  holding  us  back  from  a  complete 
restoration. 


Rosa  Ponselle,  Columbia  Star,  Visits  Memorial 
Erected  to  First  American  Killed  in  the  War 

While  in  Evansville,  Ind.,  Rosa  Ponselle,  the 
famous  grand  opera  star  and  Columbia  artist, 
visited  the  James  Bethel  Greshem  Memorial 
Home.  This  is  a  unique  bungalow  which  was 
erected  by  workmen  giving  their  time  free  and 
for  which  furnishings  were  contributed  by  firms 
and  organizations  of  the  city.  Money  was  also 
donated  in  the  form  of  an  endowment  fund,  and 
the  whole  was  given  to  the  mother  of  James 
Bethel  Greshem,  who  was  the  first  American 
soldier  to  be  killed  in  the  war  after  the  United 
States  declared  war.  Miss  Ponselle  had  a  very 
nice  visit  with  Mrs.  Greshem.  The  latter  was 
greatly  pleased  with  the  honor  paid  her. 


Quality 

The 


Distinction 

"VICSONIA"  Reproducer 

Recognized  for  its  Perfect  interpretation  of  Edison  Disc  Records 
on  Victrolas  and  Grafonolas. 

Fitted  n>ith  permanent  jewel  point.    No  loose  parts. 

Note:  The  Vicsonia  is  made  of  Bronze,  sand  casted  and  machined  to 
measurement.    Finished  in  heavy  Nickel  or  Gold  plate.    Flexible  stylus. 

Meet  the  demand — Serve  your  customers 

Sample  Model  "A"  or  "B"  Vicsonia  will  be  sent  on  receipt  of  $4.50.  Retail 

price  $7.50. 

Note:    Model  "B"  Vicsonia  plays  both  Edison  and  Pathe  records 

VICSONIA  MFG.  CO.,  Inc. 

313  E.  134th  STREET  NEW  YORK,  N.  Y. 


January  15,  1921 


THE   TALKING   MACHINE  WORLD 


17 


Widdicomb  Queen  Anne  Art  Model 


Dealers  Have  Endorsed  the  Widdicomb 


Recently  we  have  had  occasion  to 
demonstrate  the  Widdicomb  to  a 
number  of  America's  foremost  pho- 
nograph dealers. 

These  men,  dealers  who  are  success- 
ful merchandisers,  say  that  the  Wid- 
dicomb Amplifying  Tone  Chamber 
marks  a  new  epoch  in  phonograph 
history. 

Now  for  the  first  time,  it  is  possible 
to  play  all  makes  of  records  on  the 
Widdicomb  without  the  slightest  vi- 
bration or  metallic  harshness. 
At  the  same  time  the  Widdicomb 
Amplifying  Tone  Chamber  does  full 
justice  to  the  lower  as  well  as  to  the 
higher  musical  notes.  When  playing 
an  orchestral  record  the  deeper, 
richer  tones  are  given  equal  promi- 
nence. 

This  supremacy  of  tone  in  the  Wid- 
dicomb is  the  final  result  of  construc- 
tion based  on  scientific  laws.     It  is 


not  a  gift  of  chance  but  a  feature  for 
which  Widdicomb  experts  worked 
many  months  and  expended  thou- 
sands of  dollars  to  perfect.  The  ex- 
clusive Tone  Chamber  in  the  Wid- 
dicomb is  made  of  a  patented  com- 
position that  positively  eliminates 
vibration. 

The  sound  waves  as  they  pass 
through  it  are  extended  and  ex- 
panded so  that  you  get  full  tonal 
value  without  "'blasting.''  In  other 
words,  it  simply  reproduces  more 
truly. 

The  dealer  who  has  the  Widdicomb 
franchise  feels  confident  that  he  sells 
a  phonograph  of  the  highest  quality; 
unequaled  in  tone;  distinctive  in  ap- 
pearance, and  richer  in  special  fea- 
tures than  any  other  phonograph  on 
the  market. 

For  your  own  information  let  us  give 
you  the  1921  details. 


The  Widdicomb  Furniture  Company 

Grand  Rapids,  Michigan  Fine  Furniture  Designers  Since  1865 


PHONOGRAPH 

QThe  Aristocrat  of  Phonographs 


(38) 


18  THE    TALKING    MACHINE  WORLD 

HOW  TO  CREATE  ADVERTISEMENTS  THAT  BRING  RESULTS  MUSIC 

Roy  Durstine,  Prominent  Authority  on  Advertising,  Lays  Down  the  Precepts  Which  Must  Be  Fol- 
lowed in  the  Creation  of  Good  Advertising  in  Interesting  Book  on  This  Subject 


Advertisers  in  every  line  are  endeavoring 
these  days  to  get  away  from  the  beaten  path 
and  make  copy  that  has  pulling  power  and  origi- 
nality. The  days  of  the  stereotyped  advertise- 
ment is  passed,  according  to  advertising  ex- 
perts, and  the  dawn  of  a  better  day  is  already 
well  above  the  horizon.  An  advertisement  that 
complies  with  all  the  requirements  laid  down 
by  the  average  old-time  advertising  manual  and 
.is  just  as  good  for  one  thing  as  another  is  really 
not  good  for  anything  at  all.  Roy  Durstine,  a 
recognized  authority  on  advertising,  has  just 
written  a  book  on  making  advertisements  and 
making  them  pay,  and  he  declares  that  the  use- 
lessness  of  this  adjustable  advertisement  is  "all 
the  fault  of  the  outrageous  person  who  first 
boiled  down  advertising  to  this  formula:  First, 
focus  the  attention.  Second,  interest  the 
reader.  Third,  create  a  desire.  Fourth,  show 
that  you  satisfy  that  desire.  Fifth,  stimulate 
action."  No  art  can  be  boiled  down  to  a  formula. 
If  it  could  be,  then  that  art  would  be  too  easy 
to  be  worth  while.  Mr.  Durstine  is  merciless 
to  the  advertising  men  who  have  not  pro- 
gressed beyond  the  application  of  formulas.  He 
tells  us  that  this  kind  of  advertising  man  be- 
comes "a  merchandising  expert,"  who  exerts 
pressure  on  "prospects"  and  whose  customers 
are  always  "clients." 

Mr.  Durstine  lays  down  many  precepts  for 
good  advertising  among  which  the  following 
may  be  cited  as  worthy  of  study  by  every  busi- 
ness man  who  has  before  him  the  problem  of 
adequately  presenting  his  goods  to  the  public 
through  the  medium  of  advertising. 

"Every  business,  no  matter  how  young  and 
how  old,  has  a  personality.  To  catch  the  spirit 
of  that  personality  and  to  reflect  it  in  words 
and  type  and  picture  is  the  job  of  every  adver- 
tisement. 

"There  is  an  old  saying  in  advertising — that 
nothing  can  be  said  about  a  twenty-five-cent 
cigar  which  has  not  already  been  said  about  a 
five-cent  cigar.  If  you  descend  to  superlatives 
it;  selling  a  product  of  real  quality  you  find 
that  the  maker  of  inferior  merchandise  has  been 
there  first.  So  the  strongest  way  you  can  con- 
vey an  impression  of  supreme  merit  is  by  infer- 
ence— by  atmosphere.  The  man  whose  mer- 
chandise falls  in   the  class  below  yours  may 


employ  many  of  the  devices  of  design  which 
you  also  use,  but  he  doesn't  dare  give  as  little 
information. 

"There  ought  to  be  something  about  an  ad- 
vertisement as  contagious  as  the  measles.  With- 
out sincerity  an  advertisement  is  no  more  con- 
tagious than  a  sprained  ankle. 

"To  sell  something  of  doubtful  merit  is  dis- 
honest. Such  a  fundamental  error  in  merchan- 
dising as  to  sell  an  inferior  article  by  jumping 
up  sales  through  advertising  is  like  inflating 
a  punctured  tire.  What  you  say  may  be  sound 
enough,  but  the  sales  volume  won't  stick  be- 
cause there  is  a  leak  in  quality. 

"It  is  not  sufficient  that  they  (advertisements) 
make  people  talk.  The  German  people  have 
made  a  great  many  people  talk  about  them  in 
the  past  five  years,  but  it  has  not  advanced  their 
position  in  the  esteem  of  the  world. 

"It  is  difficult  to  think  of  any  business  which 
cannot  be  advertised.  No,  that's  an  exaggera- 
tion. *  *  *  Burglars  shouldn't.  That's  one 
business  that  is  peculiar." 

"To  sum  up,"  says  Brander  Matthews  in  a 
review  of  this  book  in  the  New  York  Times, 
"Mr.  Durstine's  book  is  what  Horace  Greeley 
called  'mighty  interesting  reading.'  It  takes  us 
outsiders  behind  the  scenes.  It  helps  us  to 
understand  how  it  is  that  we  would  not  be 
surprised  if  we  were  to  read  that  Phoebe  Snow 
had  married  Sunny  Jim,  moved  to  Spotless 
Town,  adopted  a  couple  of  Campbell  Kids  and 
was  letting  the  Golddust  Twins  do  her  work." 


A  RECORD  STOCK  IS  ALIVE 

Putnam-Page  Bulletin  Points  Out  Value  of  Good 
Stock  and  Good  Selling 


"Your  record  stock  is  alive,  aglow,  the  livest 
salable  thing  in  any  store.  It  is  constantly 
changing — more  alive,  more  aglow  every  day, 
every  hour,"  says  the  Putnam-Page  Co.,  Victor 
distributors,  in  one  of  its  recent  bulletins.  "And 
we  can  reflect  that  stock  when  we  meet  our 
trade.  Of  course,  we  have  new  and  splendid  things 
coming  in  right  along.  Tell  your  friends  and 
come  again  real  soon.  You  will  find  something 
new  every  hour."  That's  the  spirit  in  which 
to  meet  your  customers — it  wins. 


January  15,  1921 


FINDS  PLACE  IN  SUBWAY 

Ticket  Seller  Brings  His  Talking  Machine  to 
Work  With  Him  and  Latest  Songs  Delight 
the  Hurrying  Commuters  on  Way  to  Work 


A  correspondent  informs  us  that  music  has 
at  last  invaded  the  dark  reaches  of  the  Inter- 
borough  subway  and  now  the  hurrying  crowds 
at  the  Brooklyn  Museum  station  are  entertained 
as  they  push  their  nickels  across  the  grimy  glass 
above  the  "How  Many?"  sign  by  the  strains  of 
the  latest  music  coming  from  the  talking  ma- 
chine within  the  ticket  seller's  booth.  Evidently 
there  is  one  ticket  seller  who  has  an  imagination 
that  has  not  been  stifled  by  the  roar  of  the 
subway  trains.  He  has  reasoned  that  if  his 
instrument  entertains  him  at  home  it  will  also 
do  its  pleasant  work  while  at  his  daily  task.  And 
so  he  put  his  idea  into  execution  at  once.  He 
greets  his  patrons  with  a  smile  and  receives  a 
smile  in  return.    Everyone  is  happy. 


PUBLIC  HAS  BIG  BUYING  POWER 

Roger  W.  Babson,  Statistics  Expert,  Gives  Ten 
"Bull"  Trade  Factors  in  Address  Before  Ad- 
vertisers' Club  in  Recent  Meeting 

Roger  W.  Babson,  business  statistician,  told 
the  Advertisers'  Club  last  week  what  he  believed 
were  the  ten  "bull"  factors  in  business  to-day. 
He  said  that  of  the  many  factors  foretelling 
business  prosperity  the  following  were  the  most 
important: 

That  the  great  mass  of  people  still  have  the 
Government  bonds  which  they  purchased  during 
the  war  and  until  these  bonds  are  sold  there  re- 
mains great  purchasing  power. 

That  billions  of  dollars  previously  spent  for 
liquors  are  now  used  to  buy  comforts  and  mer- 
chandise. 

That  the  national  banking  system  is  more  flex- 
ible than  it  was  during  any  other  period  of  finan- 
cial stress. 

That  national  advertising  has  come  to  stay, 
to  be  a  steadying  force  in  business. 

That  the  war  caused  much  standardization  re- 
sulting in  production  efficiency. 

That  foreign  trade  impetus  will  continue  for 
many  years  from  the  war  impetus  because  of 
our  new  merchant  marine. 

Seasonable  fluctuations  in  manufacturing  and 
selling  are  being  eliminated. 

Reduction  in  taxation,  especially  business  and 
profit  taxation,  may  be  expected. 

Recent  election  showed  people  are  conserva- 
tive and  will  back  a  business  Government. 

The  war  made  America  the  richest  country. 

The  apparent  inconsistency  of  the  present  de- 
pression with  the  indications  above,  Mr.  Bab- 
son said,  was  due  to  the  fact  that  depression 
follows  the  extravagance,  dishonesty  and  in- 
efficiency which  always  end  a  period  of  pros- 
perity such  as  this  country  has  passed  through. 

MANY  NEW  USES  FOR  MAGNAVOX 

Most  Illuminating  Volume  Just  Issued  by  the 
Magnavox  Co. — Shows  Trade  Use  of  Instru- 
ment and  Its  General  Popularity 


The  many  uses  of  the  Magnavox  for  magni- 
fying sound  are  found  in  easily  accessible  form 
in  a  new  and  most  interesting  booklet  just  is- 
sued by  the  Magnavox  Co.,  of  Oakland,  Cal. 
The  application  of  the  Magnavox  to  the  talking 
machine  and  its  use  in  amplifying  music  are 
shown  in  detail  as  well  as  its  uses  for  public 
gatherings  where  speakers  are  desirous  of  mak- 
ing their  words  audible  and  impressive  to  large 
audiences. 


OPENS  STORE  IN  MANCHESTER,  IA. 

J.  G.  Lewis,  of  Manchester,  la.,  has  moved 
into  the  building  in  that  city  formerly  occupied 
by  the  Farmers  &  Merchants  State  Savings 
Bank,  and  has  installed  a  stock  of  talking  ma- 
chines and  other  musical  instruments. 


ALBERT  CAMPBELL 


In  Concert  and  Entertainment 
Personal  Appearance  of 

Eight  Popular  Victor 
Favorites  on  One  Program 

A  live  attraction  for  live  dealers  and  jobbers 

Bookings  now  for  season  1921-1922 
A  few  available  dates  for  Spring,  1921 
Sample  program  and  particulars  upon  request 

P.  W.  SIMON,  Manager 

160t  Broadway  New  York  City 


Famous  Ensemblesiincluding 

Campbell  &  Burr  -  Sterling  Trio  -  Peerless  Quartet 


The  Talking  Machine  World,  New  York,  January  15,  1921 


Why  everyone  is 
talking  about 
Brunswick  Records 


They  have  been  a  great  sensation. 

Everywhere  you  go  you  find  deal- 
ers and  phonograph  owners  com- 
menting on  the  way  Brunswick 
Records  have  captured  the  public. 

Music  lovers  everywhere  recog- 
nize their  superiority  in  the  most 
emphatic  way  possible  —  by  con- 
stantly demanding  more  and  still 
more  Brunswick  Records. 

Such  an  unqualified  endorsement 
has  placed  the  stamp  of  approval 
on  these  artistic  companions  of  the 
already  successful  phonograph. 

There  are  many  things  that  enter 


into  the  production  of  a  fine  record. 
It  would  be  too  long  a  story  to  tell. 

But  we  can  say  that,  coming  into 
the  record  business  at  this  time, 
we  felt  that  we  had  to  make  a  rec- 
ord which  would  be  not  only  as 
good  as,  but  much  better  than  any 
record  already  on  the  market. 

The  New  Year  finds  the  Bruns- 
wick Catalog  well  rounded  out.  A 
noteworthy  balance  in  every  de- 
partment has  been  attained.  Each 
month  of  the  coming  year  will  see 
this  good  foundation  strengthened 
and  built  up  by  carefully  selected 
releases. 


The  buyers  of  records  can  now  shop  in  the  Brunswick  Cata- 
log, and  find  music  to  their  liking,  no  matter  what  their  indi- 
vidual preferences  may  be.  They  will  always  find  something 
new,  something  timely,  something  fascinating  and  different. 

Note  "The  Spiral  Stop — on  Brunswick  Records" 


THE  BRUNSWICK-BALKE-COLLENDER  COMPANY 

General  Offices:  623-633  South  Wabash  Avenue,  Chicago 

Branch  Houses  in  Principal  Cities  of  United  States, 
Mexico  and  Canada 

New  England  Distributors: 
Kraft,  Bates  &  Spencer,  Inc.,  1263 Boylston  Street, 
Boston,  Mass. 

Canadian  Distributors: 
Musical  Merchandise  Sales  Co., 
79  Wellington  St.,  West, 
Toronto 


PHONOGRAPHS      AND     RE  C 


The  Talking  Machine  World,  New  York,  January  15,  1921 


The  Brunswick  Oval  Tone  Amplifier,  built  entirely  oj  ivood 


58  per  cent  increase  in  1920 


These  figures  mark  the  remark- 
able advance  of  Brunswick  Phono- 
graph and  Record  sales  over  1919. 

And  this  in  the  face  of  the  many 
adverse  manufacturing  and  mer- 
chandising conditions  of  the  year 
just  closed. 

The  New  Year  finds  Brunswick 
more  solidly  established  than  ever. 

Six  phonograph  factories,  two 
record  pressing  plants,  and  forty 
branch  houses  in  principal  cities,  put 
every  Brunswick  dealer,  no  matter 
where  he  may  be  located,  in  close 
and  intimate  touch  with  the  makers 


of  the  Brunswick  Phonograph  and 
Brunswick  Records. 

The  Brunswick-Balke-Collender 
Company  takes  this  opportunity  to 
express  its  sincere  appreciation  of 
the  constructive  co-operation  it  has 
received  from  all  Brunswick  deal- 
ers. It  realizes,  with  due  acknowl- 
edgment, that  its  growth  and  devel- 
opment has  been  made  possible 
through  the  loyalty  and  activity  of 
its  Phonograph  and  Record  dealers, 
and  it  is  the  purpose  of  this  com- 
pany to  be  still  more  deserving  of 
this  spirit  and  support. 


THE  BRUNSWICK-BALKE-COLLENDER  COMPANY 

General  Offices:  623-633  South  Wabash  Avenue,  Chicago 

Branch  Houses  in  Principal  Cities  of  United  States, 
Mexico  and  Canada 

New  England  Distributors : 
Kraft,  Bates  &  Spencer,  Inc.,1263Boylston  Street, 
Boston,  Mass. 

Canadian  Distributors : 
Musical  Merchandise  Sales  Co., 
79  Wellington  St.,  West, 
Toronto 


The  Talking  Machine  World,  New  York,  January  15,  1921 


The  Brunswick  Ultona,  playing  a  Brunswick  Record 


What  Brunswick  offers  the  dealer 


The  record  of  achievement  men- 
tioned on  the  opposite  page  may  be 
easily  verified  by  you.  Brunswick 
offers  you  facts,  instead  of  a  glow- 
ing prospectus  of  things  to  be 
accomplished,  of  a  demand  to  be 
created. 

You  will  find  The  Brunswick  and 
Brunswick  Records  in  leading 
stores  everywhere — in  stores  which 
are  very  slow  to  put  their  names 
behind  a  product  until  its  merits 
have  been  proved  beyond  a  doubt. 

As  a  business  man  you  realize  the 


advantage  of  doing  business  direct 
with  the  manufacturer,  without  any 
intermediate  parties  whose  interests 
may  possibly  conflict  with  yours, 
or  who  may  be  interested  in  other 
phonographs. 

Brunswick  makes  The  Brunswick 
from  top  to  bottom.  Brunswick 
controls  every  step  of  phonograph 
and  record  making  from  start  to 
finish. 

There  is  no  dependence  upon  out- 
siders. The  Brunswick  is  not  an 
assembled  phonograph. 


THE  BRUNSWICK-BALKE-COLLENDER  COMPANY 

General  Offices:  623-63  3  South  Wabash  Avenue,  Chieago 

Branch  Houses  in  Principal  Cities  of  United  States, 
Mexico  and  Canada 

New  England  Distributors: 
Kraft,  Bates  &  Spencer,  Inc.,  1263  Boylston  Street, 
Boston,  Mass. 

Canadian  Distributors: 
Musical  Merchandise  Sales  Co., 
79  Wellington  St.,  West, 
Toronto 


PHONOGRAPHS      AND     RE  C 


The  Talking  Machine  World,  Nezv  York,  January  15,  1921 


\\\\\V 


Elias  Breeskin 


Master 
Violinist 

An  exclusive  Brunswick  artist 


Some  press  comments  on  his  1920  Australian 
tour  of  40  concerts 


Sydney,  Australia,  Daily  News,  August 
18th,  1920. 

Mr.  Elias  Breeskin,  violinist,  in  the  recital 
given  in  the  Town  Hall  last  night,  had  am- 
ple scope  for  the  display  of  his  talent.  He 
is  undoubtedly  a  fine  artist,  sympathetic 
in  his  treatment  of  cantabile,  and  sure  in 
his  technic  in  double-stopping  and  rapid 
passages.  His  harmonies  are  a  delight  to 
hear. 

Sydney,  Australia,  Daily  Telegraph,  Au- 
gust 18th,  1920. 

It  was  the  first  opportunity  of  hearing  Mr. 
Elias  Breeskin,  the  Russian  violinist,  to 
advantage  apart  from  the  orchestra.  He  con- 
firmed the  impression  that  he  is  equipped 
with  an  extremely  finished  technic,  com- 
bined with  an  unfailing  certainty  of  intona- 
tion and  a  strikingly  well-developed  sense 
of  beauty  of  tone. 

The  Daily  Mail,  Brisbane,  Australia,  June 
26th,  1920. 

Mr.  Elias  Breeskin  established  himself  the 


favorite.  He  certainly  held  the  audience 
enthralled  and  roused  it  to  a  pitch  of  feel- 
ing seldom  experienced  in  Brisbane.  The 
serene  perfection  of  his  technic,  a  spon- 
taneity of  expression,  his  strong  person- 
ality, and  the  grace  and  beauty  of  his  style 
were  factors  which  combined  to  stamp  him 
as  a  finished  performer.  Melody  poured 
forth  from  his  violin  in  tones  of  rare  fresh- 
ness— tones  which  only  the  greatest  artists 
can  create. 

Standard,  Brisbane,  Australia,  1920. 

But  the  more  one  hears  the  more  one  is 
tempted  to  give  price  of  place  to  the  vio- 
linist, Mr.  Elias  Breeskin,  on  account  of 
his  absolute  mastery  of  a  glorious  instru- 
ment that  is  so  seldom  really  mastered. 
Blessed  with  personality,  he  seems  to  'airly 
revel  in  the  most  difficult  compositions, 
always  displaying  marvelous  technic  and  a 
genuine  sympathy  that  is  evidenced  in  per- 
fect expression  and  delightful  purity  of 
tone. 


THE  BRUNSWICK- BALKE-COLLENDER  COMPANY 

General  Offices:  623-633  South  Wabash  Avenue,  Chicago 

Branch  Houses  in  Principal  Cities  of  United  States, 
Mexico  and  Canada 

New  England  Distributors  : 
Kraft,  Bates  &  Spencer,  Inc. , 1263  Boylston  Street, 
Boston,  Mass. 

Canadian  Distributors : 
Musical  Merchandise  Sales  Co., 
79  Wellington  St.,  West, 
Toronto 


ffrututwick 


PHONO  GRAPHS      AND     R E  C 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


19 


NEW  TAX  LEGISLATION 

AND  THE  MUSIC  TRADE 


Pertinent  Comments  Upon  the  New  Year's 
Tax  Problems  in  Washington  Offered  by 
George  W.  Pound,  General  Counsel  of  the 
Music  Industries  Chamber  of  Commerce 


There  is  no  question  but  that  the  matter  of 
tax  legislation  will  prove  of  tremendous  impor- 
tance to  the  music  industry,  and  American  indus- 
tries at  large,  for  that  matter,  during  1921,  for 
the  determined  -effort  of  various  trade  interests 
to  have  wartime  taxation  lightened  materially 
or  eliminated  altogether  is  being  met  with  an 
equally  earnest  effort  on  the  part  of  certain 
Governmental  and  private  interests  to  make  war 
taxation  burdens  more  or  less  permanent,  and 
particularly  to  continue  to  discriminate  against 
certain  industries — 'the  music  industry,  for  in- 
stance— in  placing  upon  them  the  burden  of 
excise  taxes.  More  than  one  suggestion  has 
been  made  that  the  excise  taxes  on  musical  in- 
struments be  doubled. 

In  speak. ng  of  the  legal  questions  that  will 
face  the  industry  during  the  year  just  opened 
George  W.  Pound,  general  counsel  of  the  Music 
Industries  Chamber  of  Commerce,  said  to  The 
World: 

"Above  ail  other  permanent  trade  problems  is 
always  the  menace  of  tax  legislation.  Twice 
have  we  met  that  issue  and  triumphed.  Now 
for  the  third  time  we  are  confronted  with  an 
agitation  tor  a  further  tax  upon  music  and  cer- 
tain other  industries. 

"I,  personally,  do  not  believe  that  a  general 
tax  bill  will  be  enacted  at  this  session.  It  is  the 
last  and  short  session  of  the  Sixty-sixth  Con- 
gress. It  expires  by  limitation  March  4.  And 
the  Administration  from  President  and  Secre- 
tary of  the  Treasury  down  the  line  are  wholly 
opposed  to  any  bill  which  will  repeal  or  lessen 
excise  or  other  taxes.  The  Republican  ma- 
jority is  not  sufficient  to  carry  a  measure  over 
such  opposition.  But  the  problems  involved 
will  be  thoroughly  discussed  and  probably 
worked  out  during  this  short  session,  and  hence 
be  ready  for  introduction  and  passage  early  in 
the  Special  Session,  which  the  country  confi- 
dently expects  to  be  called  by  President  Hard- 
ing immediately  after  March  4  next. 

"And,  again,  the  tax  question  in  all  its 
aspects,  particularly  as  to  the  amount  of  revenue 
required,  and  therefore  the  demand  for  manu- 
facturing taxes,  will  be  materially  affected  by 
tariff  and  similar  considerations.  Senator 
Curtis  (Kansas)  and  many  Senate  and  House 
leaders  favor  a  moderately  high  protective  tariff, 
one  that  will  raise  a  billion  dollars  of  revenue. 
Many  Southern  members  are  secretly  and  some 
openly  in  favor  of  a  protective  tariff.  I  believe 
there  is  no  question  but  that  the  Sixty-seventh 
Congress,  probably  in  the  Summer  of  1921,  will 
pass  a  protective  bill,  not  an  extreme  measure, 
but  higher  than  the  present  act,  and  giving 
proper  protection  to  American  industry.  We 
should  have  a  bill  which  will  protect  us  from 
the  constant  menace  of  pauper  labor  in  Europe 
from  after-war  dumping.  It  is  no  concern  of 
ours  as  to  what  Europe  thinks  of  such  a  pro- 
posal. We  must  look  to  our  own  interests. 
Europe  is  surely  sadly  stricken,  but  I  look  for  a 
full  recovery,  and  much  sooner  than  generally 
expected.  Witness  the  phenomenal  recovery 
from  a  slate  of  similar  exhaustion  in  1871  by 
France. 

"In  my  opinion,  upon  musical  instruments  the 
new  bill  should  give  a  protection  of  45  per 
centum. 

"At  the  present  moment  it  is  impossible  to 
forecast  final  action  upon  the  tax  matter.  The 
excess  profits  feature  seems  doomed.  And  let 
us  trust  our  excise  taxes,  also.  The  proposed 
tariff  bill  will  help  us  on  this  greatly.  Senti- 
ment as  to  a  general  sales  tax  is  very  sharply 
divided.  It  has  objectionable  features,  surely, 
but  appeals  strongly  in  its  simplicity  and  gen- 
eral application. 

"Watchful  waiting  for  a  few  weeks  is  our 
manifest  line  of  endeavor." 


Look  at  the 

PROFIT 


You  can  make  more 
money  with  the  HAR- 
PONOLA  than  with 
many  other  makes  be- 
cause our  distribution 
plan  permits  us  to  give 
you  a  bigger  territory  on 
a  non-competitive  basis. 

We  give  you  better  terms 
— which  mean :  LONGER 
PROFITS. 

And.  the  machine,  itself, 
fully  meets  all  comparison 
tests  in  tone,  in  appear- 
ance and  in  mechanical 
reliability. 

It  will  certainly  pay  you 
to  have  the 

HARPONOLA 
PROPOSITION. 

A  good  profit  in  every 
machine.  Repeat  sales 
built  by  our  special 
proposition  on  OK.EH 
records.  Write  for  de- 
tails. 

THE  HARPONOLA  CO. 

101  MERCELINA  PARK 

CELINA,  OHIO 

EDMUND  BRANDTS.  President 


T/Te 

P/40NOGR\PH 

vOith.  the 


20  THE    TALKING    MACHINE    WORLD  January  is,  1921 


The  new  year  will  usher  in  the  hardest  competition 
the  talking  machine  business  has  ever  known. 

Weak  4 'machines"  will  be  weaker  than  ever  before; 
some  strong  "machines"  will  need  the  keenest  kind  of 
salesmanship  to  keep  in  line. 

Rishell  has  so  many  great  selling  points  that  it  will 
make  a  market  anywhere,  and  keep  any  market  it  makes. 
55  years'  business  success  assures  the  stability  of  this  busi- 
ness, and  a  constant  forward  movement  in  production  and 
sales.  Write  TODAY  for  terms  to  jobbers  and  dealers. 

RISHELL  PHONOGRAPH  CO. 

WILLI AMSPORT,  PA. 

New  York  Distributor:  GRAND  TALKING  MACHINE  CO. 

268-270  Fiatbush  Avenue  Extension,  BROOKLYN,  N.  Y. 


Illllllllllllllllllllll 


January  IS,  1921 


THE   TALKING   MACHINE  WORLD 


21 


liiiiiiiiiiiiiniiiiiiiiuii^^ 

Various  Methods  of  Increasing  Sales  Serv- 
ice Efficiency  Described 


By  William  Bliss  Stoddard  | 


aiiiffiiiiiiiiiiiiiiiiiM 

The  Swank  Hardware  Co.,  Johnstown,  Pa., 
has  established  a  commendable  record  for  ef- 
ficient service  in  connection  with  its  talking  ma- 
chine department  and  has  seen  it  grow  in  six 
years  from  a  small  floor  space  and  no  demon- 
stration booths  to  a  department  six  times  the 
size,  with  twelve  booths  for  demonstrating. 
The  company  attributes  the  greater  part  of  its 
success  to  the  efficient  salesmanship  of  its  sales 
force.    Said  the  manager  recently: 

"It  is  not  unusual  for  this  department  to  han- 
dle from  250  to  300  customers  a  day.  A  good 
saleswoman  who  is  familiar  with  stock  can  wait 
on  two  or  three  customers  at  the  same  time,  as 
the  patrons  usually  prefer  to  go  to  a  booth  to 
play  the  record  themselves.  We  sell  only  the 
standard  lines — merchandise  that  we  can  stand 
back  of  with  our  own  as  well  as  the  manufac- 
turer's guarantee.  We  endeavor  to  give  courte- 
ous,, efficient  and  intelligent  service,  and  make 
it  a  special  point  to  have  the  salesgirls,  as  well 
as  all  others  connected  with  the  department, 
thoroughly  familiarize  themselves  with  all  the 
records  and  machines,  so  that  they  can  answer 
any  questions  regarding  them,  whether  it  be  con- 
cerning the  mechanism  of  the  machine  or  the 
singers  and  songs  of  the  records.  We  take  ad- 
vantage of  every  opportunity  to  further  the  edu- 
cation of  our  salespeople.  We  have  them  attend 
concerts  of  all  the  prominent  artists  who  visit 
our  city,  and  at  present  one  of  our  salesgirls  is 
taking  a  two  weeks'  course  of  intensive  training 
in  record  and  machine  selling  conducted  by  one 
of  the  talking  machine  manufacturers. 

The  firm  maintains  a  modern  service  and  re- 
pair shop  in  charge  of  a  first-class  mechanic  who 
understands  repairing  motors,  tone  arms,  sound 
boxes,  etc.  "This  repair  shop  is  practically  self- 
sustaining,"  said  the  manager,  "as  the  charges 
on  repair  jobs  other  than  our  own  pay  the  salary 
of  the  mechanic.  We  find  it  pays  us  to  give 
prompt  and  satisfactory  service  on  any  machine 
we  sell  that  develops  trouble.  It  insures  more 
satisfied  customers  and  brings  them  in  for  more 
records." 

His  recipe  for  a  successful  talking  machine 
department  was  summed  up  in  a  few  words: 
"Get  the  best  line  you  can  secure — the  exclusive 
agency,  if  possible — and  give  someone  charge 
of  this  department  who  is  really  interested  and 
will  put  the  necessary  'pep'  and  'effort'  back  of 
it  to  bring  out  all  the  good  points  of  the  ma- 
chines and  records  and  thus  increase  the  sales." 

Preventing  "Outs"  on  Phonograph  Records 

One  of  the  greatest  difficulties  that  confront 
the  dealer  handling  a  large  stock  of  records  is 
the  proper  stocking  with  standard  records,  so  as 
not  to  be  obliged  to  inform  the  prospective  pur- 
chaser that  the  record  he  desires  is  not  in  stock 
at  present.  A  firm  in  one  of  the  growing  cities 
of  the  great  Southwest  has  found  an  excellent 
way  to  overcome  this.  As  soon  as  a  shipment 
of  records  is  received  the  saleswoman  takes 
one  record  from  each  selection  and  pastes  a 
piece  of  red  paper  in  the  upper  right-hand  cor- 
ner of  the  open  end  of  the  jacket.  The  record 
stands  on  edge  in  the  rack  with  the  printing  on 
the  jacket  toward  the  left,  which  brings  the  red 
paster  at  the  top.  This  label  is  marked  with 
the  number,  price,  date  of  receipt  and  quantity. 
If  it  is  a  staple  number  the  saleswoman  knows 
about  how  fast  it  will  sell.  She  accordingly  sets 
aside  a  certain  number  as  reserve  stock.  These 
go  to  the  right  of  the  record  whose  jacket  bears 
the  red  label.  The  stock  to  sell  from  goes  to 
the  left  of  this  labeled  record.  When  a  sales- 
person comes  to  the  record  with  the  red  seal 
she  knows  it  is  time  to  order  new  stock  and  a 
memo  of  this  is  given  the  buyer,  thus  prevent- 
ing the  disappointing  of  customers. 

Records  Over  the  Telephone 

The  Lion  Store,  Toledo,  Ohio,  has  adopted  a 


aiiiiKiiiiiiiiiiniiiiiiiiiiiii 

plan  for  increasing  the  sale  of  records  which  has 
been  in  vogue  for  some  time  by  several  West- 
ern merchants.  This  is  the  announcement  of 
"Hear  Victor  Records  Over  Your  Own  Tele- 
phone." The  arrangements  which  preceded  the 
appearance  of  the  advertisements  consisted  of 
the  installation  of  a  special  private  telephone  in 
one  of  the  store's  record  booths  and  a  special 
transmitter  attachment  which  intensified  the 
sound  emitted  from  the  sound  chamber  of  the 
Yictrola.  The  arrangement  enabled  one  to  sit 
in  his  own  home  and  hear  the  newest  records 
played.  During  the  cold  and  dreary  season  this 
telephone  line  was  especially  profitable,  as 
scores  kept  indoors  by  the  bad  weather  wanted 
new  music  to  entertain  them  and,  while  they 
would  not  buck  the  storm  to  go  to  the  store, 
when  they  found  they  could  get  a  line  on  the 
newest  music  over  the  'phone  they  were  quick  to 
take  advantage  of  it.  Orders  are  taken  over  the 
'phone,  likewise,  for  any  records  it  is  desired  to 
have  sent  out,  and  these  are  either  charged  or 
delivered  c.  o.  d.  With  the  record  supplements 
sent  out  each  month  is  enclosed  a  sticker  bear- 
ing the  number  of  the  private  concert  telephone 
of  the  store,  with  the  request  that  this  be  pasted 
in  the  telephone  book.  The  telephone  business 
is  growing  constantly  and  the  store  has  a  list 
of  people  who  have  requested  that  they  be 
called  each  time  the  new  records  are  received. 
Music  Firms  Feature  the  Joy  of  Music 
Co-operative  advertising  is  becoming  more 
popular  ail  the  time  and  now  a  sextette  of  the 
leading  music  houses  of  New  Orleans  have  com- 
bined to  get  "the  joy  of  music"  before  the  pub- 
lic. Just  prior  to  the  holidays  they  took  an 
entire  page  in  the  local  papers  and  adorned  it 


II 

"with  a  classic  picture  of  Pan  and  a  group  of 
Grecian  dancing  nymphs.  This  cut  was  cap- 
tioned in  heavy  black  letters,  "Music  Brings 
Joy,"  and  the  signature  contained  the  following 
well-known  names:  L.  Grunewald  Co.,  Ltd., 
Philip  Werlein,  Ltd.,  Dwyer  Piano  Co.,  Collins 
Piano  Co.,  D.  H.  Holmes  Co.,  Ltd.,  and  Dugan 
Piano  Co.  The  balance  of  the  ad  was  devoted 
to  what  the  great  minds  thought  of  music: 

"The  Greeks  developed  civilization  to  a  point 
never  equaled  in  some  respects.  They  knew 
how  to  get  the  rich  joy  out  of  living  and  to  dis- 
tinguish real  pleasure  from  temporary  gratifica- 
tion. Plato  and  Aristotle  proclaimed  the  same 
message  as  Euripides — that,  music  is  the  well- 
spring  of  cheerfulness.  Great  men  down 
through  the  ages  have  expressed  the  same 
thought.  Shakespeare,  Milton,  Darwin,  Beecher, 
Lincoln,  Schwab  and  Roosevelt  all  give  us  the 
same  message. 

"Are  you  profiting  from  the  mass  of  evidence? 
Are  you.  filling  your  own  home  with  soothing 
music?  Do  not  delay!  Buy  a  phonograph  and 
have  a  hymn,  an  opera,  a  stirring  march  or  a 
simple  ballad  always  available." 


NEW  QUARTERS  IN  COLUMBUS,  IND. 

Columbus,  Ind.,  December  31. — The  Hoover-Row- 
lands Furniture  Co.  have  installed  an  elaborate 
talking  machine  department  in  their  store  at 
Sixth  and  Washington  streets,  having  secured 
the  agency  for  the  Brunswick  phonograph. 


The  manufacturer  who  is  feeling  the  pulse  of 
the  public  through  the  retail  trade  is  able  to 
establish  a  policy  that  brings  business. 


1921  Victor  Business  Forecast 

■ 

C]f  It  is  due  to  the  foresight  and  wisdom  of  the  wonderfully 
efficient  organization  of  the  Victor  Talking  Machine  Com- 
pany that  every  Victor  Retailer  can  look  forward  to  the  year 
Nineteen  Twenty-one  as  reaching  another  point  in  advanced 
sales  for  the  Victor  products. 

^  Perfection  in  manufacturing,  backed  by  the  most  wonder- 
ful advertising,  with  a  constant,  gradual  increased  production, 
has  made  the  Victor  business  grow  larger  every  year.  Victor 
Retailers  have  every  confidence  in  Victor  products  because 
they  know  these  facts. 

^  Thanks  to  you,  Victor  Retailers,  for  putting  your  energy 
and  your  money  into  improved  Victor  establishments.  We 
know  the  year  Nineteen  Twenty-one  will  show  just  as  much 
increase  in  sales  over  Nineteen  Twenty  as  Nineteen  Twenty 
did  over  Nineteen  Nineteen. 

^  Do  not  be  affected  by  conditions  which  are  affecting  other 
industries.  Put  your  shoulder  to  the  wheel!  Your  Victor 
business  is  bound  to  increase. 

Knickerbocker  Talking  Machine  Co. 


ABRAM  DAVEGA,  Vice-Pres. 


KNICKERBOCKER  TALKING  MACHINE  CO. 


Metropolitan  Victor  Wholesalers 
138  West  124th  Street 


New  York 


22 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


23 


Thousands  oi  people  in  your  territory  are 
taking  piano  lessons.  Every  one  of  them 
ought  to  hear  the  great  Josef  Hof mann  play 
Chopin's  "Fantaisie  Impromptu"  and  Liszt's 
"The  Rustling  of  the  Woods".  A-6174 


Columbia  Graphophone  Co 

NEW  YORK 


BRINGS  SUIT  OVER  THE  USE  OF  THE  NAME  "EMERSON" 

Emerson  Piano  Co.  Seeks  to  Have  Emerson  Phonograph   Co.   Restrained   From   Using  Name 
"Emerson"  on  Phonographs — Defendant  Files  Answer  and  Makes  General  Denial 


The  Emerson  Piano  Co.,  as  a  corporation 
under  the  laws  of  Illinois,  and  with  its  prin- 
cipal place  of  business  in  Boston,  Mass.,  re- 
cently filed  a  bill  of  complaint  in  the  United 
States  District  Court,  Southern  District  of  New 
York,  against  the  Emerson  Phonograph  Co., 
Inc.,  a  New  York  corporation,  asking  that  the 
court  restrain  the  latter  concern  from  further 
use  of  the  name  "Emerson"  in  connection  with 
the  manufacture  and  sale  of  musical  instruments, 
particularly  phonographs  and  records,  and  also 
to  order  an  accounting  of  profits  and  the  pay- 
ment of  damages. 

In  its  complaint  the  Emerson  Piano  Co.  de- 
clares that  that  company  and  its  predecessors 
have  since  1849  been  engaged  in  the  manufac- 
ture and  sale  of  musical  instruments,  particu- 
larly pianos,  under  the  trade-mark  "Emerson," 
and  have  spent  large  sums  in  advertising  that 
name.  The  complaint  recites  the  history  of  the 
Emerson  Piano  Co.'s  business  up  to  the  pres- 
ent time  and  sets  forth  that  the  company  has 
not  been  confined  to  the  manufacture  of  one 
type  of  musical  instrument,  but  has  made  an  in- 
strument of  the  player-piano  type  bearing  the 
name  "Emerson-Angelus,"  and  on  or  about  De- 
cember 1,  1919,  extended  its  business  to  in- 
clude the  manufacture  of  phonographs  bearing 
the  trade  name  "Emerson." 

The  complaint  goes  on  to  say:  "For  the  pur- 
pose of  informing  the  public  of  the  plaintiff's 
rights  in  the  premises  and  in  order  that  the 
plaintiff's  rights  might  be  made  clear  and  cer- 
tain the  plaintiff  has  caused  the  said  trade-mark 
to  be  registered  according  to  the  statutes  of 
the  United  States,  to  wit,  Certificate  No.  53,383, 
registered  the  5th  day  of  June,  1906.   *   *  * 

"And  the  plaintiff  has  more  recently,  to  wit, 
on  or  about  December  6,  1919,  made  applica- 
tion to  the  United  States  Patent  Office  for  the 
registration  of  its  lawful  trade-mark,  'Emerson,' 
for  musical  instruments,  as  applied  specifically 
to  sound-reproducing  instruments  or  phono- 
graphs. And  the  plaintiff  further  says  that  dur- 
ing the  latter  part  of  July,  1920,  it  learned  for 
the  first  time  that  an  opposition  to  its  said 
application  had  been  entered  by  this  defendant 
in  the  United  States  Patent  Office,  in  which, 
without  shadow  of  right  or  basis  in  law,  the  de- 
fendant herein  opposed  the  granting  of  the 
plaintiff's  said  application,  that  plaintiff  has 
duly  answered  in  said  opposition  proceeding,  and 
said  proceeding  is  pending  in  the  United  States 
Patent  Office." 

The  complaint  goes  on  to  declare  that  be- 
cause of  the  reputation  and  quality  of  the  plain- 
tiff's goods,  all  musical  instruments  stamped  or 
marked  with  the  plaintiff's  trade-mark,  "Emer- 
son," have  been,  and  are,  highly  esteemed  by 
dealers  and  purchasers  and  are  selected  and  pur- 
chased at  high  prices  in  preference  to  other 
goods.  It  declares  that  the  plaintiff's  ownership 
of   the   trade-mark   "Emerson"   as    applied  to 


musical  instruments  is  of  great  value  and  profit, 
approximately  many  thousands  of  dollars.  It  is 
further  averred1  that  "the  trade-mark  'Emerson' 
has  been  universally  known  and  recognized  as 
indicating  that  goods  bearing  such  trade-mark 
were  the  product  of  the  plaintiff,  and  said  trade- 
mark has  become,  and  is,  valuable  property 
right  of  the  plaintiff  and  a  protection  to  pur- 
chasers of  musical  instruments  made  by  the 
plaintiff,  and  that  the  word  'Emerson'  has  be- 
come, and  is,  the  exclusive  property  of  the  plain- 
tiff as  applied  to  musical  instruments,  and  that 
the  plaintiff  is  entitled  to  the  sole  and  exclusive 
use  and  benefit  thereof,  and  that  the  plaintiff 
is  entitled  to  recover  for  damages,  or  profits, 
which  have  resulted,  or  accrued,  from  the  in- 
fringement of  the  plaintiff's  rights  hereinafter 
set  forth." 

The  plaintiff  declares  that  notice  in  writing  of 
its  trade-mark  rights  in  the  word  "Emerson" 
was  given  to  the  defendant  on  or  about  February 
19,  1920. 

In  its  reply  to  the  bill  of  complaint,  the  Emer- 
son Phonograph  Co.,  Inc.,  enters  a  general  de- 
nial, declaring  that  this  corporation  was  organ- 
ized and  has  been  conducted  under  the  leader- 
ship of  Victor  H.  Emerson,  "a  nationally  known 
and  recognized  genius  and  figure  in  the  phono- 
graph industry,"  and  that  since  the  date  of  the 


company's  organization  in,  1915,  it  has  been 
extensively  engaged  in  manufacturing  and  sell- 
ing phonographs  and  records,  and  has  spent 
large  sums  in  advertising  the  trade-mark  Emer- 
son under  which  its  goods  have  been  uninter- 
ruptedly sold  up  to  the  present  time  in  interstate 
commerce  throughout  the  United  States  and 
foreign  countries.  The  answer  also  declares  that 
"Emerson  records  and  Emerson  phonographs 
are  known  from  one  end  of  this  country  to 
the  other,  and  constitute  in  the  public  mind 
throughout  the  United  States  one  of  the  leading 
branches  of  this  industry.  *  *  *  *  The  word 
'Emerson'  in  the  phonograph  industry  is  to- 
day recognized  and  known  as  indicating  as  the 
source  and  origin  of  phonograph  goods  the 
Emerson  Phonograph  Co.  and  no  one  else." 

The  defendants  call  attention  to  the  fact  that 
the  right  of  the  Emerson  Phonograph  Co.  to 
manufacture  its  phonograph  records  in  spite  of 
the  apparent  monopoly  of  the  Jones  patent  was 
upheld  by  the  court  in  1916. 

In  filing  its  answer  the  defendant  company, 
in  turn,  "prays  that  the  Emerson  Piano  Co.  may 
be  enjoined  and  may  be  ordered  to  account" 
and  also  that  damages  be  assessed. 


NYTROLA  IS  NAME  OF  NEW  MACHINE 

A  new  talking  machine  known  as  the  Nytrola 
is  being  manufactured  by  the  T.  &  H.  Specialty 
Co.,  of  Charleston,  W.  Va.  The  capacity  of 
the  present  plant  is  said  to  be  twenty  machines 
a  day. 


Profits  Depend  On  Sales 

A  very  definite  policy  of  the 
C.  C.  Mellor  Company  is  to 
lend  every  assistance  within 
reason  for  stimulating  their  cus- 
tomers' sales  of  Victrolas  and 
Victor  records.    :-:    :-:    :-:  :-: 

C.  C.  Mellor  Company 

1 152  Penn  Avenue,  Pittsburgh,  Pa. 


24 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


$5.-  for  Every  New  Use  Suggested 

for  the 


You  know  what  the  Magnavox  does 
— so  magnifies  the  voice  or  sounds  from 
a  phonograph  record  or  any  other  source 
that  every  word  or  note  can  be  heard  by 
a  vast  audience  whether  in  an  auditorium 
or  outdoors.  Or  the  sound  can  be  modi- 
fied at  will  to  a  mere  whisper. 

We're  finding  new  uses  for  this  instru- 
ment every  day,  but  we  want  a  lot  more. 

You  may  know  some  new  ones.   Tell  us 
and  win  $5.00  for  each  one. 

Herewith  are  listed  a  few  suggestions,  to  serve  as 
illustrations.  Each  person  to  register  a  use,  as  yet 
not  known  to  us,  will  receive  $5.00. 

There's  big  profit  selling  this  instrument  and  the 
field  for  its  use  seems  unlimited. 

Send  for  Bulletin  22520  which 
tells    all   about   the  Magnavox. 

J.  O.  MORRIS  CO.,  Inc. 

-  Distributors  for  New  York  and  New  England 

1270  Broadway,  New  York  City 


A  few  uses  suggested  for  the  Magnavox: 


For  Concerts  and  Entertainments 
For  Lectures  and  Public  Speakers 
For  Playgrounds 
On  Shipboard 
On  Recreation  Piers 
To  take  place  of  Band  or  Orchestra 
For  Dances 

For  Church  Entertainments 
For  Social  Gatherings 
Calling  between  Departments 

For  Shop  Keepers  to  attract  attention  to  their  Stores 
To  demonstrate  Records 
For  Beaches 
For  Skating  Rinks 
For  Fairs  and  Exhibitions 
For  Train  and  Open  Air  Announcements 
Y.  M.  C.  A.'s  and  Y.  W.  C.  A.'s 
For  Schools 
As  a  Megaphone 

For  Contractors  directing  work  on  Buildings 


■ 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


25 


Your  Problem  Is  Ours 

Good  Profits   (to  you) 
-|-  Good  Service  (to  your  customers) 

Answer:  TONAR  RECORD  BRUSHES 

(Trade  Mark) 


Have  we  solved  the  above  problem  correctly? 

Write  to-day  for  prices  and  sample  and  see  for  yourself 

PARKS  &  PARKS,  Inc.  TROY,  N.  Y. 

New  York  Office,  C.  E.  Peabody  &  Co.,  186  Greenwich  St. 
Southern  Representatives:  I.  W»  Becker  &  Co.,  226'i  Peachtree  St.,  Atlanta,  Ga. 


SIMPLICITY  IN  WINDOW  DISPLAY 

Concentration  on  a  Single  Subject,  a  Machine  or 
Record,  Brings  Most  Successful  Results — An 
Illustration  Worth  Noting 


A  practical  demonstration  of  the  fact  that  the 
proper  display  of  a  single  instrument  is  generally 
more  effective  than  a  windowful  of  goods  ar- 
ranged haphazard,  and  calculated  to  confuse  the 
observer,  is  found  in  the  following  story  from 
the  last  issue  of  The  Puritan,  the  house  organ 
of  the  United  Phonographs  Corp.,  Sheboygan, 
Wis.,  under  the  caption,  "An  Accidental  Suc- 
cess": 

It  is  a  temptation  when  dressing  a  show  win- 
dow to  put  in  more  goods  than  the  public  can 
"measure  up"  without- coming  to  a  halt  and  mak- 
ing a  deliberate  inspection. 

Most  window  dressers  advocate  concentration 
on  one  or  two  objects,  rather  than  a  diffusion  of 
attention  on  many.  This  does  not  hold  true  of 
dress  goods  and  apparel  windows  because 
women  always  take  .time  to  inspect  everything 
of  this  kind  displayed. 

A  phonograph,  being  a  relatively  small  article, 
takes  up  so  little  room  that  the  dealer  is  tempted 
to  put  in  several,  either  of  the  same  make,  or  a 
variety  of  makes.  This  is  the  general  practice, 
but  a  variation  is  often  effective. 

A  merchant  in  Cleveland  was  changing  his 
window  trim,  and  after  removing  all  the  goods 
he  was  called  away,  and  only  had  time  to  put 
one  Puritan  in  the  space  before  closing  time.  A 
few  Puritan  records  were  placed  against  the  base, 
together  with  a  neat  gray  card,  lettered  in  white, 
"The  World's  Greatest  Entertainer."  N^>  other 
goods  were  shown. 

On  approaching  the  store  next  morning,  the 
dealer  was  surprised  to  see  an  unusual  number 
of  well-dressed  people  inspecting  the  display. 
Three  people  entered  when  he  opened  the  door, 
and  throughout  the  morning  there  were  many 
others  attracted.  We  don't  know  whether  sales 
were  made  then,  but  there  was  no  doubt  that 
the  solitary  Puritan  and  the  simple  eye-catch- 
ing card  had  made  an  impression.  "This  was  an 
accidental  stunt,"  said  the  proprietor.  "If  I  had 
had  time  I  was  going  to  put  in  a  windowful, 
and.it  must  b£  there  is  something  in  this  'con- 
centrated attraction'  idea  after  all." 

There  is  an  idea  here  set  forth  that  is  well 
worth  emulation. 


BRILLIANTONECO.'S  SOUVENIR 

Among  the  most  attractive  remembrances  pre- 
sented by  talking  machine  houses  to  their  cus- 
tomers this  season  is  that  of  the  Brilliantone  Steel 
Needle  Co.  of  New  York  City.  Prior  to  the 
Christmas  holidays  there  was  sent  from  the  Bril- 
liantone headquarters  an  exceedingly  attractive 
desk  set,  consisting  of  a  letter  opener  and  scissors 
with  gold-finished  handle  and  sheathed  in  a 
leather  case  with  a  brass  tip.  This  useful  and 
artistic  memento  will  serve  perpetually  as  a 
reminder  of  the  good  will  of  the  Brilliantone 
Steel  Needle  Co.  and  Byron  R.  Forster  and 
Harry  W.  Acton,  who  direct  its  destinies, 
throughout  the  New  Year. 


WOMEN  SUCCEED  IN  MUSIC  STORES 

Bring  Best  Results  in  Selling  Music,  Says 
Prominent  Woman  Writer — Talking  Machine 
Demonstration  Needs   Feminine  Touch 


"Service  has  always  been  Mrs.  Brewster's 
theory  of  success,"  says  a  writer  in  The  Inde- 
pendent Woman,  describing  the  career  of  a 
brilliant  talking  machine  saleswoman. 

"And  she  believes  that  the  maximum  of  serv- 
ice can  only  be  obtained  from  a  sales  force  that 
is  intelligent.  The  question  does  not  revolve 
about  the  relative  ability  of  man  or  woman  when 
it  comes  to  the  selling  end  of  the  game;  it  is 
whether  the  proposition  they  sell  has  a  feminine 
or  masculine  appeal. 

"  'I  do  not  like  men  on  the  sales  force  of  a 
talking  machine  shop,  but  it  is  not  because  I 
do  not  think  men  cannot  sell  as  well  as  women,' 
Mrs.  Brewster  said.  'In  the  first  place  such  a 
job  is  apt  to  attract  only  the  man  or  boy  who  is 
lazy.  It  is  a  position  that  requires  the  feminine 
touch,  and  the  man  who  gets  into  such  a  job 
is  apt  in  time  to  become  effeminate. 

"  'Of  course,  such  individual  cases  as  the  man 
working  his  way  through  a  musical  course,  or 
passionately  interested-  in  music  for  the  music's 
sake,  are  not  to  be  considered.  The  average 
boy,  however,  prefers  ragtime  to  good  music, 
and  he  follows  his  taste  when  demonstrating  to 
the  public,  and  when  the  public  leaves  before 
he  is  half  through  his  demonstration  he  non- 
chalantly lights  a  cigarette  and  forgets  about 
the  lost  sale.'  " 


CLOSE  EMERSON  CANADIAN  BRANCH 

Brockville,  Ont.,  Investors  Will  Have  Money 
Invested  Returned  to  Them  According  to 
Statement  Issued  by  the  Local  Board  of  Trade 


Brockville,  Ont.,  January  3. — On  account  of 
difficulties  which  have  beset  the  parent  concern 
in  the  United  States  the  establishment  in  Brock- 
ville of  a  Canadian  branch  of  the  Emerson 
Phonograph  Co.  has  been  abandoned.  Brock- 
ville people  have  subscribed  considerable  stock 
iii  the  project,  which  will  be  returned  to  them  as 
a  result  of  representations  made  by  the  Board 
of  Trade,  which  had  endorsed  the  proposition. 
The  Standard  Securities  Corp.  was  acting  as 
selling  agent.  The  capitalization  of  the  com- 
pany was  $500,000  and  exclusive  rights  had  been 
granted  to  the  Emerson  Canadian  Co.,  Ltd.  It 
was  the  purpose  of  the  company  to  manufacture 
Emerson  records  and,  ultimately,  produce 
phonographs. 


URGES  ETHICS  IN  BUSINESS 


Commissioner  Murdock  Places  Inviolability  of 
Contract  First 


Business  men  of  the  nation  are  giving  to  the 
whole  world  a  service  beyond  price,  Victor  Mur- 
dock, chairman  of  the  Federal  Trade  Commis- 
sion, said  in  an  address  in  Cleveland,  O.,  re- 
cently. 

"The  modern  business  man  trades  wares,  qual- 
ity and  service,  for  money  and  good-will,"  he 
said.  "Service  thrives  through  an  exercise  of 
those  factors  which  have  built  up  our  civiliza- 
tion. First  and  foremost  among  those  factors 
is  inviolability  of  contract.  We  must  keep  our 
word.    A  verbal  pledge  should  remain  a  bond. 

"The  man  who  misrepresents  in  trade,  in 
labels,  in  advertisement  or  in  sale  has  no  place 
in  this  situation,  for  a  single  unfair  competitor, 
sometimes  a  single  unfair  act,  will  disorder  a 
whole  line  of  industry.  The  man  who  cripples 
a  competitor  by  unfair  methods  is  blocking  the 
path  of  progress,  not  blazing  it." 


CHAUTAUQUA  PHONO.  CO.  FORMED 

The  Chautauqua  Phonograph  Co.  has  been  in- 
corporated under  the  laws  of  Delaware  to  manu- 
facture talking  machines.  The  capital  of  the 
corporation  is  $1,000,000  and  the  incorporators 
are.  C.  B.  Bishop,  H.  H.  Ochletree  and  A.  A, 
Bishop,  Wilmington. 


AUTOMATIC  STOPS 

The  simplest  and  most  efficient  Auto- 
matic Stop  on  the  market. 
They  give  excellent  service, 
are  easily  installed  and  are 
absolutely  guaranteed. 


Send  50  cents  for  Sample  Stop 


___^3SSi-#^\  Kirkman  Engineering  Corporation 


3 


484-490  Broome  St.,  New  York 


26 


THE    TALKING    MACHINE  WORLD 


January  IS,  1921 


FnmmTTTmnnmfifMMini[iii[iriiii(iiTiTiiti[iiinnEiTiuiiTiiETii[iEn  iiiiiiiiiiiiniiiiiiiiii  in  iiiiiiiiiniiiii  i  mm  xiiiiiiimimimimiiimimiiimimiiimiiiiiiim  iimim  in  iiiiiiiimiiiiiiimiiiii  in  iiiiiiiiii  miiimiiiimiiiiniiiiiiiiiiiiiimimiiii  

How  Best  to  Protect  Musical  Instrument 
Designs  by  Means  of  Patents  - 


By  Waldon  Fawcett  | 


n 

In  a  special  article  in  The  Music  Trade  Re- 
view recently  Waldon  Fawcett,  of  Washington, 
called  particular  attention  to  the  inclination  of 
various  concerns  to  secure  what  are  known  as 
"design  patents"  on  their  products  in  order  to 
prevent  competitors  from  copying  various  popu- 
lar models  of  musical  instruments  at  the  ex- 
pense of  the  originators. 

In  discussing  this  important  question  Mr.  Faw- 
cett says  in  part: 

"That  the  music  industries  are  but  just  awak- 
ening to  the  importance  of  protecting  distinctive 
cases,  cabinets,  benches,  etc.,  against  intentional 
or  unintentional  imitation  or  duplication  is  at- 
tested by  the  number  of  firms  in  the  trade  that 
have  lately  taken  out,  at  one  swoop,  as  if  were, 
patents  covering  their  entire  range  of  models. 
As  an  illustration — one  among  many — we  find 
a  Chicago  manufacturer  of  phonographs  taking 
out,  only  a  few  weeks  ago,  a  battery  of  patents 
covering  the  ornamental  designs  of  this  firm's 
respective  sound-reproducing  cabinets — period 
models  as  well  as  new  contributions  to  the  cate- 
gory of  'uprights.'  Many  firms  in  the  trade,  not 
content  with  isolating  their  ensemble  designs, 
have  taken  out  patents  on  grilles,  tone  control 
devices  and  other  details. 

"As  the  patenting  of  the  designs  of  musical 
instrument  cases  becomes  more  general  in  the 
industry  we  may  expect  that  such  evidence  of 
originality  of  conception  will  be  more  extensively 
played  up  as  a  'talking  point.'  The  term 
'patented'  has  long  been  a  word  to  conjure  with 
in  the  -music  trades,  as  in  other  commercial  and 
industrial  fields,  but  heretofore  music  trades- 
men, in  invoking  the  prestige  of  patents,  have 
usually   had    reference   to   mechanical  patents. 


■iiiiimimiiiiiimiiimiiiiiiiiiiiimiiiiiiiiiiim 

When  you  stop  to  realize  it,  though,  the  design 
patent  comes  closer  to  the  elements  of  salesman- 
ship than  its  mechanical  counterpart.  Upon  the 
latter  may  depend  something  of  the  service  that 
an  instrument  will  give  its  owner;  yea,  and 
something  of  its  tone,  perhaps,  but  design 
patents  give  the  measure  of  the  appearance  of 
an  instrument  and  every  purveyor  of  musical 
wares  knows  that  'appearances  count.' 

"Some  skeptics  in  music  trade  circles  have  re- 

II 


H  Originality  of  Design  ( 
m  Conception   Will  Be 
|    More  Extensively  ■ 
U  Played  Up  as  a"  Talk-  ■ 
|  ing  Point"  in  the  Future  ■ 


mained  lukewarm  in  the  face  of  the  new  trend 
to  design  patenting  because  of  a  cynical  theory 
that  'any  old  thing'  can  be  made  the  subject 
of  a  design  patent.  In  all  fairness,  this  sus- 
picion that  there  is  no  insistence  upon  'inspira- 
tion' as  the  prerequisite  of  a  design  patent  is  not 
justified.  To  be  sure,  design  patents  cover  fea- 
tures of  musical  instruments  that  are  orna- 
mental rather  than  utilitarian,  but  in  order  to 
win  one  of  Uncle  Sam's  testimonials  to  orig- 


iimiiiiiiimiiiiiuiiimiiiiiiuiimiiiiiiiiimiiiiiimn 

inality  there  must  be  a  new  appearance  created 
by  inventive  process  and  serving  the  purpose 
of  embellishment.  The  umpires  at  Washington 
even  undertake  to  draw  a  distinction  between 
novelty  and  invention  and  it  has  on  more  than 
one  occasion  been  held  that  minor  differences 
or  departures  in  the  outline  of  a  musical  in- 
strument case,  such  as  might  suggest  themselves 
to  any  resourceful  workman,  could  not  be  ac- 
cepted as  a  basis  for  design  patents. 

"One  of  the  limitations  of  the  design  patent 
system  is  that  which  denies  protection  to  fresh 
productions  that  are  essentially  nothing  more 
than  adaptations  of  old  designs,  long  known  in 
the  art  of  the  industry.  Mere  changes  in  size, 
color  or  material  will  not  support  a  claim  for  a 
design  patent,  nor  will  a  regrouping  or  rear- 
rangement of  devices  and  ornamental  forms  long 
known  in  the  music  industries  unless,  mayhap, 
the  adapter  has  so  completely  disguised  and  re- 
juvenated his  mediums  of  adornment  that  the 
effect  produced  is  that  of  a  new  entrant. 

"Judging  from  correspondence  that  has  come 
to  Washington  from  quarters  within  the  trade, 
some  musical  instrument  manufacturers  and 
marketers  have  refrained  from  taking  out  de- 
sign patents  under  the  impression  that  the 
monopoly  thus  conferred  can  apply  only  to  the 
ornamentation  upon  an  article  of  manufacture 
rather  than  to  the  article  of  manufacture  itself, 
as  that  article  is  manufactured  and  produced. 
It  is  unjust  to  thus  narrowly  appraise  the  scope 
of  design  patent  protection.  There  are  prece- 
dents aplenty  to  prove  that  design  patents  may 
be  taken  out  on  articles  which  have  a  useful 
mechanical  function,  provided  such  articles  also 


NEW  YEAR'S  GREETINGS 

There's  Real  Joy  and  Happiness  in  Every  Package  of 

DE  LUXE  NEEDLES 


Full  Tone 


What  better  New  Year's  Wish,  therefore,  could  we  suggest  than 
that  every  Warehouse,  Store  and  Home  could  share  with  our 
long  list  of  satisfied  customers  the  entire  satisfaction  and  ever- 
lasting Happiness  in  the  use  of  DE  LUXE  NEEDLES 
exclusively  throughout  the  New  Year  1921? 

DON'T  FORGET  THESE  FACTS 


1.  Perfect  Reproduction  of  Tone    2.  No  Scratchy  Surf  ace  Noise 
3.    Plays  100-200  Records 


Three  for  30  cents 


DUO  TONE  COMPANY,  Inc. 

Sole  Manufacturers  of  De  Luxe  Needles 

ANSONIA,  CONN. 


Medium  Tone 


Liberal  Discounts 


h 


The  Talking  Machine  World,  New  York,  January  15,  1921 


Records 

BLUES!  BLUES! 


MAMIE 


AND  HER  JAZZ  HOUNDS 


4228 
10'in. 

$1:00 

4194 
10  in. 
$1.00 

4169 
10  in. 
$1.00 

4113 
10  in. 
$1.00 


MEM'RIES  OF  YOU,  MAMMY 
I    IF  YOU  DON'T  WANT  ME  BLUES 
|   THE  ROAD  IS  ROCKY 

FARE  THEE  HONEY  BLUES 
CRAZY  BLUES  - 
IT'S  RIGHT  HERE  FOR  YOU 
THAT  THING  CALLED  LOVE 


Mamie  Smith  and  Her  Jazz  Hounds 
Mamie  Smith  and  Her  Jazz  Hounds 
Mamie  Smith  and  Her  Jazz  Hounds 
Mamie  Smith  and  Her  Jazz  Hounds 
Mamie  Smith  and  Her  Jazz  Hounds 
Mamie  Smith  and  Her  Jazz  Hounds 

Mamie  Smith 


YOU  CAN'T  KEEP  A  GOOD  MAN  DOWN 


Mamie  Smith 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 


25  West  45th  Street 


New  York  City,  N.  Y. 


Factories:        Newark,  N.  J.        Elyria,  Ohio        Putnam^  Conn.        Springfield,  Mass.        Kitchener,  Ont. 
Branch  Offices:       Chicago,  III.       Toronto,  Can,       London,  Eng. 


January  15,  1921 


THE   TALKING   MACHINE  WORLD 


27 


make  a  pleasing  impression  on  the  eye.  The 
Commissioner  of  Patents,  in  the  sarne  spirit, 
ruled  not  long  since  that  a  design  patent  should 
not  be  refused  simply  because  a  device  has  mov- 
ing parts. 

"The  attitude  of  the  Federal  courts  in  recent 
years,  both  as  affecting  musical  instruments  and 
other  articles  of  commerce  that  are  in  some- 
what the  same  relative  position,  is  that  protec- 
tion may  be  invoked  via  a  design  patent  for  a 
new  and  original  shape  given  to  an  article  of 
manufacture  quite  as  readily  as  for  an  orna- 
mentation placed  on  the  article  and  that  the  'ap- 
pearance' of  an  article  is  none  the  less  patent- 
able because  a  mechanical  function  is  involved. 

"Some  disappointment  has  been  occasioned 
now  and  then  to  music  industry  interests  by  the 
fact  that  the  protection  of  design  patents  can- 
not be  invoked  for  what  is  known  as  the  'in- 
ternal structure'  of  an  article,  as,  for  illustration, 
a  hidden  part  of  a  piano  or  player.  Inasmuch, 
though,  as  the  whole  basis  of  a  design  patent  is 
the  'appearance'  of  the  article — the  effect  on  the 
mind  through  the  eye — it  is  but  logical  that  no 
feature  of  interior  construction  should  be  ac- 
corded the  shelter  of  a  design  patent.  There 
have  even  been  instances  in  which  design  patents 
have  been  denied  for  articles  'for  obscure  use," 
evidently  on  the  premise  that  it  is  too  much  to 
expect  that  an  article  that  is  covered  up  or 
used  in  an  obscure  manner  should  possess  any 
high  degree  of  artistic  excellence.  However, 
all  such  cases  are  considered  individually  and 
just  as  in  other  directions  a  border  line  case  is 
often  disposed  of  in  a  manner  that  spreads  the 
blanket  of  a  design  patent  over  features  that,  at 
casual  glance,  might  not  seem  susceptible  of 
such  entrenchment. 

"In  view  of  the  fact  that  in  the  music  trades 
the  differences  between  patented  designs  are 
apt  to  be  matters  of  detail  it  is  highly  impor- 
tant that  in  the  most  recent  pronouncement  on 
the  subject  of  designs  by  a  Federal  court  of  ap- 
peals the  principle  was  laid  down  that  when  it 
comes  to  ascertaining  what  is  objectionable 
'identity  of  appearance'  it  is  to  be  borne  in 
mind  that  the  persons  liable  to  be"  deceived  are 
not  experts,  but  ordinary  observers  giving  such 
attention  to  the  matter  as  purchasers  usually 
give.  'Tf  the  effect  produced  upon  the  eye  is 
the  same,'  the  court  puts  it,  infringement  is 
established.  Broadly  speaking,  the  tendency 
seems  to  be  to  afford  more  rather  than  less  pro- 
tection than  formerly  under  a  design  patent." 


MISS  MORRISEY  MARRIES 


Prominent  Edison  Star  Becomes  Bride  of  Roy  J. 
Keith,  Also  Well  Known  in  the  Trade 


Marie  Morrisey,  the  popular  contralto  and 
widely-known  Edison  artist,  was  married  on 
December  21  to  Roy  J.  Keith,  formerly  vice- 
president  of  the  New  York  and  Chicago  Talking 
Machine  Co.  Mr.  Keith  is  now  vice-president 
of  the  Curtis  Candy  Manufacturing  Co.,  of  Chi- 


Miss  Marie  Morrisey 

cago.  Miss  Morrisey  is  one  of  the  most  popular 
of  Edison  artists,  both  with  Edison  phonograph 
owners  and  Edison  dealers,  and  it  is  felt  that 
they  all  join  in  the  hearty  congratulations  and 
best  wishes  here  extended.  She  was  the  first  Edi- 
son artist  to  take  up  regular  tone-test  recital  work 
and  go  on  tour/  and  she  has  just  completed  a 
six  weeks'  tour  through  the  Middle  West.  The 
couple  will  spend  their  honeymoon  in  Honolulu 
and  California,  and  on  their  return  will  make 
Chicago  their  home.  Miss  Morrisey  will  not 
abandon  the  concert  field. 


TALKER  TO  ANSWER  TELEPHONE 


When  you  are  expecting  a  friend  to  call  you 
on  the  phone  and  you  are  unexpectedly  called 
away,  you  may  leave  a  message  for  him  on  a 
record,  according  to  the  story  of  a  new  device 
perfected  -by  E.  L.  Grauel,  one  of  the  engineers 
of  the  Automatic  Telephone  Co.,  and  explained 
by  him  at  a  recent  meeing  of  the  members  of 
the  Chamber  of  Commerce  in  Philadelphia. 


Tell  your  prospect  why  he  should  buy.  Don't  Now  is  the  time  to  consider  results  in  terms 
ask  why  he  doesn't.  of  what  it  costs  to  produce  them. 


BLAND1N 


r)  LANDIN  owners 
are  ever  increas- 
ing. When  you  com- 
pare Blandin  repro- 
duction, you  will  un- 
derstand why  no  other 
phonograph  will  en- 
tirely satisfy  you. 


Racine  Phonograph  Co.,  Inc. 

RACINE,  WISCONSIN. 


Hear  \ 

ra  Piano^ 

Record 
oa  iftc 

.Blandin, 


FINGER  NAIL  REPRODUCES  SOUND 


Some  owners  of  talking  machines  have  dis- 
covered that  the  finger  nail  possesses  the  prop- 
erties for  reproducing  music  from  the  record 
grooves.  It  has  been  found  that  if  the  finger 
nail  is  sharpened  slightly  so  that  it  will  fit  into 
the  grooves  of  the  record  a  faint  reproduction 
will  be  heard  as  soon  as  the  record  revolves. 
Although  the  volume  of  sound  is  very  small, 
the  reproduction  is  very  clear  and  the  word,s  of 
a  song  may  be  distinguished  with  ease.  Strange 
to  say,  if  a  needle  is  held  between  the  fingers 
no  sound'  is  heard.  This  story  is  being  extrava- 
gantly "played  up"  in  the  daily  papers. 


.iilllJiiiiiinwmwwwirwwwmiiwwwmwwwiiiiiiiii  iiiiiniimTWTwmww 


Stopping  advertising  in  order  to  save  money 
is  like  letting  the  bearings  of  your  automobile 
run  dry  to  save  oil. 


28  THE    TALKING    MACHINE    WORLD  January  15, 1921 


Ceixajr  Rapids,  Iowa. 


j     ORGANIZATIONS  ARE  BUILT  ON  SERVICE  1 


I    THE  PROOF  OF  SERVICE  IS  AN  ORGANIZATION  | 

There  is  a  dealer  under  contract  for  the  sale  of  The  Serenado  at  each  point  ■ 

H  shown  on  the  map.  ( 

H  Some  of  those  dealers  are  large,  some  of  them  are  operating  in  a  small  way  m 

B  but  each  and  every  one  of  them  contracted  with  us  because  The  Serenado  ■ 

J  was  recognized  as  standard  and  of  high  quality  and  our  effective  co-opera-  ■ 

|  tion  and  the  low  prices  made  possible  by  our  merchandising  methods  were  ■ 

■  desired.  ■ 

jj  They  are  continuing  with  us  for  the  same  reasons. 

As  states  are  opened  the  better  class  of  dealers  are  taking  on  the  line — isn't  j| 

U  that  a  guarantee  of  service  rendered?  ■ 

1  SERENADO  MFG.  CO.  1 

CEDAR  RAPIDS,  IOWA  ■ 


All  the  Worlds  Artists  play  and  sing  their  best 
jbr  the  Audience  c£  IZeSerenacfo 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


29 


BRINGING  MUSICAL  APPRECIATION  TO  THE  PUBLIC  SCHOOLS 

Interesting  Details  Showing  How  Fourteen  Schools  in  Cicero,  111.,  Are  Utilizing  the  Grafonola  as 
a  Factor  in  Augmenting  Musical  Knowledge — A  Story  of  Real  Progress 


Cicero,  111.,  a  city  of  over  45,000,  the  largest 
city  in  Cook  County  except  Chicago,  with  a 
school  enrolment  of  7,000,  has  recently  demon- 
strated a  great  appreciation  of  the  place  music 
deserves  in  its  public  schools  and  of  the  ability 
of  the  Columbia  Grafonola,  in  particular,  to 
bring  to  the  scholars  in  Cicero  the  message  of 
music.    The  School  Board  could  not  provide  the 


for  this  fine  piece  of  work  goes  primarily  to  the 
children  of  these  schools,  but  some  of  it  must 
be  shared  with  Miss  Genevieve  Quealy,  Chicago 
representative  of  the  educational  department  of 
the  Columbia  Graphophone  Co.,  and  some  to  E. 
Blimke,  of  the  Chicago  sales  force,  and  to  Jus- 
tin Bros.,  the  Columbia  dealer  in  Cicero. 

The  schools  in  Cicero  which  are  now  equip- 


memory  and  athletic  contests,  with  public-spirit- 
ed citizens  offering  money  prizes  wherewith  to 
purchase  an  instrument.  The  more  schools  are 
thrown  on  their  own  resources  to  provide  means 
for  the  purchase  of  talking  machines  the  sooner 
School  Boards  will  wake  up  to  their  obliga- 
tion to  provide  all  schools  with  this  needed 
equipment. 


BRUNSWICK  STORE  IN  HOLLYWOOD 

Reed  &  Dady  have  opened  a  new  Brunswick 
store  in  Hollywood,  Cal.,  located  at  6611  Holly- 


Fourteen  Schools  of  Cicero,  111., 

funds  at  the  time,  therefore  the  scholars  took 
matters  in  their  own  hands  and  raised  the  money. 
Each  school  formed  its  own  unit,  entered  into 
a  campaign  to  collect  old  papers  and  news- 
papers and  with  the  proceeds  of  the  sales  from 
these  bought  their  Grafonolas. 

Not  a  school  heretofore  had  an  instrument. 
Now  each  of  the  fourteen  schools  in  Cicero 
has  a  Columbia  Grafonola,  bought  and  paid  for 
outright  by  the  pupils  of  each  school.  Credit 


Where  Colum)ia  Grafonolas  Have  Been  Installed 

ped  with  Grafonolas  are  as  follows:  Woodbine, 
Morton  Park,  Drexel,  Goodwin  Clyde,  Cicero, 
Sherlock,  McKinley,  Woodrow  Wilson,  Roose- 
velt, John  Paul  Jones,  Burnham,  Hawthorne, 
Columbus  and  J.  H.  Sterling  Morton  High 
School. 

There  are  other  ways  that  may  be  suggested 
to  the  schools  for  raising  funds  with  which  to 
purchase  talking  machines,  such  as  cake  and 
candy   sales,   suppers   and   fairs,   essay,  music 


Through  the  Efforts  of  Pupils 

wood  boulevard.  All  models  of  the  Brunswick- 
are  shown  in  the  attractive  display  rooms,  which 
are  finished  in  royal  blue  and  ivory. 


O.  S.  Grove  has  opened  a  new  talking  ma- 
chine store  at  517  Thirteenth  street,  Oakland, 
Cal.,  where  the  Aeolian-Vocalion  line  will  be 
featured  under  the  management  of  H.  Murphy, 
formerly  manager  of  the  City  of  Paris  phono- 
graph department. 


^Ae  Phonograph  yrlarvelous  Tone 


IN  FOUR  FINISHES 


Superior  Service 

7  High-class  Models 


POPULAR  PRICED  $105  to  $350 

BIG  INDUCEMENTS  to  a  LIVE  DEALER— PLAYS  ALL  DISC  RECORDS.    Machines  in 

Transit,  same  day  ORDER  RECEIVED 

Write  for  Agency 

Eastern  Penna.,  New  Jersey,  Delaware  and  Maryland 

Ask  about  the  TONOFONE  NEEDLE,  the  wonder  of  the  age. 
Large  profits  and  constand  demand. 

Vitanola  Distributors  Co. 


1025  ARCH  STREET 


PHILADELPHIA,  PA. 


VITANOLA 
FOURTEEN 


30 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


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NO  HEAVY  INVESTMENT  in  machines  to  protect 
yourself — no  loss  of  sales  during  the  busy  season  because 
of  shortages.  You  can  order  as  many  ARIETTAS  as  you 
need  now  and  get  IMMEDIATE  DELIVERY  on  future 
orders,  as  you  need  them.    In  other  words — 

The  Machines  You  Want,  When  You  Want  Them  ! 

\  And  ARIETTA  Prices  Are  RIGHT! 


■oA 


^RIETTA 


HAS    EVERYTHING    your    most  exacting 
customer    can    ask  for — sweetness  of  tone,  beauty  of 
design,  quality  of  materials  and  workmanship — and  the 
prices  arc  right! 


That's  the  reason  ARIETTA  is  putting  new  life 
in  dormant  phonograph  departments — it  rep- 
resents the  kind  of  value  people  are  demanding 
nowadays — and  it  nets  you  a  satisfying  profit. 


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At  least,  investigate  the  ARIETTA 
proposition.  Fill  in  and  mail  the  coupon 
and  get  our  exclusive  agency  offer  by 
return  mail.    Do  it  NOW! 


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releases.    Quick  service ! 


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Rountree  Corporation 


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Richmond,  Va. 


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January  15,  1921 


THE    TALKING    MACHINE  WORLD 


31 


THE  CHOOSING  OF  SALESMEN 


Some  Excellent  Suggestions  on  That  Subject 
Are  Offered  by  Hugh  Chalmers 


Hugh  Chalmers,  one  of  the  most-noted  busi- 
ness men  in  America — so  because  of  his  master 
ability  both  as  salesman  and  sales  manager — 
considers  the  following  points  most  valuable  in 
hiring  salesmen: 

Has  the  salesman  letters  of  recommendation? 
If  so,  he  probably  is  a  man  who  needs  them.  Is 
the  salesman  one  who  can  be  fired  as  easily  as 
he  can  be  hired?  That  is,  is  he  a  brother, 
cousin,  uncle,  father  or  son  of  a  present  em- 
ploye or  officer  of  the  firm?  Can  he  give  a 
surety  company  bond?  If  not,  chances  are 
something  is  wrong  with  the  man.  Can  he  give 
his  last  employer  as  well  as  previous  employers 
as  reference?  Has  he  made  a  study  of  the 
science  of  salesmanship?  Did  he  work  as  a 
boy,  or  was  he  brought  up  in  idleness  until  of 
age?  Did  he  learn  to  overcome  obstacles  in 
youth  or  tackle  the  problems  of  the  world  as  a 
full-grown  man?  Are  his  habits  good?  By 
that  is  not  meant  is  he  100  per  cent  good,  but 
is  he  a  decent  sort  of  fellow?  Does  he  over- 
irdulge  in  things  he  should  not?,  Would  he  im- 
press you  favorably  if  he  were  trying  to  sell  you 
something  instead  of  applying  for  a  job?  Has 
h<-  saved  money?  If  not,  why  not?  Can  he  get 
to  the  point  quickly  or  does  he  take  a  circuitous 
route?  Can  he  answer  objections  quickly?  Try 
him  out.  Ask  him  to  give  three  reasons  why 
he  thinks  he  can  sell  your  goods  and  test  his 
ability  to  think  quickly  and  give  logical  answers. 
Is  he  quick-tempered?  A  quick-tempered  man 
weakens  himself  in  the  eyes  of  others  when  he 
loses  his  temper.  Is  his  voice  pleasing  or  rasp- 
ing? Has  he  respect  for  the  opinions  of  others? 
Do  his  voice  and  his  manner  impress  you  as 
carrying  conviction  when  he  makes  a  point? 
Has  he  enthusiasm  in  his  nature?  Does  he  re- 
spect the  opinions  of  others?  Is  he  positive  in 
his  statements?  Can  he  listen  as  well  as  talk? 
Does  he  know  when  to  stop  talking?     Is  he 


easily  discouraged  when  told  he  can't  have  the 
job? 

The  reasons  why  these  questions  are  asked  are 
obvious.  A  firm  is  known  by  its  representatives 
and  should  carefully  select  men  who  reflect 
nothing  but  credit  on  the  house  which  they  are 
representing. 


MEETING  OF  TALKING  MACHINE  MEN 

Local  Association  of  Retailers  Fixes  Date  for 
Annual  Entertainment  and  Discusses  Numer- 
ous Matters  of  Trade  Interest 


THE  COLUMBIA  IN  CENTRAL  EUROPE 

Interesting  Account  of  a  Grafonola  That  Has 
Seen  Service  in  Y.  M.  C.  A.  Work 


W.  P.  Viles,  Y.  M.  C.  A.  secretary,  at  Leit- 
meritz,  Czecho-Slovakia,  who  during  the  war 


Bohemian  Children  Listening  to  the 

won  a  Croix  de  Guerre,  sent  the  picture  herewith 
reproduced  to  the  Columbia  Graphophone  Co. 
The  scene  shows  Bohemian  children  surround- 
ing a  Columbia  Grafonola  in  the  Y.  M.  C.  A. 
at  the  Leitmeritz  garrison.  In  writing  about  it 
Mr.  Viles  said:  "I  have  carried  this  machine 
through  the  Siberian  campaign  during  1918-1919 
and  here  this  year  without  a  failure  to  play  at 
every  winding.  This  is  a  fact  which  is  worthy 
of  mention." 


At  the  monthly  meeting  of  the  Talking  Ma- 
chine Men,  Inc.,  held  at  the  Hotel  Pennsylvania 
recently,  it  was  announced  that  April  10  was 
the  date  selected  for  the  annual  dinner  and  en- 
tertainment of  the  Association,  the  probabili- 
ties being  that  the  affair  will  be  held  at  the 
Hotel  Pennsylvania,  as  has  been  the  case  during 
the  past  two  years. 

The  Sunday  closing  question  also  came  up 
for  discussion  during  the 
meeting  and  the  matter 
was  placed  in  the  hands  of 
a  grievance  committee  for 
definite  action. 

The  question  of  record 
exchanges  among  members 
was  also  considered  and 
E.  G.  Brown,  secretary  of 
the  Association,  and  Irwin 
Kurtz  were  appointed  a 
committee  to  visit  Phila- 
delphia and  make  a  study 
of  the  very  successful  sys- 
tem of  record  exchange 
that  has  been  put  in  prac- 
tice by  the  Philadelphia 
Association.  Information 
as  to  the  methods  of  the 
Grafonola  exchange    will   be  placed 

before  the  Association. 


NEW  BOSTON  INCORPORATION 

The  Independent  Talking  Machine  Co.  of 
New  England,  with  main  offices  in  Boston,  has 
incorporated  with  a  capital  of  $100,000.  The 
incorporators  are  Philip  E.  Sage  and  Samuel 
Albert,  of  Cambridge,  and  Ella  C.  McLoughlin, 
of  Brookline. 


Mj«»i  i«»<  i«l»<  <-Wi ><0»'  <-W^ )< 


»•■->■—■>•<>■— .(>-^B>0  I—  ()  HUH  o-^re-()<»ga»-()-«»-(>*M»-(H 


A  DEBUT  IN  AMERICA 

But  well  known  all  over  the  world 

ODEON^FONOTIPIA 

RECORDS 


make  their  first  bow  to  the  American  Trade 
AMERICAN  and  COMPLETE  INTERNATIONAL  REPERTOIRES 

RECORDED  IN  THE  COUNTRIES  OF  ORIGIN 


ONLY  THE  VERY  BEST  SELECTED 
FROM  OUR  VAST  REPERTOIRES 


SINGLE 
SPRING 
MOTORS 


ENGLISH— FRENCH— ITALIAN — SPANISH — GERMAN — 
DU  fCH- SCANDINAVIAN  -RUSSIAN  —  POLISH  —  BOHEMIAN 
—SERBIAN— HUNGARIAN— TURKISH— ARABIC  -  CHINESE- 
GRECIAN  -HEBREW  -YIDDISH  -  SLOVENISH  - 
ROUMANIAN -STRIAN 


Distributors  Will  Appreciate  Our  Proposition 


THE  ARTISTIC  RECORDINGS  COMPRISE 
SELECTIONS  BY  THE  MOST  FAMOUS  ARTISTS 


Od 


POPULAR 
PRICED 
TABLE 
PHONOGRAPHS 


encan  WdQon  vjDrporation 


lOO  WEST  2151  STREET 
NEW  YORK. 


32 


THE   TALKING   MACHINE  WORLD 


January  15,  1921 


Granby  Phonographs  Are  Selling  Today 
In  Spite  of  the  So-Called  Depression 


3*C 


IFTEEN  to  twenty  sales  daily  in 
towns  of  from  10,000  to  60,000 
population  prove  Granby' s  contention 
that  business  is  what  you  make  it. 

And  so  strong  is  our  faith  in  this  conten- 
tion that  we  are  going  to  prove  it  to  every 
dealer  who  is  not  so  steeped  in  pessimism 
that  he  is  blind  to  opportunity. 

WE  WILL  SELL  HIS  CONSIGNMENT  OF  GRANBY 
PHONOGRAPHS  AND  FINANCE  THE  DEAL  FOR  HIM 

What  is  the  use  of  grumbling  and  growl- 
ing over  business  conditions?  Wake  up 
and  make  business  conditions  what  you 
want  them  to  be. 

Write  or  wire  us  today  for  details. 


GPANBY  PHONOGRAPH  CORPORATION 

BIN      ORF      O      Lr     K  -   V      I      R     G      INI  A© 

••  Jafftoi-y  ■  Newport //ev/s  *  * 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


33 


The  two  big  song  hits  ot  the  Ziegfeld  Follies  of  1920 
are  "I've  Got  the  Blues  for  My  Kentucky  Home"  and 
"Marimba."  Van  and  Schenck  make  a  doubly  popular 
record  by  singing  one  of  these  songs  on  each  side. 
Order  big.  A-3336 


Columbia  Graphophone  Co 

NEW  YORK 


REPAIRS 

TALKING  MACHINE  TROUBLES  AND 
HOW  TO  REMEDY  THEM 


Conducted  by  Andrew  H.  Dodin 


NOVEL  IDEA  IN  EDISON  ADVERTISING 


NEW  VICTOR  SALES  HELPS 


Adjustments  That  Make  Sales 

After  the  rush  of  holiday  buying  is  over  a 
great  help  to  future  sales  will  be  found  in  hav- 
ing your  salesman  call  on  a  number  of  those 
customers  to  whom  you  have  sold  machines 
within  the  past  few  years,  with  the  idea  of  look- 
ing over  their  machines  to  see  if  they  are  in  cor- 
rect playing  condition.  There  are  a  great  many 
little  minor  adjustments  that  can  be  made  which 
would  not  only  be  appreciated  by  the  machine 
owner,  but  would  also  help  greatly  in  selling 
more  records. 

Probably  the  greatest  fault  found  with  the 
average  machine  is  in  the  speed  adjustment. 
The  machine  is  almost  always  found  to  run 
either  too  fast  or  too  slow.  The  record,  re- 
corded at  seventy-eight  revolutions  per  minute, 
must  be  reproduced  at  that  speed  to  insure 
proper  time  for  dancing,  or  proper  pitch  for  the 
voice  or  instrument.  On  all  machines,  no  mat- 
ter of  what  make,  will  be  found  some  method  of 
changing  the  speed  of  the  motor.  Look  to  this 
point  first  and  make  the  adjustment,  counting 
the  speed  of  the  turntable  by  placing  a  small 
piece  of  white  paper  between  a  record  and  the 
turntable  felt,  start  the  motor  running,  and  then 
counting  seventy-eight  revolutions  of  the  paper 
to  the  minute. 

Once  the  speed  is  adjusted  correctly  it  is  an 
easy  matter  to  play  over  a  record  to  see  if  the 
sound  box  is  in  proper  adjustment.  If  it  should 
squeak  or  make  a  buzzing  sound  take  a  small 
jeweler's  screwdriver  and  try  tightening  up  the 
needle  arm  adjustment  screws,  and  then  see  if 
the  wax  placed  at  the  junction  of  the  needle  arm 
and  mica  diaphragm  is  not  cracked  or  off  en- 
tirely. If  it  is  simply  cracked  hold  the  flame  of 
a  match  near  enough  to  it  to  melt  the  wax  so 
that  it  will  run  together  evenly,  or  if  off  entirely 
put  on  some  new  wax. 

The  motor  board  can  be  taken  out  of  the  ma- 
chine so  that  the  motor  can  be  oiled  at  the 
proper  places  and  vaseline  put  on  the  governor 
and  turntable  spindle  spirals.  If  the  condition 
of  the  motor  is  such  that  it  must  be  sent  to 
your  repair  shop  the  matter,  of  course,  can  be 
taken  up  at  once  with  the  owner.  After  a  thor- 
ough inspection  and  adjustment  the  customer  is 
assured  that  the  machine  is  again  in  first-class 
condition  and  this  can  be  depended  upon  to 
awaken  new  interest  in  its  owner  to  the  point 
of  purchasing  some  of  the  latest  records  (have 
latest  catalogs  handy)  merely  as  an  appreciation 
of  the  foresight  of  the  dealer  who  has  taken 
enough  interest  in  him  to  see  that  he  was  get- 
ting the  best  results  possible  from  the  machine. 


The  wise  manager  knows  the  channels  of 
distribution  as  a  pilot  knows  the  rocks  and  the 
harbors. 


In  the  Edison  national  advertising  for 
February,  advance  proofs  of  which  have  just 
been  sent  to  Edison  dealers,  the  public  is  in- 
vited to  join  with  Thomas  A.  Edison  in  an  ex- 
periment, the  purpose  of  which  is  to  ascertain 
and  classify  the  effects  of  music  on  the  minds 
and  moods  of  mankind. 

Its-  readers  will  be  invited  to  analyze  their 
own  mental  reactions  to  music  either  in  their 
homes  or  at  an  Edison  dealer's  store,  the  only 
necessary  appointments  being  an  Edison  phono- 
graph, a  number  of  Edison  Re-Creations  and  a 
specially  prepared  chart  upon  which  the  various 
mood  changes  may  be  recorded. 

William  J.  Burns,  head  of  the  Wm.  J.  Burns 
International  Detective  Agency,  the  first  man 
to  fill  out  the  "Mood  Change  Chart,"  will  be 
shown  in  the  advertising  analyzing  his  own 
mental  reactions,  as  well  as  a  photographic  re- 
production of  the  chart  filled  out  by  him  and 
showing  the  results  of  his  analysis. 

Illllllllllllllllllllllllllllllllllilllllllllllllllllllllllllllllllllllllllllllllllllllll 


Several    Very    Valuable    Aids    for   the  Retail 
Victor  Dealer  Just  Off  the  Press 


The  Victor  Talking  Machine  Co.  has  just  is- 
sued a  splendid  budget  of  sales  helps  which  em- 
phasize its  desire  to  help  the  dealer  to  achieve 
greater  results  in  a  business  way.  This  litera- 
ture includes  the  regular  January  supplement  as 
well  as  supplements  for  the  same  month  in  the 
following  languages:  Bohemian,  Greek,  Hebrew 
(Yiddish),  Hungarian,  Italian,  Lithuanian,  Mex- 
ican, Norwegian,  Polish,  Portuguese,  Roumanian, 
Russian  and  Swedish,  as  well  as  proofs  of  ready- 
made  advertisements. 


ADVERTISING  RESPONSIBILITY 


What  you  advertise  you  "say  to  the  world" — 
responsibility  is  correspondingly  great  and  the 
consequences  are  in  proportion. — From  a  bulletin 
of  the  Dallas  Music  Industries'  Association. 
Illllllllllllllllllllllllllllllllllll 


"LIBROLA 

A  Library  Table  PHONOGRAPH 

Dealers  can  complete  their  line  with  this 
high-class  instrument  which  appeals  to  the 
best  clientele. 

Progressive  dealers  everywhere  are  develop- 
ing a  prestige  building,  profitable  business 
with  the  "Librola."  Write  for  prices  and 
open  territory. 


No.  250T.    Patent  applied  for.      Price  $125  Net 

48"  long.  28"  wide.  31"  high.    Finished  all  around 
Oafy.  Mahogany  or  Walnul 

All  flal  surfaces  Veneered,  all  others  solid  Mahogany 
or  Walnut 

We  are  ready  to  make  immediate 
deliveries.  Send  in  your  orders  today. 

SEABURG  MANUFACTURING  COMPANY 

JAMESTOWN,  NEW  YORK 

iiimiuiuiinuiiiiimuumiuiUMumuiiiiuuiJiiiiiiuiuui.uuiiuiiiJuuiuuiJiiiiiiiJiiiiiiuiHi 


Hill© 


34 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


$13,624,121  IN  TAXES  FROM  TRADE 

Government  Report  Shows  Great  Income  From 
Music  Industry  as  a  Result  of  Excise  Taxes 
— 500  Per  Cent  Gain  Over  Preceding  Year 


Washington,  D.  C,  January  5. — According  to 
the  annual  report  of  the  Commissioner  of  In- 
ternal Revenue  for  the  year  ending  June  30, 
which  has  just  been  issued,  the  music  industries 
paid  in  excise  taxes  on  pianos,  player-pianos, 
talking  machines,  records,  music  rolls,  etc.,  a 
total  of  $13,624,121.46  on  the  basis  of  five  per 
cent  of  the  manufacturer's  selling  price.  The 
tax  represents  payment  on  a  total  business  dur- 
ing the  year  of  $272,482,429.20. 

The  figures  in  the  latest  report  represent  an 
increase  of  about  500  per  cent  over  the  revenue 
realized  from  the  industry  during  the  preceding 
year,  when  the  total  was  only  $2,283,245.99,  the 
tax  being  at  the  rate  of  only  three  per  cent 
and  then  only  on  specified  products. 

It  is  believed  that  the  figures  given  in  the 
report  should  offer  an  additional  and  convincing 


argument  in  favor  of  the  maintenance  of  the 
excise  tax  rate  at  the  present  standard  instead 
of  doubling  it,  as  suggested  by  the  Secretary  of 
the  Treasury.  It  is  pointed  out  that  increasing 
the  tax  to  ten  per  cent  would  serve  to  cut  down 
business  and  would  not  double  the  revenue  as 
hoped,  while  on  the  other  hand  the  music  in- 
dustry in  proportion  to  its  volume  of  business 
has  done  more  than  its  share  in  financing  the 
country,  especially  when  it  is  considered  that 
in  addition  to  the  excise  taxes  there  must  also 
be  paid  the  usual  excess  profit  taxes  and  other 
levies. 


PIRAMIDA  PHONO.  CO.  ORGANIZED 


The  Piramida  Phonograph  Co.,  Brooklyn,  N. 
Y.,  has  been  incorporated  with  a  capital  of  $20,- 
000.  The  incorporators  are  G.  B.  Glover,  N. 
Galpern  and  H.  L.  Williamson,  619  Eastern 
Parkway. 


Generosity  is  best  shown  in  a  candid  estima- 
tion of  other  men's  virtues  and  good  qualities. 


□ 


Cuts  the  Cost  of  Getting 
New  Customers 


Every  possible  new  customer  who  goes  to  a  com- 
petitor represents  so  much  profit  loss — profit  on  the 
first  sale  as  well  as  on  all  future  sales. 

If  your  place  of  business  is  lost  in  darkness,  cus- 
tomers will  continue  to  trade  with  your  competitors. 

Brighten  up  your  store  front — erect  a  Federal 
Electric  Sign.  It  carries  your  message  24  hours  a  day 
and  attracts  business  from  a  distance  in  each  direc- 
tion including  cross  streets.  It  cuts  the  cost  of  get- 
ting new  customers.  Made  of  porcelain  enameled 
steel,  it  cannot  rot,  rust  or  fade.  Never  needs  refin- 
ishing.  Costs  only  a  few  cents  for  electricity — no 
other  expense.  Tear  off  and  mail  coupon  for  full 
information,  price  and  free  sketch  of  Porcelain 
Enameled  Sign  for  your  business — no  obligation. 


Credit  the  Si<|nfbr  that 
Last  Sale,  Joe>" 


Tear  off  and  Mail  Coupon  Now 


FEDERAL  ELECTRIC  COMPANY 
Representing  Federal  Sign  System  (Electric),  8700  South  State  Street,  Chicago,  111., 

Please    send    me    full    information,    price    and    free    sketch   of  a  Porcelain-enameled  Steel  Sign  for  my  business.     Explain  your 

9-months-to-pay  Plan. 


Name   City   

Street  and  No  Business 

Store  Frontage  No.  of  Floors. 


.  State . 


LOPEZ  SIGNS  WITH  COLUMBIA  CO. 

Famous   Vaudeville  Jazz   Orchestra   to  Make 
Records  for  the  Columbia  Co.  Exclusively 


Vincent  Lopez,  the  well-known  pianist,  and  his 
jazz  orchestra,  known  as  "Lopez  and  His  Har- 
mony Kings,"  recently  signed  a  two-year  con- 


Vincent  Lopez 

tract  to  record  exclusively  for  the  Columbia 
Graphophone  Co.  His  musicians  played 
seventy  weeks  on  the  Keith  circuit  with  Pat 
Rooney  in  his  "Rings  of  Smoke"  and  are  said 
to  be  the  highest-paid  band  in  vaudeville.  Dur- 
ing that  time  fhey  played  eight  weeks  at  the 
Palace  Theatre,  New  York.  They  will  shortly 
open  in  Pat  Rooney's  new  show,  "Oh,  Pat!" 


A  BOOK  FOR  ADVERTISERS 


Crain's  Market  Data  Book  and  Directory  of 
Class,  Trade  and  Technical  Papers,  is  just  about 
ready  for  delivery.  It  lists  all  of  the  business 
publications  of  the  United  States  and  Canada,  giv- 
ing circulation,  rates,  size  of  type  page,  closing 
dates,  in  addition  to  a  market  analysis  of  each 
trade,  profession  and  industry.  It  is  published 
by  G.  D.  Crain,  Jr.,  417  South  Dearborn  street, 
Chicago. 


Why  Break  Records? 
Just  File  Them! 

That  is  if  you  have  the  wonderful  Record  filing  sys- 
tem which  is  a  feature  of 

The  Marvelous  MAGNOLA 


Wa.TcKir\J  the  Music  Come  Out 


This  is  only  one  feature  of  many  that  will  command 
your  interest  and  attention.  Let  us  send  you  hand- 
some illustrated  catalog  and  information  as  to  our 
plans  for  helping  you  to  make  money  ttrith  MAGNOLA. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  8CHULZ,  PraMtat 
General  Office*  Souther!  WheletaU  Brinen 

711   MILWAUKEE  AVENUE  1630  CANDLER  BLDO. 

6HICA80  ATLANTA.  6 A. 


Supplement  to  The  Talking  Machine  World,  New  York,  January  15,  1921 


Supplement  to  The  Talking  Machine  World,  New  York,  January  15,  1921 


4 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


35 


BEAUTIFUL  PATHE  FLOAT  IN  PARADE   ATLANTA  JOBBER  IN  NEW  QUARTERS  TO  HANDLE  VOCALION  EXCLUSIVELY 


Elaborate  Phonograph  Display  Carries  Off  the 
Honors  in  Stirring  California  Pageant 


Anaheim,  Cal.,  January  3. — The  anniversary  of 
Armistice  Day  in  thin  city  was  celebrated  with 
an  elaborate  pageant  and  parade  and  among 
the  varied  and  beautiful  features  none  attracted 
more  favorable  attention 
than  the  float  of  Roland 
B.  Ingram,  the  progres- 
sive Pathe  dealer  of 
Anaheim. 

As  will  be  seen  by  the 
photograph  herewith 
given,  the  float  was  an 
extensive  affair,  being 
thirty-eight  feet  in  length, 
and  it  was  the  largest 
one  in  a  parade  two  miles 
in  length.  The  float  was 
drawn  by  a  runabout  car 
artistically  decorated 
with  streamers  and  bunt- 
ing, and  at  the  helm  was 
perched  a  magnificent 
Red  Rooster,  represent- 
ing the  famous  Pathe 
trade-mark,  two  charm- 
ing little  girls,  surround- 
ed by  Old  Glory,  stand- 
ing in  the  rear. 

But    the    float  proper 
was    really    the    piece  de 

parade.  On  the  expansive  platform  was 
arranged  one  of  the  magnificent  twenty- 
four-sheet  posters  done  in  colors,  with  an 
ensemble  group  of  the  celebrated  Pathe  artists 
and  stars  of  the  opera,  concert  and  theatre 
stage.  A  handsome  period  model  stood  in  the 
rear  center  and  the  sides  and  arches  of  the  float 
were  festooned  with  garlands,  flags,  flowers, 
pictures  and  other  decorations,  the  whole  ar- 
tistic conception  being  very  well  carried  out. 


Wholesale  Offices  of  Edison  Phonographs,  Inc., 
Now  in  New  Two-story  Building 

Phonographs,  Inc.,  Edison  jobber  in  Atlanta, 
Ga.,  has  transferred  its  wholesale  offices  from 
182  Peachtree  street,  at  which  address  its  retail 
establishment  is  located,  to  41  Cone  street,  where 


Aeolian  Co.  Announces  That  Sale  of  Columbia 
Machines  and  Records  Will  Be  Discontinued 


The  manager  of  the  wholesale  department  of 
the  Aeolian  Co.  announced  this  week  that  that 
company  had  decided  to  discontinue  the  handling 
of  Columbia  Grafonolos  and  records,  not  only 
in  its  New  York  warerooms,  but  also  in  its 
metropolitan  and  wholesale  branches.  The  rea- 
son given  for  the  change  was  that  "the  great 
popularity  of  the  Aeolian-Vocalion  and  Vocalion 
records  made  it  difficult  to  sell  instruments  or 
records  not  manufactured  by  the  company  it- 
self." 


SUGGESTION  ON  DEMONSTRATING 


resistance  of 


Pathe  Float  That  Won  the  Honors 

the  is  located  its  newly  constructed  two-story  ware- 
house. According  to  E.  F.  Parr,  assistant  to  the 
president,  the  change  is  expected  to  bring  mem- 
bers of  the  executive  staff  in  closer  relation  with 
the  wholesale  business  of  the  organization.  Mr. 
Parr  also  declared  that  during  the  year  1921 
he  expected  to  make  a  good  record  for  sales. 


One  of  the  best  demonstrations  is  somewhat 
along  these  lines,  says  The  Puritan.  Take  a 
good  instrumental  record  reproducing  the  vari- 
ous instruments.  Tell  the  prospect  to  listen  for 
some  particularly  interesting  part  of  the  record, 
telling  him  in  advance  that  when  the  record  is 
completed  you  will  explain  just  how  the  instru- 
ment achieves  such  perfect  reproduction.  After 
the  record  is  played  begin  the  sales  talk  on  the 
reproducer,  the  tone  chamber,  the  tone  arm,  the 
sound  box,  the  motor,  etc.  Then,  if  necessary, 
play  a  vocal  record  to  demonstrate  vocal  repro- 
ductions and  one  or  two  ensemble  or  solo 
recordings.  With  this  plan,  demonstrations  will 
last  half  as  long  and  produce  specific  results 
with  a  more  certain  and  speedier  close  with  les- 
sened overhead  expense. 


NEW  BROOKLYN  INCORPORATION 


The  man  who  has  sold  goods  is  the  man 
who  can  tell  whether  the  advertising  copy  is 
able  to  do  the  same. 


The  Messig  Orchestrion  Corp.,  Brooklyn,  N. 
Y.,  has  been  incorporated  to  manufacture  musi- 
cal instruments.  The  capital  of  the  new  com- 
pany is  $25,000  and  the  incorporators  are  L.  J. 
Harris,  J.  O.  Fowler  and  G.  Messig,  506  Graves- 
end  avenue. 


36 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


CARDINAL  RECORDS 


RELEASE  No.  1 

January  1,  1921 


Cat.  No. 


2001 


POPULAR  SONG  HITS 

'"Palesteena" — Comedy  Song, 

Sung  by  Fred  Whitehouse 

"She  Gives  Them  All  the  Ha!  Ha!"— Comedy  Song, 

Sung  by  Fred  Whitehouse, 
Assisted    by    Lew  Brown 

if' Broadway  Rose" — Tenor  Solo, 

2(\noi  SunS  by  Charles  Hart 

j'Tve  Got  the  Blues  for  My  Old  Kentucky  Home" 
L      —Ballad   .Sung  by  Helen  Bell  Rush 

r"My  Home  Town  Is  a   One-Horse  Town" — 

Comedy  Quartet   Sung  by  the  Harmonizers 

"Don't  Take  Away  Those  Blues"— Tenor  Solo, 

Sung  by  Ernest  Hare 

"Down  the  Trail  to  Home,  Sweet  Home" — Duet, 

Sung  by  Hart  and  Shaw 

"I'd  Love  to  Fall  Asleep  and  Wake  Up  in  My 
Mammy's  Arms" — Tenor  Solo, 

Sung  by  Charles  Hart 

/'Margie" — Harmony  Trio, 

Sung  by  the  Crescent  Trio 
"Old  Pal,  Why  Don't  You  Answer  Me"— 
L      Baritone  Solo..--  Sung  by  Elliot  Shaw 

SACRED  NUMBER 

/'Onward,  Christian  Soldiers" — Sacred  Hymn, 

Sung  by  Gotham  Quartet 
."Nearer,  My  God,   to  Thee" — Sacred  Hymn, 
I  Sung  by  Gotham  Quartet 


POPULAR  DANCE  HITS 


Cat.  No. 


r"Japanese  Sandman" — Fox-trot, 
1C\(Y7j  Played  by  Raderman's  Dance  Orchestra 

ZUU/^  ^whispering"— Fox- trot, 


I 


Played  by  Raderman's  Dance  Orchestra 


2003 


2004 


2005J 


.'"Grieving  for  You" — Fox-trot, 
2ftftflJ  Played  by  Ben  Selvin's  Dance  Orchestra 

1  "Feather  Your  Nest"— Fox-trot, 
I  Played  by  Ben  Selvin's  Dance  Orchestra 

/'Caresses" — Fox-trot, 
2009<!  Played  by  Greene's  Novelty  Orchestra 

j  "Hop,  Skip  and  Jump" — Fox-trot, 
L  Played  by  Greene's  Novelty  Orchestra 

STANDARD  NUMBERS 

2QjQ  ("Souvenir" — Violin  Solo..  Played  by  Vera  Barstow 
("Berceuse" — Violin  Solo. . .  .Played  by  Vera  Barstow 

r"Sunny  South"— Medley, 

! 

I  Played  by  Cardinal  Concert  Band 


Played  by  Cardinal  Concert  Band 
>  "Blue  Danube"— Waltz, 


2006 


/'Aloha  Oe" — Instrumental  Duet, 
9  '  Played  by  Ferera  and  Franchini 

"1  "Honolulu  Waltz"— Instrumental  Duet, 
t  Played  by  Ferera  and  Franchini 


FIRST  RELEASE  A  HUGE  SUCCESS 

Are  You  One  of  the  Lucky  Dealers? 
IF  not  WHY  not? 

CARDINAL 


RECORDS 

Are  Smooth 
Well  Recorded 
Popular  Standards 
Latest  Hits 
Best  Artists 


PHONOGRAPHS 

Best  Finish 
Krasberg  Motor 
Automatic  Stop 
Automatic  Cover  Support 
Tone  Expansion  Tongues 


Jobbers  and  Dealers — Write  for  details  of  exclusive  franchise 

CARDINAL  PHONOGRAPH  CO. 

Sales  Office:  106  East  19th  Street,  New  York 

Factories:  Newark,  O. — Zanesville,  O. — Pt.  Pleasant,  N.  J. 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


37 


fin  iiiiiiiiimiiiiiiiiiiiiiiiiiiiiiiiiiiiiw  uiiiiiiiiiiiiiiiiiii  iiiiiiuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii  iiiiiiii  in  i  i  nimi  iiiiiiiiiiiiiiiiiiini  u  iiiiiiiiiiiiiiiniiiiiii  mi  mmm  minimi  mniiiimi  iiimiiiiiiiiiiiiiiiiiiiii  i       :  iiiiiiiiimiiiiiim  m  in  mum 

|  Why  the  Subject  of  Profit  Protection  Is  of  I 
I  Keen  Interest  to  the  Talking  Machine  Dealer  I 


iiiiiiiiiiiiiiimiiiiiiuuiimiiuimuiiiiiim 

E.  G.  Brown,  of  Bayonne,  N.  J.,  secretary 
of  the  Talking  Machine  Men,  Inc.,  recently  re- 
ceived from  Thomas  M.  Pletcher,  president  of 
the  Q  R  S  Co.,  Chicago,  an  interesting  letter 
emphasizing  the  wisdom  of  price  maintenance 
in  fairness  to  the  dealer  and  the  public.  The 
letter  read  in  part: 

"When  a  man  mentions  the  two  words, 
'price  maintenance,'  the  majority  of  his 
listeners  begin  to  think  about  something  else. 
They  have  heard  the  two  words  so  often  that 
the  phrase  has  almost  lost  its  meaning.  So  I 
have  long  since  stopped  using  it,  but  I  never 
will  stop  talking  upon  the  subject  of  profit 
protection. 

"A  dealer  can  justly  say,  'What  business  can 
it  be  of  any  outsider  if  I  choose  to  cut  my 
prices  and  sacrifice  my  profits,  the  money 
comes  out  of  my  own  pocket;  if  there  is  any 
suffering  to  be  done  I  am  the  one  who  pays 
the  piper.'  True  enough,  but  you've  only  told 
half  of  the  story  and  the  weakest  half  at  that. 

"Every  merchant  is  a  part  of  the  economic 
business  structure  of  the  country.  To  exist 
and  contribute  his  part  to  the  welfare  of  the 
retail  structure  his  business  must  progress  and 
prosper.  Most  certainly  the  bankrupt  and  the 
barely  existing,  never  really  prosperous  mer- 
chants are  not  doing  anything  to  help  either 
themselves  or  the  trade  in  which  they  are 
engaged.  So,  the  first  step  to  being  a  really 
sound  merchant  is  profit  protection — price 
maintenance — whatever  you  choose  to  call  it. 
The  asking  of  excessive  profits  is  a  menace, 
but  it  is  so  rare  that  we  need  hardly  even 
discuss  it. 

"In  every  branch  of  retail  trade  there  is  an 
accepted  margin  of  gross  profit  necessary  for 
the  payment  of  overhead  and  earning  of  a  net 
at  the  end  of  the  year.  In  some  lines,  such 
as  groceries,  it  is  small;  in  others,  such  as  music 
lines,  it  is  by  comparison  larger,  but  in  each 
and  every  trade  the  accepted  margin  is  the 
result  of  years  of  evolution — finding  of  cost  of 
doing  business,  credit  risks,  investments,  loca- 
tions, rents,  etc.,  necessary  to  the  carrying  on  of 
any  business,  whether  it  be  in  the  music  trade 
or  any  other  line. 

"And  the  fairness  of  these  margins  is  con- 
clusively proven  by  the  fact  that  capital  in- 
vested in  relation  to  sales  comes  within  a  few 


llllllllllllllllll 

per  cent  of  yielding  the  same  earnings  in  vari- 
ous retail  lines  no  matter  how  widely  divergent 
their  character,  all  of  which  leads  right  to  the 
subject  of  price  maintenance,  or  profit  pro- 
tection, by  selling  at  the  established  retail 
figure,  the  figure  which  pays  your  overhead 
and  really  nets  an  earning  after  the  sale  is 
made. 

"A  good  many  retailers  ask  why  the  manu- 
facturers should  be  interested  in  the  resale  price 
of  the  article.  They  say  as  long  as  the  manu- 
facturer gets  his  wholesale  figure  and  his  bills 
are  paid  what  does  he  care  about  the  resale 
price?  Our  attitude  on  this  subject  is  that 
our  interest  in  retail  prices  is  based  upon  our 
absolute  knowledge  that  our  prosperity  is  so 
closely  interwoven  with  that  of  our  dealers 
that  the  two  are  inseparable. 

"We  set  a  resale  price  on  our  goods  that  is 
fair — fair  to  the  consumer — -yielding  a  fair  and 
satisfactory  margin  to  the  man  who  sells  them 
— a  safe  margin.  The  retailer  who  cuts  below 
the  resale  price  we  suggest  is  first  of  all  doing 
himself  an  injury — he  is  doing  business  on  a 
margin  which  is  unsafe.  He  does  his  competi- 
tor an  injury  if  that  competitor  is  weak  enough 
to  meet  his  too  low  price — and  he  does  the 
industry  an  injustice  by  disturbing  the  eco- 
nomic safety  factor  of  proper  profit  margin. 
This  holds  true  of  every  retail  line  in  the 
world,  from  foodstuffs  to  farm  machinery,  and 
everything  in  between. 

"The  man  who  cuts  prices  usually  consoles 
himself  with  the  thought  that  while  he  may 
not  make  any  money  on  the  reduced  articles 
his  profits  on  other  lines  will  make  it  up.  This 
has  been  proven  a  fallacy,  for  in  order  to  bring 
up  his  average  general  profits  he  would  be 
obliged  to  charge  more  than  a  fair  price  for 
the  other  articles. 

"The  weak  salesman  invariably  resorts  to 
price  cutting  as  a  medium  of  securing  business. 
And  yet  price  cutting  as  a  business  bringer 
is  an  absolute  failure.  I  make  that  statement 
unqualifiedly.  Why?  Well,  how  do  you  per- 
sonally judge  the  value  of  things  you  buy  of 
which  you  possess  no  technical  knowledge? 
Such  as  wearing  apparel,  etc.?  By  the  price, 
of  course.  And  that's  the  way  the  customer 
judges  merchandise  you  sell.  He  is  not  an 
expert,  his  only  recourse  is  judgment  by  price, 


iiiiiiiiiiiiiiiiiiiiiiiiiiimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiim 

and  consequently  he  regards  the  higher-priced 
goods  as  better  than  those  marked  at  a  con- 
siderably lower  figure. 

"You  may  say  that  if  two  merchants  side  by 
side  are  selling  the  same  trade-mark  articles, 
one  at  full  price,  the  other  at  a  cut  price,  this 
statement  will  not  maintain.  But  it  does. 
When  a  consumer  sees  two  articles  in  two 
windows  bearing  the  same  trade-mark,  at  two 
different  prices,  his  reaction  is  that  the  cut- 
price  goods  must  be  seconds  or  inferior  in 
quality;  in  other  words,  there  must  be  a  hidden 
reason  for  the  cut. 

"And  he  is  always  safe  in  dealing  with  the 
full-price  merchant,  because  that  man's  price 
maintenance  policy  enables  him  to  stand  back 
of  his  goods  and  gladly  render  the  kind  of 
service  that  your  cut-price  merchant  cannot 
afford  to  give. 

"Price  cutting  used  to  be  a  terrible  evil  in 
the  ready-mixed  paint  business;  retailers  every- 
where cut  their  profits  into  nothing,  using  paint 
presumably  as  a  leader,  depending  on  price  at- 
tractions to  attract  other  trade  to  their  stores. 
An  acquaintance  of  mine  who  is  interested  in 
the  industry  made  an  exhaustive  investigation 
of  the  entire  situation,  and  his  records  showed 
that  in  towns  where  there  were  three  mer- 
chants cutting  and  one  merchant  protecting 
his  profits  by  price  maintenance  the  full-price 
dealer  was  doing  more  business  than  any  of 
his  competitors.  This  situation  existed  not  in 
one  town,  but  practically  every  city  investi- 
gated. 

"I  am  so  radical  on  this  subjejct  that  I  do 
not  hesitate  to  state  frankly  that  I  hope  the 
time  will  come  when  Congress  will  see  its 
way  clear  to  pass  a  law  compelling  a  manu- 
facturer to  set  a  fair  retail  price  on  his  mer- 
chandise, printed  right  on  the  goods,  and  en- 
force adherence  thereto  on  the  part  of  every- 
one concerned. 

"The  ultimate  purchaser  is  absolutely  pro- 
tected by  a  price  suggested  by  the  manufac- 
turer. Why?  Simply  because  the  manufacturer 
knows  he  must  fix  a  fair  price  to  insure  his 
sales  in  competitive  markets.  He  realizes  that 
he  must  have  volume.  If  his  price  is  too  high 
it  will  restrict  his  sales;  therefore,  the  buying 
public  is  as  fully  protected  as  the  retailer  who 
sells  the  goods." 


s  —   1 


DITSON  SERVICE 


Has  tack  of  it  years  of  successful  ex- 
perience and  an  understanding  of  dealer 
problems  tkat  will  make  tke  road 
smoo  ther  during  tke  coming  montks. 

VICTOR  EXCLUSIVELY 


Chas.  H.  Ditson  &  Co. 

NEW  YORK 


Oliver  Ditson  Co. 

BOSTON 


38 


THE   TALKING   MACHINE  WORLD 


January  15,  1921 


The  continued  growing  demand  for  the  Sonora  proves 
that  the  public  wants  the  BEST — and  the  best 
at  the  same  price  is  always  easy  selling 

[T  isn't  MAGIC  that  creates  the  demand  for  Sonoras:  it's 

f  MERIT!  Buyers  look  at  the  Sonora  and  see  its  superb  appear- 
ance. They  listen  to  the  Sonora  and  hear  its  magnificent  tone.  They  examine 
the  Sonora  and  observe  its  important  exclusive  features.  Then  they  buy  the 
Sonora  because  critical  comparison  shows  that  Sonora  is  unequalled. 


'"THE  Sonora  line 
is  extraordinarily 
complete,  including 
24  marvelous  period 
models  and  7  charm- 
ing upright  styles. 
Sonora's  quality  is 
i  n  t  e  rnationally 
famous . 


You  want  to  handle 
the  phonograph  the 
public  wants.  The 
price  of  Sonoras 
ranges  from  $75  to 
$1800  and  each 
Sonora  at  its  price 
represents  matchless 


val 


Sonora — English  Renaissance-Edgemoor 

The  path  to  big  sales  and  to  large  cash  sales  is 

through  the  wonderful 


TOE  INSTRUMENT  ©IF  QUALOTY 


C  LIAR  AS 


A 


LL 


mat 


January  IS,  1921 


THE   TALKING   MACHINE  WORLD 


30 


\Y7ITH  Sonora's  new  factories  completed  and  working  to 
W  capacity  we  may  be  able  to  add  your  name  to  the  list 
of  successful  Sonora  dealers  providing  you  make  early  ap- 
plication.   The  best  at  the  same  price  sells  the  quickest. 

Sonora  has  numerous  patents  of  its  own  and  is  licensed  and  operates 
under  BASIC  PATENTS  of  the  phonograph  industry,  which  insures 
you  against  troublesome  patent  litigation.  To  MAKE,  USE  or  SELL 
an  infringing  patent  constitutes  a  violation  of  the  patent  law. 


American  Hardware  &  Equip- 
ment Co., 

Charlotte,  N.  C. 

North  Carolina  and  South  Carolina. 

Gibson-Snow  Co., 

Syracuse,  N.  Y. 
State  of  New  York  with  the  exception 
of    towns    on    Hudson    River  below 
Poughkeepsie    and    excepting  Greater 
New  York. 

W.  B.  Glynn  Distributing  Co., 

Saxtons  River,  Vt. 

States  of  Maine,  New  Hampshire,  Ver- 
mont and  part  of  Massachusetts. 

Griffith  Piano  Co., 

605  Broad  St.,  Newark,  N.  J. 

State  of  New  Jersey. 

Hessig-EUis  Drug  Co., 

Memphis,  Tenn. 

Arkansas,  Louisiana,  Tennessee,  Missis- 
sippi. 

Kiefer-Stewart  Co., 

Indianapolis,  Ind. 

Entire  State  of  Indiana. 

Lee-Coit-Andreesen  Hardware 
Co., 

Omaha,  Nebr. 

State  of  Nebraska. 

The  Magna  vox  Co., 

616    Mission    Street,    San  Francisco, 
CaL 

Washington,  California,  Oregon,  Ari- 
zona, Nevada,  Hawaiian  Islands,  North- 
ern Idaho. 


C.  L.  Marshall  Co.,  Inc., 

82  Griswold  St.,  Detroit,  Mich. 
409  Superior  St.,  Cleveland,  O. 

Michigan  and  Ohio. 

Minneapolis  Drug  Co., 

Minneapolis,  Minn. 

States  of  Montana,  North  Dakota,  South 
Dakota,  Minnesota. 

Byrie  Bldg.,  Toronto,  Canada. 

Canada. 

Moore-Bird  &  Co., 

1751  California  St.,  Denver,  Colo. 

States  of  Colorado,  New  Mexico  and 
Wyoming  east  of  Rock  Springs. 

MS&E, 

221  Columbus  Ave.,  Boston,  Mass. 
Connecticut,  Rhode  Island  and  Eastern 
Massachusetts. 

Robinson-Pettet  Co.,  Inc., 

522  West  Main  St.,  Louisville,  Ky. 
State  of  Kentucky. 

Schroeder  Piano  Co. 

820  Liberty  Ave.,  Pittsburgh,  Pa. 

Western  Pennsylvania  and  West  Vir- 
ginia. 

C.  D.  Smith  Drug  Co., 

St.  Joseph,  Mo. 

Missouri;  Northern  and  Eastern  part  of 
Kansas  and  five  counties  of  N.  E.  Okla- 
homa. 


Sonora    Distributing    Co.  of 
Texas, 

Dallas,  Texas. 

Western  part  of  Texas. 

Sonora  Phonograph  Co.,  Inc. 

279  Broadway,  New  York. 

Distributors  for  Greater  New  York  and 
towns  on  Hudson  River  below  Pough- 
keepsie. 

Southern  Drug  Co., 

Houston,  Texas. 
Southeastern  part  of  Texas. 

Southern  Sonora  Co., 

310-314  Marietta  St.,  Atlanta,  Ga. 

.Alabama,  Georgia  and  Florida. 

Southwestern  Drug  Co., 

Wichita,  Kans. 
Southern    part    of   Kansas,  Oklahoma 
(except  5  N.  E.  counties),  and  Texas 
Panhandle. 

Strevell  -  Paterson  Hardware 
Co., 

Salt  Lake  City,  Utah. 

Utah.  Western  Wyoming  and  Southern 
Idaho. 

C.  J.  Van  H  out  en  &  Zoon, 

Marquette  Bldg.,  Chicago,  111. 

Illinois  and  Iowa. 

Yahr  &  Lange  Drug  Co., 

Milwaukee,  Wis. 
Wisconsin,  Upper  Michigan. 


The  Highest  Class  Talking 
Machine  in  the  World 


40 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


EDISON  DISC  JOBBERS 

TO  CONVENE  IN  MONTREAL 


OFFER  PERIOD  MODEL  SERVICE 


Association   to    Hold   Annual   Convention  in 
That  City  on  February  10th  and  11th 


Dealers  May  Use  Special  Rooms  of  Collings  & 
Co.  to  Demonstrate  Period  Designs  to  Pros- 
pects— Expects  Plan  to  Aid  Sales 


Preliminary  announcement  has  been  made  to 
the  effect  that  the  annual  convention  of  the 
Edison  Disc  Jobbers'  Association  will  be  held 
in  Montreal  on  February  10  and  11.  It  is  un- 
derstood that  the  Edison  Laboratories  will  be 
represented  as  usual. 

This  will  be  the  first  time  in  the  history  of 
the  Edison  jobbers'  organization  that  their  an- 
nual convention  will  be  held  outside  of  New 
York  City,  all  former  conventions  having  been 
held  at  the  once  famous  Knickerbocker  Hotel, 
which  was  closed  permanently  several  months 
ago.  Just  where  the  next  convention  will  be 
held  in  Montreal  has  not  yet  been  disclosed. 


SERVICE  ON  TRIAL  IN  JANUARY 

Dealers  Must  Live  Up  to  Expectations  of  Their 
Customers  During  the  New  Year 


"The  service  given  by  every  dealer  will  be 
up  for  trial  before  a  brand-new  jury  during 
January,"  says  the  Victor  Talking  Machine  Co. 
in  its  monthly  letter  to  the  trade.  "All  of  the 
new  customers  you  served  during  the  holiday 
season  will  take  it  as  a  matter  of  course  that 
you  will  be  able  to  supply  the  new  monthly  rec- 
ords. Try  to  acquaint  every  one  of  your  new 
customers  with  the  first-of-the-month  idea  and 
the  direct  relation  between  the  new  supplement 
and  the  Victor  catalog. 

"It  will  pay  you  to  make  the  most  of  the 
sales  helps  by  co-ordinating  your  advertising  ac- 
tivities. Advertising  is  just  as  important  to  your 
success  in  January  as  in  December;  more  so, 
in  fact,  as  the  results  will  be  governed  largely 
by  your  persistency  in  keeping  your  name  be- 
fore the  people  of  your  community." 


Collings  &  Co.,  the  well-known  Victor  dis- 
tributors of  Newark,  N.  J.,  have  just,  forwarded 
to  the  trade  in  their  territory  a  letter  cover- 
ing their  "Period  Model  Service."  Dealers  are 
cordially  invited  to  inspect  the  new  "Period 
Model  Room,"  where  the  various  types  of  period 
models  are  shown  in  appropriate  surroundings. 

This  move  was  made  by  the  organization  to 
free  dealers  from  the  handicap  of  not  having 
such  an  exhibition  room.  Dealers  having  pros- 
pects for  period  models  who  have  not  decided 
on  the  particular  design  are  invited  to  use  the 
Collings  &  Co.  quarters  for  both  demonstration 
and  sales  purposes.  Appointments  for  this  pur- 
pose are  made  in  advance  and  the  particular  set- 
tings are  arranged  to  suit  the  occasion. 

Collings  &  Co.  believe  that  this  arrangement 
will  greatly  increase  the  dealer's  sales  in  period 
models,  or  at  least  will  facilitate  them.  The  ship- 
ments of  the  instruments  following  the  purchase 
can  be  made  direct  from  the  warerooms  of 
Collings  &  Co.,  but  billed,  of  course,  by  the 
dealer  in  his  usual  manner. 


MICA 
DIAPHRAGMS 

Absolutely  Guaranteed  Perfect 
We  get  the  best  India  Mica  directly. 
We  supply  the  largest  Phonograph  Manu- 
facturers. 

Ask  for  our  quotations  and  samples  before 
placing  your  order. 

American  Mica  Works 


47  West  St. 


New  York 


NEW  BRIDGEPORT  BRUNSWICK  STORE 


General  Music  House  Finds  Enlargement  Im- 
perative and  Makes  Improvements 


OPENS  STORE  IN  ALLENTOWN 


J.  H.  Johnson  to  Handle  Remington  Phono- 
graph in  That  Territory 


MOHR  NOW  WITH  COLUMBIA 


Allentown,  Pa.,  January  4. — J.  H.  Johnson,  one 
of  the  foremost  violinists  in  this  vicinity,  has 
opened  an  up-to-date  music  store  at  518  North 
Seventh  street  and  carries  a  complete  line  of 
musical  instruments  and  all  accessories.  He  is 
the  exclusive  agent  in  this  district  for  the  Rem- 
ington phonograph.  Mr.  Johnson  is  well  known 
as  an  instructor  of  the  violin,  having  studied  ex- 
tensively with  the  foremost  teachers  in  New 
York  and  Philadelphia.  In  addition  to  his  duties 
connected  with  his  new  enterprise  he  will  con- 
tinue with  his  professional  work  as  before. 


Bridgeport,  Conn.,  January  3. — What  was  once  a 
drug  store  on  the  corner  of  Broad  street  and 
Fairfield  avenue  is  now  the  home  of  the  Bruns- 
wick phonograph  for  this  city.  This  is  the  sec- 
ond improvement  that  Mr.  Gilman,  the  pro- 
prietor, has  made  on  his  store  in  the  last  two 
years. 

Mr.  Gilman  was  first  located  on  Main  street 
and  his  small  quarters  soon  became  cramped 
and  he  was  compelled  to  seek  a  larger  store.  He 
then  located  at  235  Fairfield  avenue  about  four 
years  ago  and  had  ample  space  in  a  room  25  by 
100  feet.  The  following  year  it  was  necessary 
to  occupy  the  upper  floor,  but  business  increas- 
ing forced  him  to  consider  a  larger  quarters 
and  addition  in  his  force.  When  the  drug  store 
was  vacated  he  cut  through  into  the  store  on  the 
corner  and  turned  it  into  a  beautiful  musical 
parlor. 

The  music  store  now  occupying  229-235  Fair- 
field avenue  is  devoted  entirely  to  musical  mer- 
chandise. One  can  buy  anything  from  an  ac- 
cordion to  a  $1,500  phonograph.  They  are  ex- 
clusive agents  for  the  Brunswick  phonograph 
and  records.  Mr.  Gilman  started  his  career 
as  a  violin  and  mandolin  teacher,  also  handling 
accessories. 


Carl  H.  Mohr,  formerly  advertising  manager 
of  the  Standard  Electric  and  Elevator  Co.,  is 
now  associated  with  the  Columbia  Graphophone 
Co..  at  Baltimore,  Md. 


Washington  Irving  has  said  that  a  sharp 
tongue  is  the  only  tool  that  grows  keener  with 
constant  use. 


The  Southern  Illinois  Music  Co.,  are  also  Edi- 
son dealers  in  Christopher,  111.,  where  they  re- 
port business  far  ahead  of  that  of  last  year. 


urtfart 


Distributors  for  the 
Puritan  Phonograph 
in  Western  Penn- 
sylvania, So.  W. 
New  York,  Western 
Maryland,  ^Virginia 
and^West  Virginia 


Special- 
Player  Rolls 


4  for  $W 


Melodee  and  Universal  Player  Rolls.  Late 
popular  dance  numbers,  songs,  waltzes,  etc. — also 
standard  favorites  and  Hymns  while  they  last — 
$25.00  per  lOO.  Order  now— we  will  make  you 
a  good  selection. 


BRILLIANTONE 


NEEDLES 

WALL  KANE  TONOFONE  VIOLAPHONE  VALLORBES 
Record  Brushes — Repeater-stops — Record  Albums 


Reed  Efficiency  Furniture  Demonstrating  Rooms 

Our  Specialty —Write  for  catalog 


Counters 


VELVETONE 


Racks 


Eight  beautiful  models,  ready  for  Immediate  ship, 
merit. 

Each  unit  manufactured  in  Puritan's  own  fac- 
tory and  every  part  is  guaranteed. 

The  Puritan  Phonograph  (the  phonograph  which 
literally  speaks  for  itself).  There  is  richness  and 
purity  in  the  reproduction — quite  different  from 
other  Instruments — that  Invariably  pleases  the 
listener.  The  most  critical  music  lovers  declare 
that  such  smoothness,  clearness  and  volume  of  tone 
ha3  never  been  produced  by  ordinary  phonograph. 
(Write  us  for  catalog  and  dealership. ) 


UNIVERSAL  DISPLAY  FIXTURES  FOR  YOUR  EVERY  NEED-50%  OFF  LIST 


THE  REED  COMPANY INC- 


5748-50  Ellsworth  Avenue 


Pittsburgh,  Pa. 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


41 


Blood  Tone  Arm  and  Reproducer  8^  inch  length 

Renowned  the  country  over  for  its  simplicity  of  design  and  operation,  its  mellow,  natural  and  life-like 
reproduction,  it  has  been  generally  accepted  as  standard  equipment  for  high-grade  phonographs. 


EDISON 


Universal  Attachments 


VICTOR 


Every  owner  of  an  Edison 
phonograph  is  a  prospect  for 
this  attachment.  Plays  Victor 
records  with  that  superior, 
mellow  quality  of  tone  so 
characteristic  of  the  "Blood." 


Victor  Position 

Fig.  A  shows  Blood  Reproducer 
in  position  for  playing  Victor 
and  other  lateral  cut  records. 


Hill  and  dale  records  are  re- 
produced correctly  by  the 
"Blood"  method.  A  demon- 
stration will  convince  you  of 
its  superior  playing  qualities. 

Edison  Position 

Fig.  B  shows  Blood  Reproducer 
in  position  for  playing  Edison 
and  other  hill  and  dale  records. 


w 

R 
I 

T 

E 

Today 

for 

S 
A 
M 
P 
L 
E 
S 


Victrola  owners  can  now  en- 
joy the  wonderful  creations 
of  SERGEI  RACHMANI- 
NOFF, the  celebrated  Rus- 
sian pianist,  so  artistically 
reproduced  in  Edison  records. 

Edison  Position 

Fig.  C  shows  Blood  Reproducer 
in  position  for  playing  Edison 
and  other  hill  and  dale  records. 


Equipped  with  the  "Blood" 
mute  and  Nomika  diaphragm, 
every  note  and  every  word  is 
reproduced  in  all  its  original 
clearness  and  beauty. 

Victor  Position 

Fig.  D  shows  Blood  Reproducer 
in  position  for  playing  Victor 
and  other  lateral  cut  records. 


Fig.  B 


Fig.  D 


START  THE  NEW  YEAR  RIGHT 

Every  piece  of  apparatus  that  leaves  our  factory  is  covered  by  the  "BLOOD' 
SATISFACTION  OR  MONEY  REFUNDED.    Let's  get  acquainted  now. 


guarantee 


Jewel  Phonoparts  Company 


670  W.  Washington  Blvd. 


Chicago 


The  New 

BLOOD 
AUTOMATIC  STOP 

is  now  ready 


Blood 


Immediate  Deliveries  on 

Tone  Arms,  Uni- 
versal Attachments, 
Automatic  Stops 


42 


THE   TALKING   MACHINE  WORLD 


January  15,  1921 


Kerekjarto  Week 

From  January  29  to  February  6 

will  repay  you  in  dollars  and  cents.  Kerekjarto  is 
the  great  new  Hungarian  violinist,  who  counts  his 
European  followers  by  the  hundreds  of  thousands. 
He  has  just  made  his  first  Columbia  Records.  Watch 
for  them.  Columbia  79456  and  49900. 

Columbia  Graphophone  Co 

NEW  YORK 


ANSONIA  DEALERQIVES  CONCERT 

A.  H.  Yudkin  Presents  Edison  Artists  in  Tone- 
test  Recital— Announces  Opening  of  New 
Store  in  Charge  of  Miss  Anna  Kanaly 


Ansonia,  Conn.,  January  4— For  the  past  several 
years  A.  H.  Yudkin,  local  distributor  for  the 
Edison,  has  been  treating  the  public  once  each 
season  to  a  musical  entertainment  of  a  high 
order.  Recently  Gould  armory  was  filled  to 
more  than  its  seating  capacity  when  the  Alder- 
man presented  Miss  Betsy  Lane  Shepherd,  so- 
prano, and  Miss  Madeline  MacGuigan,  violinist, 
assisted  by  Igor  Sokoloff,  'cellist;  Rienzi 
Thomas,  pianist,  and  the  Edison  diamond  disc 
phonograph.  More  than  700  residents  of  the 
associated  communities  listened  to  a  splendid 
program. 

The  several  numbers  were  rendered  delight- 
fully and  the  audience  was  more  than  satisfied 
with  its  evening's  entertainment.  Each  num- 
ber was  applauded  and  the  program  was  of  a 
generous  length. 

The  Re-creation  of  Miss  Shepherd's  voice  was 
one  of  the  hits  of  the  evening.  Rendering 
"Comin'  Through  the  Rye,"  she  ceased  singing 
when  the  lights  were  turned  out  and  the  Edison 
phonograph  on  the  stage  with  her  took  up  the 
song  in  her  own  voice  and  carried  it  through, 
while  the  audience  once  again  was  shown  the 
possibilities  of  the  Edison. 

It  was  announced  that  Mr.  Yudkin  would  open 
his  new  Edison  salesroom  at  Elizabeth  and  Third 


"streets  in  the  building  purchased  by  him  a  few 
months  ago.  The  entrance  will  be  on  Third 
street.  The  exterior  appearance  of  the  block 
has  been  changed  by  the  installation  of  three 
large  plate-glass  windows  on  the  Third  street 
side,  and  the  interior  has  been  thoroughly  reno- 
vated and  made  into  a  salesroom,  which  will  be 
managed  by  Miss  Anna  Kanaly,  who  has  been  in 
Mr.  Yudkin's  employ  in  the  Main  street  store. 


TAKE  ON  THE  BUXKIN  LINE 


The  Cabinet  &  Accessories  Co.  has  added  the 
well-known  Euxkin  line  of  moving  covers  to  the 
list  of  talking  machine  accessories  distributed 
by  this  institution.  Otto  Goldsmith,  president 
of  the  company,  reports  a  good  demand  for 
these  covers  and  that  they  are  giving  entire  sat- 
isfaction wherever  sold.  The  World  is  in  receipt 
of  an  attractive  but  yet  entirely  useful  greeting 
presented  by  the  Cabinet  &  Accessories  Co. 
during  the  Christmas  season.  It  consists  of  a 
leather  folder  containing  legal  document  sized 
envelopes  for  Liberty  Bonds,  life,  fire,  health  and 
accident  insurance  policies,  contracts,  deeds, 
notes,  mortgages  and  wills. 


CLEMENS  RESIGNS  FROM  CHENEY 

J.  R.  Clemens  has  resigned  as  advertising 
manager  of  the  Cheney  Talking  Machine  Co.,  of 
Chicago,  to  join  the  advertising  department  of 
the  Federal  Electric  Co.,  of  the  same  city.  Mr. 
Clemens'  successor  has  not  yet  been  named. 


DURRO 
Choice  of  Artists 
Throughout  the  World 


Phonograph  Dealers — 

People  who  cannot  afford  to  buy  Phonographs  are  buying 
Violins,  Guitars,  Banjos,  Ukuleles,  etc. 

Why  Wait 

and  let  this  business  go  by  your  shop? 
Extend  your  line  to  include 
DURRO  VIOLINS,  BOWS,  STRINGS,  Etc. 
LESTER  &  SALANTI  ACCORDEONS 
ABBOTT  BAND  INSTRUMENTS 
DUSS  BAND  HARMONICAS 

S.  S.  STEWART  BANJOS,  GUITARS,  UKULELES 
OUR  POPULAR  LINES  OF  ACCESSORIES 

They  will  not  add  to  your  overhead  expense. 

They  are  quick  sellers  and  yield  liberal  profits. 

They  make  fine  displays  and  draw  repeating  customers. 

Write  today  for  complete  catalog  and  assortments 
for  PhonographrDealers 


BUEGELEISEN  &  JACOBSON 

5-7-9  UNION  SQUARE  NEW  YORK 


ADVERTISING  STIMULATES  DEMAND 

An  Interesting  Disquisition  on  the  Subject  of 
"Who  Pays  for  the  Advertising?"  Which  Is  of 
Timely  Interest  These  Days,  When  Publicity 
Is  One  of  the  Greatest  Essentials 


In  a  recent  issue  of  "The  Puritan,"  which  is 
issued  by  the  United  Phonographs  Corp.,  in 
the  interests  of  the  Puritan  phonograph,  there 
appears  the  following  timely  comment  on  that 
oft-repeated  question,  "Who  Pays  for  the  Ad- 
vertising?": 

"The  more  you  turn  this  question  over  in 
your  mind,  the  more  difficult  seems  the  an- 
swer. Very  often  a  man  will  change  his  opinion 

about  it  half  a  dozen  times  in  a  week  if  he 

thinks  that  much  about  it. 

"If  you  ask  the  man  who  pays  the  advertis- 
ing bill,  he  will  tell  you  'I  do.'    But,  does  he? 

"If  he  didn't  advertise  his  product,  the  public 
demand  for  it  would  be  less,  for  advertising  cer- 
tainly stimulates  demand.  Smaller  demand 
would  mean  fewer  and  smaller  dealer's  orders; 
therefore  there  would  be  less  sales  and  less 
profit.  Smaller  orders  from  dealers  would  also 
mean  restricted  production,  and  this  would  of 
course  increase  manufacturing  costs  per  arti- 
cle, because  a  manufacturer  can  produce  a  thou- 
sand identical  articles  relatively  cheaper  than  he 
could  produce  one.  In  other  words,  the  manu- 
facturer makes  more  money  with  advertising 
than  without  it.  So  how  can  he  be  said  to  pay 
for  the  advertising? 

"Lots  of  people  say  in  an  offhand  way,  'Oh, 
the  consumer  pays  for  the  advertising.  But, 
inasmuch  as  advertising  enabled  the  manufac- 
turer to  produce  in  quantities  big  enough  to 
lower  manufacturing  costs,  the  consumer  is 
actually  benefited  by  lower  prices.  It  is  per- 
fectly clear  then  that  the  consumer  does  not 
pay  for  the  manufacturer's  advertising. 

"We  have  closed  two  sides  of  the  triangle; 
let's  see  about  the  third.  Does  the  retailer  pay 
for  the  advertising?  Evidently  not,  because  ad- 
vertising increases  his  turnover,  and  therefore 
his  profits. 

"Then,  who  does  pay  for  the  advertising, 
We  cannot  tell,  unless  it  is  the  competitor  who 
pays  for  the  other  man's  advertising  in  the  busi- 
ness he  loses  by  not  advertising  at  all. 

"The  foregoing  ought  to  act  as  a  stimulant 
to  those  dealers  who  have  not  been  accustomed 
to  steady  and  consistent  advertising. 

"You  will  need  cuts.  We  have  them  for  the 
asking.  Also,  display  features  of  various  kinds 
to  back  up  the  work  you  do  in  the  newspapers. 

"There  can  be  no  steady,  consistent  growth 
of  a  business  without  steady,  persistent  adver- 
tising. The  size  of  the  advertisement  is  of  less 
importance  than  the  frequency  with  which  it  ap- 
pears. Nor  is  it  size  so  much  as  eye-catching 
features,  like  a  good  illustration  and  good  typog- 
raphy, that  causes  the  public  to  think  of  your 
store.  No  matter  what  size  store  you  keep, 
there  should  be  someone  in  it  whose  job  it  is 
to  take  care  of  the  advertising,  and  get  results 
for  the  money  spent." 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


43 


DIRECT  FACTORY  PRICE— JUST  MENTION  THE  QUANTITY 


MOTORS  CASTINGS  (  turntables 

TftWU  »DMC  t         J  MOTOR  FRAMES 

lUNfc  AKffli  Grey  Iron    S  TONE  ARMS 

REPRODUCERS  and  Brass  for  (  HORNS  and  THROATS 


Direct  Quantity  Importations  On 

D.  R.  D0CT0R0W 


Stylus  Bars 
Screw  Machine  Parts 
Talking  Machine  Hardware 

JEWEL  and  STEEL  (Bulk  or  Packed) 
PHONOGRAPH  NEEDLES 
GENUINE  RUBY  BENGAL  MICA 


EASTERN  REPRESENTATIVE 

CHERINGTON  MFG.  CO 
IRONCLAD  MOTORS 


Vanderbilt  Awe.  Bldg. 
5 J  East  42nd  St.,  NeivYork 
Tel.  Vanderbilt  5462 


tion  of  both  the  Ogden  system  for  the  dealer  and 
the  You-Nit  cabinets  for  table  type  machines. 
On  the  last  page  is  a  comprehensive  order  blank 
for  the  convenience  of  the  dealer  in  sending  in 
his  requirements. 


OPENS  NEW  YORK  SALES  QUARTERS 

Cardinal  Phonograph  Co.  Invites  Dealers  to 
Visit  New  Office  at  106  E.  Nineteenth  Street — 
Cardinal  Record  Releases  for  January — New 
Castle  Model  Popular— The  Trade  Outlook 


The  Cardinal  Phonograph  Co.  has  placed  the 
first  Cardinal  record  release,  consisting  of  twelve 
discs,  in  the  hands  of  the  dealers  during  De- 
cember. The  second  release  of  ten  records  is 
ready  for  delivery  January  15.  Records  will  be 
released  twice  a  month  hereafter.  The  large 
number  of  sample  orders  received  from  the  deal- 
ers throughout  the  country  indicates  that  there  is 
plenty  of  room  for  a  new  record  of  good  quality. 

The  new  sales  headquarters,  at  106  East  Nine- 
teenth street,  New  York,  were  thrown  open  on 
Monday,  December  27,  and  all  business  with  the 
Cardinal  Phonograph  Co.  will  be  transacted  at 
that  address.  An  invitation  is  extended  dealers 
to  make  that  address  their  headquarters  while 
in  New  York  City  and  have  their  mail  addressed 
to  them  there.  This  office  is  in  charge  of  Robert 
Clifford  and  is  equipped  to  give  service  to  the 
dealers.  A  large  stock  of  phonographs  and  rec- 
ords will  be  carried,  assuring  prompt  delivery. 

Wm.  S.  Lucas,  who  has  been  covering  the 
Middle  West  territory,  will  be  in  New  York  to 
assist  Mr.  Clifford  in  interesting  metropolitan 
dealers.  Albert  Freedman,  who  is  well  known 
through  his  connection  with  the  Emerson 
Phonograph  Co.,  will  also  be  a  city  representa- 
tive. 

The  new  Castle  model  No.  35,  which  was 
placed  on  the  market  in  December,  met  with  in-j 
stant  response  from  the  dealers,  and  it  is  ex- 
pected that  it  will  prove  a  big  seller. 

The  Cardinal  Phonograph  Co.  has  again  in- 
creased its  output  of  phonographs  to  keep  up 
with  the  demand. 

The  number  of  advance  orders  received 
records  from  dealers  who  have  promised  to  put 
in  a  full  line  of  phonographs  with  the  records 
is  a  prediction  of  a  substantial  increase  in  busi- 
ness for  the  future. 

The  prospects  for  the  year  just  opened  look 
very  favorable  and  the  company  is  planning  an 
advertising  campaign  that  will  greatly  assist  the 
dealer  in  the  disposing  of  Cardinal  products. 


SETTING  THE  READER  RIGHT 

Through  an  error,  the  instrument  pictured  on 
the  first  page  of  the  insert  of  the  Sonora  Phono- 
graph Co.,  Inc.'s  advertisement  in  the  December 
World  was  entitled  The  English  Renaissance,  de 
Luxe — Edgemoor.  This  sh'ould  have  been  Italian 
Renaissance,  de  Luxe — Milano,  the  correct  legend 
being  given  on  page  3  of  the  insert  above  men- 
tioned. 


THE  VALUE  OF  ATMOSPHERE 

If  it  can  be  said  that  your  store  has  "atmos- 
phere" then  it  is  a  sign  that  what  you  are 
doing  is  being  appreciated.  Atmosphere  is  of 
paramount  importance  in  a  music  store  and  the 
public  response  to  the  right  atmosphere  is  quick. 


COTTON  FLOCKS 


FOR  .. 


Record  Manufacturing 
THE  PECKHAM  MFG.  CO.,  S&5£fSE*5! 


AN  ORIGINAL  LETTERHEAD 


Ogden  Sectional  Cabinet  Co.  Uses  Four-page 
Letterhead  for  Correspondence 


SHELL  O  PHONE  CO.  IN  BANKRUPTCY 

E.  Buell  was  recently  appointed  receiver  for 
the  Shell-O-Phone  Talking  Machine  Co.,  Chi- 
cago, by  Judge  Carpenter,  of  the  U.  S.  District 
Court.  A  petition  in  bankruptcy  was  filed  on 
December  15,  the  day  before  the  appointment 
of  the  receiver,  by  the  Oakville  Co.,  Oakville, 
Conn.;  Modern  Method  Platers  Co.,  Milwaukee. 
Wis.,  and  the  Wisconsin  Die  Casting  Co.,  also  of 
that  city.  The  liabilities  listed  totaled  $6,132.56 
No  assets  were  given. 


Lynchburg,  Va.,  January  2. — The  Ogden  Sec- 
tional Cabinet  Co.,  Inc.,  of  this  city,  is  making 
use  of  a  four-page  letterhead  for  its  correspond- 
ence. The  first  page  is  blank  for  correspondence 
use.  The  inside  spread  carries  a  detailed  descrip- 


OPENS  STORE  IN  BRIDGEPORT 


The  E.  K.  Music  Shop  has  recently  opened  a 
new  store  in  Bridgeport,  Conn.,  at  927  East 
Main  street.  Talking  machines,  records, 
cessories  and  sheet  music  are  carried. 


ac- 


INDIVIDUALITY  IN  YOUR  PRODUCT 
WILL  MEAN  MORE  SALES  FOR  YOU! 

Competition  in  talking  machines  is  growing  more  strenuous  each  day.  It  is  not  a 
question  of  price  any  longer  but  of  quality — higher  quality  and  better  tone.  Maintain 
the  claims  of  quality  and  tone  reproduction  in  your  product — make  it  be  individual. 

Equip  Your  Phonographs  With  the  New 
EMPIRE  UNIVERSAL  TONE  ARM  and  REPRODUCER 


We  are  prepared  to  submit  to  reliable  manufacturers  samples  of  our  tone  arms  and 
reproducers  in  order  to  enable  them  to  determine  the  merit  of  our  product.  Our  prices 
are  low  and  the  quality  of  our  product  is  second  to  none.  Write  or  wire  us  for  samples 
and  quotations  and  give  us  an  outline  of  your  1921  requirements. 

We  Also  Manufacture  Attachments  for  Edison  Phonographs 


No.  1 
Plays 
only  lateral 
cut  records. 
Retails 
at  $5.00 


No.  2 
Plays  all 
records. 
Retails 
at  $7.50 


THE  EMPIRE  PHONO  PARTS  CO. 

1362  EAST  3rd  STREET  CLEVELAND,  OHIO 

Branch  Office:  33  Auditorium  Bldg.,  Chicago,  111. 


44 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


Music  and  Voice 
Telemegafones 


MA1LNAV0X 


I'olemegaione  is  one  of  the 
bequests  to  peace.    The  engi- 
)^\'nt  of  the  Magnavox  Company 
'lectro-dynamic    principle  of 


H  W|  TO  TALK  '!i 
W  Z  Tho  niat-nnvrnt.  sound  m«tl(nir.v 
-  <p  nisiriiiiH  hi,  will  i">  utilised  in 
cr  that  his  voice  may  carry 
assembled  thousands 

tllillU  "will  bo  op 
it  Is  antirii 


o  o 

>  u. 


<  u 


Bond 


EPTION 

BE  HELD  AT  4 

SSU  Through  M» 
%  Mayor's  Dm»e^«dJ 
j^fl  Events  of  TonigW. 

„„,1     is  »»»" 


fulfillment 
of  three 
great 

Prophecies 


mil  M°lCe 


0*' 


The  «'« 


1  the 


,oi>t>«  S 

1  TUB"'1™  • 

u  e<l^m' 
I  "nlch  'I  ill. 


W ILL  URGE  BUYING 
OF  VICTORY  LOAN 

irman  a  Mile  Up  to  Use 
Invention  in  Aid  of 
Subscriptions. 


nun 

TILKSTpil 

President  From  Glass-Inclosei 
Platform  Addresses 
50,000  Persons. 


MAGNIVOX  CARRIES  V0I0I 

Statements  of  Lodge  and  Roose 
velt  Are  Quoted  in  Support 
,eagrue. 


'We  represent  small  sounds  as  great  and  deep,  likewise 
great  sounds  extenuate  and  sharp.  .  .  .  We  have  certain 
helps,  which  set  to  the  ear  do  further  the  hearing  greatly. 
We  also  have  divers  strange  and  artificial  echoes  reflecting 
the  voice  many  times,  and  as  it  were  tossing  it;  and  some 
that  give  back  the  voice  louder  than  it  came,  some  shriller, 
and  some  deeper." 

-  SIR  FRANCIS  BACON  in 

The  New  Atlantis, 

published  300  years  ago. 


OUNDCANBE 
MAGNIFIED  TO 

any-  mm- 

!M£MVfi*  CARRIES  VOICE 
OF  VISITOR  DISTINCTLY 

Proud  to  Be  Escorted  by  DeJA/t^1 
stroyers,  He  Tells  Huel^'' 
Crowd  al  Stadium;  Prais<  *m' 
For  Country's  Veterans,  S 


Edward  Bellamy  published,  in  1888,  a  famous  novel 

entitled  "Looking  Backward/'    In  this  novel  he  described 

a  remarkable  contrivance  by  means  of  which  the  world  of 

the  period  A.  D.  2000  would  hear  music,  the  human  voice, 

or  other  sound  magnified  to  any  desired  volume. 

MAGNAVOX  appeared  83 years  befbreBellatnyi  prediction^ 
tand  283  years  before  H.  G.Well_£_ prophesy. 

"Graham's  attention  was  immediately  arrested  by  a  violent, 
loud  hoot,  followed  by  a  vast  leathery  voice:  'The  master  is 
sleeping.'  'He  is  in  excellent  health' ....Graham  stopped  at  the 
first  sentence....  This  was  the  General  Intelligence  Machine.... 
For  a  space  it  seemed  to  be  gathering  breath....He  paused.  He 
addressed  himself  to  the  unseen  multitudes  (by  means  of  it)." 


di  Cbbfcd  30,000  pt-opli 
"COL.  S< 
"3  St.  James  Pla 
"April  10."  ' 
Mayor  Wilde's  rcpl 
lj>lii.  said: 

CABLEGR / 
API 

.  ^Magnavox  used  at 

y.  tins  city.  The 
L,  Jensen,  Oakland,  C 
fined  prime  with  cofi 
o\  In  st  ru  men  la  for  1 
l;n  Ion  voice  of  prince 
i«rii^c  crowd  and  Ills  i 


a  S 
-0  =  ^ 

3  £  >  ? 


2 

3« 

Si 

>-i 

On 

eO 


> 
o 

z 

> 

< 

1) 

> 

l 

o 
X 
a 
> 
Ed 


<5 
o 


Bhonograph  Projecteu  BeyoncPrent  City  by 
rof  Peter  L.  Jensen,  Delegate  to  National  Elec 
Iht  Association  Convention;  Meeting  Adjourns. 


Ljpublic  snpa 


Music  and  Voice  Telemegafone. 
ice-rresiaem  iviarsnan,  ana  nian 

speakers  have  used  it  successfully 


Ml  DEMONSTRATION^ 

^Pertains  hotel  guests 


THE  MAGNAVOX  COMPANY,  Oakland,  California 


January  15,  1921 


THE   TALKING   MACHINE  WORLD 


45 


POT  LEADED  OR  PAINTED  WHITE 

Some    Worth-while    Comments    on  Business 
Methods  From  the  "Voice  of  the  Victor" 


that  is  that  if  your  competition  is  for  the  pur- 
pose of  making  money  you'd  better  compete 
for  business  that's  really  worth  something." 


There  has  been  much  said  and  written  in  the 
talking  machine  and  other  trades  regarding  the 
tendency  of  certain  merchants  to  resort  to  un- 
sound, if  not  questionable,  business  methods  in 
an  effort  to  stimulate  sales.  In  commenting  on 
this  situation  there  appeared  recently  in  "The 
Voice  of  the  Victor"  the  following  editorial 
captioned  "Pot  Leaded  or  Painted  White"  which 
is  worthy  of  careful  consideration.  The  edi- 
torial reads: 

"Does  anybody  deliberately  choose  to  do  busi- 
ness on  a  wrong  basis? 

"The  obvious  negative  answer  then  prompts 
the  question,  why  is  it  that  wrong  tendencies 
in  competitive  sales  work  often  originate  and 
gain  considerable  impetus  before  the  error  is 
realized  and  correction  made  difficult? 

"The  usual  answer — Competition — is  not  sound 
in  logic  but  deceives  even  those  who  utter  it. 

"Competition  is  a  fine  thing — that  is,  it  can 
be!  It  can  be  a  fine,  invigorating  influence  that 
leaves  the  hands  clean  and  the  eyes  clear — or 
it  can  be  a  mean,  furtive  nickel-snatching  night- 
mare. 

"The  kind  of  competition  you  have  in  your 
town  or  in  your  neighborhood  will  be  the  kind 
that  you,  yourself,  help  to  bring  about.  You 
can  compete  for  sales  or  compete  for  reposses- 
sions. The  competition  will  be  as  keen  in  the 
one  case  as  in  the  other — the  difference  will  be 
in  the  profits. 

"Some  years  ago  eight  enthusiastic  young 
men  built  eight  sailboats,  all  exactly  alike,  so 
that  they  might  indulge  in  what  is  known  as 
"one  design"  yacht  racing.  It's  the  best  kind 
of  sport  because  the  results  are  up  to  the  relative 
skill  of  the  individual.  They  were  fine,  sea- 
worthy, little  boats,  all  painted  white,  and  there 
was  no  need  of  handicaps  because  they  were  all 
on  the  same  footing. 

"Then  one  man — -a  bit  greedier  than  the  rest — 
gave  his  boat  a  coat  of  pot  lead  and  won  the 
next  race  easily. 

"Pot  lead,  being  a  slick  and  slippery  article, 
reduces  what  sailor  men  know  as  the  "hull  fric- 
tion." The  boat  slides  through  the  water  a  little 
better  than  when  paint  is  used.  And  so,  since 
there  was  no  rule  against  pot  leading,  there  was 
nothing  for  it  but  to  pot  lead  all  the  boats 
because  the  other  seven  men  naturally  weren't 
willing  to  give  one  man  so  obvious  an  ad- 
vantage. So,  by  the  time  the  next  race  was 
sailed  all  the  boats  were  again  on  an  equal  foot- 
ing— with  this  difference: 

"Pot  lead  makes  a  boat  faster,  but  it  also 
makes  her  dirtier.  Every  time  you  touch  it  you 
get  smeared  with  black. 

"After  a  few  races  the  eight  enthusiastic  young 
men  were  most  extraordinarily  sick  of  their  bar- 
gain. True  enough,  they  were  all  on  the  same 
footing,  but  they  were  dirty,  whereas  in  the  first 
place  they  also  had  been  all  on  the  same  foot- 
ing— and  clean. 

"The  pot  lead  was  taken  off — but  it  took  much 
more  time  and  effort  to  get  back  to  their  decent 
and  clean  competitive  basis  than  it  had  to  befoul 
the  fine,  clean,  little  craft  they  had  started  out 
with — and  the  point  is  that,  painted  or  pot 
leaded,  clean  or  dirty,  they  had  been  on  the 
same  competitive  basis  in  each  case. 

"What's  the  use? 

"You  think  you'll  get  a  little  more  business 
(save  the  mark!)  if  you  advertise  a  dollar  down 
and  a  dollar  a  month.  All  right!  How  long  is 
it  before  John  Jones  across  the  way  advertises 
a  dollar  down  and  fifty  cents  a  month? 

"Then  "it's  your  move,  isn't  it? 

"And  the  'Business'  you  get  by  this  method 
— is  it  really  any  good  to  you?  Do  you  think 
bookkeepers  and  collectors  work  for  nothing? 
Or  that  banks  lend  money  for  the  fun  of  the 
thing? 

"Competition?  Competition  is  the  life  of  trade, 
so  they  say,  but  there's  one  sure  thing,  and 


A  MESSAGE  TO  INSPIRE  CONFIDENCE 

Edison  Phonograph,  Ltd.,  San  Francisco,  Of- 
fers Dealers  Some  Convincing  Figures  Re- 
garding the  Country's  Prosperity,  Its  Devel- 
opment and  Its  Future  Possibilities 


$250,000  REAL  ESTATE  DEAL 

A.  H.  Curry,  President  of  Texas-Oklahoma 
Phonograph  Co.,  Handles  Important  Trans- 
action in  Dallas,  Tex. — To  Erect  Building 


San  Francisco,  Cal.,  December  28. — Addison  N. 
Clark,  manager  of  the  sales  promotion  depart- 
ment of  Edison  Phonographs,  Ltd.,  is  of  the 
opinion  that  if  retail  merchants  in  musical  lines 
will  lift  their  eyes  beyond  the  immediate  com- 
mercial horizon  at  this  time  of  price  deflation 
in  most  lines  of  merchandise  they  will  see  much 
to  encourage  them.  Following  out  this  idea 
Edison  Phonographs,  Ltd.,  sent  out  to  their 
dealers  all  along  the  Pacific  Coast  a  Christmas 
greeting  of  an  unusual  sort.  Not  only  was  there 
offered  a  message  of  optimism,  but  there  was 
presented  for  the  consideration  of  the  dealer  a 
table 'of  carefully  compiled  figures  showing  the 
manner  in  which  the  nation  had  progressed  dur- 
ing the  past  twenty  years  in  social,  financial, 
industrial  and  agricultural  lines,  how  the  cotton 
production  and  consumption  had  grown  and  how 
transportation  had  developed. 

The  figures  show  that  the  United  States  had 
produced  and  was  producing  the  bulk  of  the 
world's  supply  of  many  products  and  more  than 
a  fair  percentage  of  other  essentials.  The  fig- 
ures were  of  the  sort  to  inspire  confidence  and 
were  supported  by  the  slogan:  "Then  slip  your 
Edison  car  into  high,  step  on  the  gas  and  make 
1921  the  greatest  business  year  in  your  career." 


Dallas,  Tex.,  December  30. — For  a  consideration 
of  $250,000  A.  H.  Curry,  president  of  the 
Texas-Oklahoma  Phonograph  Co.,  local  Edison 
jobber,  sold  to-day  to  Henry  I.  Bromberg  and 
associates  property,  50x200  feet,  on  the  north 
side  of  Elm  street,  between  Akard  and  Ervay 
streets. 

As  a  part  of  the  consideration  Mr.  Curry  pur- 
chases from  Mr.  Bromiberg  121x152  feet  at  the 
northwest  corner  of  Lamar  street  and  McKinney 
avenue  and  100x50  feet  at«the  southwest  corner 
of  Jackson  and  Market  streets.  These  prop- 
erties were  taken  at  a  price  said  to  be  about 
$105,000. 

The  sale  of  this  Elm  street  property  fur- 
nishes an  illuminating  instance  of  the  rising 
values  of  Dallas  real  estate.  Six  months  ago 
for  that  property  Mr.  Curry  paid  $175,000.  His 
intention  then  was  to  house  the  Texas-Okla- 
homa Phonograph  Co.  at  that  location.  Further 
consideration  of  that  proposition,  however, 
made  such  a  move  seem  inadvisable.  The  prop- 
erty was  then  leased  for  ten  years  for  a  con- 
sideration of  $240,000. 

On  one  of  the  properties  acquired  through  the 
disposal  of  the  Elm  street  location  a  four-story 
building  will  be  erected  and  occupied  by  the 
Texas-Oklahoma  Phonograph  Co.  In  every  re- 
spect this  location  is  ideal  for  a  jobbing  estab- 
lishment. 


TO  FEATURE  VICTOR  LINE 


SPECIALIZES  ON  THE  BRUNSWICK 


The  Phonograph  Shop  has  been  opened  in 
Canon  City,  Col.,  by  W.  E.  Gillaspy  and  C.  E. 
Callison.  The  Shop  is  featuring  Brunswick 
phonographs  and  records  exclusively.  A  large 
stock  has  been  secured. 


On  December  20  the  G.  M.  McKelvey  Co., 
talking  machine  dealers  of  Cleveland,.  O.,  dis- 
continued other  lines  of  instruments  and  records 
and  arranged  to  feature  the  Victor  line  exclu- 
sively, under  the  title  McKelvey's  Victrola  De- 
partment. The  present  manager,  R.  O.  Dan- 
forth,  will  remain  in  charge. 


We  Are  Prepared 

to  consider 

Additional  Contracts  for  1921 


Fifteen  years'  experience  in  the 
manufacture  of  highest  grade 

talking  jUacfrine  Cabinets 

Large  modern  factory,  thoroughly  equipped 
with  latest  up-to-date  machinery  especially  de- 
signed for  this  work. 

Highest  Financial  and  Business 
Standing 

We  have  a  most  wonderful  proposition  for  export  business 
Write  today  for  particulars 

tKfje  ^anash  Cabinet  Company 

Wabash,  Ind.,  U.  S.  A. 


46 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


EDISON  CONCERTS  BY  RADIOPHONE  FOR  DETROIT  .HOMES 


Detroit,  Mich.,  January  5. — Radio  concerts 
and  dances,  with  selections  furnished  by  the 
Edison  phonograph,  have  become  quite  the  vogue 
in  the  homes  of  a  number  of  well-to-do  residents 
and  members  of  the 
Detroit  Radio  Associa- 
tion in  this  city.  Night- 
ly, in  the  offices  of  the 
Association,  located  in 
the  heart  of  the  city, 
some  form  of  entertain- 
ment takes  place,  pro- 
viding diversion  simul- 
taneously in  a  number 
of  homes,  of  which 
some  actually  are  lo- 
cated between  four  and 
five  miles  away. 

The  apparatus  is 
similar  to  that  of  the 
wireless  telephone,  the 
music  being  sent 
broadcast  by  simply 
starting  the  transmit- 
ter and  focusing  the 
sound  waves  from  the 
phonograph  on  the  mi- 
crophone, an  electrical 
instrument  for  making 
audible  even  the  most 
feeble  sounds.  The 
various  sounds  are  then 

simply  carried  up  to  the  antennae  and  from 
there  through  space  to  the  receiving  stations, 
each  of  which  is  equipped  with  an  amplifier  in 
order  to  make  the  sounds  audible  throughout 
the  room. 

Miss  Mabel  Norton  Ayres,  noted  concert  so- 
prano, who  has  been  associated  with  the  Edison 
Shop,  Chicago,  for  some  time,  recently  gave 
the  first  of  a  series  of  weekly  concerts  over 
the  radiophone,  also  singing  several  numbers  in 
duet  with  Edison  Re-Creations  of  Marie  Rap- 


psld  and  Anna  Case.  The  concert  was  unusually 
successful,  both  voices,  despite  their  long  journey 
through  the  air,  remaining  clear  and  distinct. 
Charles   Mitchell  Mixer,  also  of  the  Chicago 


Sending  Apparatus  Used  for  Wireless  Concerts 

Edison  Shop,  contributed  several  numbers  on 
the  violin,  playing  in  unison  with  Re-Creations 
of  the  same  selections  on  the  Edison  phono- 
graph, and  was  applauded  by  a  number  of  dif- 
ferent audiences  in  different  parts  of  the  city, 
all  at  the  same  time. 

Radio  dances  also  have  taken  a  permanent 
place  among  the  popular  pastimes  of  Detroit's 
younger  set  and  have  become  a  regular  thing 
in  the  homes  of  those  fortunate  enough  to  have 
had  the  necessary  receiving  apparatus  installed. 


TEN  COMMANDMENTS 

OF  SALESMANSHIP 


Some  Vital  Factors  to  Success  Very  Tersely  but 
Comprehensively  Covered  in  the  Ten  Com- 
mandments of  Salesmanship  Compiled  by 
Paul  E.  Weiss,  of  Knight-Campbell  Co. 


Many  points  which  salesmen  are  vitally  in- 
terested in  for  their  own  good  are  contained 
in  concise  form  in  the  following  ten  command- 
ments of  salesmanship  which  have  been  com- 
piled by  Paul  E.  Weiss,  of  the  Knight-Campbell 
Music  Co.  of  Denver: 

1.  Be  Agreeable.  Other  things  being  equal,  I 
go  to  the  store  where  the  salesforce  try  to  please 
me.  I  buy  of  the  man  who  acts  as  though  he 
likes'me.  Exert  yourself  to  make  a  pleasing 
impression  on  me,  please.  I  appreciate  it. 
Hence,  dress  well.  Untidy  clothes  mean  you 
don't  care  what  I  think  of  your  appearance. 
But  don't  dress  too  well.  That  gives  you  an 
air  of  showing  off.  Dress  just  right.  If  you 
don't  know  how,  find  out.  Cultivate  a  pleasing 
voice.  Learn  to  converse  entertainingly.  Cut 
out  all  mannerisms.  Give  me  the  impression 
of  a  gentleman;  honest,  square,  anxious  to  please 
and  at  all  times  good-natured. 

2.  Know  Your  Goods.  Don't  let  there  be  any 
question  I  can  ask  you  relative  to  the  manu- 
facture, history,  distribution,  or  uses  of  what 
you  have  to  sell  that  you  cannot  answer.  If 
you  are  selling  talking  machines,  know  all  about 
all  the  kinds,  and  all  the  points  about  them. 
Put  in  your  spare  time  making  yourself  an 
encyclopedia  of  information  about  your  goods. 

3.  Don't  Argue.  Go  with  me  in  your  talk,  not 
against  me.  Lead,  don't  oppose.  Don't  show 
we  where  I  am  wrong.  Dodge  a  square  issue, 
and  show  me  wherein  you  are  right.  Suggest. 
Don't  antagonize.  Argument,  as  a  rule,  results 
in  irritation,  not  conviction. 

4.  Make  Things  Plain.  Don't  use  any  words 
I  don't  understand.  You  can  explain  the  most 
complicated  matter  to  a  washerwoman  if  you 
know  your  subject  perfectly  and  practice  using 
simple  language.  Don't  air  your  technical  knowl- 
edge and  try  to  impress  me.  I  want  to  be 
flattered,  not  awed. 

5.  Tell  the  Truth.  Don't  lie,  or  exaggerate,  or 
mislead,  or  conceal.  Let  me  feel  that  you  are 
sincere,  and  mean  every  word  you  say,  and  that 
every  statement  you  make  is  of  par  value.  If 
you  represent  goods  that  need  lying  about, 
directly  or  indirectly,  quit.    There  are  plenty 


of  articles  that  are  straight  and  all  right.  Sell 
them. 

6.  Be  Dependable.  Even  in  small  things  cre- 
ate the  impression  that  whatever  you  promise 
is  as  much  to  be  depended  upon  as  your  signed 
note.  If  you  make  an  appointment  at  3  p.  m. 
Tuesday,  be  there  at  2:45.  If  you  promise  me 
a  bench  or  scarf  or  roll  of  music,  see  that  I 
get  it.  I  don't  want  to  be  put  to  the  trouble 
of  asking  for  it. 


7.  Remember  Names  and  Faces.  If  you  have 
not  the  natural  gift  for  this,  acquire  it.  Get  a 
little  book  and  set  down  every  day  the  names 
of  those  you  have  met,  with  their  characteristics. 
Practice  this  until  you  become  expert.  No  man 
likes  to  be  forgotten  or  to  have  you  ask  his 
name. 

8.  Don't  Be  Egotistical.  Eliminate  the  pro- 
noun "I"  as  much  as  possible  from  your  vo- 
cabulary. Talk  about  me,  not  yourself;  I'm  the 
one  you  want  to  win. 

9.  Think  Success.  Success  begins  in  the 
mind.  Why  think  fifty  cents  when  it  is  just  as 
easy  to  think  fifty  dollars?  Tell  success  stories, 
not  incidents  of  failure  or  hard  luck.  Radiate 
prosperity1.  Feel  prosperous.  It's  catching. 
Keep  your  chin  up. 

10.  Be  Human.  The  reason  that  you  are  hired 
to  sell  goods  is  that  you  are  a  human  being. 
Otherwise  your  employer  would  have  sent  a 
catalog.  So  be  a  human  being,  likable,  engag- 
ing, full  of  human  electricity.  For  I  patronize, 
as  a  rule,  the  salesman  I  like. 


MAY  PETERSON  ON  LONG  TOUR 

May  Peterson,  the  prominent  soprano  and  Vo- 
calion  artist,  will  leave  about  the  middle  of 
January  on  a  three-months'  concert  tour  extend- 
ing to  the  Pacific  Coast,  during  which  Miss 
Peterson  will  take  occasion  to  call  upon  Vo- 
calion  distributors  and  dealers  in  the  various 
cities  visited. 


A  USEFUL  HOLIDAY  GIFT 

M.  Steinert  &  Sons  Co.,  Victor  distributors, 
Boston,  Mass.,  have  sent  to  their  many  friends 
in  the  trade  a  most  attractive  Christmas  remind- 
er in  the  shape  of  a  metallic  thermometer,  which 
is  dial-shaped  and  in  brass,  and  will  prove  an 
attractive  ornament  for  the  desk  top  as  well 
The  famous  Victor  trade-mark  occupies  a  fit- 
ting place  on  the  dial. 


THERE  ARE  CHEAPER  NEEDLES  THAN 


Plays  all 
Records 


SUPERB 
TYLUS 
SEMI -PERMANENT 

H       fl       R  B 
O    111    <l>  <> 


Saves  all 
Records 


■  I  B  B 

PLAYS  100-200  RECORDS 

Made  by  Mellow-Tone  Needle  Go. 
Anson  i  a  Conn. 


BUT  NONE  THAT  ARE  LESS  EXPENSIVE 

4  needles  on  card  like  above  25c 
Made  in  LOUD,  MEDIUM  and  SOFT  Tones 

SEND  FOR  SAMPLES,  DISCOUNTS  AND  SALES  HELPS 

Mellowtone  Needle  Co.,  Inc.    Manufacturers    Ansonia,  Conn. 


January  15,  1921 


THE   TALKING   MACHINE  WORLD 


47 


The  f  Dawn 

of  a 

New  Business  Era 


The  ways  of  yesterday  are  passed.  Making  and  selling  Phonographs 
means  from  now  a  business  wherein  only  'the  strong  can  succeed. 


We  started  to  make  Phonographs  when 
the  market  was  already  getting  round 
shouldered  trying  to  carry  the  burden  of 
overproduction.  We  hardly  need  tell  you 


the  load  of  "too  many  phonographs"  has 
already  doubled  up  some  manufacturers 
and  dealers.  Yet  in  face  of  this  very  con- 
dition we  went  ahead  and  made  the 


because  we  have,  and  know  by  every  test, 

something  more  than  simply  a  phonograph,  as 
the  term  is  generally  applied.  We  have  the 
highest  developed,  farthest  advanced,  sound- 
reproducing  instrument  ever  offered  to  the 
trade  and  public.  The  Remington  Repro- 
ducer, the  heart  of  the  Remington  Phonograph, 
is  built  on  two  accepted  scientific  principles: 
3  point  contact  and  elastical  mounting. 


By  use  of  these  two  principles  we  obtain  the 
free  vibrating  diaphragm,  thereby  reproducing 
the  most  delicate  tones  of  voice  or  instrument 
as  well  as  the  fullest  tones  of  the  trained 
operatic  artist,  without  the  least  hint  that  the 
tones  are  other  than  those  produced  by  the 
artist  himself.  And  what  is  true  of  the  voice 
is  true  of  all  instruments,  including  the 
piano. 


Suppose  you  put  our  claims  to  the  test,  by  making  us  prove  to  your  sense 
of  hearing  that  the  Remington  Phonograph  is  purer  in  tone-reproducing 
qualities  than  your  preconceived  ideas  permitted  you  to  believe. 

We  are  particularly  interested  in  hearing  from  dealers  who  are  steeling 
themselves  for  the  strenuous  competition  that  exists  in  normal  times. 


Philo  E.  Remington 
President 


Everett  H.  Holmes 
Sales  Manager 


James  S.  Holmes 
Vice-President 


1662-64-66  Broadway,  New  York,  U.  S.  A. 


THE    TALKING   MACHINE  WORLD 


January  15,  1921 


PIIIIIIIIIIIIIIIIIIIIIIIIIIIIIM 

I  Artistic  Media  for  Concentrating  the  [ 
!  Public  Mind  on  High  Glass  Record  Sales  I 


Liberty 


Appreciating  the 
fact  that  first  impres- 
sions   count,  talking 
machine  dealers  in  all 
sections  of  this  great 
country     have  vied 
with  each  other  in  the 
artistic   equipment  of 
their"  wareroom  inte- 
riors with  remarkably 
artistic    results.  But 
before  the  casual 
passer-by  "obeys 
that  impulse"  to 
enter    the  ware- 


through  the  costumed  life-like  figures  of  famous 
characters  from  the  operas  which  have  been  pro- 
duced by  the  Penn  Phonograph  Co.,  Victor  dis- 


room  of  the  talking  machine  retailer  his  at- 
tention must  be  gained  and  his  interest  aroused. 
But,  of  course,  the  generation  of  this  interest 
and  attention  should  be  aroused  in  a  dignified 
yet  forceful  manner.  While  the  startling  stunt 
may  gain  attention,  it  is  doubtful  .whether  it 
will  gain  it  in  a  favorable  or  permanent  man- 
ner. One  of  the  best  definitions  of  good  adver- 
tising is  "that  which  is  said  or  done  to  create 


Don  Jose 


Gilda 


CaniQ 


tributors  of  Philadelphia,  with  the  endorsement 
of  the  Victor  Co.  The  subject  of  window  fig- 
ures has  been  given  the  most  careful  attention 

by  progressive  merchants  in  all  lines.    The  old- 


Rhadames  Marguerite 
a  favorable  impression."    The  dealer  is  depend- 
ent upon  his  windows  to  create  interest  in  the 
minds  of  the  many  who  pass  his  warerooms  and 
to  create  that  interest  favorably. 

A  material  aid  in  the  dressing  of  windows  has 
been    made    available    to    the    Victor  retailer 


Mephistopheles  Carmen  Scarpia 

time  familiar  headless  figures  are  fast  disappear- 
ing in  the  department  stores  of  the  country  and 
in  their  place  is  appearing  the  entirely  life-like 
figures  for  display  purposes.  In  the  large  de- 
partment stores  located  in  the  various  leading 
cities,  vast  sums  are  spent  for  these  figures  in 


The  Cabinet  &  Accessories  Co.,  inc. 

145  East  34th  Street,  New  York  City 


OTTO  GOLDSMITH,  President 


Bubble  Books 

Record  Albums,  Rec- 
ord Envelopes,  Stock 
Envelopes,  Supple- 
ment Envelopes,  Mo- 
trolas,  Attachments, 
Phonograph  Lights, 
Oils  and  Polishes,  Mo- 
tors and  Tone  Arms. 


The 


Cirolas 

Converto  Cabinets, 
Music  Roll  Cabinets, 
Sectional  Cabinets, 
Needles,  Record  Clean- 
ers, Moving  Covers, 
Name  Plates,  Stewart 
Phonographs,  Badger 
Cabinets  for  Victrolas. 


A  Special 


This  cabinet  for  the  Victrola  IX,  with  molding,  hinged  so  machine  can  easily  slide  in,  casters,  lock  and  key. 
shelves  interior,  nickel  plated  trimmings,  in  all  finishes,  top,  18J4"  x  21%",  height,  33"  and  34". 

WRITE  FOR  CATALOGUE 

The  ALL  FROM  ONE  SOURCE  HOUSE  Will 
Supply  You  With  Everything  For  Your  Fall  Trade. 


[III! 

window  display.  With  the  introduction  of  the 
grand  opera  characters  by  the  Penn  Phonograph 
Co.,  the  talking  machine  dealer  is  enabled  to 


Tosca  Duke  of  Mantua 

dress  his  windows  in  a  manner  comparable  with 
the  displays  of  the  biggest  department  stores 
and  at  a  cost  far  less. 

The  talking  machine  dealer  who  has  the  Vic- 
tor franchise  is  enabled  to  offer  the  public  the 
recordings  of  the  most  famous  stars  of  the 
Metropolitan  Grand  Opera  Co.  and  these  figures 
enable  him  to  capitalize  the  distinction  which 
he  enjoys  by  featuring  in  his  wrindow  a  life-like 
characterization  of 
the  various  parts 
sung  on  the  Red 
Seal  records.  These 
figures  allow  the 
dealer  a  wide  lati- 
tude in  the  dressing 
of  his  window.  For 
instance,  with  a  set 
of  the  twelve  dif- 
ferent models  an 
excellent  ensemble 
of  the  leading 
characters  in  the 
realm  of  grand 
opera  may  be  dis-  Amneris 
played.  Or,  through  the  featuring  of  one  dis- 
tinct model  in  the  center  of  the  window,  selling 
activities  may  be  centered  upon  the  sale  of  one 
particular  Red  Seal  record. 

The  entire  set  consists  of  six  male  figures  and 
six  female  figures  and  the  grand  opera  parts  por- 
trayed by  these  figures  are  as  follows:  Canio. 
Carmen,  Don  Jose,  Marguerite,  Mephistopheles, 
Tosca,  Scarpia,  Amneris,  Rhadames,  Gilda  and 
Duke  of  Mantua.  These  figures  are  sculptured 
with  the  mast  exceeding  care  and  the  facial  ex- 
pressions are  strikingly  life-like.  They  are 
delicately  tinted  in  flesh  color.  In  the  costum- 
ing of  these  figures  no  detail  has  been  forgotten. 
The  various  costumes  have  been  designed  by  a 
prominent  Philadelphia  operatic  costumer  and 
the  work  has  been  executed  in  his  studio  in  the 
Quaker  City. 

An  idea  of  the  exact  portrayal  of  the  parts 
these  figures  represent  may  be  found  in  the  fact 
that  the  costumes  have  been  made  in  rich  silks, 
satins,  velvets,  lace  and  similar  fine  material  and 
that  real  human  hair  is  used  for  the  wigs. 

It  is  said  that  these  figures  constitute  one  of 
the  greatest  methods  for  the  featuring  of  Red 
Seal  records  -that  have  ever  been  offered  to 
the  Victor  dealer  and  their  popularity  may  be 
gauged  by  the  continuously  growing  list  of  Vic- 
tor dealers  ordering  these  figures  from  their 
distributors.  Their  use  is  not  alone  limited  to 
the  window,  but  they  are  equally  attractive  for 
interior  display.  The  set  consists  of  twelve 
models,  but  through  the  purchase  of  only  two 
female  and  one  male  model  the  entire  twelve 
characters  are  available,  if  displayed  one  at  a 
time,  as  the  costumes  are  interchangeable  as 
are  the  heads  and  arms. 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


49 


TELLS  VALUE  OF  TALKING  MACHINE 

Reasons  Why  Music  Should  Be  in  Every  Home 
Outlined  in  Daily  Paper— Talking  Machine 
Music  "Perfect,"  Declares  Writer,  Who  Adds 
His  Testimony  to  Much  on  Record 


Enjoyment  is  not  all  there  is  in  the  possession 
of  a  good  talking  machine,  although  the  enjoy- 
ment feature  will  pay  the  possessor  very  well, 
indeed,  for  the  investment,  the  Charleston,  W. 
Va.,  Mail  informs  its  readers.    The  educational 
features  of  the  talking  machine  is  one  of  its 
principal  recommendations.    Get  a  good  talking 
machine  and  a  lot  of  good  records  and  you  can 
do  more  to  teach  your  children  to  sing,  play  and 
love  good  music  than  you  can  by  any  other 
means.    The  music  that  comes  from  the  talking 
machine  is  perfect  music.    Whether  it  is  grand 
opera  or  '"jazz"  it  is  the  best  that  can  be  pro- 
duced.   Go  into  a  home  where  there  is  a  talking 
machine  and  learn  how  the  children  of  this  home 
appreciate  music.    Even  the  four-and-five-year- 
old  kiddies  learn  to  sing  classical  selections  with 
marvelous  accuracy  of  words  and  precision  of 
tone. 

Boys  and  girls  who  are  studying  music  are 
wonderfully  helped  in  their  work  by  hearing  the 
perfect  selections  that  it"  is  possible  to  hear  on 
the  machine,  and  such  boys  and  girls  who  are 
not  provided  with  this  assistance  are  at  a  distinct 
disadvantage.  For  instance,  a  boy  who  is  a  vio- 
lin student  should  hear  a  selection  by  one  of  the 
masters  repeatedly  every  day.  This  same  ap- 
plies to  the  student  of  piano  and  voice. 

As  a  means  of  inducing  the  kind  of  sociability 
the  parents  want  their  children  to  enjoy  and  dis- 
couraging the  other  kind  the  music  machine  is 
well  worth  while.  Let  the  children  dance  at 
home  and  confine  their  dancing  to  the  proper 
dances  and  they  will  not  be  wanting  to  go  to 
the  public  "jazz"  palaces..  Rather  they  will  want 
to  stay  at  home  and  dance  or  visit  their  neigh- 
bors' homes,  where  they  can  dance  to  the  music 
of  the  reproducing  machines  and  the  more  this 
sort  of  thing  is  encouraged  the  more  nights  the 
young  folks  will  spend  at  home  or  in  neighboring 


friend's  home.  Young  folks  will  dance.  This 
is  an  age  of  dancing.  The  thing  to  do  is  to  in- 
duce young  people  to  dance  properly  amid 
prop.er  surroundings.  If  there  is  dance  music 
at  home  the  young  folks  will  dance  at  home.  If 
there  isn't  any  music  in  the  home  they  will  seek 
out  the  public  places  where  there  is  music,  and 
some  of  these  places  may  not  be  just  the  sort  of 
places  you  would  like  to  have  your  children  fre- 
quent. 

Doctors  will  tell  you  there  isn't  anything  bet- 
ter in  connection  with  a  meal  than  music.  To 
have  music  with  your  meals  at  home  is  a  very 
simple  matter  when  the  home  is  equipped  with  a 
talking  machine. 

There  are  many  more  uses  besides  these  that 
you  can  put  your  talking  machine  to,  but  these 
that  are  mentioned  plus  the  enjoyment  that  a 
family  gets  out  of  the  machine  should  make 
them  indispensable. 

HEINEMAN  CELEBRATES  BIRTHDAY 

President  of  General  Phonograph  Corp.  Show- 
ered With  Good  Wishes  on  Anniversary 

Monday,  December  20,  was  the  birthday  of 
Otto  Heineman,  president  of  the  General  Phono- 
graph Corp.,  New  York  City.  The  employes  and 
many  friends  of  Mr.  Heineman  in  the  trade  took 
advantage  of  the  opportunity  to  congratulate 
him  on  having  passed  another  year  of  his  very 
successful  career. 

All  day  long  messages  and  people  flowed  into 
his  private  offices  to  extend  their  congratulations. 
There  were  many  gifts,  which  included  a  won- 
derful floral  tribute  from  the  employes  of  the 
General  Phonograph  Corp.  It  was  a  day  during 
which  the  bars  of  official  capacity  were  com- 
pletely dropped  and  a  spirit  of  social  comrade- 
ship prevailed. 

HISTORICAL  AND  TECHNICAL 

The  first  real  talking  machine,  in  which  no 
improvement  has  ever  been  made,  was  made  out 
of  a  rib.— Howard  (Kansas)  Courant. 


NEW  YORK'S  SECOND  MUSIC  WEEK 

Otto  H.  Kahn  Heads  Committee  That  Will 
Look  After  Details  of  Second  Annual  Music 
Celebration  in  Metropolis,  May  1-7,  Inclusive 


Announcement  was  made  this  week  by  the 
National  Bureau  for  the  Advancement  of  Music 
that  Otto  H.  Kahn,  of  Kuhn,  Loeb  &  Co.,  has 
accepted  the  honorary  chairmanship  of  the  com- 
mittee which  will  conduct  New  York's  second 
annual  Music  Week,  May  1-7,  1921. 

At  a  meeting  last  week  in  the  offices  of  the 
Bureau,  Berthold  Neuer,  of  William  Knabe  & 
Co.,  was  chosen  as  chairman  of  the  committee, 
and  C.  M.  Tremaine,  director  of  the  National 
Bureau  for  the  Advancement  of  Music,  was 
elected  secretary. 

At  this  meeting  it  was  unanimously  voted  to 
set  the  next  Music  Week  for  the  first  week  in 
May  as  being  better  from  a  weather  point  of 
view  for  both  outdoor  and  indoor  observances 
than  an  earlier  or  a  later  date. 

In  response  to  an  invitation  sent  to  him  to  act 
as  honorary  chairman,  Mr.  Kahn  wrote:  "I  am 
pleased  to  accept  the  position  of  honorary  chair- 
man of  the  committee  for  New  York's  Music 
Week  of  1921.  I  wish  you  every  success  in  this 
auspicious  and  public-spirited  movement." 

Mr.  Kahn  took  a  keen  interest  in  the  work  of 
the  1920  Music  Week  Committee,  of  which  he 
was  honorary  chairman.  That  he  is  no  less  in- 
terested in  the  work  of  the  1921  committee  is 
indicated  by  the  fact  that  he  has  suggested  sev- 
eral persons  as  members  who,  he  believes,  would 
add  to  the  strength  of  the  committee,  thus  aid- 
ing in  its  success. 

The  personnel  of  the  1921  Music  Week  Com- 
mittee will  be  announced  later.  Careful  consid- 
eration is  being  given  to  the  selection  of  every 
member  to  insure  the  best  results  from  the  com- 
mittee as  a  whole. 


Don't  wind  your  machine  like  a  hurdy-gurdy. 
Treat  it  with  the  respect  it  deserves.  One  good 
turn  deserves  another,  even  if  it  is  a  talking 
machine. 


Oplex  Electric  Signs 
Will  Build  Your  Sales 

THE  striking  advantage  of  Flexlume 
Oplex  Electric  Signs  is  that  they  are 
day  signs  as  well  as  night  signs — raised 
snow-white  glass  letters  on  a  dark  back- 
ground. The  lamps  are  enclosed  and  so 
arranged  that  all  the  light  is  thrown  through 
the  openings  which  form  the  letters.  At 
night  each  character  stands  out  of  the  dark- 
ness a  solid  letter  of  light. 

Other  advantages  are  lowest  upkeep  cost, 
greatest  reading  distance,  most  artistic  de- 
signs and  the  fact  that  any  trade-mark  can 
be  reproduced  in  Oplex  characters. 

Let  us  send  you  a  sketch  show- 
ing an  Oplex  Sign  to  meet  the 
particular  needs  of  your  store. 

Flexlume  Sign  Company 

1436-38  Niagara  St.  Buffalo,  N.  Y. 


kelly's  "bouquet 
_.  CIGARS — 


50 


THE   TALKING   MACHINE  WORLD 


January  15,  1921 


lorentzen. 


Manufacturer  of 

Exclusive  Cabinet  Hardware  and  Accessories 

60  Grand  Street  New  York  City 


TO  DEFEND  MUSIC  INDUSTRY  AGAINST  UNFAIR  TAXATION 

Definite  Plans  Being  Made  by  the  Music  Industries  Chamber  of  Commerce  to  Have  the  Inter- 
ests of  the  Trade  Protected  So  Far  as  Revision  of  the  Present  Federal  Taxes  Is  Concerned 


At  a  meeting  of  the  Advisory  Committee  to 
the  Legal  Bureau  of  the  Music  Industries 
Chamber  of  Commerce  recently  definite  plans 
were  decided  upon  for  presenting  the  case  of  the 
music  industry  at  Washington  with  respect  to 
proposed  tax  revision. 

Arrangements  have  been  made  for  proper 
representation  at  Washington  pending  the  re- 
covery of  the  Chamber's  counsel,  Mr.  Pound, 
who,  it  is  hoped,  will  return  to  his  work  within 
two  or  three  weeks.  Mr.  Smith,  the  general 
manager,  will  also  be  in  Washington  every  week 
or  ten  days  at  least,  and  every  effort  will  be 
made  to  have  representative  members  of  the  in- 
dustry there  to  appear  before  Congressional 
committees  at  the  proper  time.  The  committee 
also  made  plans  to  obtain  the  necessary  data 
and  statistics  to  show  that  a  continuance  of  the 
5  per  cent  excise  tax,  in  face  of  the  expected 
business  conditions  and  the  necessary  instal- 
ment nature  of  the  industry,  will  inevitably  re 
suit  in  curtailed  business  and  consequent  loss  of 
revenue  to  the  Government.  In  this  connection 
it  is  interesting  to  note  that  Canada  has  had  to 
abolish  similar  excise  taxes  to  prevent  stoppage 
of  industry.  The  Canadian  situation  will  be 
used  freely  in  arguments  -  of  the  industry  before 
Congress. 

The  Chamber  has  issued  the  following  state- 
ment concerning  the  tax  situation  at  Washing- 
ton : 

The  Ways  and  Means  Committee  is  now  hold- 
ing hearings  on  the  tax  question.  These  hear- 
ings will  not  be  continued  after  the  holidays, 
and  from  that  time  until  the  end  of  the  session 
the  entire  attention  of  the  committee  will  be 
given  over  to  the  tariff.  These  first  hearings 
are  evidently  very  preliminary  in  their  nature. 

At  present  the  committee  is  interested  not  in 
the  effect  of  taxation  on  individual  industries 
or  details  of  tax  plans,  but  rather  in  general 
policies  or  plans  of  raising  the  necessary  revenue. 


The  general  idea  at  Washington  seems  to  be  to 
spend  this  session  in  passing  the  various  appro- 
priation bills  to  determine  the  minimum  amount 
absolutely  required  to  be  raised  by  taxation  so 
that  the  next  session  can  be  devoted  to  the 
method  of  raising  the  necessary  sum. 

The  report  of  the  Secretary  of  the  Treasury 
concerning  the  amount  of  money  to  be  raised 
ar.d  methods  for  raising  it  was  apparently  not 
well  received  by  the  committee.  However,  the 
ideas  of  the  committee  members  have  evidently 
become  more  favorable  to  the  report  in  general 
now  that  the  real  financial  situation  of  the  Gov- 
ernment and  the  difficulty  of  raising  the  neces- 
sary revenue  becomes  apparent.  The  report  of 
the  Secretary  of  the  Treasury  was  compiled 
practically  entirely,  it  is  understood,  by  Profes- 
sor T.  S.  Adams,  the  tax  expert  of  the  Treasury 
Department.  It  is,  therefore,  important  to  note 
that  Chairman  Fordney  said  that  when  the  Ways 
and  Means  Committee  finally  frames  its  bill 
Professor  Adams  will  be  asked  to  co-operate 
constantly  in  its  preparation. 

No  great  discussion  or  special  thought  has  yet 
been  given  to  the  general  sales  tax  plan.  This 
plan  seems  to  be  almost  universally  favored  in 
Washington,  but  nearly  everyone  appears  to 
fear  that  when  it  is  discussed  as  an  actual  plan 
of  taxation  there  may  be  so  many  arguments 
against  it  that  it  will  not  stand  a  show  of  be- 
coming law.  It  is  too  early  to  find  such  opinion 
on  the  sales  tax. 

There  is  every  indication  that  Congress  ex- 
pects a  very  difficult  task  in  raising  the  neces- 
sary taxes,  and  for  this  reason  is  going  to  be 
very  insistent  for  facts  to  support  any  argu- 
ment showing  why  any  industry  should  not  be 
taxed  especially  by  any  method  proposed.  It  is, 
therefore,  advisable  for  the  Chamber  to  gather 
all  necessary  facts  and  figures  about  the  industrj' 
it!  order  that  our  arguments  against  discrimina- 
tory taxation  may  be  based  on  such  facts  and 


IF 


PRICE 

were  the  only  consideration,  we'd  be  entitled 
to  your  business  anyway ;   but  we  also  have 


QUALITY 


and  what  is  of 
equal  importance 


SERVICE 


No.  1265  Cup 

This  applies  not  only  to  Needle  Cups,  but  to  Lid  Supports,  Lid 
Hinges,  Automatic  Stops,  and  practically  everything  your  cabinets 
will  need. 


WEBER-KNAPP  CO. 


Jamestown,  N.  Y. 


figures.  Furthermore,  inasmuch  as  tax  legisla- 
tion will  not  become  important  work  of  the 
Ways  and  Means  Committee  until  the  next  ses- 
sion, the  Chamber  has  the  next  few  weeks  to 
prepare  its  data  and  arguments  and  still  have 
time  to  take  these  up  with  individual  members 
of  the  committee  prior  to  the  next  session. 


EDISON  PORTFOLIO  IN  POCKET  SIZE 

Volume  Containing  Edison  Sales  Propositions 
Reproduced  in  Miniature  for  Dealers'  Use 


Widespread  interest  -throughout  the  entire 
Edison  trade  has  resulted  from  the  announce- 
ment, just  made  by  the  Edison  Laboratories, 


The  Miniature  Edison  Portfolio 

that  a  new  miniature  portfolio,  reproduced 
photographically  from  the  now  famous  portfolio 
issued  in  the  early  part  of  last  year,  has  just 
been  published  and  is  ready  for  distribution. 

Advertising  experts  and  leading  merchants 
throughout  the  country  have  hailed  the  fourteen 
points  of  the  Edison  sales  propositions,  con- 
tained in  the  portfolio,  as  "the  greatest  step  in 
salesmanship  taken  in  recent  years." 


RECEIVERS  FOR  A.  T.  EMERSON,  INC. 

Appointment  by  Judge  Knox  Closely  Follows 
Same  Action  in  Case  of  Emerson  Phonograph 
Co.,  Inc.— Assets  $400,000,  Liabilities  $300,000 


Closely  following  the  appointment  of  receivers 
for  the  Emerson  Phonograph  Co.,  Inc.,  it  was 
announced  that  Judge  Knox  has  appointed 
Maurice  P.  Davidson  and  Walter  J.  Ennison  re- 
ceivers for  A.  T.  Emerson,  Inc.,  in  a  suit  brought 
by  Sheip  &  Vandegrift,  Inc.,  a  creditor,  for 
$5,000  and  upward.  A.  T.  Emerson,  Inc.,  has 
been  in  business  since  March  16,  1920.  The  as- 
sets are  said  to  be  close  to  $400,000  and  the  lia- 
bilities approximately  $300,000.  The  financial 
difficulties  of  the  Emerson  Phonograph  Co.,  Inc., 
it  is  said,  brought  about  the  failure  of  the  de- 
fendant company,  which  it  owes  more  than 
$150,000,  according  to  the  statement  made. 


HAVE  YOU  EVER  BEEN  THERE? 


"Don't  you  enjoy  listening  to  your  new 
phonograph?" 

"I  would  but  for  one  thing." 
"What's  that?" 

"My  wife  and  the  lady  next  door,  who  always 
comes  in  every  time  we  start  it  up,  carry  on  such 
a  loud  conversation  while  it  is  playing  that  I 
have  never  heard  a  record  on  it  yet  above  that 
din." — Florida  Times-Union. 


The  Talking  Machine  World,  New  York,  January  15,  1921 


Records 

FEBRUARY  RELEASE 


4148 
10-in. 
$1.00 


4215 
10-in. 
$1.00 


4221 
10-in. 
$1.00 


I'M  WAITING  FOR  SHIPS  THAT  NEVER 
COME  IN  (Baritone  with  Orch.)  .  .  .Elliott  Shaw 

I'M  ON  MY  WAY  (Vocal  Quartet  with  Orch.) 

Shannon  Four 

OLD  PAL,  WHY  DON'T  YOU  ANSWER  ME? 
( Tenor  with  Orch. )  Sam  Ash 

I'M  IN  HEAVEN  WHEN  I'M  IN  MY  MOTHER'S 
ARMS  (Tenor  with  Orch.)  Lewis  James 

fWHAT  CHA  GONNA  DO  WHEN  THERE 
AIN'T  NO  JAZZ  (Singing  Comedienne  with 
Rega  Orch. )  Aileen  Stanley 

LOOK  WHAT  YOU'VE  DONE  WITH  YOUR 
DOG-GONE  DANGEROUS  EYES  (Singing 
Comedienne  with  Rega  Orch. )  .  .  .  Aileen  Stanley 


4222  f ALL  SHE'D  SAY  WAS  "UMH  HUM"  (Tenor 
10-in. J     Duet  with  Orch.)  Billy  Jones-Ed.  Smalle 

$1 .00  [pALESTEENA  (Tenor  with  Orch.)  Billy  Jones 

BEAUTIFUL  ANNABELL  LEE  (Tenor-Baritone 
Duet  with  Orch. )  Hart-Shaw 

THERE'S  A  VACANT  CHAIR  AT  HOME, 
SWEET  HOME  (Tenor-Baritone  Duet  with 
Orch. )   James-Shaw 

I  WANT  TO  KNOW  WHERE  TOSTI  WENT 
(When  He  said  "Good-Bye")  (From  "Broad- 
way Brevities  of  1920")  (Baritone  with 
Orch. )   Ernest  Hare 

MY  HOME  TOWN  IS  A  ONE-HORSE  TOWN 
i     (Tenor  Duet  with  Orch.)  .Billy  Jones-Ed.  Smalle 


4223 
10-in. 
$1.00 


4224 
10-in. 
$1.00 


ON  HILO  BAY  (Hawaiian  Guitar  Duet) 

Ferera-Franchini 

ON  THE  BEACH  AT  WAIKIKI  (Hawaiian 
Guitar  Duet)   Ferera-Franchini 

DARLING  (Intro.  "Come  to  the  Moon")  (Med- 
ley Fox-trot)  .  .Harry  Rader man's  Jazz  Orchestra 

JUST  SNAP  YOUR  FINGERS  AT  CARE  (From 
"Greenwich  Village  Follies  of  1920")  (Fox- 
trot)  Lanin's  Roseland  Orchestra 

42H  [MARGIE  (Fox-trot)  Rega  Dance  O.chestra 

10-in  J  CORAL  SEA  (Fox-trot) 

$1.00  Rudy  Wiedoeft's  Palace  Trio 


4225 

10-in..J 
$1.00 


4210 

10-in.^ 

$1.00 


4212 
10-in.^ 
$1.00 


f GRIEVING  FOR  YOU  (Fox-trot) 


Lanin's  Roseland  Orchestra 

SWEET  CUBAN  LOVE  (Fox-trot) 

Harry  Raderman's  Jazz  Orchestra 


4213 
10-in. 
$1.00 


4214 
10-in.  <j 
$1.00 


I'M  A  LONESOME  LITTLE  RAIN  DROP  (From 
"Greenwich  Village  Follies  of  1920")  (Fox- 
trot)  Joseph  Samuels'  Jazz  Band 

I'LL  BUY  THE  BLARNEY  CASTLE  (One-step) 

Green  Brothers'  Novelty  Band 

I  WANT  TO  GO  TO  THE  LAND  WHERE  THE 
SWEET  DADDIES  GROW  (Intro.  "AH  the 
Boys  Love  Mary")  (One-step) 

Rudy  Wiedoeft's  Palace  Trio 

PEACOCK  WALK  (Fox-trot) 

Harry  Raderman's  Jazz  Orchestra 


fWHY  DID  YOU  LEAVE  ME?  (Fox-trot) 

,  _  .    i  Joseph  Knecht's  Waldorf  Astoria  Dance  Orch. 

10-inJ  * 

$  1 .00  !  TOREADOR  A  ( Fox-trot ) 

Harry  Raderman's  Jazz  Orchestra 


4217 
10-in. J 
$1.00 


4218 
10-in. 
$1.00 


4219 

10-in.<| 

$1.00 


IF  A  WISH  COULD  MAKE  IT  SO  (Intro. 
"We've  Got  Something" )  ( From  Musical  Play, 
"Tickle  Me")  (Fox-trot) 

Joseph  Knecht's  Waldorf  Astoria  Dance  Orch. 

THE  WEDDING  BLUES  (From  Musical 
Comedy,  "Pitter  Pattes")  (Fox-trot) 

Lanin's  Roseland  Orchestra 

HOP,  SKIP  AND  JUMP  (Fox-trot)  (With  Inci- 
dental Saxophone  by  Nathan  Glantz) 

Rega  Dance  Orchestra 

FOR  EVERY  BOY  WHO'S  ON  THE  LEVEL 
(Intro.  "Good-Bye,  When  I  Say  Good-Bye  to 
You")  (One-step) 

Harry  Raderman's  Jazz  Orchestra 

IN  MY  SWEET  LITTLE  ALICE  BLUE  GOWN 
(Intro.  Chorus  of  "To  Be  Worthy")  (Waltz) 
(From  Musical  Comedy,  "Irene") 

Joseph  Knecht's  Waldorf  Astoria  Dance  Orch. 

PRETTY  MISS  VIRGINIA  (Waltz) 

The  All  American  Five 


4220  fZOWIE  (Fox-trot)  .  .  .  .Joseph  Samuels'  Jazz  Band 


10-in. 
$1.00 


4227 
10-in. 
$1.00 


AMORITA  (Fox-trot) 

Green  Brothers'  Novelty  Band 

SLEEPY  HOLLOW  (Where  I  First  Met  You) 
(Waltz)  Okeh  Marimba  Band 

THE  HULA  BLUES  (Fox-trot) 

Okeh  Marimba  Band 


4226  f COLONEL  BOGEY  MARCH  Conway's  Band 

\  BATTLESHIP  CONNECTICUT  MARCH 
*100[  Conway's  Band 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 

25  West  45th  Street  New  York  City,  N.  Y. 

Factories:      Newark,  N.  J.      Elyria,  Ohio      Putnam,  Conn.      Springfield,  Mass.      Kitchener,  Ont. 
Branch  Offices:      Chicago,  III       Toronto,  Can.      London,  Eng 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


51 


SEES  IMPROVEMENT  IN  THE  CREDIT  SITUATION  IN  1921 

Jas.  S.  Alexander,  President  of  the  National  Bank  of  Commerce,  Says  Progressive  Improve- 
ments Now  Operative  Should  Result  in  Better  Money  Conditions  During  the  New  Year 


Better  money  conditions  in  1921  should  re- 
sult from  the  progressive  improvements  now 
operative  in  certain  adverse  factors  of  the  coun- 
try's bank  credit  situation,  according  to  a  state-' 
ment  made  by  James  S.  Alexander,  president 
of  the  National  Bank  of  Commerce.  He  ex- 
presses the  opinion  that  banking  may  expect 
to  serve  the  needs  of  legitimate  business  with 
a  lesser  degree  of  credit  strain  than  during  the 
past  year.  The  chief  cause  of  betterment,  he 
says,  was  a  reduction  in  the  volume  of  war 
paper  and  frozen  and  speculative  commercial 
credits  in  bank  resources,  impairing  their 
liquidity. 

"Business  men  are  justified  in  feeling  con- 
fident that  the  money  situation  in  the  United 
States  in  1921  will  be  a  very  different  matter 
from  what  it  has  been  during  1920,"  Mr.  Alex- 
ander's statement  says.  "Certain  specific 
factors  are  clearly  recognizable  as  the  chief  ad- 
verse forces  affecting  bank  credit  during  the 
past  year,  and  there  is  every  reason  for  be- 
lieving they  will  not  be  so  powerfully  operative 
in  the  year  to  come." 

To  illustrate  improvement  of  unfavorable 
factors  in  the  situation,  Mr.  Alexander  cites  fig- 
ures of  800  banking  institutions,  reporting 
weekly  to  the  Federal  Reserve  Board,  with 
resources  estimated  at  about  40  per  cent  of 
the  resources  of  all  banks.  From  January  to 
mid-October,  he  points  out,  these  banks  showed 
a  decrease  of  $500,000,000  in  the  amount  of 
United  States  securities  owned  by  them  and  of 
$380,000,000  in  loans  secured  by  Government 
securities,  which  for  all  banks  would  indicate 
a  reduction  in  war  paper  holdings  of  about  two 
billion  dollars.  There  also  was  a  drop  of  $200,- 
000,000  in  loans  secured  by  stocks  and  bonds, 
this  item  representing  in  considerable  part 
speculative  operations.  At  the  same  time  loans 
chiefly  for  manufacturing,  commercial  and 
agricultural  purposes  showed  an  increase  of 
$1,510,000,000. 

"These  figures  indicate  that  while  there  has 
been  marked  contraction  in  the  non-liquid  and 
speculative  elements  of  bank  credits,  there  has 
been  a  continued  expansion  in  the  accommoda- 
tion extended  to  meet  business  needs,"  the 
statement  says.  "This  explains  why,  although 
to  mid-October  contraction  was  not  operative 
in  the  total  volume  of  credit,  better  conditions 
were  in  sight  in  the  banking  situation.  It  was 
because  there  had  been  this  marked  improve- 
ment in  the  quality  of  credit. 

"A  contraction  in  commercial  credits  set  in 
during  October.  In  this  month  the  reduction 
of  the  non-liquid  elements  also  maintained  a 
rapid  pace.  Thus  two  elements  of  betterment 
were  operative,  improved  liquidity  and  contrac- 
tion of  the  total. 

"If  the  foregoing  facts  and  deductions  are  of 
value,  it  is  not  because  of  the  light  they  throw 
on  past  events,  but  because  of  the  promise  they 
hold  for  the  future.  They  carry  the  conviction 
that  credit  conditions  should  be  more  satis- 
factory during  1921  than  they  have  been  during 
1920.  These  figures  justify  business  men  in 
expecting  our  credit  resources  to  function  more 
efficiently  in  the  future  than  they  have  in  the 
immediate  past  to  facilitate  their  business 
operations,  because  the  four  great  causes  of 
impaired  credit  in  1920  should  not  exert  the 
same  influence  in  the  year  that  lies  ahead. 

"We  may  assume  that  war  paper,  in  passing 
from  the  hands  of  the  banks,  will  rest  perma- 
nently in  the  hands  of  the  ultimate  investor, 
where  it  belongs,  and  that  it  will  not  again 
seriously  impair  the  liquidity  of  commercial 
bank  resources.  We  may  also  hope  that  we 
shall  not  in  1921  see  a  national  transportation 
breakdown  which  added  a  large  portion  to  the 
impairment  '  of  credit.  Again,  we  may  expect 
that  there  will  not  be  the  same  violent  price 
changes  and  that,  therefore,  commercial  credit 
will  not  be  employed  for  purposes  of  com- 
modity speculation  to  the  same  extent.  Finally, 


we  may  expect  that  prices  and  the  production 
of  goods  will  be  co-ordinated  more  closely  to 
normal  public  demands  and  the  emergency 
should  not  arise  to  carry  such  large  unliqui- 
dated- stocks  over  a  period  of  stagnation. 

"With  these  factors  absent  or  reduced  in 
degree  it  should  be  possible  for  business  men 
to  find  ample  means  for  financing  their  opera- 
tions and  to  make  their  calculations  with  the 
definite  assurance  that  the  cost  of  credit  will 
not  be  prohibitive,  while  the  supply  may  be 
relied  upon  to  meet  all  legitimate  demands. 

"The  situation  is  yet  far  from  normal.  The 
continued  lack  of  public  buying  has  made  it 
impossible  for  many  commodities  and  for  many 
lines  of  merchandise  to  become  reasonably 
liquidated,  and  the  process  cannot  be  completed 
until  buying  once  more  becomes  active  and 
production  is  again  demanded.  But  the  banks 
have  stood  by  business,  and  business  may  feel 
confident  that  it  is  within  the  power  and  the 
inclination  of  the  banks  to  continue  to  co- 
operate." 


"TALKER"  POPULAR  FOR  DANCING 

Teachers   of   Dancing   Find  Talking  Machine 
More  Satisfactory  Than  Orchestra 


i BRUNO 


Because  the  Victor 
product  occupies  the 
position  of  supremacy 
is  no  reason  why  the 
Victor  dealer  should 
"lie  down."  Resting 
on  your  laurels  is  a 
losing  game. 

BRUNO 


VICTOR  READY  REFERENCE  LABELS 


There  is  an  increasing  demand  for  talking 
machines  among  teachers  of  dancing  through- 
out the  country  and  it  is  now  universally  con- 
ceded that  the  talking  machine  provides  bet- 
ter music  for  dancing  than  any  orchestra.  More- 
over, the  cost  of  operation  is  much  smaller, 
while  the  musical  repertoire  is  always  the  lat- 
est and  best,  thanks  to  the  up-to-dateness  of  the 
record  manufacturers. 


New  Issue  Offers  Several  Improved  Features 
of  Interest  to  Dealers  Handling  Records 


REMINGTON  NEW  YEAR'S  GREETING 


A  very  cheery  and  optimistic  greeting  has  re- 
cently'been  received  by  The  World  and  the 
rapidly  increasing  clientele  of  the  Remington 
Phonograph  Corp.,  of  New  York  City.  Fol- 
lowing the  wish  to  its  friends  for  "A  Merry 
Christmas  and  a  Happy  New  Year,"  the  Rem- 
ington says:  "The  officers  of  this  corporation 
are  very  firmly  convinced  that  the  year  1921 
will  be  evidenced  by  peace,  plenty  and  pros- 
perity and  express  the  hope  that  you  may  enjoy 
fully  the  good  things  in  store  for  us  all." 


Shortly  after  the  first  of  the  year  the  Victor 
Co.  expects  to  ship  the  revised  issue  of  ready 
reference  labels  which  can  be  used  with  all  styles 
of  stock  envelopes  and  stock  cards.  They  have, 
however,  several  new  features.  One  of  the  most 
important  benefits  claimed  for  the  ready  refer- 
ence label  service  is  the  complete  cross  index 
which  it  offers  for  all  records  in  the  domestic 
section  of  the  catalog.  In  the  new  issue  the 
cross  index  has  been  brought  up  to  date  and 
includes  all  records  now  listed.  Another  feature 
is  a  brief  sales  talk  which  is  provided  for  each 
record. 

A  special  list  accompanies  the  Red  Seal  sec- 
tion of  the  catalog,  suggesting  records  which 
may  be  of  interest  to  a  purchaser  who  has  shown 
preference  for  a  certain  kind  of  selection.  The 
new  labels  also  show  when  the  selection  was 
first  announced  and  gives  the  telegraphic  code 
word  to  identify  each  record,  thus  providing  an 
excellent  means  for  educating  the  sales  person. 


Quicken  Dealer  Turnover 

Purchasing  Agents  co-operate  with  their  own  Sales  Depart- 
ments by  supplying  accessories  and  fittings  of  distinctive  de- 
signing. Dealers  in  turn  find  ready  sales  for  Phonographs  and 
Furniture  so  equipped. 

PHONOGRAPH  ACCESSORIES 

For   Immediate    Delivery — Needle    Cups   and    Double  Spring 
Motors,  capable  of  playing  three  12-inch  records. 
Also — Lid    Supports,    Automatic    Stops,   Tone    Rods,  Knobs, 
Escutcheons,  Sockets,  etc. 

FURNITURE  TRIMMINGS 

A  complete  offering  in  all  the  Period  and  Commercial  Furni- 
ture Lines. 

REFRIGERATOR  HARDWARE 

All  sized  Locks  and  Hinges 

Samples  and  complete  information  on  request 


Grand  Rapids  Brass  Company 

Grand  Rapids,  Michigan      New  York:  7  E.  42nd.  St. 


52 


THE   TALKING   MACHINE  WORLD 


January  15,  1921 


The  fall  of  merchandise  prices  to  the 
normal  price  level  represented  by  Edison 
Phonographs  brings  chaos  to  many  busi- 
nesses. 

Prices  of  most  merchandise  were  inflated 
during  and  after  the  war,  but  the  prices  of 
Edison  Phonographs,  since  1914.  ad  vancea 
only  15%,  including  War  Tax,  thereby 
stabilizing  the  Edison  Phonograph  business. 


(6 


Edison  Stood  the  Gaff" 


THOMAS  A.  EDISON,  Inc. 


ORANGE,  N.  J. 


January  15,  1921 


THE   TALKING   MACHINE  WORLD 


53 


Every  dealer  knows  the  popularity  of  Lucy 
Gates'  Columbia  Records.  The  "Doll  Song" 
from  the  Tales  of  Hoffmann  and  "A  Geisha's 
Life"  are  both  popular  selections.  Order  a 
lot  of  this  record  for  steady  sales.  A- 3326 


Columbia  Graphophone  Co 

NEW  YORK 


TALKING  MACHINE  EXPORTS  QROW      TIPS  FROM  THE  SUCCESS  MARKET 


Exports,  Including  Records,  for  Ten  Months 
Ending  October,  1920,  Total  $6,377,974 


Washington,  D.  C,  January  4. — In  the  summary 
of  exports  and  imports  of  the  United  States  for 
the  month  of  October,  1920  (the  latest  period 
for  which  it  has  been  compiled),  which 1  has 
just  been  issued,  the  following  figures  on  talk- 
ing machines  and  records  are  presented. 

The  dutiable  imports  of  talking  machines  and 
parts  during  October,  1920,  amounted  in  value 
to  $77,614,  as  compared  with  $60,489  worth 
which  were  imported  during  the  same  month  of 

1919.  The  ten  months'  total  ending  October, 

1920,  showed  importations  valued  at  $751,587, 
as  compared  with  $445,922  worth  of  talking  ma- 
chines and  parts  during  the  same  period  of 
1919. 

Talking  machines  to  the  number  of  9,839, 
valued  at  $481,471,  were  exported  in  October, 
1920,  as  compared  with  7,113  talking  machines, 
valued  at  $262,954,  sent  abroad  in  the  same 
period  of  1919.  The  ten  months'  total  showed 
that  we  exported  69,784  talking  machines, 
valued  at  $3,297,305,  as  against  52,336  talking 
machines,  valued  at  $1,817,399,  in  1919,  and 
54,675  talking  machines,  valued  at  $1,627,243,  in 
1918. 

The  total  exports  of  records  and  supplies  for 
October,  1920,  were  valued  at  $243,973,  as  com- 
pared with  $292,054  in  October,  1919.  For  the 
ten  months  ending  October,  1920,  records  and 
accessories  were  exported  valued  at  $3,080,669; 
in  1919,  $2,822,653,  and  in  1918,  $1,842,752. 


UNUSUAL  COMMENT  ON  T0NE=TEST 

An  interesting  commentary  on  a  recent  Edison 
Tone-Test  recital,  given  in  South  Boston,  Va., 
in  which  Miss  Grace  Hofheimer,  the  popular 
pianist,  took  part,  was  received  by  the  Edison 
Laboratories  in  a  letter  from  the  Edison  dealer, 
at  that  place  and  read  as  follows: 

"The  janitor  of  the  high  school  was  present 
the  night  of  the  Tone-Test  recital,  but  it  so 
happened  that  no  one  explained  to  him  the  pur- 
pose of  the  concert,  or  what  was  to  take  place. 
The  next  morning,  when  we  went  to  remove  the 
instrument  from  the  auditorium,  he  came  up  with 
the  remark  that  Miss  Hofheimer  was  a  won- 
derful woman:  'She  must  have  electricity  in  her 
fingers,'  he  said. 

"  'Why,'  we  asked. 

"  'Because,'  he  replied,  'she  would  raise  her 
hands  off  them  keys  and  the  piano  kept  play- 
ing.' 

"Now  wasn't  that  a  delicate  compliment?" 


TO  CONCENTRATE  ON  WHOLESALE 


The  Artophone  Corp.,  of  St.  Louis,  has  an- 
nounced that  after  January  1  it  will  confine 
itself  to  wholesale  business  exclusively.  It, 
therefore,  retires  from  the  retail  talking  ma- 
chine and  record  field  in  the  Saintly  City. 


Worth-while  Advice  Given  by  Writer  in  Steger 
Employes'  Magazine 


Urfder  the  heading,  "Tips  From  the  Success 
Market,"  Harry  I.  Shumway  has  a  very  inter- 
esting article  in  a  recent  issue  of  the  Steger 
Employes'  Magazine,  published  regularly  by  the 
Steger  &  Sons  Piano  Mfg.  Co.,  manufacturers 
of  the  Steger  phonograph.  The  article  gives 
some  very  illuminating  sidelights  on  business 
in  general  and  defines  some  common  terms  as 
follows: 

"Perspiration,  Unlimited.  Here  is  a  gilt-edge 
stock  that  will  pay  you  dividends  from  a  hun- 
dred to  a  million  per  cent.  There  isn't  the  least 
chance  of  a  loss.  Stockholders  in  this  company 
report  gains  beyond  their  widest  hopes.  Rumors 
that  this  company  has  merged  with  the  Coat  & 
Vestoff  Company  are  not  denied.  There  are  melons 
being  cut  every  day.  So  many,  in  fact,  that 
space  forbids  mentioning  them. 

"Stick-to-it  Industrial  Corporation.  A  good  stock 
of  permanent  value.  Satisfactory  dividends  are 
regularly  paid.  There  have  been  adverse  re- 
ports, at  times,  concerning  this  stock,  and  an 
expert  was  employed  to  investigate.  It  turned 
out  that  those  who  had  not  realized  dividends 
were  investors  also  in  Pig-headed  Associates.  The 
two  look  something  alike  at  first  sight  but  are 
really  entirely  different. 

"Smile  and  Boost  Company,  Inc.  One  fine  stock, 
says  the  expert,  and  one  that  will  be  in  greater 


demand  than  ever.  Always  has  paid  good  divi- 
dends and  always  will.  There  is  no  limit  to  what 
it  can  earn.  If  you  have  never  taken  a  flier  in 
this  worth-while  stock,  better  get  aboard.  You'll 
enjoy  possessing  it  aside  from  its  intrinsic  pos- 
sibilities. ' 

"Take  It  Easy  Mine.  Not  recommended.  So  far 
this  company  has  never  paid  a  dividend  and 
nothing  on  the  horizon  indicates  that  it  ever 
will." 


FAMOUS  VICTOR  ARTIST  TO  WED 


Mme.  Amelita  Galli-Curci,  grand  opera  star 
and  famous  Victor  artist,  will  be  married  to 
Homer  Samuels,  her  accompanist,  in  St.  Paul 
or  Minneapolis,  on  January  16.  Mme.  Galli- 
Curci,  in  announcing  her  approaching  marriage, 
said  she  was  very  happy.  Although  the  famous 
prima  donna  has  applied  for  American  citizen- 
ship and  will  complete  her  naturalization  papers 
before  her  marriage,  yet  inasmuch  as  Mr. 
Samuels  is  an  American  her  marriage  to  him 
makes  her  one. 


BUILDING  UP  A  GOOD  BUSINESS 


John  H.  Bieling,  for  many  years  a  member 
of  the  American  and  Haydn  quartets,  and  who, 
as  announced  in  The  World  some  months  ago, 
has  opened  a  new  Victor  store  at  Hempstead, 
is  building  up  a  very  nice  business  in  that  sec- 
tion of  Long  Island,  and  is  active  in  the  musical 
life  of  the  community. 


YAZOO  RIVER  RED  GUM 

Specials  for  prompt  shipment: 

1st  and  2nd  Plain  Red  Gum. 
1st  and  2nd  Plain  Red  Gum. 
1st  and  2nd  Plain  Red  Gum. 
1st  and  2nd  Qrtd.  Red  Gum. 
Common  and  Btr.  Qrtd.  Red  Gum. 
Common  and  Btr.  Qrtd.  Red  Gum. 
No.  1  Common  Plain  Red  Gum. 
No.  1  Common  Plain  Red  Gum. 
No.  1  Common  Qrtd.  Red  Gum. 
No.  1  Common  Qrtd.  Red  Gum. 
No.  1  Common  and  Btr.  Plain  Red  Gum. 
1st  and  2nd  Sap  Gum. 
1st  and  2nd  Sap  Gum. 
1st  and  2nd  Sap  Gum, 
1st  and  2nd  Sap  Gum. 
No.  1  Common  Sap  Gum. 
No.  1  Common  Sap  Gum. 


2 

cars  154" 

1 

car  iy2" 

5 

cars  2" 

8 

cars  2" 

8 

cars  2y2" 
cars  3" 

4 

8 

cars  1*4" 

10 

cars  2" 

2 

cars  2" 

10 

cars  2" 

3 

cars  3" 

5 

cars  154" 

5 

cars  iy2" 

10 

cars  2" 

2 

cars  3" 

5 

cars  iy4" 

5 

cars  iy2" 

10 

cars  2" 

2 

cars  3" 

5 

cars  iy2" 

5 

cars  3" 

5 

cars  4" 

10 

cars  1" 

6 

cars  iy2" 

No. 
No. 
No. 
No. 
No. 
No. 
No. 


Common  Sap  Gum. 
Common  Sap  Gum. 
Common  and  Btr.  Qrtd.  White  Oak. 


Common  and  Btr. 
Common  and  Btr. 
Common  and  Btr. 
Common  and  Btr. 


Our  Red  Gum  is  of  soft  texture  and  rich  dark  color 
seasoned. 


Qrtd.  White  Oak. 
Qrtd.  White  Oak. 
Qrtd.  Red  Oak. 
Qrtd.  Red  Oak. 

Specially  manufactured  and 


Send  us  your  inquiries  for  all  kinds  of  cabinet  woods. 

THOMAS  &  PR0ETZ  LUMBER  CO. 

3400  Hall  St.,  St  Louis,  Mo. 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


A  Lyric  Agency  Is  a  Money-Maker 

To  those  dealers  appreciating  a  quality  record — prompt  deliveries — 
first  releases  and  a  favorable  sales  arrangement,  we  can  offer  a  money- 
making  opportunity. 

LYRIC  RECORDS  are  backed  by  a  national  and  local  advertising 
campaign,  thus  creating  a  demand  in  territory  where  dealers  can  "cash 
in"  on  the  demands. 

Ours  is  a  permanent  and  constantly  growing  organization  and  dealers 
here  have  an  opportunity  of  obtaining  an  agency  with  a  steadily 
increasing  value. 

Co-operate  and  Grow 

A  Lyric  Jobber  Is  Ready  to  Serve  You 


Send  at  once  for  latest  bulletin  and  offer  to  dealers 

LYRAPHONE  CO.  of  AMERICA 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


AN  ENVIABLE  SALES  RECORD 

Granby  Dealers  in  Norfolk  Sell  $67,000  Worth 
of  Machines  in  Three  Weeks'  Time 


Norfolk,  Va.,  January  2. — An  illustration  of  what 
can  be  done  by  any  merchant  who  will  get  up  and 
hustle  is  given  by  E.  C.  Howard,  director  of 
sales  of  the  Granby  Phonograph  Corp.,  of  this 
city.  Mr.  Howard  gives  us  as  a  specific  in- 
stance the  experience  of  Philip  Levy  &  Co., 
Granby  dealers  of  Norfolk,  from  December  1  to 
December  24  of  1920.  In  that  period  Levy  & 
Co.  sold  421  Granby  phonographs,  totaling  $67,- 
000.  The  population  of  Norfolk  is  only  about 
135,000.  These  sales  were  built  up  with  no 
other  help  than  intensive  selling,  backed  up  by 
constant  newspaper  advertising.  The  largest 
spread  of  the  newspaper  campaign  did  not  ex- 
ceed one-half  page  and  the  usual  size  of  copy 
was  one-eighth  page.  This  large  volume  of 
sales  was  also  made  with  the  competition  of 
possibly  twelve  or  more  Other  dealers  carrying 
other  lines.  Mr.  Howard  states,  and  this  in- 
stance proves,  that  a  certain  part  of  the  inaction 
in  the  talking  machine  trade  is  psychological 
rather  than  actual.  Mr.  Howard  said,  in  clos- 
ing the  report  of  this  incident:  "Of  course,  we 
all  know  conditions  are  below  normal  and  the 
dealers  in  Norfolk  who  depend  so  largely  on 
tobacco  and  cotton  are  in  no  better  shape  than 
anyone  else,  but,  given  the  proper  attention, 
there  is  plenty  of  business  for  at  least  one  live 
concern  in  every  town  if  he  will  only  go 
get  it." 

Those  in  the  trade  who  have  met  E.  C.  How- 
ard realize  that  he  is  a  man  who  practices  what 
he  preaches,  as  may  be  seen  from  the. steady 
and  healthy  growth  of  Granby  sales  under  his 
direction. 


DEALER  CREATES  HUMAN  INTEREST 

McKelvey  Co.  Uses  Special   Stories  to  Push 
Sales  of  Special  Records 


The  McKelvey  Co.,  Victor  dealer  of  Youngs- 
town,  O.,  makes  a  practice  of  creating  a  human 
interest  background  to  a  particular  record  of 
which  it  wishes  to  boom  the  sale.  The  follow- 
ing illustrates  the  idea  in  detail  as  it  was  used, 
by  this  company  to  make  a  background  for 
sentimental  records: 

"Sentiment!  What  a  word  it  is!  The  destiny 
of  a  nation,  the  course  of  a  human  life,  the  ac- 
tion of  all  mankind  are  swayed  by  it. 

"Many  laugh  at  sentiment  and  pretend  they 
have  none.  Believe  them  not!  Somewhere  in 
the  secret  chambers  of  thought  is  a  remem- 
brance of  old  loves,  the  tender  touch  of  a  van- 
ished hand;  buried  deep  in  an  ancient  trunk  or 
bureau  is  a  packet  of  letters,  a  diary  inscribed 
in  youthful  days,  or  perhaps  a  faded  shawl  that 
once  covered  the  frail  shoulders  of  a  beloved 
mother. 

"The  best-loved  songs  of  all  time  have  been 
songs  of  sentiment.  Other  songs  may  -come, 
have  their  day,  and  disappear.  But  the  song 
that  voices  a  true  sentiment,  spoken  from  a  full 
heart,  remains. 

"Such  a  song  arises  only  too  seldom  from 
the  world's  turmoil,  but  when  its  rare  melody 
at  last  is  heard  it  stirs  the  hearts  of  millions. 
Such  a  song  is  a  power  for  good,  a  creator  of 
ioy  unmeasured,  a  flawless  diamond  gleaming 
among  earth's  dusty  pebbles." 


HOLDS  PARTY  FOR  THE  CHILDREN 

Jackson  Columbia  Dealer  Entertains  2,500  Boys 
and  Girls  in  Novel  Fairyland  Fete — Good 
Example  of  Community  Work  by  Retail  Dealer 


Stern's  Music  Shop,  of  Jackson,  Mich.,  re- 
cently held  a  very  effective  children's  party 
during  the  local  fair  week.  While  the  fair  was 
in  progress  the  manager  of  the  Grafonola  de- 
partment of  this  house  arranged  a  "Fairyland," 
which  was  attended  by  about  2,500  children. 
Circulars  and  tickets  were  distributed  through- 
out the  city  and  country  roundabout,  advertis- 
ing was  inserted  in  the  newspapers  and  school 
teachers  were  visited,  all  with  a  view  to  get- 
ting the  children  of  Jackson  into  the  store. 

For  their  reception,  the  entire  store  floor  was 
cleared  of  practically  all  furniture  and  made  into 
one  large  playground;  trees  were  brought  in 
from  the  woods  and  set  up;  beautiful  singing 
birds  in  small  cages  were  placed  among  the 
branches;  hundreds  of  Japanese  lanterns  were 
hung  around  the  store,  each  illuminated  with  a 
small  electric  bulb;  the  display  windows  were 
filled  with  toys  and  the  glass  panes  were  cov- 
ered with  cut-outs  of  lions,  bears  and  other  ani- 
mals, and  the  demonstration  booths  were  fitted 
up  to  correspond.  A  number  of  students  were 
dressed  up  as  fairies  and  they  danced  and  sang 
from  the  balcony  above  the  demonstration 
booths  to  the  tune  of  a  Grafonola.  Souvenirs 
were  given  to  each  child  as  he  left. 

It  was  a  wonderful  example  of  how  a  large 
number  of  children  can  be  successfully  enter- 
tained by  a  retail  merchant  and,  of  course,  ex- 
perience has  shown  that  it  pays  to  win  the  good 
will  of  the  children  in  your  community. 

The  manager  of  this  store  has  the  following 
to  say  about  the  appeal  to  youth:  "Children  like 
the  things  that  they  can  understand  and  that 
suit  them.  A  beautiful  shop,  with  great,  bril- 
liantly lighted  windows  and  massive  furnishings, 
awes  a  young  child  into  silence  and  shyness, 
even  though  he  may  be  impressed  with  its 
beauty;  but  the  moment  he  sees  a  little  chair 
and  a  small  table,  on  which  is  a  child's  book, 
his  shyness  vanishes  and  he  feels  comfortable 
and  at  home.  He  becomes  interested  at  once 
in  everything  in  that  corner,  for  he  feels  that 
he  has  found  a  place  in  which  things  for  chil- 
dren are  displayed.  The  spell  is  cast  and  hence- 
forth this  spot  becomes  his  'stamping  ground'." 


USES  STRIKING  COLUMBIA  DISPLAYS 


Minneapolis  House  Has  Policy  of  Arranging 
Novel  Displays  in  Demonstration  Booths 


The  Grafonola  department  of  the  Hurley- 
Moren-Frank  Co.,  Minneapolis,  has  made  quite  a 
success  of  its  policy  of  fixing  up  the  record 
demonstration  booths  with  striking  displays. 
One  booth  recently  was  decorated  with  flags  and 
other  patriotic  insignia  to  feature  the  "Ameri- 
can Legion  March."  Another  was  fitted  up 
with  a  Japanese  modd,  a  fan,  Japanese  lanterns 
and  several  pieces  of  Japanese  bric-a-brac,  to 
feature   "The  Japanese  Sandman." 


ADVERTISES  IN  JEWISH  PRESS 

The  Revere  Phonograph  Co.,  of  Revere,  Mass., 
has  found  it  profitable  to  advertise  Jewish 
selections  in  the  Jewish  newspapers.  It  has 
built  up  quite  an  additional  record  clientele  in 
this  way. 


Superior  Workmanship 
Superior  Finish 
Superior  Service 

Trade 

.  "SUPERCAST" 

Mark 

DIE  CASTINGS 

THE  SUPERIOR  DIE  CASTING  CO. 

411  FRANKFORT  AVE.          CLEVELAND,  OHIO 

Why  YOU 
need  them 


They're  well  advertised. 

They're  in  demand. 

They  bring  you  a  good 
profit  and  more  cash  on 
each  sale. 

There  is  nothing  "just  as 
good." 


STMt  INSTRUMENT  OF  QUALITY 
onoi 
CLEAR    AS   A  BELL 

Semi -Permanent  Phonograph 

NEEDLES 

give  complete  satisfaction. 
They  play  many  times,  do 
away  with  the  inconven- 
ience of  frequent  needle 
changing  and  increase  the 
records'  life. 

These  needles  bring  regu- 
lar customers  to  your 
store.  Send  your  order  in 
today. 

25c  per  package  of  5    40c  in  Canada 

£i>nmint  JHjnttDgrapif 
(ttnmpang,  3lnr* 

GEORGE  E.  BRIGHTSON,  President 
New  York,  279  Broadway 

Canadian  Distributors:  I.  Montagnes  &  Co. 
Toronto 


Beware  of  similarly  con- 
structed needles  of  in- 
*  ferior  quality. 


56 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


THE  SUCCESSFUL  PROMOTION  OF  RECORD  SALES  BY  MAIL 

Three  Letters  That  Have  Been  Used  With  Excellent  Results  by  Victor  Dealers  in  Ohio — The 
Advantage  of  Making  a  Direct  Appeal  to  the  Prospective  Customer 


The  Eclipse  Musical  Co.,  Victor  wholesaler 
of  Cleveland,  O.,  recently  selected  three  let- 
ters, reproduced  below,  as  being  especially  good 
examples  of  what  some  of  its  dealers  were 
doing  in  the.  way  of  mail  sales  promotion.  They 
are  worthy  of  study,  because  they  contain  a 
very  large  measure  of  human  interest  and  sell- 
ing appeal: 

November  13,  1920. 

Miss  Dorothy  Moore,  Columbus,  O. 

Dear  Miss  Moore; — Knowing  of  your  interest  in  vocaliza- 
tion or  a  well-trained  voice,  and  fully  appreciating  the 
difficulty  encountered  in  the  training,  it  affords  us  much 
pleasure  to  offer  the  Oscar  Saenger  course  for  your  con- 
sideration. 

We  sing  a  great  deal  by  imitation;  then,  of  course,  the 
.artist's  own  interpretation  means  much.  V\  e  believe  you 
could  follow  no  better  leaders  in  colorature  work  than  Galli 
Curci,  Garrison,  or  Tetrazzini.  They  all  sing  "Charmant 
'Oiseau"  from  "Perle  de  Bresil,"  each  perhaps  differently,  yet 
from  each  you  can  get  a  splendid  thought  that  you  may 
apply  to  your  own  work. 


All  the  necessary  technique  and  exercise  for  the  develop- 
ment of  perfect  vocalization  are  provided  and  explained  in 
the  Oscar  Saenger  Record  Course,  just  as  they  are  in  Mr. 
Saenger's  own  school.  Mr.  Saenger  is,  and  has  been,  the 
teacher  of  such  artists  as  Althouse,  Garrison,  Jacoby,  Rap- 
pold,  Baker,  Scotti  and  Hempel. 

We  know  it  to  be  a  wonderful  advantage  to  be  able  to 
possess  these  lessons. 

In  our  music  room  we  have  all  of  the  Victor  Artists' 
records,  and  would  be  glad  to  have  you  come  and  hear  them 
any  time  at  your  convenience. 

We  desire  to  give  you  such  service  as  will  enable  you 
to  enjoy  and  appreciate  this  much-prized  course.  Very 
truly  yours, 

The  Morehouse-Martens  Co. 

November  13,  1920. 
Miss  Margaret  Mary  Anderson,  Columbus,  O. 

Dear  Little  Miss  Anderson: — Do  you  like  bedtime  stories? 
And  if  so,  have  you  ever  heard  this  story  of  the  big  dog 
and  the  kitty  cats?  Well,  even  if  you  have,  I  shall  tell  it 
to  you  again. 

"Once  upon  a  time  there  was  a  big  grey  mother  cat  who 
had  a  little  grey  kitten.    The  mother  cat  lay  on  the  warm, 


FAULTLESS 


PIVOT  BEARING 


CASTERS 


Casters  that  roll  easily  across  the  floor — and 
smoothly.    No  clatter — no  unsteadiness. 

Simple  construction — no  complicated  parts  to 
get  out  of  order,  nothing  to  retard  easy 
movement.  Strong — plenty  of  metal  in 
required  places  to  resist  strains. 

Silent — neat  appearing — a  real  necessity  to 
YOUR  talking  machine,  these  FAULTLESS 
CASTERS. 


Made  with  leather,  fibre,  felt,  steel 
and  lignum  vitae  wheels.  A  word 
from  you  puts  all  our  caster 
experience  at  your  service  and 
brings  you  a  copy  of  Faultless 
Catalog  "G". 

FAULTLESS 
CASTER  COMPANY 

(1  EVANS VI LLE,  INDIANA 


Full  Size— C65 


"Move  the  FAULTLESS  Way" 

Eastern  Sales  Office: 
Geo,  Mittleman,  200  Fifth  Avenue,  N.  Y. 


sunny  porch,  and  said  'meow,'  meaning  "come  here,'  and 
the  little  grey  kitten  cuddled  close  to  her  mother's  warm, 
soft  fur,  and  said  'Purrrrr.' 

"Suddenly,  around  the  corner  of  the  porch  came  a  big — 
black — dog,  who  said,  'Bow  wow,'  and  ooh-h-h!  what  hap- 
pened to  that  dog?"  .  .  .  and  the  balance  of  this  story 
is  the  very  interesting  part. 

Due  to  the  fact  we  have  many  little  girls  to  write  (you  see 
we  are  very  busy),  we  cannot  send  you  stories  complete,  or 
very  often;  but  if  your  mamma  would  come  to  our  store  and 
buy  you  a  record  of  the  many  stories,  you  would  enjoy 
every  one  because  they  are  told  on  the  record  just  as  I  began 
to  tell  it  here. 

If  your  mamma  wishes,  she  can  bring  you  to  our  Music 
Rooms  any  time  to  hear  the  lovely  songs  and  stories  for  little 
boys  and  girls. 

We  hope  to  see  you  real  soon,  and  have  you  hear  these 
little  stories  of  "Tom  Thumb,"  and  "Chicken  Little,"  and 
many  others.     Your  very  good  friend, 

The  Morehouse-Martens  Co. 

Galli-Curci  Said: 
"The  Victrola  has  been  my  greatest  teacher" 

With  this  statement  in  mind,  we  wish  to  tell  you  of  the 
real  value  the  Victrola  and  Victor  Red  Seal  Records  can  be 
to  the  Music  Teacher  and  Student. 

By  listening  to  the  records  of  the  Red  Seal  Artists  you 
can  benefit  by  their  masterful  rendition  of  many  of  the 
world's  famous  compositions. 

You  can  study  Opera  with  Caruso,  Melba,  Farrar,  or 
Scotti;  Oratorio  with  Evan  Williams,  Louise  Homer,  Wither- 
spoon;  Concert  Songs  with  McCormack,  Alma  Gluck,  de 
Gogorza,  Galli  Curci  or  Mabel  Garrison;  you  can  study 
Violin  with  Heifetz,  Kreisler,  Elman,  Maud  Powell  or  Zim- 
balist;  Violoncello  with  Hans  Kindler;  Piano  with  Paderew- 
ski,  Cortot  or  Rachmaninoff. 

You  can  repeat  their  records  as  often  as  desired  and  by 
playing  over  the  part  you  are  particularly  interested  in 
become  thoroughly  familiar  with  the  artists'  vocalization 
and  interpretation. 

We  extend  an  invitation  to  the  Music  Teachers,  Musi- 
cians and  Students  of  Pittsburgh  to  come  to  our  Victrola 
Department  and  make  use  of  our  large  library  of  Victor 
Records.  We  will  gladly  play  any  of  them  for  you  at  any 
time.    Yours  very  truly, 

The  Rosenbaum  Co., 
Victrola  Department. 


MACY=VICTOR  DAMAGE  SUIT  OPENS 

As  The  World  goes  to  press,  word  is  received 
that  the  suit  of  R.  H.  Macy  &  Co.  against  the 
Victor  Talking  Machine  Co.,  Camden,  N.  J., 
and  various  Victor  wholesalers  as  co-defendants, 
asking  triple  damages  for  alleged  violations  of 
the  Sherman  Law,  has  been  set  down  for  trial 
on  January  11  in  the  United  States  District 
Court  for  the  Southern  District  of  New  York. 


AMERICAN  ODEON  CORP.  SETTLED 

The  American  Odeon  Corp.  is  now  well  set- 
tled in  its  new  home  at  100  West  Twenty-first 
street,  New  York.  This  concern  reports  an 
active  business  and  a  very  bright  outlook  for 
the  future.  On  account  of  being  located  in  the 
heart  of  the  wholesale  district  it  receives  a 
good  many  calls  from  the  trade. 


"What  a  splendid  physique  that  fellow  has!" 

"Yes,  but  think  of  the  exercise  he  gets.  He's 
a  traveling  salesman  and  has  to  undress  every 
night  in  a  Pullman  berth." 


Stewart 

Talking  Machine  Company- 


JOBBERS 

Victor 


ndianapolis 


January  15,  1921 


THE   TALKING   MACHINE  WORLD 


57 


The  Phonograph  "Needle 
With  the  Flexible  Point 


Send  Coupon  for 
Sample  Needles  FREE 

Dealers  and  others  who 
have  not  tested  Tonofone 
Flexible  Point  N.edles 
recently,  arc  invited  to 
send  coupon  below  for 
FREE  samples  to  test  at 
our  expense.  Prove  for 
yourself  tbat  Tonofone 
Needles  are  musically, 
mechanically  and  scien- 
tifically correct. 


"1 


\~r.  c.  wade  company 

I  110  S.  Wabash  Avenue,  Chicago,  111. 

I Gentlemen: -Please  send  FREE  Sam- 
ples of  Tonofone  Needles  for  us  tj  test 
at  your  expense. 


Name. 


City. 


1  State. 

I  


. Street . 


Now-12  Tonofone 


Needles  for  25c  i 


1 


^;rtMWw,  u.  i  T 


DEALERS-Here  Is  a 
Bigger  Profit  for  You! 


Here  is  the  most  attractive  price  and  profit 
proposition  you  were  ever  offered  on 
Tonofone  or  any  other  phonograph  needle. 

To  introduce  our  new,  bigger  value,  bigger 
profit  package,  which  gives  your  customers 
12  Tonofone  needles  for  2  5c,  we  are  offering 
you  a  price  of  $14-00  a  carton  of  100  pack- 
ages— or  $7.50  a  half  carton  of  50  packages. 

The  $14.00  carton  retails  for  $25.00  giving 
you  a  profit  of  $1 1.00  a  carton,  or  1  lea  pack- 
age. This  is  44%  on  your  selling  price  and 
79%  on  your  investment.  Yoj  will  recognize 
this  as  a  very  exceptional  profit. 

Why  not  fill  out  the  coupon  below  and 
order  direct  from  this  advertisement?  You 
will  need  a  big  stock  of  Tonofone  Needles  at 
this  after-holiday  season,  when  phonographs 
are  most  largely  used-  It  is  the  best  time  to 
introduce  this  new  25c  package,  which  gives 
your  customers  so  much  more  lor  their 
money,  and  you  a  bigger  profit. 


The  Tonofone  Flexible  Point  is  one  of  the 
greatest  inventions  in  phonograph  needle 
history.  Scientific  new  methods  have  now 
brought  it  to  a  very  high  degree  of  perfection. 
Each  needle  plays  20  to  50  records  — any 
disc  record  on  any  phonograph  —  one  needle 
for  all  tones. 

The  Tonofone  flexible  point  is  of  correct 
and  uniform  size  — not  tapered.  Being  flexible 
it  brings  out  clearer  tones  and  gives  more 
accurate  reproduction.  Being  softer  than  any 
record,  it  minimizes  surface  noises  and  pro- 
longs the  life  of  records.  Now  sold  by  over  3000 
leading  talking  machine  dealers  everywhere. 

Please  order  direct  from  this  advertise- 
ment, using  coupon  below.  The  needles  will 
be  shipped  on  our  positive  guarantee.  Terms : 
Cash  with  order,  less  2%  or  30  days  net  on 
approved  references  or  established  credit 
rating. 

R.  C.  WADE  CO. 

M0  So.  Wabash  Avenue        »      *        Chicago,  Illinois 


3on&fon& 

The  Phonograph  Needle  With  the  "Flexible  Point 


.  C.  WADE  CO.,  1 10  S.  Wabash  Ave.,  Chicago,  111. 


 1 

I Gentlemen:  Please  enter  our  order  for  Tonofone  Needles  as  follows,  I 
which  may  be  shipped  through  one  of  your  wholesale  distributors.  | 

.Cartons,  100  packages,  at  $14.00  

.Half  Carton,  50  packages,  at  $7.50  


Firm  Name. 
City  


State   Street  

Above  is  purchased  subject  to  your  positive  guarantee 


58 


THE   TALKING    MACHINE  WORLD 


January  15,  1921 


1 


mini 


mi 


worn 


Window  Dressing  One  of  the  Fundamental 
Arts  of  Retail  Merchandising  :: 


By  C.  J.  Potter  § 

Before  Advertising  Clubs'  Convention  = 


aiiiiiiiiiiiiiiiiiiiiiiH 

When  our  ancestors  back  in  the  early  ages 
hung  their  goods  up  on  pegs  and  placed  their 
rude  pottery  on  shelves  in  front  of  their  caves 
they  acted  in  response  to  the  same  idea  which 
prompts  the  modern  merchant  to  spend  many 
thousands  of  dollars  a  year  in  placing  his  goods 
in  windows  that  are  attractively  decorated  and 
cunningly  designed  to  draw  the  attention  of  the 
public.  Display  advertising  was  the  first  adver- 
tising, far  antedating  written  advertising.  "When 
the  tailor  in  the  early  sixteenth  century  took  a 
suit  of  clothes  and  hung  them  up  in  his  shop 
window  he  found  that  passersby  stopped  to  look 
at  his  wares.  That  is  our  first  record  of  win- 
dow display. 

The  progress  which  has  been  made  in  the  .art 
of  window  display  during  the  past  quarter  of  a 
century  is  truly  remarkable,  but  shows  what 
can  be  done  when  science  and  brain  power  are 
concentrated  on  one  thing.  To-day  window 
dressing  is  an  art  and  is  considered  one  of  the 
most  potent  factors  in  retail  merchandising. 
Over  15,000  men  are  following  this  profession, 
many  of  them  devoting  their  entire  time  to  plan- 
ning the  displays  which  are  to  be  seen  in  store 
windows  in  every  city  in  the  country. 

The  talking  machine  industry  is  one  that  is 
vitally  concerned  with  the  window  display.  Both 
manufacturers  and  dealers  have  learned  the  wis- 
dom of  utilizing  windows  for  the  display  of 
their  merchandise.  Manufacturers  have  pre- 
pared special  material  which  the  dealer  may  use 
in  his  store  windows  to  advertise  the  manufac- 
turer's product.  This  material  has  been  planned 
with  care  and  is  designed  to  accomplish  *  one 
thing,  to  increase  the  dealer's  sales.     It  has 


been  estimated  that  from  30  to  50  per  cent  of 
sales  are  made  from  window  displays.  Some 
dealers  have  valued  their  windows  at  $200,000  a 


year 


Window  displays  come  in  for  much  attention 
on  the  part  of  every  live  talking  machine  dealer 
who  has  a  wealth  of  material  offered  him  in 


m 


g  Some  Merchants  Say  ■ 

jj  Thirty  to  Fifty  Per-  J 

jj  cent  of  Their  Sales  §§ 

jj  Can   Be  Attributed  jj 

.  To  Window  Displays  jj 


order  that  he  may  make  the  best  of  his  oppor- 
tunities. Manufacturers  have  taken  occasion  to 
complain  at  various  times  over  the  apparent  lack 
of  interest  on  the  part  of  their  dealers  in  the 
material  sent  out  to  them.  In  this  connection 
it  is  interesting  to  note  the  opinion  of  C.  J.  Pot- 
ter in  an  address  before  the  convention  of  the 
Associated  Advertising  Clubs  at  Indianapolis 
in  June.    Mr.  Potter  said: 

"In  the  past  year  I  have  read  a  great  many 
articles  written  by  advertising  men,  sales  man- 
agers and  others  on  dealer  helps.  Some  of  them 


insisted  that  the  dealer  was  a  no  account,  lazy 
boor,  who  didn't  appreciate  the  wonderful  things 
he  was  being  furnished  to  help  him  get  rich. 
Some  good  suggestions  were  offered  by  these 
writers,  but  I  fear  that  the  men  who  plan  the 
big  campaigns  are  not  well  informed  on  the 
subject  of  window  display.  They  probably  real- 
ize to  some  extent  the  potent  selling  force  of 
a  window,  but  they  forget  that  window  advertis- 
ing is  a  highly  specialized  profession  and  in- 
stead of  calling  in  a  practical  display  man  they 
put  an  advertising  writer  or  an  artist  on  the 
job  to  design  the  displays  for  a  campaign.  The 
result — not  used  by  the  dealer.  Why?  Not 
practical. 

"Take  the  case  of  many  of  the  large  stores. 
You  would  be  surprised  at  the  amount  of  cut- 
outs, dummy  cartoons  and  lithographed  cards 
which  are  sent  to  these  stores  and  are  in  turn 
sent  to  the  waste  paper  baler.  And,  gentlemen, 
do  not  blame  the  merchant,  for  the  stuff  was 
not  in  keeping  with  the  rest  of  the  store.  It 
was  designed  by  a  man  who  knew  nothing  of  the 
character  of  display  material  which  was  being 
used  by  these  big  establishments,  therefore  a 
waste  of  effort  and  money. 

"There  is  no  excuse  for  any  man  who  is  han- 
dling an  advertising  campaign  not  to  give  his 
client  a  complete  service.  I  firmly  believe  that 
no  advertising  campaign  which  has  for  its  pur- 
pose the  selling  of  merchandise  through  retail 
stores  is  complete  without  window  display  helps 
and  show  cards,  so  that  the  force  of  the  cam- 
paign can  be  crystallized  in  the  merchant's  win- 
dow. 

"In  creating  window  display  helps  for  manu- 


BALL  BEARING 
No  obstruction 
in  Itie  base 


C^Howe  &  Company 

21  East\&n  BurenStChicago-III. 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


59 


I  NEVER  KNEW: 

{/  COllW  LOVE  ANYBODY  LIKE  I'M  WWNG  YOU)  • 
£  T\ibliy-hcd       LEO.  FEI/T  Inc.,  FEI/T  VXXSCpwKrk?  r 


YOU  CANT 
GO  WRONG 
WITH  ANY 
FEIST 
SONG 


facturers  who  wish  to  co-operate  with  the  larger 
stores,  who,  after  all,  are  the  real  merchandisers 
of  this  country,  it  is  well  to  remember  that  these 
stores  are  big  institutions  and  are  well  organized 
and  departmentized  and,  in  many  instances, 
spend  more  money  for  advertising  than  do  a 
lot  of  the  national  advertisers. 

"You  can  readily  see  how  very  important  it  is 
to  have  the  display  men  design  the  displays 
for  manufacturers  and  if  more  display  men  were 
called  into  the  advertising  conference  there 
would  be  thousands  of  dollars  saved  each  year. 

"The  display  man  knows  how  to  make  the 
displays  an  integral  part  of  the  advertising,  be- 
cause he  will  put  the  same  selling  arguments 
about  the  article  that  are  embodied  in  the  copy. 
The  display  will  have  the  same  appeal  because  he 
understands  how  to  combine  color,  art  and  de- 
sign so  that  they  will  express  the  same  thought 
as  featured  in  the  national  publications  and  local 
newspapers. 

"A  questionnaire  sent  out  by  Mr.  Potter  pre- 
vious to  the  convention  addressed  to  a  number  of 
display  men,  asking  them  the  amount  of  dis- 
play material  received  each  year  from  manu- 
facturers, how  much  of  it  was  available  and 
suitable  for  their  purposes,  what  kind  of  ma- 
terial they  found  practical  and  what  kind  the 
most  impractical? 

"In  analyzing  these  questionnaires  when  they 
vvere  returned,"  said  Mr.  Potter,  "it  was  evi- 
dent that  the  manufacturer  has  little  knowledge 
of  the  needs  of  the  larger  stores  in  the  way  of 
display  material,  for  quite  a  large  percentage  of 
material  that  is  sent  out  is  not  acceptable,  as  a 
great  many  of  the  show  cards  are  too  large. 
Some  of  the  cutouts,  especially  those  that  are 
lithographed,  are  in  the  wrong  colors. 

"The  material  which  seems  to  be  the  most 
acceptable  are  cutouts  of  photographic  enlarge- 
ments and  small  counter  signs,  the  latter  with 
the  easel  backs.  Mechanical  and  moving  dis- 
plays of  the  manufacturer's  product  were  voted 
'no  good  at  all,'  as  they  detracted  from  the 
merchandise. 

"It  is,  therefore,  obvious  that  cutouts  illus- 
trating the  use  of  the  merchandise  if  made  prop- 
perly  are  the  most  acceptable  and  the  type  liked 
best  are  photographic  enlargements  or  reproduc- 
tions of  hand  paintings." 

So  far  the  discussion  has  had  to  do  principally 
with  the  larger  stores.  Many  of  the  talking 
machine  stores  in  this  country  fall  under  a  sec- 
ond class,  which  is  made  up  of  smaller  stores 
where  a  regular  display  man,  as  such,  is  not  re- 
tained all  the  time.  It  is  this  type  of  dealer  that 
the  manufacturer  can  most  help  by  furnishing 
practical  display  material  and  display  ideas. 
Such  material  must  be  very  different  in  size  and 
form  from  that  furnished  to  .the  larger  stores, 
because  of  the  different  requirements. 

It  has  been  suggested  that  the  manufacturer, 
before  preparing  a  set  of  display  material,  se- 
cure the  services  of  an  experienced  display  man 
and  send  him  to  visit  the  various  stores  to  de- 
cide just  what  material  would  be  of  most  value 
to  all  concerned.    Once  the  decision  has  been 


made  then  the"  different  display  sets  are  to  be 
constructed  carefully  and  sent  out  to  the  dealer. 
Careful  instructions  should  accompany  each  dis- 
play. The  idea  behind  the  instruction  is  not  to 
try  to  make  a  display  man  out  of  the  dealer,  but 
to  show  him  how  he  can  use  his  display  in  a 
way  to  get  the  desired  results. 

When  the  displays  are  sent  out  they  should 
be  so  timed  as  to  tie  up  with  the  magazine  and 
newspaper  advertising  of  the  manufacturer.  Job- 
bers should  have  supplies  of  these  displays  in 
ample  time  so  that  they  might  distribute  them 
to  the  dealers  on  time.  With  the  display  ma- 
terial on  hand  in  all  parts  of  the  country  it  is 
easy  for  the  dealer  to  get  his  set  and  have  it 
set  up  in  his  wondow  when  the  national  adver- 
tisements appear.  In  the  talking  machine  field 
this  has  been  done  to  a  large  extent  under  re- 
cently improved  methods  and  it  is  to  this  that 
the  industry  owes  a  measure  of  its  success.  But 
the  rules  laid  down  cannot  cover  all  circum- 
stances, as  Mr.  Potter  pointed  out  in  his  con- 
clusion as  follows: 

"Every  manufacturer  has  his  own  problems, 
because  the  thing  that  will  register  for  one 
manufacturer  will  not  register  for  another. 
Therefore,  it  is  absolutely  necessary  to  design 
window  trims  for  each  specific  line,  but  before 
designing  be  sure  and  find  out  from  the  retailer 
if  they  are  the  things  that  he  wants  and  if  you 
will  do  this  you  will  find  that  the  retail  mer- 
chant will  work  with  the  manufacturer  hand  in 
hand  to  create  greater  sales  for  his  product." 


EDISON  PLAYS  PRINTED 


Playlets  Originally  Presented  During  Caravan 
Tours  Now  Ready  in  Printed  Form 

The  Edison  Laboratories  have  just  had  printed 
a  modest  pamphlet  containing  the  five  plays 
shown  at  the  1920  Edison  Caravan  Convention, 
in  New  York,  Chicago  and  San  Francisco,  which 
is  in  response  to  repeated  demands  from  the 
trade.   A  copy  is  being  sent  every  Edison  dealer. 

Although  the  1920  Edison  Caravan  Convention 
is  regarded  by  many  as  something  past  and 
gone,  interest  in  it  still  seems  extraordinarily 
alive,  and  especially  keen  have  been  the  atten- 
tion and  curiosity  aroused  by  the  five  one-act 
business  plays,  written  by  William  Maxwell  for 
the  convention  sessions. 

One  of  the  greatest  tributes  paid  to  William 
Maxwell,  and  to  the  products  of  his  pen,  up  to 
the  present  time,  is  contained  in  an  article  writ- 
ten by  Arthur  McClure  for  a  recent  issue  of 
Printers'  Ink,  called  "Bringing  the  Stage  Into 
the  Sales  Convention."  After  dwelling  at  length 
upon  the  plays  themselves,  Mr.  McClure  says: 

"As  a  playwright,  the  vice-president  of  the 
Edison  Co.  is  in  a  class  by  himself.  He  wrote 
five  plays  so  that  not  more  than  three  actors 
would  be  needed  in  each  one,  and  so  that  the 
same  three  performers,  two  men  and  one 
woman,  could  handle  the  fifteen  parts.  Man- 
agers of  stock  companies,  take  notice!  This 
is  efficiency." 


VELVET  COVERED  TURNTABLES 

ADD  TO  THE  QUALITY  OF  MACHINES 


THE  BEST  TALKING  MACHINES  ARE  EQUIPPED  WITH 

A.  W.  B.  BOULEVARD  VELVETS 

GRAND  PRIZE— GOLD  MEDAL,  ST.  LOUIS  EXHIBITION 

WRITE  FOR  SAMPLES  AND  PRICES 

A.  WIMPFHEIMER  &  BRO.,  Inc. 
450-460  Fourth  Avenue,  New  York 

ESTABLISHED  1845 


60 


THE   TALKING   MACHINE  WORLD 


January  IS,  1921 


SPEAKS  FOR  ITSELF 


MICA  DIAPHRAGMS 

We  are  now  cutting  our  own  Mica  Diaphragms  and  can  take 
orders  in  any  quantity.  We  can  furnish  you  first  quality  clear 
Ruby  India  Mica.  Sizes  If!"  to  2j|n.  Also  occasionally  some 
second  quality. 


SUNDRY  DEPARTMENT 


MOTORS 


No.  01 — Single-spring,  10- 
inch  turntable,  plays  1  10- 
inch  record,  $2.75. 

Swiss  F.  V.  B.  —  Double- 
spring,  $6.85. 

No.  2 — Double-spring,  10- 
inch  turntable,  plays  3  10-inch 
records,  $5.50;  with  12-inch 
turntable,  $5.75. 

No.  9 — Double-spring,  12- 
Inch  turntable,  plays  3  10-inch 
records;  cast-iron  frame,  $7.85. 

No.  11 — Double-spring,  12- 
Inch  turntable,  plays  7  10-inch 
records;  cast-iron  frame.' 
bevel  gear  wind,  $9.75. 

TONE  ARMS  AND 
REPRODUCERS 

Play  All  Records 

No.  1 — $1.95  per  set. 
No.  4 — $4.50  per  set. 


No.  6— $4.25  per  set. 
No.  7— $3.75  per  set. 
No.  9 — $2.95  per  set. 

MAIN  SPRINGS 


No.  00— %  in., 
No.  01—%  In., 
No.  02—%  in., 
No.  1—%  in. 
No.  1A— %  in. 
No.  2 — U  in., 


9  ft,  29c. 
7  ft,  29c. 
7  ft.,  29c. 

9  ft.,  39c. 

10  ft.,  49c. 

10  ft.,  39c. 


No.  3—%  in.,  11  ft.,  43c. 
No.  4—1  in.,  10  ft.,  43c. 
No.  5 — 1  in.,  11  ft.,  heavy,  49c. 
No.  6—lVi  in.,  11  ft.,  69c. 
No.  7—1  in.,  15  ft.,  59c. 

We   also   carry  other  size 

main    springs    to  fit  Victor, 

Columbia  and  all  other 
motors. 

RECORDS— 10-inch  Colum- 
bia double  disc  records,  36c 
each ;  12-inch,  65c  each. 


Special  prices  on  springs 
in  quantity. 

GOVERNOR  SPRINGS — To 
fit  VICTOR,  COLUMBIA  and 
all  other  motors.  Special 
prices  on  large  quantities  to 
Motor  Manufacturers. 

We  also  manufacture  special 
machine  parts,  such  as  worm 
gears,  stampings,  or  any 
screw  machine  parts  for 
motor;  reproducer  and  part 
manufacturers. 

Special  quotations  given  to 
quantity  buyers  in  Canada 
and  other  export  points. 

Write  for  our  84-page  cat- 
alog, the  only  one  of  its  kind 
in  America,  illustrating  33 
different  styles  of  talking  ma- 
chines and  over  500  different 
phonographic  parts. 


SAPPHIRE,  DIAMOND  AND 
STEEL  NEEDLES 

STEEL  NEEDLES 

10,000  Lots  39c  per  M 

100,000  Lots  35c  per  M 

1,000,000  Lots  30c  per  M 

5,000,000  Lots  ....29c  per  M 

SAPPHIRE  BALLS 

Each 

Dozen  Lots   11c 

Hundred  Lots   9c 

Thousand  Lots    8c 

£-Thousand  Lots   7c 

SAPPHIRE  POINTS  . 

Each 

Dozen  Lots   12c 

Hundred  Lots    10c 

Thousand  Lots   9c 

5-Thousand  Lots  •  •   8c 

GENUINE  DIAMONDS 

Each 

Dozen  Lots  ..$1.00 

Hundred  Lots  <  90 

Thousand  Lots  75 


No.  135— Price  $135 


Model  175— Price  $175 


Model  105— Price  $105 


The  CLEARTONE  has  become  very  popular  be- 
cause of  its  quality,  splendid  value  and  the  adver- 
tising sales  campaign  that  now  stands  back  of  it. 
DEALERS!  Watch  us  grow— write -for  our 
agency  and  grow  with  us. 

Keep  our  84-page  catalog  of  phonographs  and 
all  accessories  handy — Sent  free  on  request. 


LUCKY  13  PHONOGRAPH  COMPANY 


503  East  19th  Street 


310-312-314  Avenue  A 


New  York,  N.  Y. 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


61 


TROY  MUSIC  HOUSE  HAS  BIG  YEAR       PLAN  NEW  NATIONAL  ASSOCIATION 


Increase  of  150  Per  Cent  Over  Last  Year 
Reported — Special  Window  Display  Used  in 
Troy,  Albany  and  Schenectady  Stores 

Troy,  N.  Y.,  January  3.— Cluett  &  Sons,  the  en- 
terprising piano  merchants  of  this  city,  have 
closed  a  very  big  year  in  their  talking  machine 
department,  which  has  been  under  the  capable 


Cluett  &  Sons'  Aeolian-Vocalion  Window 

management  of  Amos  E.  Russell.  The  increase 
over  last  year's  sales  is  estimated  over  150  per 
cent.  This  is  certainly  a  showing  of  which  all 
concerned  can  feel  proud.  This  company  ar- 
ranged a  very  attractive  Christmas  and  New 
Year  window,  which  was  used  in  the  Cluett 
stores  in  this  city  as  well  as  Albany  and  Schenec- 
tady. The  illustration  herewith  gives  but  a  very 
meager  idea  of  its  attractiveness. 


RIDGEWAY'S  NEW  COLUMBIA  STORE 

Ross  Drug  Co.  Establishes  Attractive  Music 
Section,  Featuring  Columbia  Line 


Ridgeway,  Pa.,  January  4. — The  Ross  Drug  Co.'s 
musical  department  is  a  very  attractive  addition 
to  the  big  storerooms.  A  large  section  of  the 
rear  alongside  the  prescription  department  has 
been  partitioned  off,  and  with  the  big  window 
makes  a  very  comfortable,  light,  roomy  room 
for  the  display  of  their  line  of  Columbia  Grafo- 
nolas,  records  and  musical  merchandise.  The 
acoustic  properties,  too,  lare  particularly  ap- 
propriate. The  Columbia  Grafonola  is  here 
shown  in  the  various  styles  and  designs  and 
different  woods. 

The  Ross  Drug  Co.  has  arranged  for  weekly 
shipments  as  fast  as  they  are  released,  and 
customers  may  order  special  records  in  these 
shipments.  The  general  public  is  invited  to 
visit  the  department. 


BIG  SONORA  HOLIDAY  ADVERTISING 

Sonora  dealers  located  in  metropolitan  New 
York  reported  considerable  results  in  sales 
through  the  advertising  which  was  inserted 
around  the  holidays  by  the  Sonora  Co.  in  the 
New  York  Times,  Journal,  World,  Sun  and 
Globe.  In  these  a'ds  the  new  standard  period 
models  were  featured. 


A  note  from  Edith  Helena,  who  is  singing 
in  vaudeville  down  South,  states  that  she  saw  a 
young  negro  in  front  of  her  hotel  in  Tampa, 
Fla.,  and  asked  him  how  he  spent  his  time. 

"Oh,  Ah  jest  sets  an'  thinks,"  he  replied,  "an' 
when  Ah  ain't  thinkin'  Ah  jest  sets." 


ACME-DIE 


-CASTINGS- 

ALTJMINUM- ZINC-TIN  a  LEAD  ALL°YS 

AcmeDie-Caslin4Coi , 

Boston  Rochester  Brooklyn. N.Y.  Detroit  CWcego 


Music  Trades  Association  of  Southern  Califor- 
nia Moves  to  Form  National  Organization  of 
Talking  Machine  and  Phonograph  Dealers 


Los  Angeles,  Cal.,  December  31. — J.  W.  Boothe, 
general  manager  of  the  music  department  of 
Barker  Bros.,  introduced  a  resolution  at  the  last 
general  meeting  of  the  Music  Trades  Association 
of  Southern  California  which  had  for  its  ob- 
ject the  formation  of  a  National  Talking  Ma- 
chine and  Phonograph  Dealers'  Association, 
and  the  secretary  was  accordingly  instructed  to 
write  a  letter  to  the  various  associations  with 
this  purpose  in  mind. 

The  following  letter  has  been  sent  over  the 
signature  of  A.  G.  Farquharson,  the  secretary: 

"A  resolution  was  adopted  at  our  last  meet- 
ing which  has  for  its  aim  the  foundation  of  a 
National  Association  of  Retail  Talking  Machine 
and  Phonograph  Dealers,  and  the  secretary  was 
accordingly  instructed  to  write  to  all  of  the  re- 
tail talking  machine,  phonograph  and  music 
trades  associations  throughout  the  United  States 
and  ask  them  for  their  support  and  co-opera- 
tion towards  the  formation  of  such  an  associa- 
tion— the  object  being  the  advancement,  bet- 
terment and  protection  of  the  industry. 

"It  was  suggested  that  delegates  from  the 
various  associations  should  attend  the  Chicago 
Convention  of  Piano  Merchants,  which  is  to  be 
held  during  the  Spring  of  1921. 

"Enclosed  you  will  find  a  copy  of  our  con- 
stitution and  by-laws,  together  with  a  list  of 
some  of  the  resolutions  adopted  during  the  past 
few  months.  These  are  for  your  information. 
Copies  of  some  of  your  motions  and  resolu- 
tions would  be  highly  appreciated  by  us." 


Made  in  Our 
Watch  Oil 

DEPARTMENT 

which  for  half  a  century 
has  made  80%  of  all  the 
watch,  clock  and  chronom- 
eter oil  used  in  America. 

The  Best  Oil  For  Any  Talking  Machine 

In  refining,  Nyoil  is  given  the  same  care  as  our 

famous  watch  oil  receives.    All  gums  and  impuri- 
ties are  removed,  leaving  it 

Colorless,  Odorless  and  Stainless. 

Housekeepers  say  they  would  not  be  without 
Nyoil  because  it  is  best  for  phonographs  and  sew- 
ing machines — for  polishing  furniture  and  wood- 
work and  is  odorless  and  will  not  stain.  It  is  free 
from  acid  and  will  not  gum,  chill  or  become 
rancid.  Sportsmen  find  it  best  for  guns  because  it 
prevents  rust. 

NYOIL  is  put  up  in  1-oz.,  314-oz.  and  8-oz.  Bottles 

and  in  Quart  and  Gallon  Cans. 
For  Sale  by  all  Talking  Machine  Supplies  Dealers 

WILLIAM  F.  NYE,  New  Bedford,  Mass.,  U.S.A. 


FALK  OPENS  NEW  VICTOR  STORE 

Wisconsin  Dealer  Has  Exclusive  Victor  Agency 
for  Live  Business  Center 


ACTIVITY  WITH  BROOKS  MFG.  CO. 


Saginaw,  Mich.,  January  3. — Despite  the  slowing 
up  of  trade  in  many  industries  the  Brooks  Mfg. 
Co.,  widely  known  through  its  creation  of  the 
Brooks  Automatic  repeating  phonograph,  is  en- 
joying a  very  excellent  volume  of  business  and 
looks  forward  in  a  most  optimistic  way  to  in- 
creasing business  during  1921.  Dealers  who 
have  handled  this  product  are  very  enthusiastic 
about  its  selling  and  musical  qualities,  as  it  con- 
tains a  number  of  exclusive  features  which  en- 
ables it  to  make  a  wide  appeal. 


Stoughton,  Wis.,  January  4.— O.  N.  Falk  &  Son 
have  converted  the  rear  suite  of  offices  on  the 
second  floor  of  the  Rexall  store  into  demon- 
stration rooms  for  Victrolas,  for  which  they 
are  the  exclusive  agents  in  this  city.  These 
rooms  are  now  stocked  with  a  large  line  of 
Victrolas  in  the  different  woods  and  in  a  wide 
variety  of  sizes  and  styles.  In  the  near  future 
it  is  the  intention  of  O.  N.  Falk  &  Son  to 
erect  an  inside  staircase  to  this  demonstration 
suite,  and  in  time  it  is  expected  that  the  firm's 
steadily  growing  business  in  Victrolas  and  Vic- 
tor records  will  be  transferred  to  the  second 
floor. 


Have  you  noticed  that  the  most  successful 
dealer  the  recent  holiday  season  was  the  dealer 
who  worked  the  hardest  for  trade? 


E.  J.  PRUIN  BRANCHES  OUT 

E.  J.  Pruin,  of  Zeeland,  Mich.,  has  built  up  a 
very  successful  talking  machine  business  in  ad- 
dition to  handling  pianos  and  other  musical 
instruments.  Branches  have  been  opened  re- 
cently m  Holland  and  Grand  Rapids,  with  the 
Fdison  as  the  leading  instrument. 


^HIS  MASTER'S  VOICE  =- 


"VlOTQm  IlfftTRIBWTOflS 

^  Central  Illinois  and  its  environs  are  rich  in  Victor 
opportunities,  and  to  the  dealer  who  has  vision  and  mer- 
chandising courage  we  offer  an  exceptional  service. 

^  That  service  is  based  on  the  dealer's  proximity  to  our 
distributing  headquarters  and  his  desire  to  make  his  busi- 
ness representative  of  the  product  we  distribute. 

PUTNAM-PAGE  COMPANY 

PEORIA,  ILLINOIS 


62 


THE   TALKING    MACHINE  WORLD 


January  15,  1921 


EXTRA! 

Bert  Williams  has  discovered  that  "Eve  Cost  Adam 
Just  One  Bone"!  Hear  it  and  you'll  laugh  so  hard 
that  the  coupling  will  come  true— "You'll  Never  Need 
a  Doctor  No  More."  But  you'll  need  extra  clerks  to 
handle  the  rush  of  customers  when  you  put  this 
record  on  sale.  A-3339 

Columbia  Graphophone  Co. 

NEW  YORK 


SONORA  MEN  TO  GO  ON  TOUR 


FIFTY  LINES  OF  ACTIVITY 


L.   C.   Lincoln  Will   Cover  Pennsylvania  and 
J.  W.  Desbecker  New  York 


L.  C.  Lincoln,  advertising  manager  of  Sonora 
Phonograph  Co.,  plans  to  make  a  trip  through 
parts  of  Pennsylvania  in  the  early  part  of  Janu- 
ary. He  will  visit  Sonora  dealers  in  this  terri- 
tory and  discuss  with  them  the  problems  of 
advertising  and  retail  merchandising  for  1921. 

J.  W.  Desbecker,  of  the  Sonora  advertising 
department,  will  also  make  a  trip  through  New 
York  State,  and  his  purpose  will  be  identical 
with  that  of  Mr.  Lincoln. 


OPEN  NEW  BRUNSWICK  SHOP 


Hollywood,  Cal.,  January  3. — Reed  &  Dady  have 
opened  their  new  exclusive  Brunswick  shop, 
6611  Hollywood  boulevard,  one  of  the  finest 
shops  on  the  Pacific  Coast. 

All  models  of  cabinet  and  period  designs  are 
on  display  in  the  new  Brunswick  shop,  which 
has  three  record  rooms  in  addition  to  the  beau- 
tiful display  space.  ■ 

ANNOUNCING 

ASSOCIATED  No.  70 

UNIVERSAL  TONE  ARM 


Quality  Construction 
Unusually  Good  Tone  No  Blasting 

For  use  in  Phonographs  retailing  up  to  $  I  00. 


Uses  round  or 
triangular 
needles 


Position    for  chang- 
ing Needles 


The  price  is  right  for  low-priced  machines 
and  the  quality  is  there  for  high-quality  in- 
struments. 


Position   for  Playing 
Hill    and  Dale 
Records 


Price  for  sample — $2.00. 
Quantity  price  on  application. 

Associated  Phonograph  Supply  Co. 


Music  Industries  Chamber  of  Commerce  Is 
Working  Along  Half  a  Hundred  Lines  Con- 
nected With  the  Music  Industry 


There  has  just  been  issued  by  the  Music  In- 
dustries Chamber  of  Commerce  an  imposing  list 
of  fifty  lines  of  activity  in  which  the  various 
divisions  of  the  Chamber  are  at  present  earn- 
estly engaged.  With  most  of  these  activities  the 
majority  of  the  trade  members  are  already  quite 
familiar,  for  they  have  come  in  direct  contact 
with  them  in  one  way  or  another,  but  the  list 
calls  to  attention  considerable  special  work  with 
which  tire  trade  is  not  quite  so  familiar  at  the 
present  time. 

Particular  interest  attaches  to  the  work  of  the 
National  Bureau  for  the  Advancement  of  Music, 
twenty-three  of  the  principal  activities  of  this 
important  department  of  the  Chamber  being 
listed,  including  the  weekly  service  for  the  music 
pages  throughout  the  country,  community 
chorus  work,  the  campaign  for  the  appointment 
of  music  commissions,  the  advertising  cam- 
paigns, the  co-operative  work  with  other  or- 
ganizations, preparation  of  special  literature, 
etc.,  etc. 

The  work  of  the  Legal  Bureau  is  outlined  in 
a  briefer  list,  with  special  emphasis  laid  upon  the 
activities  of  that  Bureau  and  representatives  in 
Washington,  in  connection  with  many  important 
legislative  matters  that  are  constantly  coming 
up  and  which  are  calculated  to  affect  music  trade 
interests. 

Interesting  information  is  offered  regarding 
the  activities  of  the  Export  Bureau,  which  is  now 
in  active  operation  and  is  accomplishing  results. 
The  work  of  the  Better  Business  Bureau,  and  of 
the  Trade  Service  Bureau  now  in  process  of  de- 
velopment, also  receives  attention  and  there  are 
listed  half  a  score  of  unclassified  activities  of  the 
Chamber  that  are  in  themselves  of  distinct  im- 
portance and  are  calculated  to  keep  the  trade  to- 
gether and  to  develop  propaganda  that  will  prove 
helpful  in  interesting  members  of  other  trades, 
Government  officials  and  the  public  generally  in 
music  and  the  things  that  go  to  make  music. 
Of  these  unclassified  activities  perhaps  the  most 
interesting  from  a  trade  point  of  view  is  the 
interest"  exhibited  by  the  Chamber  and  its  vari- 
ous Bureaus  in  the  organization  of  various  State 
and  local  associations  and  in  the  development 
of  those  bodies. 


INSPECT  RECORD  EXCHANGE  SYSTEM 

New  York  Men  Go  to  Philadelphia  to  Observe 
Workings  of  New  Exchange  System 


Dept.  70 


Cincinnati,  Ohio 


E.  G.  Brown,  secretary  of  the  Talking  Ma- 
chine Men,  Inc.,  the  organization  composed  of 
leading  talking  machine  dealers  of  New  York. 
New  Jersey  and  Connecticut,  and  Irwin  Kurtz, 
of  that  Association,  made  a  trip  early  this  month 
to  Philadelphia  to  observe  the  workings  of  the 
record  exchange  system  recently  inaugurated  by 
the  Philadelphia  Talking  Machine  Men's  As- 
sociation. 


REMINGTON  FACTORY  FOR  TRENTON 

Site  Along  Pennsylvania  Railroad  Tracks  Pur- 
chased by  New  York  Company  for  New  Plant 


Trenton,  N.  J.,  January  3.—  Local  real  estate 
circles  in  this  city  report  the  recent  sale  of  a 
large  tract  of  land  comprising  about  fifteen  acres 
advantageously  situated  along  the  line  of  the 
Pennsylvania  railroad  and  close-  by  the  Trenton 
Fair  Grounds.  The  purchaser  of  this  large  tract 
is  the  Remington  Phonographic,  of  New  York 
City,  and  it  is  expected  that  plans  will  shortly 
be  filed  for  the  erection  of  a  large  and  modern 
factory  for  the  manufacture  of  Remington 
phonographs.  The  selection  of  Trenton  for  the 
new  Remington  factory  is  said  to  be  due  prin- 
cipally to  the  advantages  which  the  site  offers 
in  the  way  of  transportation  facilities  and  labor 
conditions.  A  frontage  of  575  feet  along  the 
Pennsylvania  railroad  will  provide  excellent 
shipping  facilities  to  distant  points.  The  pro- 
duction of  Remington  phonographs  is  now  ac- 
complished in  two  factories,  one  in  Brooklyn 
and  one  in  Jersey  City  and  the  executive  of- 
fices of  the  company  are  located  at  1662  Broad- 
way, New  York  Citv. 


A  VERY  HELPFUL  HOUSE  ORGAN 

The  Puritan  Full  of  Material  That  Is  of  Prac- 
tical Value  to  Any  Retailer 


One  of  the  brightest  of  the  various  house 
organs  that  come  to  the  desk  of  the  editor  of 
The  World  is  The  Puritan,  a  snappy  little 
monthly  publication  devoted  to  the  interests  of 
the  Puritan  phonograph  and  issued  by  the  Unit- 
ed Phonographs  Corp.,  Sheboygan,  Wis.  The 
editor  of  The  Puritan  has  the  faculty  for  collect- 
ing merchandising  and  advertising  ideas  of 
genuine  value  to  the  dealer  and  presenting  them 
in  a  manner  that  is  understandable  and  prac- 
tical. The  Puritan  dealer  who  gives  the  proper 
attention  to  this  publication  cannot  help  but 
gather  from  it  ideas  thatv  if  properly  applied,  will 
mean  more  business. 


ROTTEN  STONE 


We  are  the  only  miners  and  manu- 
facturers in  this  country  of  Rotten 
Stone  for  use  in  Phonograph  Record 
making.  Our  product  is  now  in  use 
by  practically  every  record  manu- 
facturer in  this  country.  We  are  also 
headquarters  for  all  other  minerals 
for  record  making  and  everything  we 
handle  is  made  especially  for  this  pur- 
pose and  absolutely  guaranteed.  Ex- 
pert advice  given  upon  any  formula. 

KEYSTONE  MINERALS  CO. 

41  Union  Square,  New  York  City 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


63 


A  Circular  Instrument 
Luxurious  In  Finish 
Lamp  Detachable 


Eye  and 
Ear  Appeal 

Combined  They 
Make  Easy  the 
Selling  of  the 

Modernola 


THE  tone  of  this  differ- 
ent  instrument  measures 
up  to  the  musically  edu- 
cated. Modernola  tone  is 
accurate — rich — full — even. 

Then  it  has  an  added 
appeal — its  unique  and  in- 
describably beautiful  ap- 
pearance. An  individualized 
instrument  of  circular 
design,  surmounted  by 
silken  lamp,  it  is  a  real 
creator  of  atmosphere  in 
any  home  setting. 

The  Modernola  enhances 
music  values.  It  cheers.  It 
sentimentalizes. 

Increased  production 
permits  an  extension  of  ter- 
ritory. Jobbers  and  dealers 
are  invited  to  write  for  in- 
formation. 


i 


THE  MODERNOLA  COMPANY 

JOHNSTOWN.  PA. 

Eastern  Distributors: 
Eastern  Phonograph  Corporation,  100  West  21st  Street,  New  York 


64 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


BRUNSWICK  IN  WILKES=BARRE,  PA. 

Large  Department  Store,  for  Years  Opposed  to 
Talking  Machines,  Takes  Brunswick  Agency 

Wilkes-Barre,  Pa.,  January  5. — "Mac  Williams," 
one  of  the  largest  department  stores  in  the  East, 
has  secured  the  agency  for  the  Brunswick.  Al- 
though this  company  has  always  declined  to 
handle  talking  machines  it  was  only  after  care- 
ful thought  and  thorough  inspection  of  the  vari- 
ous makes  on  the  market  that  it  decided  on  the 
Brunswick. 

The  Brunswick  department,  which  is  fully 
equipped  with  sales  and  record  demonstrating 
booths,  all  of  which  are  mahogany,  is  one  of  the 
finest  in  this  section.  An  experienced  man  is 
in  charge. 

They  are  thorough  believers  in  advertising  and 
immediately  commenced  running  full-page  ads 
announcing  the  addition  of  the  Brunswick,  which 
ads  are  bringing  more  than  satisfactory  results. 


MAX  SMITH  A  REMINGTON  DEALER 

Brooklyn  Man  Expects  Great  Things  of  New 
Agency  in  Brooklyn 


Among  recent  dealers  who  have  taken  on  the 
Remington  line  of  phonographs  is  Max  Smith, 
of  798  Franklin  avenue,  Brooklyn,  N.  Y.  Mr. 
Smith  is  enthusiastic  over  the  Remington  propo- 
sition and  plans  to  give  it  energetic  representa- 
tion in  his  locality.  This  new  Remington  dealer 
was  appointed  by  John  Streiff,  distributor  of 
Remington  phonographs  in  Brooklyn  and  the 
entire  length  of  Long  Island.  Mr.  Streiff  ex- 
pects shortly  to  announce  several  new  appoint- 
ments of  local  agencies  to  be  established.  Mr. 
Streiff  also  conducts  retail  warerooms  for  the 
Remington  line  at  Flatbush  avenue,  Brooklyn. 
He  reports  that  the  Remington  line  is  popular 
in  the  "city  of  churches  and  borough  of  homes" 
and  that  sales  have  been  very  satisfactory. 


ORMES  IN  TEMPORARY  QUARTERS 

Victor  Distributor,  Undaunted  by  Fire  Loss, 
Finds  New  Location  and  Resumes  Business — 
Now  Serves  Dealers  From  103  E.  125th  Street 

The  ability  to  promptly  recover  from  misfor- 
tune and  to  push  ahead  as  though  nothing  had 
happened  is  a  true  test  of  the  stamina  of  either 
man  or  organization.  This  test  was  proved  in 
the  recent  fire  at  Ormes,  Inc. 

On  the  day  that  last  month's  issue  of  The 
World  went  to  press  fire  destroyed  the  ware- 
rooms  of  Ormes,  Inc.,  Victor  distributors,  at 
26  East  125th  street,  New  York  City.  Scarcely 
had  the  flames  died  out  when  Clarence  L.  Price, 
head  of  the  Ormes  organization,  set  about  secur- 
ing new  quarters  to  carry  on  the  business.  The 
fire  occurred  on  Friday  evening  and  by  Mon- 
day morning  the  organization  had  found  new 
quarters  two  blocks  distant,  at  103  East  125th 
street,  on  the  northeast  corner  of  Park  avenue. 
The  new  quarters  are  located  on  the  fourth 
floor  of  the  large  business  structure  at  that 
address  and  have  every  facility  for  the  success- 
ful carrying  on  of  Ormes  service  to  the  Vic- 
tor retailer.  An  excellent  emergency  stock  of 
Victor  merchandise  was  secured  and  with  hardly 
the  loss  of  a  business  day  the  business  of 
Ormes,  Inc.,  progressed  as  usual — even  to  the 
same  telephone  number,  Harlem  7302,  which 
number  has  so  often  proved  a  lifeline  to  the 
Ormes-Victor  retailer  in  the  past.  Mr.  Price 
was  able  to  secure  an  immediate  transfer  of  his 
former  telephone  line  to  his  new  location. 


NEW  BROOKLYN  CORPORATION 

The  Sterling  Art  Co.,  Inc.,  Brooklyn,  New 
York,  has  received  a  charter  from  the  Secretary 
of  State,  to  deal  in  talking  machines,  musical 
instruments,  etc.  The  capital,  $25,000.  Directors 
are  Archibald  M.  Llano,  91  East  Eighteenth 
street;  William  A.  Price  and  Ruth  Price,  189 
East  Eighteenth  street,  Brooklyn. 


VIRGINIA  REA  APPEARS  IN  OMAHA 

Brunswick  Artist  Entertains  Lions'  Club  With 
Pleasing  Recital  of  Songs 


Omaha,  Neb.,  January  4.— The  Brunswick-Balke- 
Collender  Co.,  through  the  district  phonograph 
manager,  R.  S.  Pribyl,  recently  had  the  pleasure 
of  presenting  Miss  Virginia  Rea  to  the  Lions' 
Club,  a  business  men's  organization  of  this  city. 

Miss  Rea  sang  a  very  beautiful  Spanish  song, 
which  was  received  by  this  club  with  a  great 
ovation.  Her  repertoire  was  magnificent  and 
was  highly  complimented  and  encored  by  every- 
one present,  and  the  Brunswick  concern  was 
congratulated  on  being  fortunate  in  having  so 
charming  an  artist  sing  exclusively  for  it. 
Her  complimentary  song  was  greatly  appreci- 
ated and  it  was  the  unanimous  desire  of  every- 
one present  that  Miss  Rea  appear  again  in  con- 
cert in  Omaha  in  the  very  near  future. 


FISHING  AND  BUSINESS  ARE  ALIKE 

The  angler  will  tell  you  his  sport  is  the  great- 
est man  has  discovered  beneath  the  sun,  and 
if  you  are  an  angler  you  will  agree  with  him. 

In  the  first  place  it  gets  you  up  early  (as  any 
worth-while  business  should),  then  it  requires 
a  fine  patience  (which  most  business  does)  and 
a  skill  in  feeling  the  nibble  and  making  the  land- 
ing which  will  do  justice  to  the  keenest  minded 
salesman  "angling"  for  a  prospect. 

Unless  you  have  some  of  the  fisherman  in 
your  makeup  you  have  missed  some  very  essen- 
tial attributes  of  the  perfect  salesman. 

Cultivate  patience  in  talking  to  your  dealers 
and  exercise  wisdom  and  judgment  in  "landing" 
them. 

And,  by  the  way,  do  not  forget  that  "getting 
up  early,"  when  the  worms  are  fresh  and  there 
is  a  long  day  before  you  to  reach  the  best 
"holes"  which  are  always  farther  up  stream  than 
the  ordinary  fellow  goes! — Columbia  Peptimist. 


January  15,  1921 


THE   TALKING   MACHINE  WORLD 


65 


Doehler  Die-Castings 


Doehler  Die-Casts  in  White  Metal  and  produces  Finish- 
ed Brass  Castings  by  its  patented  "DO-DI"  Process. 


Truly  typify  the  best  product  of  the  die- 
casting  art. 

For  Doehler  talent,  both  engineering  and 
manufacturing,  developed  the  die-casting 
art  to  its  present  high  standard. 

And  builded  three  large  modern  manu- 
facturing plants  at  Brooklyn,  Toledo  and 
Chicago  in  order  to  better  and  more 
quickly  serve  the  exacting  requirements 
of  its  customers — America's  most  dis- 
criminating manufacturers. 


DOEHLER  is  truly 

Die-Casting  Headquarters 


JTHE  WORLDS  LARGEST  MANUFACTURERS  OF  DIE  CASTINGS 

DOBUB.DB-r 

I  CtMTDIL  h  INT 

CHICAGO,  ILL. 


COLUMBIA  DISPLAY  AT  COUNTY  FAIR   MAN  WHO  WORKS  WILL  WIN  IN  1921 


Pittsburgh  Dealer  Furnishes  Columbia  Banners 
to  Exhibitors  and  Makes  a  Big  Hit 


Sales  Campaign  to  Get  Music  Into  the  Homes  of 
Employes  With  Aid  of  Employers 


Carl  Botefuhr,  Columbia  dealer  in  Pittsburg, 
Kan.,  recently  secured  some  worth-while  pub- 
licity for  his  line  at  the  Pittsburg  County  Fair 


Using  Columbia  Banners  to  Advantage 

by  furnishing  Columbia  banners  to  various  ex- 
hibitors. These  banners  were  placed  around  the 
booths  in  the  manner  indicated  by  the  accom- 
panying picture.  They  served  not  only  to  call 
attention  to  the  Columbia  trade-mark,  but  also 
as  a  sunshade.  Many  of  the  exhibitors  said  they 
were  going  to  use  these  improvised  sunshades 
as  part  of  their  future  equipment  in  moving  from 
county  to  county,  following  the  various  county 
fairs. 


A.  L.  Maresh,  head  of  the  Maresh  Piano  Co., 
Cleveland,  O.,  made  a  very  important  sugges- 
tion some  time  since,  when  he  pointed  out  to 
the  heads  of  a  number  of  manufacturing  institu- 
tions that  instead  of  distributing  cash  bonuses 
at  the  end  of  the  year  they  could  give  talking 
machines  instead.  In  this  connection  a  large 
number  of  No.  XI  Victrolas  were  distributed 
to  good  purpose. 

The  point  is  that  this  suggestion  might  be 
followed  up  with  advantage  not  only  around  the 
holiday,  but  throughout  every  month  of  the 
year.  Employers  generally  realize  the  great 
value  of  music  not  only  in  the  factory,  but  also 
in  the  home,  and  there  would  be  no  opposition 
to  dealers  getting  in'  touch  with  employes  of 
large  plants  whereby  every  worker  may  be  en- 
abled to  get  music  in  his  home  at  a  reasonable 
expenditure  of  cash.  These  are  times  when 
every  possible  means  of  stimulating  trade  must 
be  considered  and  the  dealers  should  see  to  it 
that  the  workshop,  as  .well  as  every  school  and 
home,  should  contain  a  talking  machine  and  a 
library  of  records. 

Tt  is  not  difficult  to  prepare  a  sales  campaign 


along  this  line  and  it  is  the  man  who  is  going 
to  originate  new  sales  plans  and  who  is  prepared 
to  execute  them  that  is  going  to  make  the  best 
business  record  during  the  new  year  which  has 
just  opened  up.  In  1921  it  is  the  man  who 
works  who  will  win. 


NEW  COLUMBIA  BLACKBOARD  SIGN 


The  Columbia  Graphophone  Co.  has  pre- 
pared a  bulletin  board,  which  is  in  reality  a 
blackboard  sign,  on  which  any  particular  rec- 
ord can  be  featured.  The  selections  can  be 
changed  as  often  as  desired.  These  can  be 
ordered  by  Columbia  dealers  through  their 
branch  distributors. 


PHONOGRAPH  CASES 
Reinforced  3 -ply  Veneer 

The  Standard  Case  for  Talk- 
ing Machines  and  Records 


MADE  BY 


Let    us    figure    on   your  requirements 


PLYWOOD  CORPORATION,     Goldsboro,  N.  C. 


Mills  in  Va.,  N.  C.  and  S.  C. 


SAPPHIRES 


IMPORTED 


BALLS 
20  c.  each 
16  c.  in  dozen  lots 
13  c.  in  hundred  lots 
12  c.  in  thousand  lots 


POINTS 
20  c.  each 
18  c.  in  dozen  lots 
15  c.  in  hundred  lots 
1 3yi  c.  in  thousand  lots 


942  MARKET  STREET 
SAN  FRANCISCO,  CAL. 


66 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


Do  You  Throw  Money  Away? 

It  is  not  a  popular  pastime — but  still  it  is 
unconsciously  done  by  many  who  just  don't 
know  that  Repair  Parts  can  be  bought  for  less 

RENE  MADE  SPRINGS  AND  PARTS  LAST  LONGER 

COST  LESS 

RENE  MFG.  CO.  Montvale,  N.  J. 


LORAIN  HOUSE  NOW  VICTOR  DEALER 

Reidy-Reichlin-Scanlan    Co.    Celebrates  Event 
With  Elaborate  Ceremonies 


The  Reidy-Reichlin-Scanlan  Co.,  of  Lorain, 
O.,  started  handling  the  Victor  line  recently,  at 
which  time  they  held  a  very  pretentious  and 
successful  opening.  A  large  newspaper  cam- 
paign preceded  the  opening  and  a  special  parade 
was  held,  which  included  trucks  loaded  with 
Victrolas  and  Victor  records,  and  one  truck 
containing  the  Lorain  City  Band. 

A  feature  of  the  opening  consisted  of  songs 
by  talented  artists.  The  Fisher  Cross  Jazz  Or- 
chestra of  Cleveland  provided  dance  music 
throughout  most  of  the  day.  A  special  Ferris 
wheel  window  was  prepared  for  the  delight  of 
the  children.  During  the  afternoon  the 
Women's  Civic  Association  of  Lorain  visited 
the  store  in  a  body.  A  number  of  out-of-town 
people  were  present,  including  representatives 
of  the  Eclipse  Musical  Co.  and  Victor  Talking 
Machine  Co. 


TELLS  OF  TONOFONE  POPULARITY 

E.  H.  Wade  Calls  Upon  the  Trade  in  New  York 
— Tonofone  Needle  Output  Increases 


A  recent  visitor  to  the  city  was  Edward  H. 
Wade,  manager  of  sales  of  the  R.  C.  Wade  Co., 
makers  of  the  Tonofone  talking  machine  needle, 
110  South  Wabash  avenue,  Chicago.  Mr.  Wade 
had  an  interesting  story  to  tell  of  the  expansion 
of  this  business  and  the  growth  of  interest  in 
the  Tonofone  needle,  thanks  to  its  special  merits 
of  satisfying  the  particular  needs  of  those  most 
critical  in  the  matter  of  tone  reproduction  in 
connection  with  the  talking  machine. 

The  Tonofone  is  now  being  placed  with  lead- 
ing dealers  from  the  Pacific  to  the  Atlantic,  and 
from  Canada  to  the  Gulf,  and  it  is  expected  that 
the  New  Year  just  opened  will  show  the  greatest 
output  of  Tonofone  needles  in  the  history  of 
this  company. 


NEW  HOME  FOR  PEERLESS  ALBUM  CO. 

Large  Quarters  Leased  at  636  Broadway,  New 
York — Additional  Equipment  to  Be  Installed 
and  Shipping  Facilities  Improved 

The  Peerless  Album  Co.,  formerly  of  49 
Bleecker  street,  New  York,  has  leased  new 
premises  at  636-638  Broadway,  where  several 
hundred  feet  of  additional  floor  space  will  be 
available  for  the  installation  of  new  equipment 
to  provide  for  increased  production.  The  extra 
space  will  also  permit  of  improved  shipping  fa- 
cilities. 

The  new  location,  between  Howard  and  Grand 
streets,  is  easily  accessible  to  practically  all 
the  principal  lines  of  transportation,  which 
should  appeal  particularly  to  visiting  buyers, 
who  will  find  the  new  quarters  very  convenient. 

Phil  Ravis,  president  of  the  company,  has 
been  carrying  on  negotiations  for  some  time 
past  with  a  view  to  securing  new  quarters.  The 
Feerless  Album  Co.  has  one  of  the  most  effi- 
cient record  album  plants  in  the  country  and  in 
future  the  albums  will  be  manufactured  in  their 
entirety  in  the  new  quarters,  which  will  be 
occupied  about  February  1.  Some  time  ago  the 
company  announced  a  new  album  offering  some 
new,  exclusive,  patented  features,  manufactured 
in  sets.    The  trade  has  received  this  new  prod- 


uct with  favor  and  it  promises  to  become  the 
leader  of  the  company's  line. 


HANDSOME  UNICOVICTORY  CLOCK 

Novel  Holiday  Greeting  Sent  Out  by  Unit  Con- 
struction Co.,  of  Philadelphia 

A  very  unique  holiday  souvenir  has  been 
sent  by  Rayburn  Clark  Smith,  president  of  the 
Unit  Construction  Co.,  to  his  friends  in  the 
trade.  The  gift  is  a  Unico  Victory  clock,  which 
is  a  Unico  aeroplane  propeller,  in  the  center  of 
which  the  clock  has  been  neatly  set. 

The  Unit  Construction  Co.  during  the  war 
made  many  aeroplane  propellers,  including  the 
ones  used  on  the  first  aeroplane  to  make  the 
transatlantic  flight.  The  Unico  Victory  clocks 
are  made  from  the  type  of  propeller  used  to 
generate  current  for  the  radio  equipment  on 
some  of  Uncle  Sam's  battleplanes.  It  is  a  very 
unique  souvenir  of  the  world  war,  as  well  as 
of  the  holidays. 

QUITE  A  RECORD  TO  HAVE 

"My  brother  Georgie  swallered  a  dime,  an' 
we  sent  for  the  minister." 
"Why  the  minister?" 

"Oh,  he  can  get  money  out  of  anybody,  dad 

says." 


BELL      HOOD     Semi -Permanent  Needle 


THE  BELL  HOOD 


PAT.  MAY  4,  1920 


SEMI-PERMANENT  NEEDLE 

The  Sounding  Board  Bell  produces  the  beat  results.  Eliminates  as  no  other 
needle  can.  ail  mechanical  noises.   Tonal  effects  for  any  record. 


Made  by  the  Bell  Hood  Needle  Co.,  New  Haven,  Conn.,  U.  S.  A. 

IMPROVES  YOUR  PHONOGRAPH  1 OO  PER  CENT 

"The  Bell  Does  W 

Purifies  the  tone,  reduces  the  scratching  and  mechanical  sounds  to  a  minimum. 
SEMI-PERMANENT  POINT— Loud— Medium— Soft 

A  profitable  needle  for  dealers  to  sell.    More  than  2000  Dealers  are  now  selling  them  with  splendid  success.  Order 

from  the  nearest  branch. 


THE  BELL  HOOD  NEEDLE  CO. 


183  Church  St.,  New  Haven,  Conn. 

3901  Sheridan  Road  PETERMAN  SALES  CO. 

Chicago,  Hi.  Oneonta,  Alabama 


A.  M.  BRINKLE 
33  So.  16th  St.,  Philadelphia,  Pa. 


807  The  Arcade,  Cleveland 

89  10th  St.,  South 
Minneapolis 

Distributors  for  all  states  west  of 
Mississippi  River  and  Wisconsin 


The  Talking  Machine  World,  New  York,  January  15,  1921 


will  import  for  you  records  from  the  repertoires  of 

BEKA  and  FAVORITE  and  others 


25,000  Different  Selections 
Folk  Songs 
Comic 


Arabian- 
Syrian 

Armenian 
Bohemian 
Chinese 

Croatian 
Danish 

Dutch 
Finnish 
French 
German 

Greek  Opera 

Hebrew 

Hindustan  Sacred 
Hungarian 

Instrumental 


Italian 
Jewish 
Norwegian 

Polish 
Portuguese 
Roumanian 
Russian 
Serbian 

Scandinavian 

Spanish 
Swedish 
Swiss 

Turkish 


ALL  RECORDS  ARE  RECORDED  IN  NATIVE  COUNTRIES 

A  large  number  of  foreign  matrices  in 

German,  Hungarian,  Italian,  Jewish  and  Polish 

have  arrived,  and  a  substantial  list  of  records  in  these  languages  with 
the  OKfl*.  label  will  be  released  shortly. 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 

25  West  45th  Street,  New  York  City,  N.  Y. 

Factories:      Newark,  N.  J.      Elyria,  Ohio      Putnam,  Conn.      Springfield,  Mass.      Kitchener,  Ont. 
Branch  Offices:      Chicago,  HI.      Toronto,  Can.      London,  Eng. 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


S7 


CABLE  ADDRESS  EEG'D 
"TTLASSE — PHILA." 


THE  MARK  OF 


(.Qual 


Quantity 
ty 


SERVICE  AND 

Phonographically  Speaking 


LONG    DISTANCE  'PHONE 
BARING  535 


SATISFACTION 

They  Talk  For  Themselves 


Quotation 
Delivery 
Product 


}  RIGHT 


IMICO  INDIA  RUBY 
MICA  DIAPHRAGMS 


INTERNATIONAL  MICA  COMPANY 


PHILADELPHIA,  PA. 
U.  S.  A. 


INTERNATIONAL  MICA  CO.,  106-110  W.  Lake  St.,  Chicago,  Illinois 


factory  and  sales  dept., 
s;th  and  brand  ywine  sts., 
west  phila.,  pa. 

moore  &  whiteside 
montreal,  canada 


FEDERAL  PHONO  SUPPLY  CO. 
3009    JENKINS  ARCADE 
PITTSBURGH,  PA. 

WALTER   S.  GRAY 
SAN  FRANCISCO,  CAL. 


LAKESIDE    SUPPLY  CO. 
416    SOUTH    DEARBORN  ST. 
CHICAGO,  ILLINOIS 

STEINOLA  COMPANY 
Kansas  City,  Mo. 


"IMICO"  and  "SERVICE"  are  SYNONYMOUS 


OKLAHOMA  DEALER'S  VERY  STRIKING  WINDOW  DISPLAY 


Ferguson  Bros.,  re- 
tail merchants  of  Musko- 
gee, Okla.,  recently  fea- 
tured Columbia  Grafo- 
nolas  and  Columbia  rec- 
ords through  an  attrac- 
tive window  display.  A 
paneling  was  built  in 
the  back  of  the  window, 
which  was  finished  in  a 
rich,  creamy  white.  Dis- 
play cards  which  fea- 
tured records  by  par- 
ticular artists  were  taste- 
fully arranged.  The  pic- 
ture shows  the  effect 
produced. 

The  success  here 
achieved  points  the  way 
whereby  other  dealers 
can  utilize  their  show 
windows  to  good  pur- 
pose. 


NEW  UDELL  BLUE  BOOK 

Handsome  Volume  Devoted  to  Descriptions  and 
Illustrations  of  Udell  Cabinets  Just  Issued 


DEMAND  FOR  TURNTABLE  VELVETS     COLUMBIA  CONVENTION  POSTPONED 


Official  of  Importing  House  Believes  Talking 
Machine  Industry  Must  Stick  to  Quality 


Branch   Managers   Will   Defer   Meeting  Until 
New  Offices  Are  Ready 


Harold  Wimpfheimer,  one  of  the  heads  of 
A.  Wimpfheimer  &  Bro.,  450  Fourth  avenue, 
New  York  City,  manufacturers  and  importers 
of  velvets,  velveteens  and  plushes  particularly 
adapted  for  the  equipment  of  turntables  of 
talking  machines,  recently  stated  that  despite 
the  unsettled  business  condition  the  demands 
for  the  season  of  1921  for  his  firm's  product. 
"Boulevard  Velvets,"  have  shown  an  increase 
over  the  early  orders  of  1920. 

In  accounting  for  this  situation  he  says, 
"There  is  no  doubt  that  the  talking  machine 
industry  is  going  through  a  period  of  recon- 
struction. It  seems  to  be  the  unanimous  opin- 
ion in  the  trade  that  the  future  of  the  industry 
lies  mainly  in  the  manufacture  of  quality  ma- 
chines that  can  meet  the  competition  of  the  com- 
ing months.  It  becomes  necessary  therefore  for 
manufacturers  to  equip  their  machines  with  fea- 
tures that  will  add  quality  to  their  instruments." 

A.  Wimpfheimer  &  Bro.  carry  several  selec- 
tions of  velvets,  velveteens  and  plushes  which 
they  find  particularly  good  material  for  turn- 
tables. "Boulevard  Velvets"  received  the  Grand 
Prize  and  Gold  Medal  at  the  St.  Louis  Exposi- 
tion. 


The  1921  Convention  of  Columbia  Branch 
Managers,  which  was  scheduled  for  the  early 
part  of  January,  has  been  postponed.  At  the 
time  the  January  date  was  set  the  lease  which 
puts  the  Columbia  executive  offices  in  the 
Gotham  National  Bank  Building,  Columbus 
Circle,  New  York  City,  had  not  been  closed.  In 
view  of  this  lease  having  been  closed,  it  was 
decided  to  defer  the  convention  until  the  new 
executive  quarters  are  ready  to  receive  the 
branch  managers.  An  inspection  of  the  new 
executive  home  will  be  a  feature  of  the  1921 
convention. 


The  new  Udell  Blue  Book,  just  off  the  press, 
is  a  very  beautiful  example  of  artistic  printing 
and  editing.  It  is  a  wonderfully  made  up  cata- 
log of  the  line  of  music  roll  and  talking  machine 
record  cabinets  manufactured  by  the  Udell 
Works  of  Indianapolis. 

The  cover,  printed  in  a  bronze  blue  ink  on 
Blue  Castilian  Cover,  shows  a  marked  resem- 
blance to  the  finer  varieties  of  Spanish  leather 
and  is  one  of  the  newest  and  best  examples  of 
the  binder's  art.  The  body  text  is  printed  with 
blue  tint  border  on  each  page.  The  illustrations 
are  printed  in  dull  black  ink  on  Dejonge's  White 
Art  Mat.  The  effect  is  soft,  and  the  cuts  have 
a  photographic  appearance. 

The  introduction  is  devoted  to  a  statement  of 
Udell  policy,  the  principal  feature  of  which  is 
that  "Udell  Dependable  Cabinets  are  built 
around  the  proposition  that  they  must  'measure 
up'  with  the  piano,  the  player-piano  or  the  talk- 
ing machine  that  they  are  used  with."  This 
subject  is  admirably  handled. 

In  the  new  Udell  Blue  Book  there  are  over 
forty-seven  photographic  illustrations  of  music 
roll  cabinets  and  over  twenty-six  of  talking  ma- 
chine record  cabinets,  with  a  number  of  full- 
page  sketches  showing  Udell  cabinets  in  home 
environments. 


EVERSHARP  PENCILS  AS  XMAS  GIFTS 


Officials  of  the  C.  C.  Mellor  Co.,  Victor  whole- 
saler of  Pittsburgh,  gave  their  friends  in  the 
trade  a  very  handsome  holiday  souvenir  in  the 
form  of  a  gold  Eversharp  pencil,  engraved  with 
the  name  of  the  person  to  whom  it  was  given. 
Accompanying  this  gift  was  a  very  handsome 
engraved  Christmas  card  featuring  a  period 
Victrola. 


MAGNET  DECALC0MANIE  NAMEPLATE 


If  that  fabled  golden  fleece  existed  to-day  it 
would  be  worth  its  weight  in  wool. 


SOLD  SY 

HURTEAU.WILLIAMS&CO.™ 

MONTREAL    OTTAWA 


f0R  TALKING  MACHlUe 
CABINETS  Etc  k 


Pamphlets  with  fac-simile  illus- 
trations and  prices  mailed 
on.  request. 

SMITH-SCHIFFLIN  CO. 

149  Church  Street  New  York  City 


: PHONOGRAPH  G-\ 

>  HURON  ROAD  (imtmitmt 

<JJ  -  eaosnrr  tt*»-  art  «<-— 

son,®  ew 

MfflWWCl. 

f"'"fij'ut"^"ffP'  z-Xhg?*?} 

^= mm  sea ,  «*..=* 


68 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


PATHE 
DISTRIBUTORS 


ARMSTRONG  FURNITURE  CO. 

59  N.  Main  St.,  MEMPHIS,  TENN. 

BRISTOL  &  BARBER 

3  East  1  4th  St.,  NEW  YORK 

BUFFALO  WHOLESALE  HARDWARE 
CO.,  317  Washington  St.,  BUFFALO,  N.  Y. 

BURNHAM,  STOEPEL  &  CO. 

1  9  E.  Lamed  St.,  DETROIT,  MICH. 

CHURCHILL  DRUG  CO., 

BURLINGTON,  IA. 

CHURCHILL  DRUG  CO. 

CEDAR  RAPIDS,  IA. 

CHURCHILL  DRUG  CO. 

PEORIA,  ILL. 

COMMONWEALTH  PHONOGRAPH  CO. 

19-21  Lyman  St.,  SPRINGFIELD,  MASS. 

EASTERN  PHONOGRAPH  CO. 

1  00  West  21st  St.,  NEW  YORK 

THE  FISCHER  COMPANY 

943  Chestnut  Ave.,  CLEVELAND,  O. 

THE  FISCHER  COMPANY 

44-46  Vine  St.,  CINCINNATI,  O. 

FULLER-MORRISSON  CO. 

540  W.  Randolph  St.,  CHICAGO,  ILL. 

JOHN  A.  FUTCH  CO. 

35  Auburn  Ave.,  ATLANTA,  GA. 

GRAY  &  DUDLEY  CO. 

NASHVILLE,  TENN. 

HALLET  &  DAVIS  PIANO  CO. 

146  Boylston  St.,  BOSTON,  MASS. 

HARBOUR-LONGMIRE  PHONOGRAPH 

CO.  1001  Elm  St.,  DALLAS,  TEXAS 

HARBOUR-LONGMIRE  PHONOGRAPH 

CO.  311  W.  Main  St., 

OKLAHOMA  CITY,  OKLA. 

INTERSTATE  PHONOGRAPH  CO. 

1026  Chestnut  St.,  PHILADELPHIA,  PA. 

INTERSTATE  PHONOGRAPH  CO. 

1018  Wabash  Ave.,  CHICAGO,  ILL. 


W.  W.  KIMBALL  CO. 

Jackson  &  Wabash  Aves.,  CHICAGO,  ILL. 

F.  P.  MAY  HARDWARE  CO. 

469  C  St.,  WASHINGTON,  D.  C. 

MOONEY,  MUELLER  &  WARD  CO. 

101  S.  Meridian  St.,  INDIANAPOLIS,  IND. 

MORLEY  MURPHY  HARDWARE  CO. 

GREEN  BAY,  WIS. 

PATHE  CITY  SALES 

10  Grand  Ave.,  BROOKLYN,  N.  Y. 

PITTSBURGH  TALKING  MACHINE  CO. 

963  Liberty  Ave.,  PITTSBURGH,  PA. 

RICE-STIX  DRY  GOODS  CO. 

ST.  LOUIS,  MO. 

RICE-STIX  DRY  GOODS  CO. 

NEW  ORLEANS,  LA. 

ROCHESTER  PHONOGRAPH  CO.,  Inc. 

44  Clinton  Ave.,  North,  ROCHESTER,  N.Y. 

SALT  LAKE  HARDWARE  CO. 

SALT  LAKE  CITY,  UTAH 

M.  SELLER  &  CO. 

Fifth  and  Pine  Sts.,  PORTLAND,  ORE. 

M.  SELLER  &  CO. 

SPOKANE,  WASHINGTON 

G.  SOMMERS  &  CO. 

Park  Square,  ST.  PAUL,  MINN. 

WM.  VOLKER  &  CO. 

DENVER,  COLORADO 

WM.  VOLKER  &  CO. 

HOUSTON,  TEXAS 

WM.  VOLKER  &  CO. 

Main,  2d  and  3d  Sts.,  KANSAS  CITY,  MO. 

WEAVER  PIANO  COMPANY 

YORK,  PA. 

WESTERN  PHONOGRAPH  CO. 

820  S.  Broadway,  LOS  ANGELES,  CAL. 

WESTERN  PHONOGRAPH  CO. 

985  Market  St.,  SAN  FRANCISCO,  CAL. 

WRIGHT  &  WILHELMY  CO. 

Tenth  and  Jackson  Sts.,  OMAHA,  NEB. 


PATHE  FRERES  PHONOGRAPH  CO. 

10-56  GRAND  AVENUE  BROOKLYN,  N.  Y. 


January 


15,  1921 


THE    TALKING    MACHINE  WORLD 


69 


IT         THE  PH< 

IN  EVE 


PHONOGRAPH  YOU 


R  WIN 


ELECTRIC 
SUPREME 

Costs  no  more 
than  the  ordinary 

PHONOGRAPH 

For  use  with  alternating  current 

IS  NOISELESS 
HAS  NO  GEARING 
ONLY  ONE  MOVING  PART 


PLAYS  ALL  RECORDS 
ALWAYS  READY  TO  PLAY 
ALWAYS  PLAYS  AT  CORRECT  SPEED 
NO  NEEDLES  TO  CHANGE— NO  WINDING 


If  you  are  NOT  a  Pat  he  Dealer  better  telegraph 
at  once  to  nearest  distributor 

PATHE  FRERES  PHONOGRAPH  CO. 

10-56  GRAND  AVENUE  BROOKLYN,  N.  Y. 


70 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


Marion  Harris  vamps  'em  all  in  "I'm  a  Jazz 
Vampire."  That  explains  her  advice  in  the 
coupling:  "Never  Let  No  One  Man  Worry 
Your  Mind."  You'll  sell  all  you  order. 
A-3328 


Columbia  Graphophone  Co. 

NEW  YORK 


REVIEW  OF  GENERAL  TRADE  CONDITIONS  IN  NORTHWEST 

Dealers  Handling  the  Better  Types  of  Machines  Close  a  Very  Excellent  Year— Competition  Is 
Somewhat  Keen  Among  Concerns  Handling  Lower-priced  Machines— News  of  the  Month 


St.  Paul  and  Minneapolis,  Minn.,  January  3.— 
Unquestionably  the  Northwestern  talking  ma- 
chine folks  could  be  much  worse  off  than  they 
are.  The  results  of  their  planning  and  striv- 
ing during  the  closing  months  of  1920  have  not 
come  up  to  their  expectations,  but  the  net  out- 
come does  not  look  so  badly  after  all.  Some  of 
the  retail  dealers  now  realize  that  they  were  too 
optimistic  last  Spring  and  ordered  more  heavily 
than  the  recent  developments  warranted.  These 
are  now  overstocked,  and  with  the  competition 
of  the  large  flock  of  mushroom  concerns,  which 
are  slashing  prices  regardless  of  the  conse- 
quences, they  may  have  some  difficulty  in  un- 
loading stock  along  legitimate  lines.  Wherever 
possible,  dealers  in  this  position  have  attempted 
to  cancel  orders  and  even  decline  shipments 
and  this  turn  has  greatly  embarrassed  the  job- 
bers and  distributing  agencies. 

"We  had  a  rather  brisk  talking  machine  trade 
throughout  the  Northwest  just  before  Christ- 
mas, due  to  the  stimulation  of  the  holiday  spirit, 
but  now  that  the  effect  of  the  stimulant  has 
vanished  we  can  only  await  developments,"  said 
Sewell  A.  Andrews,  of  the  Minneapolis  Drug 
Co.,  distributor  of  the  Sonora  phonographs. 
"The  retail  dealers  are  now  taking  their  losses 
in  their  turn  and  the  experience  is  not  pleasing 
them  at  all.  How  long  the  process  of  readjust- 
ment is  to  continue  we  are  unable  to  say,  but 
undoubtedly  every  one  wants  the  operation  com- 
pleted speedily  so  that  the  country  again  may 
be  restored  to  normal  business  health." 

W.  J.  Dyer  &  Bro.  had  a  wonderful  talking 
machine  trade  in  December,  according  to  George 
A.  Mairs.  He  concedes  that  the  present  situa- 
tion is  somewhat  mixed,  but  protests  against 
the  pessimistic  talk  going  on,  not  only  in  the 
newspapers  and  other  publications,  but  man  be- 
tween man.    "There  is  too  much  talk  and  too 


little  hustle,"  he  asserted  with  his  usual  vigor. 

All  the  employes  of  W.  J.  Dyer  &  Bro.,  about 
one  hundred  in  number,  were  the  guests  of  the 
house  at  a  nice  dinner  party  at  the  St.  Paul 
Athletic  Club  Tuesday,  January  4.  1921.  W.  J. 
Dean,  founder  and  head  for  fifty  j^ears,  pre- 
sided with  courtesy  and  genial  dignity. 

Information  from  the  headquarters  of  the 
Edison  phonographs  in  the  Northwest  is  to  the 
effect  that  there  are  no  regrets.  Some  of  the 
local  dealers,  particularly  in  certain  rural  sec- 
tions, have  not  done  as  well  as  they  had  expect- 
ed, but  many  other  dealers  turned  in  repeat 
orders.  It  is  not  likely  that  suspension  of  opera- 
tions in  the  East  will  affect  the  Northwestern 


situation  in  any  particular  for  a  short  time,  at 
any  rate. 

"We  took  our  inventory  on  January  1  and 
found  234  Victor  records  and  a  half-dozen 
Victrola  sixes."  said  Eugene  F.  O'Neill,  of  the 
Beckwith-O'Neill  Co.  "We  should  have  at  least 
500,000  records  and  a  houseful  of  Victrolas  in 
order  to  supply  our  trade  friends.  But  we  had 
twelve  complete  turnovers  in  1920,  and  while  we 
have  made  desperate  efforts  to  accumulate  a  real 
jobber's  stock  we  have  failed.  The  Victor  Co. 
has  been  sending  us  much  more  than  ever  be- 
fore, but  we  are  still  away  behind  in  orders." 

"We  have  put  on  additional  salesmen  to  in- 
augurate the  year  1921,  and  that  tells  just  where 
we  stand  in  relation  to  the  future,"  said  John 
E.  Gerlick,  representing  the  Stone  Piano  Co.  in 
Twin  City  territory.  "The  Vocalions  have  been 
firmly  established  in  the  Northwest  and  we  view 
the  future  with  absolute  confidence." 


VALUABLE  B00K0N  EXPORTING 

Jas.  H.  Collins  in  "Straight  Business  in  South 
America"  Gives  Some  Practical  Information 
on  Exact  Business  Conditions  There 


A  new  volume  which  should  prove  of  distinct 
value  to  those  engaged  in  the  export  field  and 
those  interested  in  the  development  of  export 
markets  is  "Straight  Business  in  South  Amer- 
ica," written  by  James  H.  Collins,  the  well- 
known  special  investigator  on  business  sub- 
jects for  the  Saturday  Evening  Post,  the  Phila- 
delphia Public  Ledger,  and  other  publications. 
Mr.  Collins  presents  clearly  and  forcefully  the 
various  situations  that  the  exporter  must  meet, 
and  must  expect  to  meet  in  handling  South 
American  business,  and  it  is  therefore  a  most 
timely  and  useful  volume. 

One  of  the  essentials  to  success,  declares  Mr. 
Collins,  is  for  the  exporter  to  possess  business 
imagination;  to  believe  in  the  possibilities  of 
foreign  business,  and  to  be  prepared  to  go  into 
the  field  on  a  permanent  basis,  instead  of  re- 


garding it  as  a  passing  venture.  He  tells  of 
the  sort  of  countries  that  go  to  make  up  South 
America;  the  general  character  of  their  peoples 
as  it  affects  the  business  man;  the  question  of 
banking  and  shipping;  the  making  of  invest- 
ments; the  problems  of  distributing,  retailing 
and  advertising,  and  something  of  the  business 
customs  and  forms  that  must  be  observed  if 
the  American  is  to  gain  the  confidence  and 
the  real  respect  of  the  South  American  business 
man.  • 

Mr.  Collins  states  that  continental  business 
methods  must  be  followed  and  gives  reasons. 
He  outlines  the  elements  of  European  competi- 
tion, the  advisability  of  buying,  as  well  as  sell- 
ing, and  offers  an  abundant  fund  of  other  gen- 
eral information  that  is  of  the  sort  that  can 
be  easily  assimilated.  His  book  is  one  that 
should  prove  of  distinct  value  to  the  exporter 
and  the  members  of  his  staff,  regardless  of  the 
length  of  time  the  exporter  has  been  engaged 
in  South  American  business.  The  book  is  pub- 
lished by  D.  Appleton  &  Co.,  New  York,  and 
is  listed  at  $2.50. 


SOUTHERN  DISTRIBUTORS 


PHONOGRAPHS 
RECORDS 


GRAY  &  DUDLEY  CO. 

Write  Today  for  Agency  Proposition 
NASHVILLE  -  -  -  TENNESSEE 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


11 


VICTOR  READY  REFERENCE  LABELS 

New  Issue  Offers  Several  Improved  Features 
of  Interest  to  Dealers  Handling  Records 

Shortly  after  the  first  of  the  year  the  Victor 
Co.  expected  to  ship  the  revised  issue  of  ready 
reference  labels  which  can  be  used  with  all  styles 
of  stock  envelopes  and  stock  cards.  They  have, 
however,  several  new  features.  One  of  the  most 
important  benefits  claimed  for  the  ready  refer- 
ence label  service  is  the  complete  cross  index 
which  it  offers  for  all  records  in  the  domestic 
section  of  the  catalog.  In  the  new  issue  the 
cross  index  has  been  brought  up  to  date  and 
includes  all  records  now  listed. 

A  special  list  accompanies  the  Red  Seal  sec- 
tion of  the  catalog,  suggesting  records  which 
may  be  of  interest  to  a  purchaser  who  has  shown 
preference  for  a  certain  kind  of  selection.  The 
new  labels  also  show  when  the  selection  was 
first  announced  and  give  the  telegraphic  code 
word  to  identify  each  record,  thus  providing  an 
excellent  means  for  educating  the  sales  person. 


NEW  LANCASTER  BRUNSWICK  SHOP 

A.  E.  Pitt  Has  Handsome  Establishment  With 
Large  Display  Windows  and  Signs 


A  Brunswick  shop  has  been  opened  in  Lan- 
caster, Pa.,  by  A.  Emerson  Pitt,  a  former  Bruns- 
wick dealer  of  Oxford,  Pa.  This  shop  has  a 
frontage  of  42  feet,  32  of  which  is  bulk  win- 
dows, making  the  finest  display  in  that  vicinity. 
He  has  also  placed  in  front  of  the  shop  large 
electric  signs  bearing  the  Brunswick  trade-mark. 

Although  the  Brunswick  has  not  been  for- 
merly represented  in  Lancaster.  Mr.  Pitt,  who 
is  thoroughly  familiar  with  the  product,  is  very 
enthusiastic  and  is  having  particular  success  in 
the  sales  of  high-priced  models. 

He  has  just  completed  rebuilding  the  body  of 
a  Dodge  car,  in  the  rear  of  which  is  a  facsimile 
of  a  large  Brunswick  phonograph,  which  will  be 
used  in  delivering  to  customers. 


NEW  JERSEY  SONORA  WHOLESALER 

Griffith  Piano  Co.  Given  Territory  of  Whole  of 
New  Jersey 


The  Griffith  Piano  Co.,  Newark,  N.  J.,  which 
has  hitherto  acted  as  a  Sonora  wholesaler  for 
part  of  New  Jersey,  will  cover  the  entire  State  as 
a  Sonora  distributor,  effective  January  1,  1921. 
This  company  has  made  a  big  success  with  the 
Sonora  line  to  date,  and  looks  forward  to  a  big- 
ger year  for  1921. 

GOODS  MUST  BE  PROPERLY  MARKED 

Indian  Regulations  Regarding  the  Marking  of 
Imported  Goods  Should  Be  Conformed  to 
Strictly  in  Order  to  Avoid  Delay 


Lack  oLcare  in  marking  merchandise  shipped 
to  India  by  American  manufacturers  frequently 
causes  the  importers  of  the  goods  to  suffer  loss 
and  needless  delay,  writes  Consul  L.  G.  Barre 
Dawson,  who  is  stationed  at  Madras.  According 
to  Mr.  Dawson  this  would  be  avoided  if  the 
goods  were  marked  in  this  country  to  con- 
form to  the  requirements  of  the  Indian  mer- 
chandise marks  law. 

The  principal  requirements  of  this  law  are 
that  all  goods  imported  into  India  shall  have 
marked  on  them  or  their  containers  the  name 
of  the  country  of  origin  in  letters  fully  as  large 
as  any  of  those  contained  in  the  trade-mark 
or  description  of  the  goods. 

During  the  last  year,  Mr.  Dawson  reports,  a 
number  of  shipments  of  American  merchan- 
dise have  either  been  passed  with  a  warning 
by  the  Indian  customs  authorities  or  on  the 
payment  of  suitable  penalties.  Where  possible, 
the  goods  were  passed  after  qualification  of 
false  trade  descriptions. 

The  Arnold  Music  Co.,  Jacksonville,  Fla.,  had 
a  very  artistic  display  of  Victor  machines  at  the 
recent  Florida  State  Fair.  Manager  Arnold  en- 
tertained some  big  crowds. 


THE  COLUMBIA  CALENDAR 

Artistic  Holiday  Souvenir  Issued  by  Columbia 
Graphophone  Co. 


The  Columbia  Graphophone  Co.  issued  an  ex- 
ceedingly attractive  holiday  souvenir  this  year, 
in  the  form  of  a  1921  calendar.  A  reproduction 
of  an  oil  painting  of  an  elderly  couple  sitting 
before  the  fire  near  a  Grafonola  is  the  main  fea- 
ture of  the  cover.  Under  this  appears  the  music 
score  of  the  first  line  of  "Be  it  ever  so  humble, 
there  is  no  place  like  home."  The  music  extends 
just  far  enough  to  cover  this  one  world-famous 
line.  There  is  a  page  for  each  month  of  the  year, 
and  on  each  month  red  and  green  backgrounds 
indicate  the  dates  of  the  month  on  which  new 
Columbia  records  are  released,  and  in  each  month 
the  release  of  foreign  records  is  distinguished 
from  the  other  releases. 

There  is  also  a  reproduction  in  colors  of  a 
beautiful  painting  for  each  month,  which  pictures 
Columbia  artists  in  action,  ranging  from  wonder- 
ful operatic  scenes  to  jazz  settings.  These  cal- 
endars are  being  sent  out  by  Columbia  dealers 
in  a  special  envelope  as  a  holiday  present  to 
their  present  and  prospective  customers. 


AND  THE  CHECK  CAME  BACK 

An  Obliging  Music  Dealer  Loses  Twenty-one 
Dollars  by  Good  Nature 


Peru,  Ind.,  January  4. — Pleasant  Bell,  man- 
ager of  the  Bell  Music  House,  is  anxious  to  learn 
the  whereabouts  of  a  Herman  Miller,  who  at  one 
time  gave  promise  of  being  one  of  Bell's  best 
customers.  Miller  bought  a  talking  machine  and 
paid  a  deposit  of  $10,  saying  he  would  return 
later  in  the  day  after  he  had  received  his  pay 
check  and  would  pay  $40  more  to  make  up  the 
required  first  instalment.  He  did  return  with  a 
check  for  $71.20,  but  said  the  banks  were  closed 
and  he  had  not  been  able  to  cash  the  check. 
Bell,  therefore,  cashed  the  check  and  gave  Miller 
$31  20.    The  check  came  back,  but  Miller  didn't. 


Tile  Your  Records  so  you  can  find  them  and  it's  easy  to  sell  them. 

This  System  pays  for  itself  by  increasing  Sales  through  better  service  and  Automatic  ordering  of  "Sold-Out"  Records 

OGDEN'S  PATENTED  RECORD  FILING  CABINETS  AND  VISIBLE  TAB  INDEXES  ARE  GUARANTEED 

Immediate  Shipments 

on  all  models  in  stand- 
ard finishes.  Light  and 
Golden  Oak,  Red  and 
Brown  Mahogany,  En- 
amels, White,  Old  Ivory 
and  French  Grey. 


SALES  SYSTEM  ENVELOPES 
keep  track  of  what  you  sell  and 
what  you  need — an  automatic  in- 
ventory, showing  prcfitable  and  slow 
sellers.  Arranged  for  upright  or 
flat   filing  and   will   fit  any  system. 


Sectional  Models  Fit  Any  Size 
Stock  and  Help  You  Grow. 


THE  OG0EH 
SALES  SYSTEM  GUIDE 

A   COMBINATION  HUM 
INOtA  ANO   S*LES  RELOAD 
GATES  Ail.  PECOBOS  BY  USING 
ONE  EOT!  EACH  TITLE 


NO  5TOCA  ENVELOPE  HE0UINEO 


Visible  Tab  Paperoid  Index 

Tlie  Tab  extends  in  front  of  the  record 
with  numbers  always  visible.  Used  the  same 
as  a  stock  envelope,  one  for  each  title,  leav- 
ing all  records  in  their  envelopes.  Is  used 
to  re-order  by  and  keeps  ''Sold-out"  num- 
bers continually  before  you. 

Shows  quick  and  slow  sellers.  The  best 
and  simplest  "Sales  and  Ordering"  index 
ever  devised  and  rapidly  replacing  the  stock 
cover  because  of  its  many  advantages.  Fits 
any  filing  system,  shelving  or  racks.  Printed 
both  sides  for  right  or  left  hand  fiat  or 
upright  filing. 


THE  OGDEN  SALES  SYSTEM  IS  EQUIVALENT  TO  AN  EXTRA  CLERK  AND  INCREASES  SALES 


72 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


Li 


ine 


Mr.  Jobber — 

Up  With  a  "Live" 

"Some  choice  territory  still  available" 


Line 


The  Instrument  Inspired 


To 


Phonograph 
Sales 


Write  tor  Our 


Unusual  Money-making 

Proposition 

Let  us  show  you  how  Prima-Donnas,  as  compared  to  other  high- 
grade  phonographs,  are  sold  at  a  price  that  offers  the  biggest  money- 
making  proposition  on  the  market.  How  we  co-operate  with  the 
jobber  by  supplying  him  with  selling  helps  such  as  jobbers'  letters 
and  broadsides  to  interest  the  dealer,  beautiful  five-color  catalogs, 
dealers'  four-color  store  folders,  six-color  store  hangers,  newspaper 
ad  electros,  moving  picture  slides,  etc. 

We  sell  exclusively  through  our  jobbers,  all  inquiries  from  dealers, 
due  to  our  extensive  advertising,  are  referred  to  our  jobber  in  that 
territory. 

Unexcelled  Tone  and  Craftsmanship 


Prima-Donna  Phonographs,  due  to 
their  especially  designed  and  scien- 
tifically constructed  all  wood  amplifier, 
develop  a  wonderful  richness  and 
clearness  of  tone  that  is  unsurpassed. 
The}7  will  play  any  and  all  records 
correctly,  with  a  fidelity  to  the  re- 
corded music  that  instantly  appeals  to 
the  music  lover  and  connoisseur. 


You  must  admit  the  designs  of  the 
Prima-Donna  are  beautiful.  As  for 
construction  and  finish  we  ask  the 
opportunity  to  prove  Prima-Donna 
superiority.  All  cabinets  are  solidly 
constructed,  the  panels,  which  are 
5-ply,  either  genuine  mahogany  or 
quartered  oak,  are  inserted  in  a  con- 
tinuous frame  that  makes  the  cabinet 
absolutely  wear-proof. 


PRICES  FROM  $85  to  $225— LIBERAL  DISCOUNTS 

Unreservedly  GUARANTEED  for  One  Year 

MR.  RETAILER 


We  Have  a  Jobber  in  Your  Territory 
Who  Can  Supply  You  Overnight  With 
These  Big  Phonograph  Values       s:  " 


General  Sales  Corporation 

1520  BUFFUM  STREET  MILWAUKEE,  WIS. 

OWNING  AND  OPERATING 
GENERAL  MFG.  CORP.  RECORDEON  PHONOGRAPH  CO. 

MFRS.  OF  PHONOGRAPHS 
HEANEY-SCHWAB  BILLIARD  MFG.  CO.,  Maker,  of  Fine  Billiard  and  Pool  Tables  Since  1882 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


73 


$&gg*fMUSKAE 
POSSIBILITIES 


MALKINSHACHIH 


[Editor's  Note: — This  is  the  third  of  a  new  series  of 
articles  by  William  Braid  White,  devoted  to  the  various 
interesting  opportunities  which  prevail  in  the  domain  of 
education  for  the  retailer  of  talking  machines.  The  subject 
is  one  of  great  interest  and  we  commend  these  articles  to  the 
consideration  of  all  who  are  devoting  attention  -to  the  featur- 
ing and  developing  of  the  musical  possibilities  of  the  talking 
machine.] 

THE  WONDER  OF  SCHOOL  WORK 


The  retail  man,  in  whatever  capacity  he  works, 
who  takes  the  time  to  read  these  articles,  will 
have  realized  ere  this  that  my  object  has  all 
along  been  to  awaken  thought  and  to  stimulate 
the  wise  action  which  arises  only  from  wise 
thinking.  The  talking  machine  business  is  not 
a  fly-by-night  business.  It  has  long  ago 
achieved  that  respectable  condition  which  is  sig- 
nified by  large  capital  investment  and  elaborate 
statistical  showings.  It  no  longer  occupies  a 
small  or  poor  position.  It  therefore  requires 
to  be  considered  by  all  who  are  engaged  in  it 
from  the  viewpoint  of  its  true  position. 

That  is  why  the  educational  side  of  the  talk- 
ing machine  is  so  supremely  important.  If 
sound  reproduction  machines  are  really  im- 
portant to  the  world,  if  they  actually  fill  a 
needed  place  in  that  world,  if  they  have  a  le- 
gitimate position  amongst  the  many  implements 
of  musical  art,  then  obviously  it  is  of  the  ut- 
most importance  to  the  talking  machine  industry 
that  talking  machines  should  have  an  appropri- 
ate place  amongst  the  implements — the  machin- 
ery of  the  country's  educational  system. 
Music  or  Machinery? 

Of  course,  if  the  talking  machine  is  not  a 
legitimate  instrument  for  the  reproduction  of 
music,  that  is  a  different  matter.  No  merchant, 
however,  and  rightly,  would  agree  to  so  out- 
rageous a  statement,  if  it  were  made:  yet  many 
merchants  act  as  if  it  were  true  and  as  if  the 
last  thing  which  ought  to  be  connected  with 
the  talking  machine  business  is  the  idea  of 
music.  Actually,  of  course,  it  is  the  idea  of 
music  which,  above  all  other  ideas,  ought  to  be 
cultivated  in  the  exploitation  of  talking  ma- 
chines. That  is  why  the  educational  position  of 
the  talking  machine  is  of  such  transcendent  im- 
portance to  the  talking  machine  industry.  For 
if  one  thing  is  more  certain  than  another  it  is 
that  the  musical  and  cultural  value  of  the  talk- 
ing machine  has  yet  to  be  completely  estab- 
lished. The  connoisseurs  know  it,  and  the  trade, 
in  a  sort  of  way,  knows  it;  but  the  mass  of  the 


buying  public  does  not  yet  know  it.  That,  once 
more,  is  why  the  educational  position  of  the 
talking  machine  is  so  essential  to  the  prosperity 
of  the  trade. 

How  many  merchants  are  studying  this  ques- 
tion closely?  Not,  one  imagines,  very  many. 
The  matter  of  placing  the  talking  machine  in 
the  schools  of  every  community  is  not  a  matter 
to  be  settled  offhand.  It  has  taken  the  best 
brains  and  effort  of  some  of  the  wisest  indi- 
viduals in  the  industry,  during  several  years,  to 
place  the  talking  machine  in  even  some  of  the 
schools.  And  when  once  it  has  been  placed 
the  problem  of  retaining  it  in  its  place  is  found 
to  be  still  more  engrossing.  It  may  be  well 
to  glance  at  a  few  of  the  points  to  which  the 
school  authorities  naturally  look  when  they 
are  considering  the  use  of  the  talking  machine 
as  an  aid  in  primary  and  secondary  education. 
How  the  Schools  Look  at  It 
The  subject  is,  of  course,  enormously  wide 
and  deep,  for  in  truth  there  is  scarcely  an  aspect 
of  educational  method  which  would  not  be 
more  definitely  focused  by  the  use  of  music  in 
some  form.  A  very  few  of  the  possibilities  and 
some  of  the  broader  elements  in  the  large  sub- 
ject-matter can  alone  be  touched  on  here. 

What  is  the  principal  use  of  music  from  the 
educational  standpoint?  Undoubtedly  its  prin- 
cipal use  is  as  a  harmonizer  of  thought,  a  unifier 
of  effort,  a  stimulus  to  mental  processes  of  every 
sort.  The  elementary  fact,  known  to  everyone, 
that  music  helps  the  efforts  of  armies  in  the 
field,  nerves  men  to  more  intense  output  of 
energy  and  cheers  those  whose  work  would 
otherwise  be  intolerably  monotonous,  has  ifs 
reflection  in  the  entire  scope  of  educational 
effort.  When  children  learn,  as  a  pleasant  and 
natural  activity,  to  sing  together,  to  dance  to- 
gether and  to  listen  to  a  certain  amount  of 
good  music  every  day,  those  children  cannot 
help  being  brighter,  less  fatigued,  more  cheerful 
and  happier  generally  than  any  equal  number 
of  children  who  have  not  this  advantage.  This 
fact  is  by  now  well  known  to  educational  au- 
thorities, and  it  is  therefore  usually  not  very 
difficult  to  get  these  officials  to  see  the  great 
advantages  which  the  talking  machine  possesses, 
as  accompanist,  as  soloist  and  as  orchestra. 
How  It  Is  Done 
At  this  point,  however,  there  enters  another 


matter,  also  of  essential  importance.  It  is  abso- 
lutely essential  that  the  music  shall  be  care- 
fully and  skilfully  selected.  Here  comes  in  the 
special  educational  departments  of  some  of  the 
great  talking  machine  companies,  which  annually 
spend  large  sums  in  research,  in  making  special 
records  of  educational  music  of  all  sorts,  going 
into  details  not  even  thought  of  by  the  ordinary 
dealer.  To  read  carefully  the  literature  put  out 
for  the  benefit  of  their  dealers  by  these  com- 
panies is  an  education  in  itself  along  these  lines. 
We  find  that  special  courses  of  instruction  in 
folk  songs,  in  folk  dances,  in  the  history  of 
music,  in  American  music,  in  the  instruments 
of  the  orchestra,  in  part-singing,  in  literally 
dozens  of  branches  and  subjects,  are  put  at  the 
disposal  of  the  school  children  and  their  teach- 
ers. Not  only  this,  but  there  are  special  school 
machines  and  even  special  courses  of  instruction 
for  rural  music  supervisors  and  county  superin- 
tendents who  may  wish  to  instruct  rural  school 
teachers  in  the  use  of  the  talking  machine  for 
educational  purposes  in  remote  country  school- 
houses. 

The  variety  and  richness  of  the  courses  of- 
fered, the  wonderful  care  taken  to  put  the  true 
meaning  and  scope  of  the  talking  machine  as  an 
element  in  education,  and,  in  short,  the  extra- 
ordinary efficiency  of  the  entire  work,  can  hardly 
fail  to  astonish  and  fascinate  the  least  inter- 
ested merchant  or  salesman,  or  to  give  that 
person  a  more  exalted  and  juster  idea  of  what 
the  talking  machine  really  is  and  how  wonder- 
ful a  thing  it  has  come  to  be. 

The  Merchant's  Position 

Of  course,  the  merchant  who  is  considering 
the  various  points  which  have  been  set  forth 
here  will  not  fail  to  note  that  the  selling  of 
talking  machines  to  schools  is  only  a  very  small 
part  of  the  introduction  and  maintenance  of  the 
talking  machine  as  a  necessary  engine  of  educa- 
tion. He  will  at  once  see  that  it  is  one  thing 
to  sell  a  machine  and  quite  another  thing  to 
keep  it  in  use.  He  will  see,  in  short,  that  his 
principal  work  will  very  likely  be  to  induce 
among  the  educational  authorities  of  his  com- 
munity a  beginning  interest,  which  afterwards 
is  to  be  worked  up  and  made  into  something 
really  useful  by  the  extraordinarily  efficient  de- 
partments of  the  great  manufacturers  which  are 
(Continued  on  page  74) 


HERE  IT  IS 

FLETCHER  UNIVERSAL 
TONE  ARM  and  REPRODUCER 

Gives  Proper  Playing  Weights  for  all  Records.     No  Adjustment  Screws  or  Springs. 
SAMPLES  $8.00  Specify  8M"  or  9K"  arm 

FLETCHER-WICKES  CO.,  6  East  Lake  Street,  Chicago,  Illinois 

THE   GEORGE  McLAGAN  FURNITURE  CO.,    STRATFORD.    ONTARIO,    EXCLUSIVE  CANADIAN  AGENTS 


74 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


THE  WONDER  OF  SCHOOL  WORK 

{Continued  from  page  73) 

organized  and  kept  in  motion  for  that  one  pur- 
pose. For  this  is  not  a  matter  to  be  treated 
with  contempt.  It  is  not  a  matter  to  be  mon- 
keyed with. 

Biggest  Weapon  of  the  Merchant 

On  the  other  hand,  the  use  of  the  talking 
machine  in  the  schools  is  the  biggest  weapon 
the  merchant  has  to  wield,  if  only  he  will 
realize  this  fact.  It  should  be  his  delight  to 
help  along  this  good  cause  in  every  conceivable 
way,  regarding  all  his  work  as  so  much  ef- 
fective and  result-bringing  advertising.  If  he 
is  wise  and  will  co-operate  wholeheartedly  with 
those  who  are  experts  in  school  work,  he  will 
see  that  he  is  doing  the  best  thing  he  can  pos- 
sibly do  to  make  his  own  business  bigger  and 
better,  and  to  place  himself  in  a  sure  position 
as  a  center  of  musical  influence  and  the  resort 
of  the  music-buying  public  of  his  community. 

Here,  perhaps,  the  merchant  will  find  his  best 
and  most  practical  relation  to  the  educational 
aspects  of  the  talking  machine.  In  any  case, 
whatever  be  the  part  he  actively  takes,  he  ought 
to  find  the  utmost  pleasure  and  interest  in  study- 
ing the  truly  wonderful  possibilities  of  the  talk- 
ing machine  in  the  schools.  The  educational 
work  now  actuallj'  prepared  and  being  done  far 
surpasses  the  knowledge  of  most  of  the  men 
in  the  trade.  It  ought  to  be  better  known.  If 
it  were  the  talking  machine  would  be  more  re- 
spected, better  liked  and  treated  with  an  en- 
thusiasm which  it  deserves,  but  does  not  always 
get. 


A  PITTSBURGH  INCORPORATION 

The  Salvee  Reproducer  Co.,  Pittsburgh,  Pa., 
has  been  incorporated  to  do  business  in  talk- 
ing machines.  The  capital  of  the  new  company 
is  $50,000  and  the  incorporators  are  F.  CentrobiT 
Grafton;  L.  Salvi  and  A.  Segreto,  Ingram. 


BRUNSWICK  ARTIST  SINGS  ON  COAST 

Theo.  Karle  Appears  in  Los  Angeles  and  Is 
Entertained  at  Brunswick  Music  Shop 


Los  Angeles,  Cal.,  January  3. — The  Los  Angeles 
branch  of  the  Brunswick-Balke-Collender  Co. 
reports  that  Theo.  Karle  appeared  in  concert 
recently  before  a  very  large  and  receptive 
audience.  The  recital  was  a  splendid  success 
and  is  indicative  of  the  kind  of  performance  that 
Mr.  Karle  is  always  capable  of.  After  the  re- 
cital Mr.  Karle,  Mr.  Klein  and  Mr.  Voorhies,  of 
the  Brunswick  Co.,  were  entertained  at  luncheon 
in  the  Brunswick  Music  Shop  by  Mr.  and  Mrs. 
Moore.  Many  interesting  facts  pertaining  to  the 
recording  of  records  were  made  clear  by  Mr. 
Karle,  who  spoke  very  enthusiastically  over  his 
association  with  Brunswick  records. 


TRAVELING  EXPENSES  DEDUCTIBLE 

May  Be  Exempted  From  Income  Tax  by  Ruling 
of  Internal  Revenue  Department 


Washington,  D.  C,  January  4. — Internal  Rev- 
enue Commissioner  Williams  announced  lately 
a  new  ruling  by  which  commercial  travelers  and 
business  men  traveling  for  business  purposes 
are  allowed  to  deduct  from  income  tax  returns 
reasonable  and  necessary  traveling  expenses,  in- 
cluding railroad  fares,  meals  and  lodging,  in  an 
amount  not  in  excess  of  ordinary  similar  expen- 
ditures at  home. 

If  an  individual  receives  a  salary  without 
compensation  for  traveling  expenses  his  travel- 
ing expenses  in  excess  of  similar  expenditure  at 
home  are  deductible.  If  he  receives  a  salary  and 
traveling  expenses,  such  as  a  per  diem,  any  ex- 
cess is  held  to  be  additional  income.  Payment 
for  a  sample  room  is  held  to  be  a  business  ex- 
pense. All  traveling  expenses  in  detail  are  re- 
quired to  be  taken  into  account  in  making  re- 
turns. 


SHOULD  OBSERVE  INVOICE  RULES 

American  Chamber  of  Commerce  in  Brazil  Calls 
Attention  to  Penalties  Suffered  by  Importers 
for  Carelessness  of  American  Shippers 


The  Music  Industries  Chamber  of  Commerce 
has  received  from  the  American  Chamber  of 
Commerce  at  Sao  Paulo,  Brazil,  a  communica- 
tion calling  attention  to  the  difficulties  experi- 
enced by  the  failure  of  American  shippers  to 
comply  fully  with  the  regulations  regarding 
Brazilian  consular  invoices.  The  Sao  Paulo 
Chamber  calls  attention  to  the  fines  which  re- 
sult from  the  use  of  abbreviations  and  the  neces- 
sity of  giving  the  Complete  information  called 
for  each  separate  column  of  the  Brazilian  in- 
voice form,  and  says: 

''Consignors  of  merchandise  are  failing  to 
write  out  the  country  of  origin  of  the  goods  and 
the  country  where  the  goods  were  purchased  in 
full  in  each  of  the  columns  provided  for  the 
purpose  on  the  consular  invoice  and  are  abbre- 
viating along  the  top  of  each  column  the  name 
of  the  country  of  origin,  'United  States  of 
America'  or  'Estados  Unidos  da  America,'  to 
'U.  S,  A.'  or  'E.  U.  da  A.,'  placing  these  initials 
across  the  two  columns  in  question. 

"This  abbreviation  is  necessary  for  conveni- 
ence sake,  but  the  consignees  in  Brazilian  ports, 
on  dispatching  their  goods,  are  fined  because  of 
such  abbreviations. 

"We  might  also  call  your  attention  to  the  fact 
that  the  custom  house  officials  discharging  the 
goods  receive  50  per  cent  of  the  fines  levied  on 
consignees  taking  their  wares  from  the  custom 
house,  which  fact  encourages  fines  for  the 
slightest  deviation  from  the  Brazilian  consular 
invoice  regulations." 


A  very  successful  Edison  tone-test,  with  Glen 
Ellison  as  the  featured  artist,  was  given  recent- 
ly in  Chagrin  Falls,  O..  under  the  auspices  of 
Brewster  &  Stroud.  The  affair  attracted  an 
enormous  crowd. 


S^l^S'  slf  E^S  ^ 


Equip  your  store  NOW  for 


Bigger  Record  Sales  in  1921 


SELF-SERVICE  MULTIPLEX  No.  501 
Described  in   NEW  CATALOG 


Every  fixture  in  the  MULTIPLEX 
line  is  a  Sales  Help,  built  to  fill  a 
need  and  a  place  in  your  business. 


Record-Selling 

FIXTURES 

will  increase  your  record  sales  in 
1921.  Write  for  New  Catalog 
describing  all  MULTIPLEX 
Fixtures,  including  the  Self-service 
MULTIPLEX  shown  at  left. 


Multiplex  Display  Fixture  Co. 

General  Offices:  919  Tenth  Street,  St.  Louis 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


75 


MR.  MAXWELL  LOOKS  FOR  EARLY  REVIVAL  OF  BUSINESS 

Interesting  Discussion  of  Conditions  in  Reference  to  Closing  Down  of  Edison  Phonograph  De- 
partments— Great  Demand  for  Re-Creations — Why  1921  Will  Be  a  Good  Year 


"A  year  ago  I  was  considerably  worried  about 
the  future,  but  I  have  no  apprehensions  at  pres- 
ent, as  it  seems  to  me  very  plain  that  1921  is  go- 
ing to  be  a  good  year  for  every  legitimate  en- 
terprise." 


A  number  of  newspapers  in  the  East  an- 
nounced immediately  after  Christmas  that  the 
phonograph  works  of  Thos.  A.  Edison,  Inc., 
in  Orange.  N.  J.,  had  closed  down  indefinitely. 
When  asked  for  a  confirmation  of  the  general 
reports  William  Maxwell,  vice-president  of 
Thomas  A.  Edison,  Inc.,  took  occasion  to  con- 
firm the  fact  that  the  phonograph  plant  had 
been  closed  as  completely  as  possible  and  gave 
some  interesting  reasons  for  that  action.  He  said: 

"I  regret  that  I  cannot  confirm  the  report 
that  our  phonograph  works  are  wholly  closed 
down.  However,'  we  have  closed  down  as  com- 
pletely as  possible.  It  is  perhaps  rather  un- 
usual for  a  manufacturer  to  regret  that  he  can- 
not entirely  discontinue  manufacturing  opera- 
tions, but  our  case  is  somewhat  exceptional.  In 
fact,  I  doubt  if  there  is  any  other  manufacturer, 
in  any  line,  who  has  precisely  the  same  problem 
that  we  have.  At  a  time  when  prices  are  being 
reduced  in  numerous  lines  of  merchandise  we  are 
at  our  wits'  end  to  avoid  increasing  the  prices 
of  our  phonographs,  and  should  Congress  de- 
cide to  increase  the  excise  tax  on  phonographs 
I  doubt  if  we  can  avoid  advancing  our  prices. 

"The  slump  in  general  business  came  as  no 
surprise  to  us.  In  fact,  we  had  been  preparing 
for  it  ever  since  the  Summer  of  1919.  That  is 
the  reason  why  we  made  only  nominal  advances 
in  our  prices.  As  a  consequence  of  these  mere- 
ly nominal  advances  we  have  been  operating  on 
a  narrow  margin  of  profit,  which  made  it  ex- 
ceedingly desirable  to  maintain  an  even  produc- 
tion through  every  month  of  the  year.  Thanks 
to  the  co-operation  of  our  dealers  and  jobbers, 
we  have  been  able  to  do  this  very  successfully. 
However,  some  time  ago  it  became  apparent 
that  a  temporary  curtailment  of  our  phonograph 
manufacturing  operations  would  probably  be 
necessary.  In  preference  to  hobbling  along  on 
one  leg  we  decided  to  use  both  legs  until  we  had 
accumulated  a  moderate-sized  and  well-bal- 
anced inventory,  and  then  shut  down  for  a  short 
time.  We  have  been  working  in  co-operation 
with  our  cabinet  manufacturers  and  a  tempo- 
rary shut-down  will  enable  some  of  them  to 
make  needed  rearrangements  and  readjustments. 

"Unfortunately  our  inventory  of  phonographs 
is  not  quite  so  large  on  some  models  as  we  had 
anticipated,  but  we  trust  there  will  be  no  pro- 
longed shortage  of  these  models. 

"We  are  at  present  in  communication  with 
our  jobbers,  for  the  purpose  of  ascertaining  their 
probable  requirements  during  1921,  and  the 
manufacture  of  phonographs  will  be  resumed 
just  as  soon  as  the  jobbers  are  able  to  give  us 
their  commitments  for  1921. 

"While  it  is  theoretically  true  that  the  fixed 
expense  which  accumulates  during  a  shut-down 
is  an  element  of  cost  and  that  accordingly  a 
curtailed  manufacturing  operation  is  open  to  no 
greater  objection  than  a  complete  shut-down, 
it  has  been  my  experience  that  it  is  better  to 
charge  off  the  fixed  expense  that  accrues  dur- 
ing a  shut-down  and  make  a  fresh  start  when 
you  are  in  a  position  to  establish  the  proper 
kind  of  a  manufacturing  operation. 

"It  should,  of  course,  be  understood  that  we 
have  not  curtailed  our  manufacture  of  Re- 
Creations.  On  the  contrary,  we  are  increasing 
it  as  rapidly  as  possible.  It  will,  no  doubt,  be 
of  interest  to  the  trade  to  learn  that  we  are  in- 
stalling a  special  department  in  the  manufac- 
turing laboratories  for  the  speedy  production  of 
timely  selections.  We  expect  this  department 
to  be  in  operation  about  February  15.  Some  of 
the  apparatus  has  already  been  installed  and  the 
installation  will  proceed  as  rapidly  as  possible. 

"The  reports  from  our  dealers  on  Christmas 
business,  particularly  in  the  cities  and  larger 
towns,  are  materially  better  than  we  had  antici- 
pated and  as  we  look  for  a  rather  rapid  revival 
of  general  business  our  principal  apprehension 
at  the  present  time  is  that  our  jobbers  may  not 
be  able  to  make  adequate  anticipations  of  their 
requirements. 


"It  is  natural  for  business  men  who  have 
gone  through  previous  periods  of  business  de- 
pression to  base  their  opinions  on  past  expe- 
rience and  therefore  many  look  for  a  gradual, 
rather  than  a  rapid,  recovery.  In  this  situation 
past  experience  is  not  an  altogether  infallible 
guide,  as  we  have  a  new  kind  of  financial  sys- 
tem, which,  in  view  of  the  rather  acute  deflation 
of  credit  that  has  occurred,  may  contribute  con- 
siderable resilience  to  the  recovery  of  business. 
There  is  at  present  every  indication  that  there 
will  soon  be  a  shortage  of  many  kinds  of  mer- 
chandise and  there  may  very  soon  be  quite  a 
scramble  among  buyers  and  a  different  attitude 
on  the  part  of  the  buying  public.  In  certain 
lines  of  industry  it  seems  to  me  that  the  situa- 
tion has  been  handled  just  about  as  badlj'  as  pos- 
sible and  all  branches  of  industry  must,  in  some 
measure,  pay  the  penalty.  On  the  other  hand, 
we  shall  all  be  benefited  when  the  deadlock  ends. 


MUSICAL  INSTRUMENTS  FOR  SCHOOL 

Supervisor  of  Evansville,  Ind.,  Says  Public  Funds 
Should  Be  Used  for  Their  Purchase 


Evansville,  Ind.,  January  4. — Miss  Ada  Bick- 
ing,  supervisor  of  music  in  the  public  schools, 
advocates  the  investment  of  public  funds  in 
musical  instruments  for  the  schools.  She  says 
that  in  view  of  a  recent  investment  of  $25,000 
in  machinery  in  the  Central  High  School  it 
would  be  no  more  than  fair  to  set  aside  money 
to  equip  the  music  department. 


The  1920  Christmas  season  has  proved  good 
for  New  York  City  Sonora  dealers.  On  Friday, 
December  17,  one  Sonora  dealer  reported  as  the 
largest  day  in  the  history  of  his  business.  The 
sales  on  this  date  included  two  Sonora  Period 
models  of  over  $1,500  each. 


Fletcher 
Alltones 
Needle 


3  m  @ 


Patent  Pending 


A  new  semi-permanent  needle  that  actually  plays 
ALL  TONES  LOUD,  MEDIUM  AND  SOFT— 
and  the  gradations  between,  perfectly.  Made  of 
special  steel  that  does  not  injure  the  record  as  do 
harder  substances. 

To  give  long  life  to  the  record  and  to  get  the  best 
possible  results  while  playing,  recommend 
FLETCHER  ALLTONES  NEEDLES  to  your 
customers. — They  will  appreciate  it. 

Stocking  this  one  needle  meets  every  demand  at 
a  saving  in  space  and  capital. 

Retail  price  per  card  of  four  needles  ....  25c 
Boxes  of  100  cards,  to  dealers  $15 

Valuable  selling  helps  free 


Jobbers — Write  for  Territory  and  Proposition 


FLETCHER 
NEEDLE 

205  Travis  Street 


ALLTONES 
CO.,  INC. 

San  Antonio,  Texas 


New  York  Jobber 

ANDREW  H.  DODIN,  Inc. 


28  Sixth  Avenue 


New  York 


76 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


ADVERTISING  HELPS  SAN  FRANCISCO  HOLIDAY  TRADE 

Fact  That  Business  Was  Close  to  Normal  Credited  to  Good  Publicity — Popular-priced  Period 
Styles  Suggested — Eight  Per  Cent  Interest  on  Instalments — Trade  Happenings 


San  Francisco,  Cal.,  January  4. — The  music 
dealers  of  San  Francisco,  as  well  as  many  mer- 
chants in  other  lines,  gave  newspaper  advertis- 
ing a  vital  test  during  the  holidays  this  year. 
Fearing  a  Christmas  slump  by  reason  of  the 
very  poor  showing  made  the  first  week  of  De- 
cember, the  dealers  began  rushing  to  the  news- 
papers with  extra  ad  copy.  The  papers  were 
almost  swamped  with  display  ads  of  all  classes. 
The  people  responded  and  the  last  two  weeks 
before  Christmas  the  business  toned  up  to  a 
point  somewhere  near  normal.  Rainy  weather 
undoubtedly  prevented  a  vast  amount  of  buying, 
and  the  general  spirit  of  retrenchment  of  course 
had  its  effect.  On  the  whole,  as  far  as  can  be 
ascertained  at  this  time,  the  holiday  business  in 
San  Francisco  was  good,  though  not  up  to  ex- 
pectations. To  compare  this  holiday  season 
with  that  of  a  year  ago  would  be  unfair,  as  last 
year  was  one  of  extraordinary  opportunities. 
There  is  every  reason  to  believe  that  the  post- 
holiday  business  this  season  will  be  most  en- 
couraging. 

Attractive  Window  Displays 

The  Christmas  decorations  of  the  music  stores 
this  season  show  a  great  advance  in  good  taste 
in  that  there  are  but  few  prominent  show  win- 
dow displays  of  the  regulation  gaudy  character. 
Flowers  are  used  in  greater  profusion  than  ever 
before  in  connection  with  the  red  berries  and 
greenery.  Simplicity  of  arrangement  and  rich- 
ness of  tone  have  been  striven  for  by  the  leading 
dealers. 

Wants  Cheaper  Period  Models 

The  period  styles  in  talking  machines  have 
attracted  the  most  flattering  attention  in  San 
Francisco  and  many  have  been  sold,  but  unless 
these  models  are  materially  reduced  in  price  they 
will  never  be  a  really  vital  factor  in  the  trade, 
so  one  well-known  dealer  in  San  Francisco  is 
bold  enough  to  predict.  Says  this  man,  who 
does  not  wish  his  name  used1:  "People  rave  over 
the  periods,  but  when  we  tell  them  the  price 
they  -wilt  immediately.  I  believe  good  period 
models  could  be  manufactured  very  much 
cheaper  than  those  we  now  have  and  I  can  see 
no  valid  reason  for  not  trying.  I  would  say 
that  a  design  somewhat  simpler  than  those  now 
mostly  to  be  seen,  and  smaller,  would  prove  a 
winner  if  it  could  be  retailed  at  a  moderate  price. 
A  period  design  which  is  not  too  pronounced, 
one  that  would  harmonize  a  little  more  con- 
sistently with  the  other  furnishings  of  the  house, 
would  no  doubt  be  a  winner  if  the  price  is  right. 
Most  of  the  old  models  are  not  artistic  and  they 
do  not  appeal  to  people  of  the  best  taste.  The 
influence  of  the  period  styles  is  good  and  I 
hope  it  will  speedily  be  reflected  in  the  popular- 
priced  machines." 

To  Charge  Eight  Per  Cent  Interest 

At  the  last  meeting  of  the  Talking  Machine 


Dealers'  Association  of  San  Francisco  Bay 
Counties  the  members  agreed  to  adopt  the  policy 
of  charging  eight  per  cent  interest  on  all  de- 
ferred payments.  Even  the  department  stores 
have  agreed  to  the  plan.  The  meeting  was  ad- 
dressed by  Manner  Chipman,  the  well-known 
sales  expert,  and  about  sixty-five  members  at- 
tended. 

Edgar  I.  Jessen,  formerly  with  the  Aeolian 
office  in  San  Francisco,  is  making  preparations 
to  engage  in  business  on  his  own  hook. 

Managers  Change  Jobs 

Mr.  Storms,  who  has  been  manager  of  the 
O.  S.  Grove  store  in  Oakland,  is  now  the  man- 
ager of  the  City  of  Paris  talking  machine  de- 
partment in  San  Francisco,  and  Harry  Murphy, 
formerly  in  this  position,  has  accepted  the  post 
of  manager  for  the  Grove  company.  A  fair 
exchange  of  jobs  is  no  robbery. 

Plenty  of  Victor  Stock 

Billy  Morton,  manager  of  the  retail  talking 
machine  department  of  Sherman,  Clay  &  Co., 
San  Francisco,  found  no  reason  to  complain 
about  holiday  business.  Plenty  of  Victor  stock 
was  on  hand  to  take  care  of  the  Christmas  de- 
mand, and  he  says  the  sale  of  Victor  merchan- 
dise was  very  satisfactory  indeed.  The  record 
business  was  especially  heavy. 

Otto  May,  factory  representative  of  the  Victor 
Co.,  has  just  been  on  a  tour  of  southern  Cali- 
fornia. He  expects  to  make  his  headquarters  in 
San  Francisco. 

Brings  in  Optimistic  Report 

R.  E.  Kane,  of  the  Sherman,  Clay  &  Co. 
traveling  force,  is  in  San  Francisco  for  the  holi- 
days. He  has  interviewed  the  trade  in  northern 
California  pretty  thoroughly  in  the  last  few 
weeks  and  he  says  business  conditions,  as  re- 
flected by  the  demand  for  Victor  goods,  are 
nothing  to  worry  about.  He  found  none  of  the 
dealers  complaining  of  financial  embarrassment. 
He  says  the  exclusive  shops  are  all  reporting 
good  business. 

Becomes  Manager  in  San  Mateo 

Ernst  Bachelor,  formerly  of  the  wholesale  de- 
partment of  Sherman,  Clay  &  Co.,  has  accepted 
the  position  of  manager  of  the  Levy  Bros,  ex- 
clusive Victor  store  of  San  Mateo.  Mr.  Levy 
is  a  Class  A  sales  promoter  and  his  friends  in 
San  Francisco  feel  assured  that  he  will  prove  a 
live  business  getter  down  the  Peninsula. 

Used  Extra  Salesmen 

Manager  Corcoran,  of  the  Wiley  B.  Allen 
talking  machine  department  in  San  Francisco, 
took  on  a  few  extra  salesmen  to  help  out  dur- 
ing the  holidays.  He  finds  the  marketing  situa- 
tion improving,  but  says  that  there  is  plenty  of 
room  for  more  efficient  salesmanship  and  that 
"easy"  sales  are  not  as  common  as  formerly. 

E.  P.  Tucker,  manager  of  the  Los  Angeles  store 
of  the  Wiley  B.  Allen  Co.,  paid  a  flying  visit  to 


Well  Rated  Dealers 
Can  Discount  Their 

PHONOGRAPH  INSTALLMENT 
CONTRACTS 

WITH  US 

Thereby  Turning  Their  Accounts 
INTO  WORKING  CAPITAL 


rca^ 


/commercialpaper\  '111 


PAPERS 
COLLATERAL  LOANS, 


459-465  Montgomery  St. 
San  Francisco,  Cal. 


headquarters  in  San  Francisco  just  before 
Christmas. 

Delays  on  New  Columbia  Home 

Owing  to  delays  in  completing  the  new  build- 
ing, the  Columbia  Graphophone  Co.  San  Fran- 
cisco branch  will  not  be  settled  in  the  new 
quarters  on  Bryant  and  Rincon  streets  until  early 
in  January.  Mr.  Wilcox  will  attend  the  sales 
managers'  convention  of  the  Columbia  Co.  in 
New  York  in  January. 

Collins  and  Harlan  in  Tone  Tests 

Byron  G.  Harlan  and  Arthur  Collins,  the  well- 
known  tenor-baritone  comedy  duo  vocalists 
whose  Edison  re-creations  have  won  so  much 
popularity  of  late,  will  make  a  tour  of  the  Pa- 
cific Coast  the  coming  Spring,  during  which  the 
trade  will  have  the  opportunity  of  hearing  a 
splendid  series  of  tone-test  recitals.  The  singers 
will  be  accompanied  on  the  trip  by  William 
Reed,  the  versatile  flutist  and  saxophonist. 

James  L.  Loder,  Pacific  Coast  sales  manager 
of  the  Sonora  Co.,  has  placed  Chas.  H.  Carder 
in  charge  of  the  business  in  the  Northwest.  Mr. 
Carder's  headquarters  are  at  Room  219,  McDer- 
mott  Building,  Seattle.  He  is  a  strong  man  who 
has  been  in  the  phonograph  business  for  years. 

F.  J.  Allgeo,  formerly  of  the  Sonora  retail 
sales  force,  has  been  transferred  to  the  whole- 
sale traveling  force  and  will  cover  territory  from 
Bakersfield  to  the  Oregon  line. 


SONORA  SIGN  IN  RED  BOOK  PICTURE 

A  full-page  illustration,  accompanying  a  story 
by  Mrs.  Wilson  Woodrow  in  the  November  Red 
Book,  shows  a  night  scene  on  upper  Times 
Square,  New  York  City.  In  this  picture  the 
Sonora  electric  sign,  which  has  played  so  promi- 
nent a  part  in  making  Broadway  a  great  White 
Way,  is  clearly  visible,  and  is  the  only  actual 
advertising  apparent  in  the  picture. 


The  Master  Talking  Machine  Co.,  Inc..  of 
Cattaraugus,  have  certified  to  a  voluntary  disso- 
lution at  Albany,  X.  Y. 


FOUNDED  1835 


ARMSTRONG'S 


Distributors 


There  are  numerous  reasons  why  Pathe  Dealers  are  satisfied. 
Write  today  for  full  information. 

ARMSTRONG   FURNITURE  CO. 

59  and  61  North  Main  Street  Memphis,  Tenn. 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


77 


The  finest  reproducing 
phonograph  in  the  'world 


CLEAR,  resonant,  life-like  is  the  voice  of 
the  artist  or  instrument,  as  reproduced 
with  fidelity  by  the  truly  artistic  Steger. 
To  listen  to  this  wonderful  phonograph  is  to 
enjoy  all  the  thrill  and  pleasure  of  hearing  the 
living  voice.  The  beautiful  Steger  brings  to 
the  home  all  of  the  world's  best  music  and 
plays  it  with  a  vivacity  and  realism  that  no 
other  phonograph  can  surpass. 

Its  many  exclusive  features,  the  patented 
adjustable  Steger  tone-arm,  the  scientifically- 
designed  sound  amplifying  chamber  of  even- 
grained  spruce  and  the  get-at-able  record  file 
are  eloquent  reasons  for  the  Steger's  recogni- 
tion as  the  finest  of  reproducing  phonographs. 

The  Steger  Phonograph  is  as  beautiful  in 
finish  and  design  as  it  is  charming  in  its  tone- 
reproducing  qualities.  There  is  a  variety  of 
artistic  styles  at  a  wide  range  of  attractive 
prices.  * 

Progressive  phonograph  merchants  have 
found  that  Steger  representation  brings  pres- 
tige and  profits. 

A  complete  plan  of  dealer  merchandising 
co-operation  adds  immeasurably  to  the  value 
of  the  Steger  agency. 


Desirable  territory  open-    Write  for 
the  Steger  proposition  today. 


PHONOGRAPH  DIVISION 

STEGER  &  SONS 

Steger  Building,  Chicago,  III. 


PIANO  MFG. 
COMPANY 


78 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


a 


TNE  NEW  FOXTROT  NIT 

loy  tHe  Writers 

°/ BUBBLES 
LONESOME 

i|T  ETC. 


ST.  LOUIS  TALKING  MACHINE  MEN  CLOSE  A  GOOD  YEAR 

While  Business  Was  Uneven,  Vigorous  Rejuvenation  in  Closing  Weeks  of  Year  Helped  to  Hold 
Up  the  Year's  Average — Demand  Most  Marked  for  High-Priced  Machines — Events  of  Month 


St.  Louis,  Mo.,  January  4. — Take  it  all  the 
way  through  and  1920  was  pretty  good  to  the 
St.  Louis  talking  machine  men.  It  is  true  that 
business  slumped  in  the  Fall,  when  the  buyers' 
strrke  got  around  to  the  talking  machines,  but 
there  was  a  vigorous  rejuvenation  in  the  last 
two  weeks  before  Christmas,  saving  the  holi- 
day- trade  and  helping  to  hold  up  the  year's 
average.  The  demand  throughout  the  year 
was  for  the  higher-priced  machines,  dealers 
reporting  that  the  price  level  was  considerably 
higher  than  last  year.  The  same  was  true  of 
the  Christmas  business.  On  volume  of  busi- 
ness the  year  appears  to  have  be.en  better  than 
1919.  Dealers,  of  course,  had  the  advantage  of 
sufficient  stocks,  which  they  did  not  have  in 
1919.  The  Christmas  business  in  most  cases 
did  not  compare  so  favorably  with  that  of  the 
previous  Christmas.  The  record  sales  were 
consistently  good  throughout  the  year,  being 
little  affected  by  the  Fall  slump  in  machine 
sales.  The  Christmas  sales  of  records  were 
heavy  and  as  usual  there  was  a  brisk  sale  right 
after  Christmas.  Dealers,  both  wholesale  and 
retail,  say  candidly  that  they  expect  business 
to  be  slow  for  the  next  two  or  three  months, 
because  of  the  general  feeling  of  uncertainty, 
but  after  that  they  expect  it  to  gradually  im- 
prove, and,  as  the  year  advances,  increasingly 
approximate  the  normal. 

The  talking  machine  bias  of  the  public  was 
so  obvious  as  Christmas  drew  near  that  most 
of  the  piano  dealers  who  also  handle  talking 
machines  concentrated  their  advertising  and 
selling  energies  on  the  talking  machines.  Ad- 
vertising was  not  nearly  so  heavy  of  either  as 
it  was  the  year  before,  but  the  talking  ma- 
chines got  most  of  it.  The  simple  fact  was 
that  it  was  easy  to  sell  talking  machines  and 


hard  to  sell  pianos,  so  the  stores  followed  the 
line  of  least  resistance. 

The  Columbia  Graphophone  Co.'s  St.  Louis 
branch  made  a  good  showing  last  year,  accord- 
ing to  Manager  E.  M.  Morgan.  Mr.  Morgan 
was  at  the  helm  only  part  of  the  year  and  had 
to  expend  considerable  of  his  energy  on  reor- 
ganization work,  but  made  a  good  showing  in 
spite  of  that  and  with  his  new  organization  in 
working  shape  he  expects  to  do  a  great  deal 
better  the  coming  year. 

F.  C.  Schuyler,  in  charge  of  the  Foreign  Rec- 
ord Department  of  the  Columbia  Co.,  is  here 
for  two  or  three  weeks,  working  the  territory 
out  of  St.  Louis  in  the  interest  of  the  German 
records,  which  are  again  being  put  out  by  the 
Columbia  people. 

S.  R.  Lemberg,  of  the  Columbia  Co.,  after 
making  a  trade  survey  in  St.  Louis,  has  re- 
turned to  New  York. 

R.  O.  Pierce,  of  the  Columbia  sales  organi- 
zation, spent  the  holidays  in  Chicago.  L.  D. 
Bauer,  whose  headquarters  are  in  Little  Rock. 
Ark.,  spent  the  holidays  with  St.  Louis  rela- 
tives. 

Miss  Julia  Phelan,  who  had  been  connected 
for  five  years  with  the  Silverstone  Music  Co. 
wholesale  department,  was  recently  struck  by 
an  automobile  as  she  was  leaving  a  street  car 
near  her  home  and  killed. 

The  Macky  Furniture  Co.,  which  handles  the 
Columbia  line,  is  selling  its  entire  stock  pre- 
liminary to  going  out  of  business. 

The  1920  wholesale  business  of  the  Silver- 
stone  Music  Co.  was  65  per  cent  greater  than 
the  1919  business,  according  to  Myron  Gold- 
berg, vice-president  and  general  manager  of 
the  company.  And  the  retail  business  also 
showed  a  decided  increase,  he  says.    The  Chip- 


pendale $295  model  was  the  best  seller,  and 
there  were  quite  a  number  of  sales  of  period 
models  at  $500  and  up.  The  Silverstone  ex- 
perienced the  late  Fall  slump,  along  with  all 
the  others,  but  the  Christmas  business  came 
strong. 

The  retail  store  of  the  Silverstone  Music  Co. 
has  been  rechristened  the  Edison  Shop.  Mark 
Silverstone,  president  of  the  company,  offered 
a  prize  of  $100  to  the  retail  salesman  who 
made  the  greatest  percentage  of  cash  sales  in 
December,  and  $50  to  the  salesman  making  the 
second  best  record.  The  first  prize  was  won 
by  William  Miller,  who  collected  33  per  cent 
cash  on  his  sales.  Ralph  Connor  was  second 
with  28  per  cent  cash.  Miller's  total  sales  were 
$8,500  and  Connor's  were  $5,800.  The  cash  col- 
lected by  all  the  Edison  Shop  salesmen  aver- 
aged 25  per  cent. 

J.  E.  Maunder,  manager  of  the  Stix,  Baer  & 
Fuller  talking  machine  department,  says  the 
Christmas  business  of  his  department  was  com- 
fortably ahead  of  the  previous  Christmas  busi- 
ness, with  the  sales  mostly  $150  and  up,  aver- 
aging $175.  He  had  plenty  of  Styles  10  and 
1 1  in  Victrolas  for  the  Christmas  trade,  but  was 
short  of  Styles  14.  16  and  17.  He  had  a  good 
stock  of  all  styles  of  Sonoras,  which  were  or- 
dered ten  months  in  advance.  He  says  the 
sales  of  records  after  Christmas  were  not  as 
good  as  usual. 

Manager  J.  F.  Ditzell.  of  the  Famous  &  Barr 
Co.  music  salon,  has  been  reaping  the  reward 
of  a  Brunswick  advertising  campaign,  which 
began  November  1.  The  two  quarter  pages  a 
week  which  he  has  been  running  in  the  news- 
papers have  been  so  strongly  approved  by  the 
Brunswick  people  that  they  have  been  sending 
copies  out  to  the  trade.  The  result  of  the  ad- 
vertising has  been  that  the  talking  machine 
sales  pulled  away  ahead  of  the  previous  year. 
The  sales  of  Victrolas  ran  greatly  ahead  of 
last  year. 

An  effort  is  to  be  made  by  the  Music  Mer- 


PHONOGRAPH  RECORD  LABELS 


Emerson 


That  will  meet  the  requirements  of  the  manufacturer 
of  Records.  Our  experience  along  this  line  assures 
you  of  the  best  of  results,  quality  as  well  as  artistic 
in  design.  We  make  record  labels  for  some  of  the 
largest  record  manufacturers. 

If  we  are  not  making  any  of  the  following  Specialties 
for  you  we  would  be  pleased  to  quote  you  as  our  ex- 
perience enables  us  to  give  you  the  desired  results. 

KEYSTONE  PRINTED-SPECIALT1ES  COMPANY 

321-327  Pear  Street 
SCRANTON,  PA. 


Our  Specialties — 

Phonograph  Record 
Labels 

Gummed  Stickers  of 
large  quantities 

Trading  Stamps,  etc. 


January  15,  1921 


THE   TALKING    MACHINE  WORLD 


79 


chants'  Association  of  St.  Louis  to  get  to- 
gether on  talking  machine  terms.  At  the  last 
meeting  a  committee  was  appointed,  composed 
of  Mark  Silverstone,  Silverstone  Music  Co.;  W. 
R.  Jackson,  Brunswick-Balke-Collender  Co.; 
W.  P.  Chrisler,  Aeolian  Co.,  and  E.  C.  Rauth, 
Koerber-Brenner  Music  Co.,  to  fix  up  and  sub- 
mit to  the  next  meeting  a  uniform  schedule. 

Victor  dealers  in  St.  Louis  have  not  lacked 
for  material  for  advertising  during  December, 
for  an  unusually  large  number  of  Victor  artists 
have  appeared  during  this  period.  Florence 
Hinkle  gave  the  first  of  a  series  of  after-dinner 
concerts  planned  for  members  of  the  Missouri 
Athletic  Association,  and  Merle  Alcock  the  sec- 
ond on  December  5.  The  latter  gave  a  very- 
pleasing  concert  at  the  Odeon  on  December 
17.  Emilio  DeGogorza  proved  one  of  the  most 
popular  artists  appearing  with  the  St.  Louis 
Symphony  when  he  sang  with  that  body  on 
December  10  and  11.  The  Kieselhorst  Piano 
Co.  took  the  occasion  of  Efrem  Zimbalist's  visit 
with  the  St.  Louis  Symphony  to  use  a  full  page 
of  the  program  to  inform  the  audience  of  his 
Victor  records.  The  Flonzaley  Quartet  had  a 
very  appreciative  audience  on  December  14 
when  they  gave  their  usual  finished  perform- 
ance for  the  fifth  consecutive  season  in  St. 
Louis. 

There  are  appearing  in  the  windows  of  the 
Victor  dealers  of  St.  Louis  attractive  cards  an- 
nouncing the  appearance  in  the  city  of  Victor 
artists.  Photographs  of  the  artists  are  used, 
together  with  the  announcement  of  time  and 
place.  These  are  being  placed  by  the  Koerber- 
Brenner  Co. 

One  of  the  finest  Victor  departments  in  St. 
Louis  is  being  completed  by  the  Wurlitzer  Co. 
The  use  of  walnut  throughout  gives  it  a  par- 
ticularly dignified  appearance. 

That  the  Victrola  concerts  given  by  the 
Spengel  Furniture  Co.  of  Highland,  111.,  are 
becoming  more  popular  each  time  was  evi- 
denced by  the  capacity  crowd  present  at  the 
concert  given  in  December.  The  firm  gave  out 
its  1921  calendars  of  beautiful  design  as  sou- 
venirs at  this  concert. 

The  T.  E.  Clark  Music  Co.  of  Cape  Girardeau, 
Mo.,  is  working  in  the  rural  and  village 
schools  of  that  vicinity  to  stimulate  interest 
in  the  Music  Memory  Contest  instituted  by  the 
State  Teachers'  College  of  that  place.  Letters 
and  personal  visits  are  showing  results.  Many 
schools  are  accepting  the  Dunlap  plan  of'  se- 
curing Victrolas  and  records  where  the  school 


boards  have  not  found  it  possible  to  add  these 
to  the  school  equipment. 

The  Koerber-Brenner  Co.  displayed  for  De- 
cember in  its  service  show  window  the  Binger 
Christmas  display  put  out  by  the  Reinicke-Ellis 
Co. 


HOLIDAY  GREETINGS  RECEIVED 

The  World  Acknowledges  the  Many  Expres- 
sions of  Good  Will  and  New  Year  Greetings 
Sent  by  Prominent  Members  of  the  Trade 


The  World  takes  pleasure  in  acknowledging 
at  this  time  the  receipt  of  the  many  holiday  and 
New  Year  greetings  from  its  friends  in  the 
trade.  Among  those  from  whom  cards  were  re- 
ceived are:  Victor  Talking  Machine  Co.;  Knick- 
erbocker Talking  Machine  Co.;  C.  Bruno  & 
Son,  Inc.,  New  York;  C.  C.  Harvey  Co.,  Bos- 
ton; Arthur  A.  Trostler,  Kansas  City;  Stewart 
Talking  Machine  Co..  Indianapolis;  Blackmail 
Talking  Machine  Co.,  New  York;  Buegeleisen 
&  Jacobson,  New  York;  Jones  Motrola,  Inc.: 
Walter  S.  Gray  Co.;  International  Mica  Co., 
Philadelphia;  George  Seiffert,  Eastern  Phono- 
graph Corp.,  New  York;  Serenado  Mfg.  Co., 
Cedar  Rapids,  la.;  Southern  Sonora  Co.,  At- 
lanta, Ga.;  Cardinal  Phonograph  Co.;  Empire 
Phono  Parts  Co.,  Chicago. 

W.  D.  &  C.  N.  Andrews,  Buffalo;  Brooks  Mfg. 
Co.,  Saginaw;  A.  J.  Crafts  Piano  Co.,  Rich- 
mond, Va.;  Wellington  Smith;  the  Biddle 
Agency,  Philadelphia;  Remington  Phonograph 
Corp.,  New  York;  E.  G.  Brown,  Bayonne,  N.  J.; 
New  England  Talking  Machine  Co.,  Boston; 
Modernola  Co.,  Johnstown,  Pa.;  Marcel  Wheat; 
Mr.  and  Mrs.  Billy  Murray;  Louis  E.  Rosen- 
field,  Emerson  Phonograph  C°-;  Joseph  Men- 
chen,  Vacuum  Record  Lifter  Co.,'  New  York; 
Mr.  and  Mrs.  Arthur  Geissler,  New  York  Talk- 
ing Machine  Co.;  Mr.  and  Mrs.  C.  N.  Andrews, 
Buffalo;  Mickel  Bros.,  Des  Moines;  Francis  X. 
Boucher,  E.  F.  Droop  &  Sons  Co.,  Washington, 
D.  C;  Cabinet  &  Accessories  Co.,  Inc.,  New 
York;  J.  J.  Davin,  Reinicke-Ellis  Co.,  New 
York;  Eclipse  Musical  Co.,  Cleveland;  Leonard 
D.  Crone,  Binger  Co.,  New  York;  C.  C.  Mel- 
lor  Co.,  Pittsburgh,  Pa.;  M.  Steinert  &  Sons, 
Boston;  Ross  P.  Curtice  Co.,  Omaha,  Neb.,  and 
others  referred  to  elsewhere. 

40%  OF  FARMERS  POSSESS  TALKERS 

Player-Piano  Owners  Average  13.16  Per  Cent 
and  Piano  Owners  44  Per  Cent,  According  to 
Facts  Gathered  by  Farm  Paper 

Howard's  Dairyman,  a  leading  authority  on 
dairy  farming,  made  an  investigation  to  secure 
statistics  from  its  subscribers.  The  percentages 
they  have  tabulated  are  as  follows,  and  came  in 
reply  to  the  question: — 

Do  you  think  that  musical  instruments  could 
be  advertised  and  sold  successfully  to  farm 
people  through  farm  papers? 

Of  the  total  number  of  replies  received,  82 
per  cent  said  "Yes." 

Distribution  of  musical  instruments — of  those 
replying  to  the  questionnaire — indicates  that 
musical  instrument  owners  are  divided  as  fol- 
lows: 

3.20%  Cornet. 

5.08%  Saxophone. 
39.97%  Talking  machine. 
20.30%  Violin. 

6.39%  Horns. 

6.20%  Other  brass  instruments. 
44.00%  Piano. 
13.16%  Player-piano. 
The  question  was  also  asked — Are  you  plan- 
ning to  buy  any  of  these? — and  28.74  per  cent 
said  "Yes." 

The  instruments  in  which  the  readers  are 
most  interested  are:  37.84  per  cent  piano,  35.14 
per  cent  talking  machine,  9.91  per  cent  player. 


The  Thompson  Piano  Co.,  90  Elm  street,  New 
Haven,  Conn.,  during  December  sold  seven 
Aeolian-Vocalion  art  models  as  well  as  a  good 
output  of  regular  styles. 


BEE^gCROFT 

Delivery  Envelopes 

Art  Series 
New  Designs 

NEW  LIST  OF  RECORDS 

\  / 
Every  60  Days 


Very  Good  Victor  Records 

sss .     a    #[]                    We  Will  Be  Pleased  to 

Very  attractive  proposition 
to  Jobbers 

Write  for  trial  shipment 

CLEMENT  BEECR0FT 

5546  North  5th  Street 
PHILADELPHIA 

GODOWSKY  VISITS  GOTHENBURG 


Dealer  in  Town  of  1800  Secures  Noted  Artist 
for  Concert  Appearance 


The  Omaha  branch  of  the  Brunswick-Balke- 
Collender  Co.  writes:  "We  are  very  proud  to 
state  that  we  have  a  little  town  in  our  territory 
called  Gothenburg,  that  ranks  right  along  with 
the  larger  cities.  Our  dealers  there,  £rb  Bros  , 
presented  Leopold  Godowsky  in  concert  on  De- 
cember 28,  and  in  the  papers  gave  Godowsky's 
itinerary  as  follows:  Chicago,  Des  Moines, 
Omaha,  Gothenburg,  Denver,  San  Francisco  anJ 
Los  Angeles.  This  surely  puts  Gothenburg 
right  up  with  the  headliners." 

The  town  of  Gothenburg  has  a  population 
of  only  1800.  This  should  be  mighty  convincing 
evidence  that  one  Brunswick  dealer  is  alive  to 
his  possibilities  and  realizes  one  of  the  best 
means  of  capitalizing  on  his  Brunswick  records 
by  having  the  artist  appear  in  person  before  his 
customers  and  prospective  customers. 


What  More  Can  You  Ask 

All  the  features  that  go  to  make  a  talking 
machine  Profitably  Salable  you  will  find  as 
regular  equipment  of  Magnola:  "Built  by 
Tone  Specialists." 


We.tcKit^  Ike  Music  Come  Out 


Complete  description  of  all  these  features  is 

to  be  found  in  our  handsome  illustrated 

catalog,  which  we  should  like  to  send  you. 

May  we?  Ask  us  to  tell  you  our  plans 
for  your  benefit! 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  BCHULZ.  Pratldut 
Gtatral  0««e«  SoutkwR  WhdeuU  Brtntji 

711   MILWAUKEE  AVENUE  ISM  CANDLES)  BLOC 

CHICAGO  ATLANTA.  OA. 


80 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


CHARM 


Photograph  of  N.  Y.  Sonora  Phonograph  Co.  showroom  reproduced  by  courtesy 


HE  Talking  Machine  Cabinet  that  sets  firmly  upon  the  floor, 
that  is  not,  so  to  speak,  upon  slilts,  is  more  sightly  and  a  hand- 
somer piece  of  furniture — therefore  more  desirable  to  your 
customers. 

This  is  the  reason  why  so  many  Talking  Machine  manufacturers  are 
today  equipping  their  models  with  Domes  of  Silence. 

They  realize  that  these  slides  permit  of  the  Cabinet  setting  closer  to 
the  floor,  thus  giving  an  added  charm  to  its  appearance  as  well  as 
saving  strain  upon  the  legs  and  saving  floors  and  rugs. 

HENRY  W.  PEABODY  &  COMPANY 

Domes  of  Silence  Division 
17  STATE  STREET  NEW  YORK 

SPECIFY  DOMES  of  SILENCE 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


81 


RESUMPTION  OF  INDUSTRIAL  ACTIVITY  IN  BUFFALO 

Reopening  of  Local  Plants  Expected  to  Mean  Substantial  Spring  Business  for  Talking  Machine 
Dealers — Columbia  Co.  Seeking  New  Loc  tion — Next  Meeting  of  Local  Association 


J.  A.  FRYE  WITH  KNIGHT=CAMPBELL 


Buffalo,  N.  Y.,  January  5. — Although  almost 
every  other  business  was  complaining  of  a 
slackness  in  the  Christmas  trade,  it  was  a  differ- 
ent story  with  the  talking  machine  men  here. 
All  of  them  reported  a  brisk  holiday  season, 
with  all  the  business  that  they  could  handle. 
With  the  signs  all  pointing  to  a  general  better- 
ment of  conditions  the  outlook  is  still  more 
rosy.  A  great  many  of  the  establishments  that 
have  been  laying  off  their  employes  are  plan- 
ning resumption  of  work  after  the  first  of  the 
year. 

The  general  depression  did  not  hit  Buffalo  as 
hard  a  blow  as  it  did  some  of  the  other  cities 
where  there  is  not  so  great  a  diversity  of 
manufacture.  In  this  city,  where  there  is  a  very 
large  variety  of  industries,  many  of  the  men 
who  were  laid  off  in  certain  of  the  plants  found 
work  in  the  others.  A  number  of  big  new  in- 
dustries plan  to  open  here,  employing  thousands 
of  men.  Among  them  is  the  new  Dunlop  tire 
plant,  the  first  unit  of  which  is  now  practically 
finished.  At  this  unit  alone  5,000  persons  are 
to  be  employed. 

The  Buffalo  branch  of  the  Columbia  Grapho- 
phone  Co.,  although  its  present  quarters  here 
are  large,  has  outgrown  them  and  is  now  seek- 
ing a  location  where  it  can  get  more  space  to 
handle  the  increasing  volume  of  its  business. 
If  a  new  location  can  be  found  the  company 
plans  to  make  a  rearrangement  some  time  after 
the  first  of  the  year,  according  to  G.  W.  Peace, 
the  assistant  branch  manager.  The  present  of- 
fices occupy  the  second  and  third  floors  of  the 
building  at  737  Main  street. 

W.  T.  Duffy  has  been  transferred  from  the 
Dealer  Service  department  to  the  merchandise 
department  of  the  Columbia  Co.  here. 

Mrs.  Fred  Mann,  wife  of  the  Boston  man- 
ager of  the  Columbia  Co.,  was  a  recent  caller  at 
the  offices  of  the  Buffalo  branch. 

G.  W.  Peace,  assistant  branch  manager  of 
the  Columbia  Co.,  who  has  been  severely  ill 
with  pneumonia,  is  now  able  to  be  back  on  the 
job  once  more. 

W.  Lawton  the  branch  manager  of  the  com- 
pany, is  making  a  trip  through  some  of  the 
towns  in  his  district. 

Robert  Hollinshead,  formerly  head  of  ,the 
Buffalo  district  of  the  Brunswick  Co.,  has  be- 
come associated  with  the  Q  R  S  Music  Roll 
Co.  here.  Charles  Markham,  who  has  been  with 
the  company  for  some  time,  will  take  charge  of 
the  Brunswick  Buffalo  district. 

A  handsome  store  which  will  handle  Bruns- 
wick phonographs  and  records  exclusively  has 
been  opened  in  the  Main-Utica  section  by 
Wehrle  &  Beach,  who  also  have  a  store  at 
Williamsville.  It  will  be  known  as  the  Music 
Shoppe. 

Another  agency  which  has  just  been  estab- 
lished by  the  Brunswick  branch  is  at  the  Music 
Shoppe  at  Olean.  This  store,  which  is  located 
at  113  North  Union  street,  is  operated  by 
Houghton  &  Rungie. 

The  next  meeting  of  the  Buffalo  Talking  Ma- 
chine Dealers'  Association  will  be  held  January 
12,  when  matters  of  general  interest  will  be  dis- 
cussed. C.  E.  Siegesmund,  president  of  the  as- 
sociation, will  be  chairman  of  the  meeting. 

The  music  trades  group  of  the  Buffalo  Cham- 
ber of  Commerce  will  hold  a  meeting  January  25. 
General  discussion  will  take  up  the  meeting. 

C.  N.  Andrews,  Victor  dealer  in  this  city,  was 
a  recent  visitor  at  the  Victor  Co.'s  plant  at 
Camden. 

George  W.  Pound,  secretary  of  the  Music 
Industries  Chamber  of  Commerce,  is  ill  at  the 
Lenox  here.  Physicians  say  it  will  be  two  or 
three  weeks  before  he  will  be  able  to  take  up 
his  work  once  more. 

Some  fine  period  models  of  Victrolas,  which 
were  on  display  in  the  windows  of  the  Wur- 
litzer  store,  narrowly  escaped  injury  when  a 
gale  which  hit  the  city  just  before  Christmas 
broke  two-  of  the  windows.    Fortunately,  how- 


ever, none  of  the  machines  was  hit  by  the  shat- 
tered glass. 

There  is  an  especially  big  demand  for  records 
now,  according  to  dealers.  "Whispering"  is 
having  an  especially  big  run,  and  the  dealers 
predict  that  it  will  exceed  that  of  "Dardanella." 


Former  Member  of  Victor  Co.  Traveling  De- 
partment Becomes  Sales  Manager  of  Victor 
Wholesale  Organization  of  the  Knight-Camp- 
bell Music  Co.,  in  Denver,  Colo. 


Denver,  Colo.,  January  3.— The  Knight-Campbell 
Music  Co.  has  just  announced  the  appointment 
of  J.  A.  Frye,  formerly  connected  for  a  long 
time  with  the  traveling  department  of  the  Vic- 
tor Talking  Machine  Co.,  as  sales  manager  of 


HELPING  PARAMOUNT  RECORD  SALES 


The  Paramount  Co.  Issuing  Attractive  Display 
Features  for  Dealers'  Use 


Port  Washington,  Wis.,  January  3. — The  Para- 
mount Co,  .manufacturer  of  the  Paramount 
phonographs  and  records  reports  that  during  the 
month  of  December  the  company  moved  more 
records  from  the  factory  than  during  any  previ- 
ous month  in  its  history.  The  Paramount  Co. 
has  been  pa5ring  particular  attention  to  its  Deal- 
er Service  department  and  has  supplied  to  the 
retail  trade  many  attractive  displays  that  have 
aided  in  sales  building. 

The  latest  of  these  sales  helps  was  a  snappy 
poster  for  window  display,  printed  in  black  and 
yellow  on  white  and  featuring'  the  fox-trot 
"Margie."  A  jazz  band  in  full  action  is  shown 
at  the  top  of  the  poster. 


CALENDAR  FROM  "PEARSALL  KID" 


A  companion  gift  to  the  memorandum  pad  and 
holder  issued  by  the  Silas  E.  Pearsall  Co.,  Vic- 
tor wholesaler,  New  York,  last  year  was  given 
this  Christmas  to  its  many  friends  in  the  trade 
in  the  shape  of  a  perpetual  desk  calendar  in 
lacquered  brass.  The  calendar  is  perpetual  and 
is  finished  in  the  same  handsome  style  as  the 
token  of  last  year. 


Great  expectations  and  small  preparations 
usually  go  hand  in  hand. 


J.  A.  Frye 


the  company's  Victor  wholesale  organization. 
The  new  move  is  considered  a  most  important 
one,  as  Mr.  Frye  is  well  known  in  the  trade 
and  has  a  fund  of  experience  in  the  Victor 
business  that  should  prove  of  material  value 
to  the  Victor  dealers  with  whom  he  comes  in 
contact  through  his  new  connection. 

The  Knight-Campbell  Music  Co.  wholesales 
Victor  goods  in  Colorado,  New  Mexico,  Wyo- 
ming, western  Kansas  and  Nebraska,  and  has 
built  up  an  organization  and  a  distributing 
plant  that  are  up  to  the  minute  in  every  par- 
ticular. The  company  maintains  an  elaborate 
dealers'  service  which  carries  up-to-date  and 
modern  business  methods  to  the  very  doorstep 
of  the  dealer,  as  it  were. 


Ward's  Khaki  Moving  Covers 


Distributors 

BRISTOL  &  BARBER.  INC. 
til  E.  14th  St.,  New  York  City 


YAH  R  &  LANGE   DRUG  CO. 
207-215  E.  Water  St.,  Milwaukee,  Wis 


COHEN  &  HUGHES,  INC. 
Washington,  D.  C. 


BECKWITH-O'NEILL  CO. 
Minneapolis,  Minn. 


STREVELL-PATERSON   HARDWARE  CO. 
Salt    Lake    City,  Utah 


C    L.    MARSHALL    CO.,  INC. 
Beckman  Bldg.,  Cleveland,  0. 
Butler  Bldg.,   Detroit,  Mich. 


THE    REED  CO. 
237  Fifth  Avenue,   Pittsburgh,  Pa. 


C.    J.    VAN    H0UT0N    &  ZOON 
140   S.    Dearborn   St.,   Chicago,  lit. 


SONORA    DISTRIBUTING    CO.    OF  TEXAS 
Dallas,  Texas 


KNIGHT-CAMPBELL  MUSIC  CO. 
1608  Wynkoop  St.,   Denver,  Colo. 


CHAS.  H.  YATES 
311   Laughlin  Bldg.,  Los  Angeles,  Cat. 

W.    D.   &   C.    N.  ANDREWS 
Buffalo.  N.  Y. 


SACHS  &  CO. 
425  So.  Wabash  Ave.,  Chicago 


SHERMAN.    CLAY    &  CO. 
741   Mission  St.,  San   Francisco,  Cat. 


Grade  "D"  Cover  with  No.  3  Straps. 

The  C.  E.  Ward  Co. 

(Weil-Known  Lodge  Regalia  House) 

101  William  St.,  New  London,  Ohio 

Also  Manufacturer*  of  Rubberized  Coven 
and  Dust  Covers  for  tbe  Wareroom 


JOHN   A.    FUTCH  CO. 
35    Auburn    Ave.,    Atlanta,  Georgia 
I50O  South  Boulevard.  Charlotte,  N.  C. 
630  Washington  St..  Jacksonville,  Fla. 

ORTON  BROTHERS  MUSIC  HOUSE 
Butte,  Mont. 


GRAY    &    DUDLEY   CO.,    Nashville,  Tenn. 

ASSOCIATED    FURNITURE  MFRS. 
St.   Louis,  Mo. 


W.  J.  DYER  &.  BRO.,  St.  Paul,  Minn. 


AMERICAN    PHONOGRAPH  CO. 
Burlington,  Vt. 


JOSEPH  BARNETT  &  CO.,  Cedar  Rapids,  la. 


82 


fHE    TALKING    MACHINE  WORLD 


January  15,  1921 


$100,000,000  CORPORATION  TO  FINANCE  EXPORT  TRADE 

New  Organization  Formed  Under  the  Provisions  of  the  Edge  Law  at  Meeting  Held  in  Chicago 
Last  Month — Expected  to  Be  Ready  to  Operate  Early  in  New  Year 


USE  BRAINS,  SAYS  T.  A.  EDISON 

People  Fail  to  Develop  Thinking  Powers  Be- 
cause They  Fail  to  Use  Them,  He  Declares 
— Explains  Popularity  of  Phonograph 


"It  is  because  they  do  not  use  their  thinking 
powers  that  so  many  people  have  never  de- 
veloped a  creditable  mentality,"  according  to 
Thomas  A.  Edison,  in  an  interview  appearing 
in  the  January  American  Magazine,  entitled, 
"Why  Do  So  Many  Men  Never  Amount  to 
Anything?" 

"The  brain  that  isn't  used  rusts."  he  says, 
"and  the  brain  that  is  used  responds.  The 
brain  is  exactly  like  any  other  part  of  the  body; 
it  can  be  strengthened  by  proper  exercise,  by 
proper  use.  Put  your  arm  in  a  sling  and  keep 
it  there  for  a  considerable  length  of  time,  and, 
when  you  take  it  out.  you  find  that  you  can't 
use  it.  In  the  same  way,  the  brain  that  isn't 
used  suffers  atrophy." 

When  asked  which  of  his  inventions  he  liked 
best,  Mr.  Edison  replied:  "I  like  the  phono- 
graph best.  Doubtless  that  is  because  I  love 
music.  And  then  it  has  brought  so  much  joy 
into  millions  of  homes  all  over  the  country, 
and,  indeed,  all  over  the  world.  Music  is  so 
helpful  to  the,  human  mind  that  it  is  naturally 
a  source  of  satisfaction  to  me  that  I  have 
helped  in  some  way  to  make  the  very  finest 
music  available  to  millions  who  could  not  afford 
to  pay  the  price  and  take  the  time  necessary 
to  hear  the  greatest  artists  sing  and  play. 

"Many  inventions  are  suitable  for  the  people 
at  large  because  of  their  carelessness.  Before 
a  thing  can  be  marketed  to  the  masses,  it  must 
be  made  practically  fool-proof.  Its  operation 
must  be  made  extremely  simple.  That  is  the 
one  reason,  I  think,  why  the  phonograph  has 
been  so  universally  adopted.  Even  a  child  can 
operate  it. 

"Another  reason,"  he  added,  "is  that  people 
are  far  more  willing  to  pay  for  being  amused 
than  for  anything  else." 


Chicago,  III.,  January  3. — With  the  object 
of  financing  long-term  foreign  loans  to  build  up 
the  export  trade  of  the  United  States  the  For- 
eign Trade  Financing  Corp.  was  launched  here 
last  month  and  a  committee  of  thirty  was  named 
to  perfect  the  organization  immediately.  John 
McHugh,  vice-president  of  the  Mechanics  and 
Metals  National  Bank  of  New  York,  was 
named  to  head  the  committee  and  has  consented 
to  serve  as  permanent  chairman  of  the  board  of 
directors. 

Following  addresses  by  leading  American 
bankers,  industrial  and  agricultural  heads  a  com- 
mittee on  plan  and  scope  presented  its  conclu- 
sions to  the  conference,  which  was  called  by 
the  American  Bankers'  Association.  The  com- 
mittee named  a  permanent  organization  commit- 
tee of  thirty  prominent  business  men,  recom- 
mended organization  of  a  corporation  capital- 
ized at  $100,000,000,  with  a  potential  capacity  of 
$1,000,000,000,  and  asked  for  an  immediate 
$100,000  subscription  to  underwrite  the  corpora- 
tion's organization  activities. 

The  report  of  the  committee  was  unanimously 
adopted,  and  following  adjournment  of  the  con- 
ference the  permanent  committee  went  into  ses- 
sion for  its  preliminary  work.  It  is  planned  to 
perfect  organization  and  have  the  corpora- 
tion in  operation  by  January  1,  1921. 

The  plea  for  an  underwriting  subscription  was 
answered  immediately  and  the  total  amount  of 
$100,000  raised  within  ten  minutes. 

The  conference  unanimously  adopted  a  report 
of  the  committee  on  plan  and  scope.  The  cor- 
poration directors  are  to  be  chosen  as  represent- 
ative of  commerce,  finance,  agriculture  and  in- 
dustry, with  due  regard  to  geographical  repre- 
sentation. 

The  committee  named  to  supervise  the  for- 
mation of  the  corporation  includes  John  Mc- 


Hugh, Herbert  Hoover,  Paul  Warburg,  Charles 
H.  Sabin,  Fred  I.  Kent,  A.  T.  Bedford,  George 
E.  Smith,  Louis  E.  Pierson,  John  S.  Drum, 
James  B.  Forgan,  Thomas  E.  Wilson,  Arthur 
Reynolds,  Alexander  Legg,  Joseph  de  Frees,  F. 
O.  Watts,  J.  R.  Howard,  J.  B.  Culberson,  Levi 
L.  Rue,  Philip  Stockton,  Oscar  Wells,  Julius  H. 
Barnes,  Herbert  Myrick,  John  S.  Lawrence,  E. 
M.  Herr,  Roy  D.  Chapin,  John  J.  Raskob, 
Charles  A.  Hinsch,  Peter  W.  Goebel,  Thomas  B. 
McAdams  and  John  Sherwin. 

"This  meeting  marks  the  opening  of  a  new 
day,"  said  William  C.  Redfield,  former  Secretary 
of  Commerce,  after  the  conference.  "I  hope  that 
the  time  will  come  when  every  industry  will  look 
back  on  this  occasion  as  the  time  when  things 
began." 

Willis  H.  Booth,  of  the  Guaranty  Trust  Co. 
of  Xew  York,  characterized  the  decision  as  "the 
thing  most  necessary  for  the  re-establishment  of 
confidence  both  in  Europe  and  the  United 
States,  to  keep  business  going  sanely  and  labor 
properly  employed. 

"It  is  a  unique  financial  corporation,"  he  went 
on,  "inasmuch  as  it  is  the  largest  banking  busi- 
ness ever  organized  and  has  been  started  in  the 
open  without  financial  profit  to  its  originators 
and  broadly  participated  in  by  leaders  in  bank- 
ing, industry  and  agriculture  alike.  It  should 
have  the  immediate  effect  of  restoring  better 
feeling  in  this  country  by  showing  the  way  for 
release  of  congested  surpluses,  both  of  farm 
products  and  manufactured  goods." 


HANDLING  THE  VICTROLA 

H.  Fraiberg  &  Sons,  5605  Fleet  avenue,  Cleve- 
land, O.,  recently  opened  a  new  talking  machine 
department  in  which  the  Victrola  is  being  fea 
tured. 


■5" 


The  Brooks  Automatic 

is  justly  termed  The  Wonder 
Instrument.    It  has  all  the  good 


DEALERS 

There  are  some  com- 
munities where  the 
BROOKS  is  not  rep- 
resented effectively  as 
yet.  Write  us  at  once 
regarding  your  terri- 
tory. We  are  planning 
a  sales  campaign  of 
wide  scope  this  year 
and  large  distributors 
and  dealers  will  find 
the  acquisition  of  the 
BROOKS  line  a  big 
factor  for  business 
volume  during  1921. 


THE  REPEATING  DEVICE 

The  Brooks  Automatic  Repeating  and  Stop 
Device  is  an  exclusive  Brooks  feature.  It  gives 
this  phonograph  a  broader  scope  than  any 
other  make  and  requires  no  attention  beyond 
setting  the  needle  and  turning  a  little  knob. 
It  is  to  the  phonograph  what  the  self  starter 
was  to  the  automobile. 


style  is 
with  th 
device 


Repeating  Phonograph 

qualities  of  other  high  grade 
makes,  but  is  completely  put  in 
a  class  by  itself  by  virtue  of 
the  inbuilt  Repeating  Device, 
which  enables 
the  operator 
to  play  any 
make  of 
record,  any 
desired  num- 
ber of  times. 

Shown  are  three 
Brooks  models  of 
different  sizes,  all 
beautifully  carved 
and  finished.  Each 
identically  equipped 
e  repeating  and  stop 


The 

Wonder 
Instruments 


Automatic  Repeating 

Phonographs 


BROOKS  MANUFACTURING  COMPANY,  SAGINAW,  MICH. 


The  Talking  Machine  World,  New  York,  January  15,  1921 


The  SPHINX  MOTOR 

Promotes  Confidence  and  Sales 


The  Standard  by  which  all 
Phonograph  Motors  are 
judged  and  valued 


SPHINX  GRAMOPHONE  MOTORS  Inc. 

NEW  YORK,  N.Y. 


Reg.  U.  S.  Pat.  Off. 


SPHINX 
GRAMOPHONE  MOTORS,  Inc. 

512  FIFTH  AVENUE 
NEW  YORK 


THERE  is  no  part  of  the  phonograph 
more  vital  to  its  successful  operation 
and  assured  reputation  than  the 
motor.  When  the  motor  possesses  the 
demonstrated  merits  of  the  Sphinx,  it 
becomes  a  valuable  sales  feature  that  in- 
spires confidence,  stimulates  buying  and 
makes  for  rapid  turnover. 

The  Sphinx  Motor  is  the  one  motor 
designed  in  accordance  with  accepted  engi- 
neering principles.  Its  practical  selling 
advantages  are  definitely  recognized  by 
the  trade. 

To  make  the  Sphinx  Motor  the  basic 
sales  feature  of  your  1921  sales  campaign 
is  to  insure  ready  acceptance  on  the  part 
of  the  ultimate  user. 


Just  off  the  press- 
Send  for  your  copy  today 


THIS  interestingly 
written,  instructive 
pamphlet,  prepared  by 
our  engineering  depart- 
ment, will  enlighten  you 
on  the  most  important 
facts  about  the  genera- 
tion and  transmission  of 
spring  power  in  phono- 
graph motors. 

Extra  copies  will  be 
cheerfully  sent  to  you 
for  distribution  among 
the  members  of  your 
selling  organization. 


1  ransmii 

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January  IS,  1921 


THE   TALKING   MACHINE  WORLD 


83 


ARTISTS'  FIGURES  DRAW  TRADE 


Showing  of  Miniature  Figures  Representing 
Noted  Victor  Artists  Attracts  Attention  and 
Business  to  Retail  Store  in  Philadelphia 


Philadelphia,  Pa.,  January  3. — One  of  Philadel- 
phia's largest  and  most  successful  Victor  deal- 
ers is  B.  B.  Todd,  whose  warerooms  are  located 
at  1623  Chestnut  street,  on  the  great  shopping 
thoroughfare.  Mr.  Todd  is  a  strong  believer  in 
the  advertising  advantages  of  his  windows  on 
this  busy  street  and  gives  much  personal  atten- 
tion to  their  attractive  dressing.    He  recently 


passed  by  in  the  street  cars  congratulating  us  on 
the  beautiful  window  display.  I  was  a  little 
discouraged  some  time  ago  at  the  amount  of 
record  business  we  had  been  getting,  but  as 
soon  as  we  placed  these  opera  figures  in  the 
window  our  cash  record  business  almost 
doubled.  So  you  can  see  that  this  was  just  the 
window  attraction  we  required  in  order  to  make 
the  passers-by  realize  that  there  was  a  new 
Victor  store  in  this  vicinity.  We  believe  that 
the  purchase  of  these  figures  is  an  investment 
worth  while  for  the  Victor  retailer." 

T.  W.  Barnhill,  president  of  the  Penn  Phono- 
graph Co.,  stated  that  other  dealers  had  found 
these  figures  particularly  attractive  for  the  inte- 
rior of  their  demonstration  booths  as  well  and 
that  these  figures  on  display  during  the  demon- 
stration of  records  had  had  a  favorable  result 
in  the  increased  sale  of  Red  Seal  records. 


PHILIP  WERLEIN,  LTD.,  IN  NEW  HOME 

Prominent   Victor   Wholesaler   Occupies  New 
Building  at  517-521  Bienville  Street 


SALES  HELPS  FOR  SONORA  DEALERS 


Wealth  of  Excellent  Publicity  Issued  by  the 
Sonora  Phonograph  Co.  for  the  Month 


Todd's  Artistic   Grand  Opera  Window 

purchased  a  complete  set  of  the  operatic  figures 
made  by  the  Penn  Phonograph  Co.,  Victor  dis- 
tributors, also  of  this  city,  which  have  been  used 
for  window  display  purposes  to  excellent  advan- 
tage. 

Jn  writing  to  the  Penn  Phonograph  Co.  of  the 
success  he  attained  through  the  use  of  those 
figures  he  stated  in  part:  "We  did  not  think 
for  a  moment  that  they  would  turn  out  to  be 
such  a  big  attraction.  Having  recently  opened 
this  store  we  found  that  it  required  something  to 
attract  the  attention  of  the  passers-by  and  this 
just  seemed  to  fill  the  bill.  In  fact,  people 
would  stop  their  automobiles  and  get  out  to 
look  at  the  figures.  We  also  received  quite  a 
number   of  telephone   calls   from  people  who 


The  dealer  sales  helps  released  by  the  Sonora 
Phonograph  Co.,  Inc.,  as  an  aid  to  sales  for 
Sonora  dealers,  include  this  month  some  new 
movie  slides,  some  new  display  cards  to  use  in 
-the  windows  and  street  cars,  24  sheet  posters  for 
use  outdoors,  wooden  road  signs,  special  crystal 
glass  sign,  human  figure  cut-outs,  several  screens 
including  one  featuring  the  Adam  period  model, 
cover  of  the  new  Sonora  song  and  copies  of  the 
song  itself  with  dealer's  name  imprinted  thereon, 
needle  display  card,  a  fourteen  reason  poster, 
needle  display  case,  a  binder  for  The  Sonora 
Bell,  the  house  organ;  a  glass  Sonora  bell,  a 
glass  trade-mark  sign,  a  special  decalcomania 
suitable  to  be  mounted  on  either  glass  or  wood 
or  an  automobile  body,  brass  sign  proclaiming 
the  Sonora  as  "the  highest  class  talking  machine 
in  the  world,"  an  art  glass  sign  for  use  in  demon- 
stration booths,  two  electric  light  signs  and  other 
signs  of  various  types. 


New  Orleans,  La.,  January  4. — Philip  Werlein, 
Ltd.,  of  this  city,  progressive  Victor  wholesaler, 
has  recently  moved  into  a  new  building  at  517- 
519-521  Bienville  street.  The  general  plan  of  the 
building  has  been  so  arranged  as  to  take  care 
of  every  detail  of  the  large  wholesale  Victor 
business  which  this  company  carries  on.  It  is 
planned  to  have  a  very  attractive  reception  room 
for  visiting  dealers,  testing  booths  for  demon- 
strating Victrolas  and  records,  and  especially 
modern  and  fine  will  be  the  service  room  de- 
signed to  take  care  of  every  form  of  dealers' 
help  that  this  company  and  the  Victor  Co.  have 
available  for  the  use  of  dealers  all  through  the 
South.  This  new  move  of  the  Werlein  Co.  ad- 
mirably exemplifies  the  wonderful  growth  of  its 
Victor  business  and  the  desire  to  expand  its 
organization  to  be  able  to  take  care  of  its  dealers 
efficiently.  Nineteen-twenty-one  promises  to  be 
one  of  the  largest  years  the  Werlein  Co.  have  so 
far  enjoyed,  and  this  fine  new  building  is  suit- 
ably equipped  to  take  care  of  their  ever-increas- 
ing business. 


A.  L.  JEWETT  WITH  STARR  CO. 


Former  Piano  Man  Now  Engaged  in  Selling 
Starr  Phonographs  and  Gennett  Records 


Boston,  Mass.,  January  4. — A.  L.  Jewett,  well 
known  to  the  music  trade  in  New  England  and 
in  other  sections  of  the  country  through  his 
connection  with  the  piano  manufacturing  busi- 
ness and  at  one  time  as  president  of  the  Na- 
tional Piano  Co.,  is  now  associated  with  the 
Starr  Piano  Co.,  Richmond,  Ind.,  traveling  in  the 
interests  of  Starr  phonographs  and  Gennett  rec- 
ords. Mr.  Jewett's  wide  acquaintanceship 
among  music  dealers  is  standing  him  in  good 
stead. 


What 
Tonal  Quality  Means 

The  strongest  factor  in  the  sale  of  a  phonograph  is  Tonal  Quality — reso- 
nance— vibration — volume! 

This  means  that  the  instalment  must  be  perfectly  proportioned,  evenly 
balanced  and  properly  equipped  with  a  noiseless,  smooth-running  motor.  These 
essentials  are  requisite  to  the  successful  reproduction  of  music. 


'A  Manophone  in 
Every  Home" 


Manophone 
Dealers 
Wanted 
Everywhere 


is  the  ideal  instrument  for  the  home.  It  actually  repro- 
duces,^— not  merely  plays  with  disquieting  rattles  and 
scratches.  Plays  all  disc  records  clearly  and  accurately 
with  incomparable  tonal  quality  and  volume, 

Every  Manophone  Dealer  knows  the  advantages  of 
these  features.  They  play  an  important  part  in  the 
development  of  phonograph  sales. 

If  you  are  looking  for  greater  profit  possibilities  in 
1921  write  at  once  for  our  Manophone  Dealer's  Business 
Building  Plan. 


Master  workmen  fashion  and  finish 
every  Manophone — men  who  have 
grown  gray  in  the  service  of  musical 
instrument  manufacture.  These  men 
feel  a  sense  of  personal  pride  in  the 
production  of  correctly  made  instru- 
ments. 

That  is  why  the  Manophone  pos- 
sesses a  distinctiveness  which  can 
only  be  described  as  Quality. 


The  Manophone  Corporation 


Adrian 


Michigan 


PHONOGRAPHS 


84 


THE   TALKING    MACHINE  WORLD 


January  15,  1921 


1920  BUSINESS  SHOWS  UP  WELL  FOR  CLEVELAND  TRADE 

Many  Retailers  Surprised  to  Find  the  High  Average — New  Establishment  Planned — To  Reward 
Good  Salesmanship — Talking  Machines  for  Bonuses — Some  Business-building  Practices 


Cleveland,  O.,  January  5. — Predictions  of  a 
bigger  year  for  the  talking  machine  business  in 
this  section,  based  upon  the  fact  that  1920  has 
exceeded  even  the  remarkable  achievements  of 
1919,  are  offered  by  leaders  in  the  industry  here 
following  a  careful  survey  of  conditions  among 
retailers  and  jobbers  alike. 

It  was  the  belief  of  some  retailers  that  they 
did  not  do  the  good  business  in  1920  that  they 
expected  until  their  figures  were  gone  over, 
according  to  Ed  B.  Lyons,  sales  manager  of  the 
Eclipse  Musical  Co.,  Victor  jobbers.  It  has 
been  proved,  however,  that  the  reverse  is  true, 
and  that  although  there  were  many  inquiries 
for  machines  from  consumers  during  1919  that 
could  not  be  met  for  lack  of  machines,  at  least 
of  certain  models,  during  1920  there  was  a  better 
opportunity  to  close  real  business  because  there 
was  more  merchandise  to  do  the  business  with. 
Planning  New  Establishments 

It  is  admitted  that,  to  equal  or  exceed  the 
1920  showing,  harder  work  and  real  salesman- 
ship will  be  necessary  during  the  coming  year. 
But  that  this  does  not  dismay  the  live  handler 
of  talking'  machine  merchandise  is  apparent 
from  the  fact  that  there  are  numerous  individuals 
and  groups  seeking  to  open  new  establishments 
in  the  immediate  Cleveland  district. 

Equally  good  results  have  been  proved  with 
other  interests  besides  the  Victor,  including  the 
Pathe,  represented  by  the  Fischer  Co.;  the  Edi- 
son Phonograph  Co.;  the  Columbia,  for  which 
J.  L.  Du  Breuil  is  manager  here,  and  others. 
Another  healthy  condition  is  the  announcement 
by  many  firms  that  their  staffs  will  be  retained 
intact  and  that  salaries  will  not  be  reduced. 
To  Reward  Best  Salesmanship 

Among  the  interesting  movements  planned 
for  the  new  year  will  be  the  campaign  to  ascer- 
tain the  best  Victor  merchandise  seller  in  the 
Cleveland  and  northern  Ohio  territory  by  the 
Cleveland  Talking  Machine  Co.  The  incentive 
will  be  a  trip,  with  all  expenses  paid,  to  New 
York,  Philadelphia  and  the  Victor  factory  at 
Camden,  where  a  course  will  be  taken  in  Red 
Seal  salesmanship  by  the  leaders  in  the  race. 
The  awards  will  go,  one  to  the  best  seller  in 
Cleveland,  the  other  to  the  best  in  the  outside 
territory.  The  work  of  the  individuals  during 
January  will  be  taken  as  the  basis  for  the  cam- 
paign, which  will  run  through  February.  It  is 
expected  that  every  retail  establishment  will 
have  representatives  in  the  campaign  and.  that 
at  least  500  young  women  will  seek  fhe  high 
honor. 

Children's  Record  Hanger  a  Hit 

Meanwhile  the  hanger  for  children's  records, 
issued  by  the  Cleveland  Talking  Machine  Co.,  is 
bringing  the  results  expected'  of  it.  Consider- 
able human  interest,  emanating  from  the  small 
folk  who  come  to  dealers'  stores,  is  developed. 
In  one  establishment  a  small  child  insisted  that 


a  certain  violin  record  simply  had  to  be  bought, 
though  his  elders  wanted  only  dance  records. 
Another  recognized  an  air  he  had  been  learning 
at  school  and,  like  a  well-known  advertisement, 
wasn't  happy  till  he  got  it.  The  result  is,  deal- 
ers assert,  that  many  children's  records  that 
have  been  in  .  stock  for  months  are  moving,  as 
well  as  the  newer  and  more  popular  pieces  for 
the  little  people. 

For  Music  Memory  Contest 

Industrial  establishments,  motion  picture 
houses,  and  civic  and  women's  organizations  in 
Lorain  will  co-operate  in  a  music  memory  con- 
test to  be  conducted  in  that  city  under  direction 
of  Music  Supervisor  Wright. 

Demonstrate  Before  Teachers 

Series  of  lectures  and  demonstrations  of  Vic- 
tor merchandise  and'  its  uses  in  school  work 
were  held  by  Miss  Grazella  Puliver,  educational 
director  the  Cleveland  Talking  Machine  Co., 
and  Mrs.  Beaver,  of  the  P.  B.  Whitsit  Co.,  dur- 
ing the  conclave  of  the  Ohio  State  Teachers' 
Association  at  Columbus. 

Columbia  Branch  Managers'  Meeting 

Prior  to  leaving  for  New  York  to  attend  the- 
convention  of  district  managers  of  the  Columbia 
Graphophone  Co.  J.  L.  Du  Breuil,  manager  of 
the  Cleveland  district,  held  a  branch  managers' 
meeting  at  Hotel  Winton  here,  attended  by  rep- 
resentatives from  all  parts  of  the  territory. 
Plans  for  the  new  year  were  tentatively  adopted 
and  will  be  acted  upon  following  developments 
at  the  national  gathering  of  Columbia  in  New 
York  City. 

Open  New  Department  in  Newark,  O. 

Among  new  establishments  to  start  the  new 
year  will  be  that  of  the  John  J.  Carroll  Co., 
Newark,  O.,  one  of  the  highest-class  department 
stores  in  this  section  of  the  country.  An  entire 
Moor  will  be  used  for  the  presentation  and  sale 
of  Victor  machines  and  records.  A  dozen  or 
more  booths  will  be  used  for  demonstration 
purposes.  An  informal  opening  was  held,  at 
which  5,000  persons  were  present.  Jack  Evans, 
well  known  in  the  talking  machine  industry  in 
the  central  part  of  the  State,  and  noted  for  pro- 
gressive achievement,  will  be  in  charge  of  the 
new  department.  A  formal  opening  early  in 
.the  Spring  is  planned,  at  which  several  unique 
features  will  be  introduced  to  the  trade. 
A  New  Store  in  Dover,  O. 

Another  new  establishment  is  planned  by  W. 
A.  Winkler,  at  Dover,  O.,  in  which  novel  ar- 
rangement of  booths  and  presentation  of  rec- 
ords will  be  offered.  While  the  department  was 
in  process  of  completion  Mr.  Winkler  did  not 
wait  for  business  to  come  in,  but  went  after  it 
with  the  astonishing  result  that  seven  machines 
were  sold  in  one  day. 

What  will  be  practically  an  entirely  new  store 
for  Victor  merchandise  is  planned  by  the  H.  B. 
Kurtz  Co.,  Conneaut,  O.    This  firm  had  a  fire 


II  ^kl  FV'Q  GRAPHITE  PHONO 
g  SPRING  LUBRICANT 

lUiey's  Lubricant  makes  the  Motor  make  good 

Is  prepared  in  the  proper  consistency,  will  not  run  out,  dry  up,  or 
become  sticky  or  rancid.    Remains  in  its  ori (final  form  Indefinitely. 
Put  up  in  1 ,  5,  10,  25  and  50-pound  can*  for  dealers. 

This  lubricant  is  also  put  up  in  4-ounce  cans  to  retail  at  25  cents 
each  under  the  trade  name  of 

FITRFKA   noiseless  talking 

u^lVLIlfl    MACHINE  LUBRICANT 

Write  for  special  proposition  to  jobbers. 

ILSLEY-DOUBLEDAY  &  CO.,  229-231  Front  St.,  New  York 


some  time  back,  but  is  now  prepared  to  present 
Victor  goods  in  a  modern,  high-class  estab- 
lishment. Several  attractive  features  in  the 
interest  of  patrons  are  planned  by  the  manage- 
ment. 

A  New  De  Foreest  Store 

William  De  Foreest,  of  the  M.  V.  De  Foreest 
establishments,  has  become  manager  of  the  re- 
cently acquired  Niles,  O.,  store  of  that  firm  and 
is  completing  arrangements  to  put  this  new  ac- 
count on  a  par  with  the  already  famous  De 
Foreest.  stores  at  Sharon  and  Greenville,  Pa.,  and 
Warren,  O.  . 
A  Handy  Souvenir 

The  Cleveland  Talking  Machine  Co.  is  dis- 
tributing as  a  New  Year's  present,  in  fact  an 
all-year-round,  useful  gift,  a  bound  volume  of 
supplements  for  the  entire  year  of  1920.  These 
supplements,  being  in  handy  form,  are  expected 
tc  be  a  considerable  aid  to  dealers  in  stimu- 
lating record  sales. 

Talking  Machines  for  Bonuses 

January  is  the  month  of  bonuses  for  employes 
in  industrial  plants  in  the  Cleveland  district 
The  policy  of  previous  years  will  be  carried  out 
by  numerous  concerns  in  the  territory.  But 
instead  of  giving  the  winners  of  bonuses  mere 
money  they  will  give  workers  talking  machines. 
At  least  this  is  the  plan  now  being  worked  out 
by  A.  L.  Maresh,  of  the  Maresh  Piano  Co.,  and 
eagerly  accepted  by  plant  owners  and  managers, 
according  to  Mr.  Maresh.  It  is  Mr.  Maresh's 
plan  to  sell  talking  machines  of  the  better  sort 
of  Victor  models  to  the  factory  heads  and  have 
them  distribute  them  among  employes.  It  is 
expected  that  at  least  one  hundred  machines 
can  be  sold  in  this  manner.  The  plan  will  not 
only  save  money  for  those  distributing  bonuses, 
Mr.  Maresh  has  learned,  but  will  serve  to  exer- 
cise greater  contentment  in  the  home  that 
music  is  recognized  as  making. 

.  Hans  Kindler  Meets  Local  Dealers 

Following  its  program  for  bringing  the  artist 
and  those  who  sell  the  artist's  records  closer 
together,  the  Cleveland  Talking  Machine  Co. 
was  host  to  Hans  Kindler,  notel  'cellist,  in  the 
Cleveland  Co.'s  reception  room.  The  meeting, 
like  all  of  these  gatherings,  was  well  attended 
by  representatives  from  local  retail  establish- 
ments. 

Ted  Lewis  and  Band  Entertain 

That  the  presence  of  artists  before  the  peo- 
ple who  know  them  only  from  records  is  a 
tremendous  boost  for  machine  and  record  sales 
is  the  firm  conviction  of  G.  E.  Lennox,  .man- 
(Conti)iued  on  page  86) 


Victor  Dealers  of  the  Rocky  Mountain  Region 

Put  Your  Selling  Problem  Up  To  Us 


Our  expert  staff  of  Victor  merchan- 
dising specialists  are  at  your  command 
at  all  times — each  offering  you  a  real 
service  in  helping  you  to  solve  your 
retail  problems. 


Our  five  floors  devoted  exclusively  to 
Victor  goods,  and  to  the  needs  of 
Victor  dealers,  are  admirably  equipped 
to  offer  a  genuine  service. 


We  Back  the  Dealer  Who  Backs  the  Victor 


Knight-Campbell  Music  Co.,  1608  Wynkoop  Street,  Denver,  Colo. 


January  15,  1921 


THE   TALKING    MACHINE  WORLD 


85 


And  now 


SHOW  DOWN 


There  is  one  thing  that  all  talking  machine  people 
seem  to  have  agreed  upon,  in  the  past  couple  of  years. 

It  has  been  common  talk  that  four — or,  possibly,  five — 
companies  would  receive  the  great  bulk  of  the  Phono- 
graph business  of  the  future. 

Since  1914  the  Phonograph  business  has  been  "ex- 
ploited", just  as  almost  every  other  American  industry. 

Aladdin-like  incidents  are  familiar  to  every  one  of  us. 

But  Time,  the  Tomb-builder  and  Stabilizer,  is  fast 
restoring  order. 

And,  after  all  is  said  and  done,  we  always  find  that  most 
everybody  knows  enough  to  "get  in  out  of  the  rain". 

The  Aeolian  Company  has  always  been  the  first 
musical  instrument  house  of  the  world.  It  has  never 
been  anything  else.    It  has  had  no  side  lines. 

The  scientifically  constructed  VOGALION  and  its 
realistic  Red  Records  are  in  an  assured  position.  The 
prestige  of  genuine  merit  and  conservative  merchan- 
dising makes  them  amply  capable  to  receive  the  greater 
portion  of  the  patronage  of  the  critical. 

THE  AEOLIAN  COMPANY 

Aeolian  Hall,  New  York 


Chicago  San  Francisco  St.  Louis  Cincinnati  Boston  London  Paris 

529  So.  Wabash  Ave.    455  Mission  Street    1004  Olive  St.    25  W.  Fourth  St.    190  Boylston  St.     135  New  Bond  St.     32  Ave.  De  L'Opera 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


soss 


Soss  Invisible  Hinges 

are  essential  to  preserve  the  beauty  of  design,  particularly 
when  it  is  desired  to  disguise  the  talking  machine  cabinet. 
In  many  of  the  better  cabinets  of  today  Soss  Hinges  are 
used.  They  are  mechanically  accurate  and 
can  be  installed  quickly  and  easily. 

Write  for  Catalogue  T. 
SOSS  MANUFACTURING  COMPANY 

Grand  Avenue  and  Bergen  Street,      Brooklyn,  N.  Y. 


Ifagaiagii..,  mmnmvmftmHitmimm 


'-•'YfriYirtfri 


GOOD  CLEVELAND  TRADE  IN  1920 

(Continued  from  page  84) 

ager  of  the  Columbia  Grafonola  department  of 
Brown  Bros.,  following  a  concerj;  at  which  Ted 
Lewis  and  his  Jazz  Band  played  before  1,000 
persons  that  packed  the  lower  floor  of  the 
Brown  store.  The  event  was  arranged  by  J.  L. 
Du  Breuil,  district  manager  of  the  Columbia, 
and  H.  S.  Schultz.  sales  manager,  and  H.  C. 
Cooley,  assistant  manager  in  this  territory.  Ted 
autographed  records  and  these  went  like  the 
proverbial  hot  cakes. 

Santa  Claus  Brings  Business 

One  of  the  biggest  successes  locally  emanat- 
ing from  the  holiday  activities  is  attributed  to 
the  Randolph  House  of  Good  Music  in  having 
Santa  Claus  and  his  assistant,  in  person,  adver- 
tising the  house  and  delivering  talking  machines 
during  the  Christmas  season.  The  innovation 
has  been  so  good  as  a  business  getter  that  C.  H. 
Randolph,  head  of  the  house  and  originator  of 
the  idea,  is  already  figuring  on  using  it  on;  dif- 
ferent occasions  throUgliUhf;  y€jir.rf,Sanfa  Claus 
and  his  assistanf^were  recruited  from  the"  work 
rooms  of  the  house  and  garbed  in  true  Santa 
Claus  style.  Between  times  of  delivering  mer- 
chandise to  purchasers  they  were  out  on  the 
street  with  the  company's  truck,  equipped  with 
a  sound  magnifying  device  attached  to  a  talk- 
ing machine,  distributing  literature  and  having 
a  good  time  with  the  people  generally.  The 
move  was  supplemented  by  liberal  advertising 
in  daily  newspapers,  with  pictures  showing  the 
Santas  in  action. 

Novel  Demonstrating  Plan 

The  latest  method  of  putting  music  into  the 
home,  even  if  people  do  not  live  there  as  yet, 
has  been  adopted  by  the  Henry  Leopold  Fur- 
niture Co.  Making  arrangement  with  the 
Lovett  Co.,  real  estate  dealer,  the  Leopolds 
have  equipped  completely  a  six-room  house  in 
the  West  End  of  Cleveland,  installing  therein  a 
Victrola.  The  idea  was  originated  by  Henry 
Leopold,  advertising  manager.  The  completely 
furnished  house,  for  sale  without  or  with  the 
furniture,  was  advertised  and  the  first  day  500 
persons  called  to  inspect  the  property,  according 
to  Lovett  officials.  Increased  sales  traced  di- 
rectly to  the  furniture  display  have  followed,  ac- 
cording to  Gilbert  Leopold,  and  it  is  expected 
that  marked  improvement  in  talking  machine 


sales  will  follow  as  the  plan  becomes  better 
known  to  home  hunters.  It  is  the  purpose  of 
the  Leopold  Co.  to  install  talking  machines  and 
complete  furnishings  in  a  score  of  local  homes. 

The  Kennedy-Green  Co.,  Okeh  record  jobber 
in  northern  Ohio,  announces  the  appointment  of 
Tom  O'Connor,  well-known  Cleveland  business 
man,  who  will  cover  territory  outside  of  Cleve- 
land. 

Unico  President  Entertains 

Reyburn  Clark  Smith,  president,  and  A.  C. 
(Gus)  Mayer,  genial  district  manager,  of  tne 
Unit  Construction  Co.,  were  recent  visitors  in 
the  Cleveland  district,  surveying  the  activities 
of  different  firms  in  the  industry  as  a  basis 
for  the  1921  campaign  of  their  company.  While 
here  Mr.  Smith  was  host  at  a  dinner  tc  mark 
the  departure  to  Los  Angeles  of  Milton  Ganger, 
formerly  with  Cleveland  talking  machine  firms 
and  more  recently  of  the  Smith  Music  Co.,  Ash- 
land, O.  Members  of  the  party  included  C.  K. 
Bennett,  general  manager;  Ed  B.  Lyons,  sales 
manager;  Earle  Poling,  traveling  representative, 
and  Mrs.  I.  M.  Howard,  record  department 
manager,  the  Eclipse  Musical  Co. 

"Columbia  Week"  Successful 

Continuance  of  the  campaign  inaugurated 
largely  for  the  benefit  of  dealers  for  the  holiday 
period  is  contemplated  by  Cleveland  district  of- 
ficials of  the  Columbia  Graphophone  Co.  The 
plan,  in  effect  several  weeks,  has  been  produc- 
tive of  extraordinary  business  for  all  dealers  who 
have  taken  part.  Several  different  phases  have 
been  combined  by  Columbia  leaders  here  to 
make  a  harmonious  whole  for  the  event.  Win- 
dow decorations,  signs,  circular  advertising  of 
newspaper-page  size,  newspaper  advertising  and 
other  material  have  been  prepared  at  head- 
quarters here  and  sent  to  retailers.  The  event 
is  known  as  "Columbia  Week."  Arrangements 
have  been  made  with  grocery  stores  and  other 
retail  places  where  many  people  gather  daily,  to 
install  machines  and  sets  of  records  and  have 
the  machines  play  constantly.  A  neat  sign  states 
the  machine  is  from  a  certain  dealer. 

Young  women,  supplied  with  quantities  of 
records,  call  at  the  homes  of  the  people,  asking 
to  play  these  records  on  the  machine  owned  by 
the  householder.  They  sell  no  records,  but 
advise  of  the  event  being  held  at  the  dealer's 
store.  Machine  owners  go  to  the  store  and  buy 
new  records.  In  homes  where  there  are  no  ma- 
chines a  note  is  made,  a  machine  is  sent  out  on 
trial  for  a  period  and  usually  is  purchased  with- 
in a  few  days  after  the  initial  trial.  The  cam- 
paign has  been  conducted  under  personal  direc- 


tion of  J.  L.  Du  Breuil,  district  manager;  H.  C. 
Cooley,  assistant  manager,  and  H.  C.  Schultz, 
sales  manager. 

Muehlhauser  Co.  Plans 
An  enlarged  talking  machine  department,  with 
several  unique  features  for  patrons,  is  included 
in  the  plans  of  the  Muehlhauser  Bros.  Piano 
Co.,  which  moves  to  its  new  location  at  Euclid 
avenue  and  East  Twenty-first  street  February  1. 
The  new  location  will  provide  a  total  space  of 
8,000  square  feet,  twice  as  much  as  this  pro- 
gressive house  started  with  three  years  ago. 
when  it  entered  the  music  field  here.  Although 
the  Muehlhauser  firm  is  new  as  a  firm,  it  is  old 
in  its  personnel,  as  the  members — Adolph  Muehl- 
hauser, president;  Otto  C,  vice-president  and 
genecal  manager,  and  Fred,  treasurer,  have 
spent  a  lifetime  in  the  trade. 

ATTENDING  FURNITURE  EXPOSITION 

H.  C.  Naill,  of  the  Geo.  A.  Long  Cabinet  Co., 
has  left  for  Grand  Rapids,  Mich.,  where  he  is 
attending  the  -Furniture  Exposition  being  held 
in  that  city  from  the  first  to  the  twenty-second 
of  January.  Mr.  Naill  is  going  in  the  interests  of 
the  Geo.  A.  Long  Cabinet  Co.  to  promote  the 
Long  line  of  specialties  which  are  being  exhibited. 

MAIN-SPRINGS 

For  any  Phonograph  Motor 

Best  Tempered  Steel 


1     in.  x  10  ft.  for  Columbia  Each  $0.50 

1     in.  x  13  ft.  for    Victor  Each  0.50 

1%  in.  x  18  ft.  for    Victor  Each  0.75 

1     in.  x  12  ft.  for    Heineman  Each  0.60 

%   in.  x  10  ft.  for  Col.  PathS-Heineman 

Each  0.50 

lft  in.  x  16  ft.  for  Heineman   Each  1.20 


1     x  16  ft.  for  Saal  or  Silvertone  Each  0.90 

1  In.  x  10  ft.  for  Saal  or  Silvertone.  .Each  0.60 
1     in.  x  16  ft.  for  Sonora  or  Brunswick 

Each  0.90 

%  in.  x  10  ft.  for  all  small  type  machines 

Each  0.45 

iya  in.  full  size  for  Edison  Disc  Each  2.10 

SAPPHIRES— Genuine 

Path£  very   best   loud  tone  genuine,  each  15c; 

100  lots,  $11.50. 
Edison  very  best  loud  tone,  15c  each  or  $12.00  in 

100  lots. 

MOTORS 

Special    price   on    Krasberg  motors. 
Order  right  from  this  ad. 
Send  for  price  list  of  other  repair  parts. 

The  Val's  Accessory  House 

1000-1002  Pine  St.  St.  Louis,  Mo. 


Eastern  Sales  &  Ex- 
port Office 

WILLI AMSP0RT,  PA.,  U.  S.A. 

Eastern  Sales  Agents  for 

Universal  Stamping  &  Mfg.  Co. 

Master  Motors 

H.  G.  Saal  Co. 

Famous  Saal  Motors 

Sterling  Devices  Co. 

Guaranteed  Tone  Arms 

Villinger  Mfg.  Co. 

Phonograph  Hardware 

Electric  Motors 

100  Per  Cent.  Efficient 

Eastern  Sales  &  Export  Office 

Williamsport,  Pa.,  U.  S.  A. 


ANUARY  15,  1921 


THE    TALKING    MACHINE  WORLD 


Trmt*  Mart 
Rigitirttion 
Applies  far 


The  Fibre  Needle  Builds  Enthusiasm 

It  makes  constant  purchasers  of  talking 
machine  records. 

It  creates  increasing  appreciation  of  the 
more  standard  types  of  music  and  directly 
affects  the  sale  of  operatic  records. 

it  Pi  aces  the  talking  machine  upon  a 
higher  plane  as  a  home  entertainer 

And  therefore 

Helps  you  to  sell  more  and  better 
machines. 

Push  the  Fibre  Needle 


B  &  H  Fibre  Mfg.  Co. 

33-35  W.  Kinzie  Street,  Chicago,  111. 


88 


THE   TALKING    MACHINE  WORLD 


January  15,  1921 


INTENSIVE  SALES  PRO- 
MOTION IN  MILWAUKEE 

This  Policy  to  Be  Pursued  Throughout  Trade 
This  Spring — Enormous  Holiday  Record  Busi- 
ness— Leading  Jobbers  and  Dealers  Optimistic 
Regarding  Outlook — News  of  Month 


Milwaukee,  Wis.,  January  10. — In  the  realiza- 
tion of  the  fact  that  the  "acid  test"  for  the  talk- 
ing machine  business  has  come,  the  trade  in 
Milwaukee  is  engaged  in  the  most  intensive  sales 
promotion  campaign  that  has  ever  been  put 
forth.  Holiday  business  received  an  injection  of 
this  sort  during  the  latter  part  of  November 
and  throughout  December,  with  the  result  that 
what  ordinarily  might  have  been  a  rather .  re- 
stricted volume  of  business  assumed  proportions 
that  were  very  satisfactory. 

Most  of  the  retail  stores  entered  the  new  year 
with  a  larger  carry-over  of  stock  than  a  year 
ago.  The  inventories,  however,  are  not  regarded 
as  excessive,  for  in  most  instances  they  are  no 
larger  than  customary  at  this  time.  Neverthe- 
less the  amount  of  merchandise  on  hand  is  suffi- 
cient to  awaken  all  to  the  need  of  applying  the 
most  substantial  salesmanship  principles  that 
have  ever  been  required  if  business  between  now 
and  the  Easter  holiday  season  is  to  be  sustained 
at  the  desired  point. 

Holiday  business  in  records  unquestionably 
was  the  largest  in  history,  and  the  shelves  of 
all  dealers  were  so  bare  on  January  1  that  it 
might  truly  be  said  that  record  stocks  were 
"shot  to  pieces."  Dealers  are  gradually  accumu- 
lating new  stocks.  The  demand  since  the  holi- 
days has  kept  up  wonderfully  well  and  the  local 
trade  looks  for  a  continuance  of  good  record 
business  for  a  long  time  to  come. 

One  thing  which  dealers  feared  might  result 
from  the  unusual  conditions  prevailing  in  busi- 
ness generally,  namely,  that  some  stores  might 
undertake  extreme  measures  to  move  stocks, 
came  about  only  to  a  small  extent.  However, 
some  apprehension  still  is  expressed  that  some 
efforts  will  be  made  to  stimulate  business  by 
offering  instruments  at  greatly  reduced  prices. 
It  is  figured  that  as  the  new  year  moves  on, 
trade  will  not  be  exceptionally  brisk  for  a  few 
weeks,  while  some  members  of  the  trade  will 
deem  it  necessary  to  convert  merchandise  into 
cash  and  try  to  accomplish  this  by  playing  the 
popular  melody  of  the  day,  "cut  prices,"  the 
favorite  device  of  merchants  in  many  other  lines 
for  the  last  five  or  six  months. 

In  the  main,  however,  the  local  trade  does  not 
believe  in  that  kind  of  merchandising.  This  is 
especially  true  of  dealers  who  belong  to  the 
Milwaukee  Association  of  Music  Industries  and 
through  such  membership  do  not  countenance 
unethical  business  methods.  It  is  felt  that  while 
post-holiday  business,  as  usual,  will  not  be  espe- 
cially active,  it  will  not  ,be  necessary  to  break 
down  the  standards  of  the  music  business  to 
liquidate-  stocks,  regardless  of  the  pressure. 

The  Better  Business  Bureau  of  the  Milwaukee 


Personal  Service 


G.  F.  RUEZ 

Pres.  and  Treas. 

H.  A.  GOLDSMITH 

Secretary 

S.  W.  GOLDSMITH 

Vice-Pres.  and 
General  Mgr. 


The  members  of  our  company  are  always  available 
-and  will  gladly  see  you  personally  or  write  you  at 
any  time  we  can  possibly  serve  you. 

Get  acquainted  with  the  Badger  brand  of  per- 
sonal service. 

Badger  Talking  Machine  Company 

Exclusive  Victor  Distributor 
135  SECOND  STREET  MILWAUKEE.  WIS. 


Association  of  Commerce,  with  the  co-operation 
of  the  Music  Industries  Chamber  of  Commerce 
Bureau,  nipped  in  the  bud  a  number  of  attempts 
made  by  several  Milwaukee  dealers  to  "put  over" 
some  campaigns  that  smacked  of  bad  ethics. 
Oscar  H.  Morris,  director  of  the  Milwaukee 
Bureau,  is  keeping  an  eagle  eye  on  the  adver- 
tising of  all  business  men  to  prevent  a  turmoil  of 
bad  publicity,  for  which  present  conditions  are 
likely  to  open  the  way. 

Talking  machine  dealers  are  very  much  en- 
couraged by  the  fact  that  numerous  large  in- 
dustries in  this  city,  which  have  been  running 
at  greatly  reduced  capacity,  or  been  entirely  idle 
for  several  weeks  or  longer,  are  now  resuming 
normal  operations,  re-employing  thousands  of 
men  whose  earning  power  has  been  sharply  re- 
duced. It  is  a  fact,  however,  that  idleness  was 
probably  less  in  Milwaukee  than  in  other  large 
cities,  due  to  the  fact  that  the  industry  of  this 
city  is  the  most  diversified  of  any  big  com- 
munity, as  a  consequence  of  which  men  released 
from  certain  plants  were  readily  absorbed  by 
others. 

According  to  Harry  A.  Goldsmith,  secretary 
of  the  Badger  Talking  Machine  Co.,  Victor  job- 
ber, 135  Second  street,  1921  is  bound  to  be  a 
big  year  because  an  early  return  of  industrial 
and  commercial  activity  is  bound  to  create  an- 
other era  of  prosperity.  The  public  is  too  well 
sold  on  music,  he  says,  to  stop  buying  musical 
instruments.  The  market  is  far  from  being 
saturated.  At  the  same  time  business  in  records 
is  certain  to  be  heavy  because  of  the  enormous 
number  of  instruments  now  in  homes  and  fac- 
tories which  require  constant  new  purchases. 

Thomas  I.  Kidd,  manager  of  the  Brunswick- 
Balke-Collender  Co.,  275-279  West  Water  street, 
is  one  of  the  real  optimists  in  regard  to  the 
future  of  the  talking  machine  industry.  Sales  of 
the  Brunswick  in  1920  in  Mr.  Kidd's  territory 
were  far  and  away  the  largest  in  the  history  of 
the  house,  and  his  dealers  are  continuing  to 
place  very  satisfactory  orders,  both  for  instru- 
ments and  records. 

"We  have  not  the  least  complaint  to  make 
about  Sonora  business,"  said  Fred  E.  Yahr, 
president  of  the  Yahr  &  Lange  Drug  Co.,  207- 
215  East  Water  street,  distributor  of  the  Sonora 
in  Wisconsin  and  Upper  Michigan.  "Naturally, 
trade  is  not  so  active  now  as  it  was  in  the  last 
two  to  three  months,  which  is  to  be  expected 


after  the  holidays  are  over,  but  business  is  pick- 
ing up  nicely  and  we  feel  that  we  are  going  to 
have  the  best  year  we  have  ever  .known." 

Charles  J.  Orth,  distributor  of  the  Puritan  in 
Wisconsin  and  northern  Michigan,  expresses 
satisfaction  over  conditions  and  is  mapping  out 
campaigns  for  the  rest  of  the  Winter  and  the 
coming  Spring  which  are  laid  on  much  broader 
lines  than  ever  before.  Easter  coming  consider- 
ably earlier  this  year  than  usual,  Mr.  Orth  be- 
lieves, will  be  a  material  factor  in  stimulating 
music  business  of  all  kinds,  and  especially  the 
talking  machine  and  record  Kne. 

The  Phonograph  Co.  of  Milwaukee,  49  to  51 
Oneida  street,  Edison  distributor,  has  recently 
increased  its  capital  stock  from  $100,000  to  $150.- 
000  to  accommodate  the  expansion  of  its  business 
and  provide  for  further  enlargement. 

Miss  Helen  Gunnis,  for  several  years  at  the 
head  of  the  talking  machine  department  of  the 
C.  W.  Fischer  Furniture  Co.,  211-215  Second 
street,  Milwaukee,  has  joined  the  staff  of  the 
Edmund  Gram  Music  House,  414-416  Milwaukee 
street,  which  features  the  Aeolian-Vocalion  and 
the  Cheney.  Miss  Gunnis  had  wide  experience 
in  retailing  the  Cheney  during  the  time  the  fran- 
chise was  held  by  the  Fischer  Company.  She 
is  widely  known  in  the  trade,  and  has  done  con- 
siderable recording  for  the  Aeolian-Vocalion  and 
Columbia  records. 

Raimund  Wurlitzer,  son  of  Howard  Wurlitzer, 
president  of  the  Rudolph  Wurlitzer  Co.,  Cincin- 
nati, was  married  December  30  to  Miss  Pauline 
Theckla  Pabst,  daughter  of  Frederick  Pabst,  of 
Milwaukee.  Mrs.  Wurlitzer's  grandfather  was 
the  founder  of  the  great  Pabst  brewery. 

Page  &  Zimmermann,  Ladysmith,  Wis.,  retail 
jewelers  and  Pathe  dealers,  have  separated  the 
two  lines  and  installed  a  complete  music  store 
in  the  Page  building.  The  new  store  is  one  of 
the  handsomest  in  northern  Wisconsin  and  has 
been  especially  well  stocked  with  instruments 
and  records. 

The  H.  C.  Bendler  Co.,  Sheboygan,  Wis., 
Brunswick  dealer,  has  opened  a  branch  store  at 
Sheboygan  Falls,  a  thriving  community  about 
seven  miles  west  of  Sheboygan.  The  store  is 
temporarily  quartered  in  the  Frank  A.  Stroub 
pharmacy. 

Clemens  Reinders,  a  leading  furniture  dealer 
of  Kewaskum,  Wis.,  has  opened  a  talking  ma- 
chine department  which  features  the  Edison. 


THE 

TOLEDO  TALKING  MACHINE  CO. 

TOLEDO,  OHIO 


WHOLESALE 


EXCLUSIVELY 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


89 


1 


I 


% 


PATENTED  DEC.  II,  1917 


TALKING  MACHINE  CABINET 


VICTOR  DEALERS  will  open  up  a  new  field  of  prospective  Victrola  buyers 
during  1921  by  offering  their  Victrolas  IV  and  VI  in  connection  with 
Lundstrom  "Converto"  Talking  Machine  Cabinets,  which  combination  affords 
all  the  advantages  of  the  cabinet  type  machines  at  a  considerably  reduced  price. 

We  shall  be  pleased  to  co-operate  with  dealers  handling  the  "Converto" 
Cabinets  by  furnishing  them  promptly,  without  charge,  window-cards,  descrip- 
tive pamphlets  and  electrotypes,  upon  request. 


THE  C.  J.  LUNDSTROM  MFG.  CO.,  Little  Falls,  N.  Y. 

Lundstrom  "Converto"  Cabinets  are  broadly  covered  by  patents. 
Infringements  will  be  promptly  prosecuted. 


CONVERTO  WHOLESALE  DISTRIBUTORS 


Albany.    N.    Y  Gately-Haire  Co..  Inf.. 

Atlanta,  '  Ga  '.  ...Elyea  Talking  Machine  Co. 

Phillips  &  Crew  Piano  Co. 

Baltimore.    Md  Cohen  &  Hughes,  Inc. 

E.  F.  Droop  &  Sons  Co. 

Birmingham,    Ala  Talking  Machine  Co. 

Boston.    Mass  Eastern  Talking  Machine  Co. 

Buffalo.  N.  Y  W.  D.  &  C.  N.  Andrews 

Burlington,   Vt  American  Phonograph  Co. 

Chicago.  Ill  Lyon  &  Healy 

Cincinnati,    Ohio  Rudolph  Wurlitzer  Co 

Cleveland,    Ohio  Cleveland  Talking  Machine  Co. 

Columbus.   Ohio  The  Perry  B    Whitsll  Co. 

Dallas.   Texas...  Sanger  Bros. 

Denver.  Colo  The  Knight-Campbell  Music  Co. 


Des  Moines,   la  Mickel  Bros.  Co. 

Elmira.  N.  Y  Elmira  Anns  Co. 

El  Paso,  Tex  W.  G.  Walz  Co. 

Houston.    Texas  The  Talk.  Mach.  Co    of  Texas 

Indianapolis.  Ind.  ..  ■ifc'wart  Talking  Machine  Co 
lacksonville.    Fla  Florida  Talking  Machine  Co. 

Kansas  City,  Mo  J.  W.  Jenkins'  Sons  Music  Co. 

The  Schmelzer  Co. 

Memphis,    Tenn  O.  K   Houck  Piano  Co. 

Mobile,    Ala  Wm.  H.  Reynalds 

Newark.  N.  J  Collings  &  Co. 

New  Orleans,   La  Philip  Werleln,  Ltd. 

New  York  City  Emanuel  Blout 

Cabinet  &  Accessories  Co  .  Inc. 
Knickerbocker  Talking  Machine 
Co. 


1 
1 

1  


Omaha,    Nebr  Mickel  Broa,  Co. 

Peoria.   Ill  Putnam-Page  Co. 

Philadelphia,  Pa  C.  J.  Heppe  &  Son 

Penn  Phonograph  Co. 

H.  A.  Weymann  &  Son,  Inc. 

Pittsburgh.   Pa  W.  F.  Frederick  Piano  Co. 

Standard  Talking  Machine  Co 

Portland.    Me  Cressey  &  Allen.  Inc. 

Richmond.    Va  The  Corley  Co..  Inc. 

St.  Paul,  Minn  W.  J.  Dyer  &  Bro. 

San  Francisco,  Cal. ..  .Walter  S.  Gray  Co. 

Syracuse.  N.  Y  W.  D.  Andrews  Co. 

Toledo.    Ohio  Toledo  Talking  Machine  Co 

Washington,    D.   C  Cohen  &  Hughes.  Inc. 

E   F.  Droop  &  Sons  Co. 


i 


90 


THE   TALKING   MACHINE  WORLD 


January  IS,  1921 


THE  SCOTFORD  TONEARM  AND 
SUPERIOR  REPRODUCER 


Manufactured  under  the  Patents  of  Louis  K.  Scotford 


Some  New  Finishes 
and  Reduced  Prices 

for  1921 

Before  making,  your  Tonearm  and  Reproducer  contract  for  1921,  it  will  be  to  your  interest  to  try  out  the  Scotford  inventions. 
Samples  of  the  several  combinations  illustrated  below  will  be  submitted  on  approval  to  responsible  rated  firms.  New  concerns 
not  rated  may  try  out  any  or  all  of  the  models  on  depositing  the  list  prices,  and  we  a^ree  to  refund  the  full  amount  on  return  of 
the  samples  —  or  will  adjust  the  price  at  quantity  rate  if  a  quantity  is  later  ordered 


NO.  1  FINISH  TONEARM 


Plated  Base,  Black  Main  Elbow  and  Tube,  Plated  Connection 
with  No.  1  or  No.  2  Finish  Reproducer 


NO.  2  FINISH  TONEARM 

Black  Base,  Plated  Main  Elbow  and  Tube,  Plated  Connection 
with  No.  1  or  No.  2  Finish  Reproducer 


NO.  3  FINISH  TONEARM 

with  No.  3  Finish  Reproducer 
All  Parts  Plated 


NO.  1  FINISH 
REPRODUCER 

Black  Face  Rin&  and  Back 
Plated  Frame 


NO.  2  FINISH 
REPRODUCER 

Plated  Face  Rin&  and  Frame 
Black  Back 

NO.  3  FINISH 

All  Parts  Plated 


MICA  DIAPHRAGM  MICA  DIAPHRAGM  MICA  DIAPHRAGM 

Your  Nameplate  "Superior"  Nameplate  Plain  Gilt  Plate 

No  extra  charge  for  Reproducer  with  individual  nameplate  when  the  necessary  Decalcomania 
Transfers  are  furnished  by  customer.    Such  Transfers  require  four  to  ei&ht  weeks  to  manufacture 


MICOMPO  DIAPHRAGM 

Plain  Gilt  Plate 
"Superior"  Nameplate 
or  Your  Nameplate 


BLACK  DIAPHRAGM 

Plain  Black 
Gilded 
or  Your  Nameplate 


List  Prices,  including  Parcel  Postage 

PLATINOID  or  NICKEL  PLATE     POLISHED  ROMAN  GOLD  PLATE  Prices  stated  are  for  the  Reproducer 

No.  1  FINISH  Tonearm  and  Reproducer.  .  $7.00— Reproducer  only  $4.00    $  9.00— Reproducer  only  $5.00  with  First  Quality  Clear  India  Mica 

No.  2  FINISH  Tonearm  and  Reproducer.  .  $7.75— Reproducer  only  $4.50  $10.00— Reproducer  only  $5.50  Diaphragm.  For  Micompo  or  Black 
No.  3  FINISH  Tonearm  and  Reproducer.  .  $8.50— Reproducer  only  $5.00    $11.00— Reproducer  only  $6.00  Diaphragm  deduct  50  cents 

PLATINOID  is  a  new  electro -plate  finish  which  looks  like  Silver  but 
costs  no  more  than  Nickel.  Unlike  Silver  or  Nickel,  it  is  non-tarnishable 

Quantity  Prices  are  Much  Lower  than  List  Prices  above 

BARNHART  BROTHERS  &  SPINDLER 

Monroe  and  Throop  Streets  -  CHICAGO 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


91 


On  the  Columbia  Novelty  Record  this  month 
the  Royal  Serbian  Tambouritza  Orchestra 
plays  two  waltzes — "Spring  Flowers"  and 
Quiet  Night."  How  those  novelty  records 
do  sell!  E-4624. 


Columbia  Graphophone  Co 

NEW  YORK 


INDIANAPOLIS  CONTINUES  TO  BE  A  BUSY  TRADE  CENTER 

W.  J.  Baker  in  Charge  of  Brunswick  Business — Hopkins  Purchases  Edison  Shop — Kipp  Enter- 
tains Forces — Stewart  Data  on  Deferred  Payments  and  Interest — New  Columbia  Manager 


Indianapolis,  Ind.,  January  5. — W.  J.  Baker,  of 
Chicago,  for  the  last  three  years  traveling  audi- 
tor of  the  Brunswick-Balke-Collender  Co.,  has 
been  placed  in  charge  of  the  Indianapolis 
branch  of  that  company  to  succeed  Manager 
Frank  Buttweiler,  who  has  been  placed  in  charge 
of*  the  Cleveland  branch.  Mr.  Baker  has  been 
with  the  company  eleven  years,  serving  in  vari- 
ous capacities  at  Grand  Rapids,  Mich.;  Toledo, 
Detroit  and  Chicago. 

Associated  with  Mr.  Baker  in  the  Indian- 
apolis branch  is  A.  G.  Burr,  sales  manager.  Mr. 
Burr  is  widely  known  in  Indiana  and  Illinois 
and  has  been  with  the  Indianapolis  branch  since 
last  June.  He  speaks  most  enthusiastically  of 
the  year's  business  in  Brunswick  machines, 
which,  he  says,  has  been  much  larger  than  the 
business  of  the  previous  year.  The  number  of 
Brunswick  dealers  in  Indiana,  he  says,  has 
doubled  within  the  last  few  months  and  the 
prospects  are  that  the  number  will  be  again 
doubled  in  the  next  year.  He  is  planning  now  a 
larger  and  more  elaborate  demonstration  room 
and  will  soon  enlarge  the  record  stockroom 
which  was  constructed  a  few  months  ago  with 
the  expectation  of  its  being  ample  in  size  for 
several  months  yet  to  come. 

C.  A.  Grossart,  manager  of  the  Brunswick 
Shop,  says  that  he  did  a  remarkably  good  holi- 
day business,  particularly  in  records.  He  says 
he  turned  over  his  record  stock  many  times  dur- 
ing the  month  of  December  and  was  hard 
pressed  to  serve  all  the  buyers. 

Among  the  Victor  dealers  of  the  State  who 
exhibited  much  activity  in  an  advertising  way 
during  the  holiday  season  was  O.  L.  Foster,  of 
Lafayette,  whose  quarter-page  newspaper  ad- 
vertisement afforded  an  example  of  excellent 
copy  containing  a  personal  appeal  that  was  ex- 
ceptionally good.  Following  a  general  argu- 
ment on  the  supremacy  of  the  Victrola  this 
dealer  inserted  in  typewriter  type,  signed  with  a 


fac-simile  of  his  own  signature,  the  following 
message: 

"For  more  than  ten  years  I  have  sold  Vic- 
trolas  in  Lafayette.  During  this  time  I  have 
been  offered  the  agency  for  each  of  the  other 
makes  of  instruments.  If  there  were  any  instru- 
ment that  could  qualify  in  the  same  class  as  the 
Victrola  I  would  have  welcomed  it  long  ago,  as 
I  have  never  yet  been  able  to  secure  enough 
Victrolas  to  supply  the  ever-increasing  de- 
mand." 

George  E.  Stewart  and  E.  T.  Huller.  as  a 
vigilance  committee  representing  the  Stewart 
Talking  Machine  Co.,  corrected  some  misleading 
advertising  used  by  an  Indianapolis  furniture 
store  and  an  Indianapolis  drug  store.  The  com- 
mittee, with  the  support  of  a  representative  of 
the  Indianapolis  Better  Business  Bureau,  in- 
duced the  furniture  dealer  to  surrender  the  Vic- 
trola sign  with  which  he  had  been  advertising 
two  phonographs  of  another  make  and  induced 
the  druggist  to  change  a  window  sign  to  read 
"Phonograph  needles"  instead  of  "Victor 
needles." 

Purchases  Edison  Shop 

The  Hopkins  Music  Co.,  headed  by  W.  O. 
Hopkins,  has  purchased  the  Edison  Shop  irom 
the  Kipp  Phonograph  Co.  Mr.  Hopkins  will 
continue  to  be  the  manager  of  the  store. 

Mr.  Hopkins  says  the  record  sales  during  the 
holiday  season  were  far  ahead  of  the  sales  in 
previous  years.  The  capacity  of  his  record  de- 
partment, he  says,  was  taxed  to  the  limit  in 
caring  for  the  trade.  The  average  price  of  ma- 
chines sold  during  the  last  weeks  of  the  year 
was  higher  than  last  year,  according  to  Mr. 
Hopkins. 

William  S.  Cooke,  manager  of  the  Indianapo- 
lis Talking  Machine  Co.,  says  that  on  the  day 
before  Christmas  he  did  the  largest  record  busi- 
ness in  the  history  of  the  store.  One  of  the  fea- 
tures of  Mr.  Cooke's  holiday  offerings  was  a 


You  have  probably  tried  many  reproducers  hoping  to  find 
one  which  will  overcome  and  eliminate  thin,  metallic, 
sharp  tones.  The  STEURER  REPRODUCER  will 
satisfy  you  that  we  have  succeeded  in  producing  round- 
ness of  tone,  volume,  detail  and  a  quality  of  tone  entirely 
free  from  nasal  or  metallic  characteristics. 

We  guarantee  satisfaction. 
Samples  to  the  trade,  $7.00  each. 
Fully  covered  by  patents. 

Steurer  Reproducer  Company,  Inc. 

158  West  21st  Street  New  York  City 


"nursery"  machine  which  he  personally  evolved 
by  the  artistic  application  of  a  paint  brush  to  the 
$75  type  of  Victrola.  What  Mr.  Cooke  did  was 
to  make  the  machine  white  with  blue  trimming 
and  fanciful  pictures  of  Mother  Goose  charac- 
.  ters  well  known  and  well  beloved  of  children. 
Kipp  Phonograph  Co.  Entertains 

On  December  27  the  Kipp  Phonograph  Co. 
entertained  the  men  of  its  sales  and  shipping 
force  at  the  annual  stag  party  that  is  a  regular 
event  of  the  company's  holiday  celebration.  A 
feature  of  the  party  was  the  initiation  of  new 
members.  The  ceremony  was  conducted  under 
the  direction  of  Walter  E.  Kipp,  president,  act- 
ing as  "High  Priest  of  Ceremonies,"  and  H.  G. 
Anderson,  general  sales  manager,  acting  as 
"High  Guard  and  Guide."  A  banquet  was 
served  in  the  packing  room  with  all  the  style  of 
which  one  of  the  well-known  caterers  of  the 
city  was  capable. 

A  dinner  and  entertainment  for  the  benefit  of 
the  women  members  of  the  force  was  given  on 
December  29.  This  comprised  a  banquet  and 
dance  at  the  Athenaeum,  following  a  theatre 
party  at  the  Murat  Theatre  to  witness  "The 
Charm  School."  The  men  of  the  sales  force, 
with  their  wives,  were  guests  at  this  affair,  as 
were  the  women  of  the  sales  and  office  force. 

Miss  Minnie  Springer,  manager  of  the  Vic- 
trola department  of  the  Taylor  Carpet  Co.,  says 
that  her  Christmas  business  was  by  far  the  best 
in  the  history  of  the  store.  She  says  she  is 
inclined  to  credit  this  largely  to  the  fact  that 
during  December  the  department  was  adver- 
tised on  twenty-one  large  billboards  in  Indian- 
apolis. These  billboards  had  been  used  by  the 
seven  Victrola  dealers  of  the  city  for  one  year 
ending  November  30,  after  which  time  the  Tay- 
lor Carpet  Co.  contracted  for  them  for  an  in- 
definite period. 

Dealers  Favor  Interest  Charges 

The  Stewart  Talking  Machine  Co.  has  been 
conducting  a  field  investigation  on  the  question 
of  charging  interest  on  deferred  payments.  The 
investigation  was  conducted  by  letter  and  per- 
sonal calls  among  the  representative  dealers  in 
its  territory  and  it  showed  that  ninety-twty  -out 
of  102  dealers  favor  the  establishment  of  an  in- 
terest rate.  The  questions  asked  of  the  dealers 
were  as  follows: 

Would  you  like  to  see  all  Victor  dealers 
charge  interest  on  deferred  payment  contracts? 

Do  you  charge  interest  on  sales  of  this  na- 
ture? What  rate?  How  long  have  you  used  this 
system? 

If  you  are  using  this  system  at  the  present 
time  please  explain  in  brief  your  ideas  concern- 
ing it  and  what  effect  it  has  on  your  sales. 

If  you  are  not  in  favor  of  charging  interest 
on  deferred  payment  contracts  state  briefly 
your  main  objections. 

Ninety-two  dealers  answered  "yes"  to  the 
first  question.  Seven  dealers  answered  "no." 
Three  dealers  expressed  indifference  on  the 
question,  two  of  them  saying  they  sold  for  cash 
only. 

Of  the  ninety-two  who  favored  adopting  the 
(Continued  on  page  92) 


92 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


INDIANAPOLIS  A  BUSY  TRADE  POINT 

(Continued  from  page  91) 

plan  of  charging  interest,  fifty-five  favored  the 
interest  rate  of  6  per  cent,  seven  favored  7  per 
cent,  five  favored  8  per  cent,  one  favored  10  per 
cent  and  three  said  they  did  charge  interest-  of 
some  sort,  but  did  not  say  how  much.  Twenty- 
one  dealers  were  uncertain  as  to  what  the 
amount  of  interest  should  be. 

Of  the  seven  dealers  opposing  an  interest 
charge  one  gave  as  his  reason  that  interest  is 
hard  to  compute  and  so  causes  trouble  in  book- 
keeping. He  said,  also,  that  such  a  charge  would 
be  contrary  to  the  policy  of  his  house,  whether 
in  the  sale  of  Victrolas  or  other  merchandising. 
Another  opponent  of  interest  charging  declared 
that  in  department  stores  the  Victrola  lease- 
holders make  better  payments  than  do  those  on 
open  account. 

F.  L.  Scott,  Jr.,  New  Columbia  Manager 

F.  L.  Scott,  Jr.,  for  the  last  year  manager  of 
the  dictaphone  department  of  the  Dallas,  Tex., 
branch  of  the  Columbia  Graphophone  Co.,  has 
been  made  manager  of  the  Indianapolis  branch 
of  the  company,  to  succeed  B.  L.  Brown,  who 
resigned  to  enter  the  real  estate  business  in 
Indianapolis.  Mr.  Scott  has  been  with  the  Co- 
lumbia Co.  since  1908,  except  for  a  period  of 
three  years,  when  he  was  an  officer  in  the  regu- 
lar arm)'.  He  located  at  Dallas  after  his  dis- 
charge from  the  arm)'.  Prior  to  his  army  service 
he  was  connected  with  the  St.  Louis  branch. 

Mr.  Scott  reports  the  business  in  his  terri- 
tory during  the  holidays  was  nearly  equal  to  the 
business  of  the  corresponding  period  last  year. 
Some  of  the  dealers,  he  says,  did  a  better  busi- 
ness. He  attributes  the  success  of  the  sea- 
son largely  to  an  intensive  house-to-house  sales 
campaign  carried  on  during  December  in  six- 
teen Indiana  towns  and  five  Kentucky  towns. 

J.  M.  Bayliss,  of  the  New  York  executive  of- 
fice of  the  Columbia  Co.,  has  been  in  Indian- 
apolis to  make  final  plans  for  the  interior  layout 
of  the  new  standardized  Columbia  branch  to  be 
located  in  the  six-story  concrete  building  erected 
for  the  Capital  Paper  Co.,  at  225-229  West  South 


Stewart 

Talking  Machine  Company 


JOBBERS 

c/or  f/ie 


ndianapolis 


street.  It  is  planned  to  make  the  new  branch 
one  of  the  most  modern  phonograph  distribut- 
ing plants  in  the  United  States. 

New  Home  for  Capital  Paper  Co. 
The  Capital  Paper  Co.,  distributor  of  the 
Kimball  phonographs,  will  move  into  its  new 
building  about  January  15.  C.  F.  Kahn.  man- 
ager, says  the  phonograph  business,  which  they 
have  carried  three  months,  will  be  made  a  full 
department,  with  E.  H.  Jarrard  as  manager.  Mr. 
Jarrard  was  formerly  manager  of  the  Amberola 
department  of  the  Kipp  Phonograph  Co.  The 
new  building  will  provide  a  display  room  with 
700  square  feet  of  floor  space.  The  company 
has  Indiana  and  part  of  Illinois  for  distribution 
of  the  Kimball  machine  and  also  of  the  Grey 
Gull  records.  It  supplies  fifty-two  dealers  in 
Indiana. 

Among  the  new  dealers  in  Indiana  to  become 


agents  for  the  Pathe  phonograph  during  the 
last  month  are  J.  M.  Harney  &  Son,  of  Union 
City,  and  James  W.  Dauthitt,  of  Bedford.  C. 
O.  Mueller,  manager  of  the  Pathe  department  of 
the  Mooney-Mueller-YVard  Co.,  reports  the  holi- 
day business  in  his  territory  to  have  been  very 
satisfactory. 

Reports  from  the  distributors  and  dealers  gen- 
erally in  the  Indianapolis  territory  indicate 
practically  a  normal  business  in  the  leading 
makes  of  phonographs,  while  the  popular  makes 
of  records  sold  ahead  of  the  holiday  season  last 
year.  It  is  conceded  that  while  buyers  held 
back  from  buying  costly  products  they  bought 
freely  of  the  less  costly,  a  fact  made  apparent 
by  reports  of  unprecedented  parcel-post  busi- 
ness, both  outgoing  and  incoming,  through  the 
Indianapolis  post  office.  Although  the  holiday 
business  was  chiefly  in  small  goods  and  mer- 
chandise, yet  phonographs  sold  showed  a  higher 
average  price  than  last  year. 


SLUMP  IN  DEMAND  FOR  SHELLAC 

Reports    From    Calcutta   Are    to    Effect  That 
Stocks  Are  Piling  Up  and  Prices  Falling 


According  to  reports  from  Calcutta.  India, 
there  is  being  experienced  a  steady  decline  in 
the  demand  for  shellac,  with  the  result  that  heavy 
stocks  are  being  accumulated  by  the  dealers 
in  that  section  with  a  resultant  drop  in  prices. 
In  calling  attention  to  the  situation  the  Jour- 
nal of  Commerce,  New  York,  declares  that  the 
slowing  down  in  demand  for  phonograph  rec- 
ords is  responsible  for  the  situation  in  the  shellac 
market,  and  gives  the  talking  machine  industry 
credit  for  consuming  85  per  cent  of  the  total 
output  of  shellac. 

Inasmuch  as  any  slump  in  talking  -machine 
business  has  affected  machine  sales  particularly, 
and  the  record  output  in  most  cases  has  been 
little,  if  any.  in  excess  of  demand,  it  seems  as 
though  the  newspaper  was  wrongly  informed 
regarding  the  facts  of  the  situation.  _  However, 
the  news  that  shellac  is  coming  down  in  price 


Exclusively 


'"THE  continuous  demand  for  the  Victrola  is  proving 
■*  that  "all  is  not  gold  that  glitters."    So  concentrate 
your  efforts  where  the  results  will  be  greatest. 

Pearsall  Service  is  an  aid  to  better  business. 


10  EAST  39th  ST. 


NEW  YORK  CITY 


* - 1 «° 


SILAS  B.  PEARSALL  COMPANY 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


93 


TRUST  IN  EXPERIENCE 


ABSOLUTE  control  of  every  situation  comes  from  knowledge  of 
the  FACTS — not  from  guesswork  or  theory. 

WHEN  YOU  SIGN  UP  for  the  TALKING  MACHINE 
WORLD  SERVICE  exclusively  in  your  city  you  secure  the  best 
that  money  can  buy  in  the  way  of  service  from  highly  trained  retail 
music  experts. 

THE  COST?  NOTHING— when  you  notice  the  results  obtained 
for  the  money  invested. 

WE  WILL  GLADLY  forward  complete  information  regarding  the 
TALKING  MACHINE  WORLD  SERVICE  upon  receipt  of  the 
attached  coupon. 


Talking  Machine  World  Service, 

The  population  of  my  city  is  

373  Fourth  Avenue,  New  York  City. 

I  handle  these  machines  

If  other  dealers  in  big  cities  as  well  as  small  towns  are  getting 

results  and  making  a  big  profit  on  the  Talking  Machine  World  Service, 
I'd  like  to  know  all  about  it.    Without  obligation,  send  me-  samp'e 

copies  of  ads,  form  letters,  ideas,  etc.    Tell  me  what  it  will  co3t 

per  month  for  exclusive  use  in  my  territory. 

K.-1-15-21. 

Mail  the  above  coupon  today. 


TALKING  MACHINE  WORLD 

373  FOURTH  AVENUE 


SERVICE 

NEW  YORK  CITY 


94 


THE    TALKING    MACHINE  WORLD 


January  IS,  1921 


LARGE  TOTAL  SALES  RECORD  FOR  YEAR  IN  LOS  ANGELES 


Review  of  Business  Conditions — Victor  Period  Designs  Grow  in  Favor — Brunswick  Activity — 
Garbett  Delivers  Interesting  Lectures  to  Victor  Dealers  Under  Auspices  of  Sherman,  Clay  &  Co. 


Los  Angeles,  Cal.,  January  4. — Considering  that 
the  business  for  the  mionth  of  December,  1919, 
was  phenomenal,  that  for  the  last  month  of  1920 
was  extremely  satisfactory,  for  the  volume  of 
the  sales  exceeded  that  of  the  former  by  a  large 
margin  in  the  aggregate.  Many  firms  showed 
a  large  increase  over  the  corresponding  month 
of  the  previous  year,  while  others  claimed  that 
they  at  least  equaled  last  year's  figures  for  the 
month,  but  none  admitted  a  falling  off.  Total 
sales  for  the  year  1920  far  exceed  those  for 
1919.  There  is  a  general  feeling  of  optimism 
for  1921. 

Sells  First  Period  Model  for  Cash 

H.  H.  Fish,  of  the  Southern  California  Music 
Co.,  enjoys  the  distinction  of  selling  the  first  of 
the  Victor  Victrolas  of  period  design.  These 
models,  which  have  been  looked  forward  to  for 
a  really  lonp  time,  readied  Los  Angeles  just 


in  time  for  holiday  business  and  have  been  much 
admired  for  their  superb  workmanship  and  ex- 
cellent tone.  Mr.  Fish  sold  a  Louis  XVI  Elec- 
tric for  $1,265  cash. 

War  Hero  in  Santa  Barbara 

After  a  splendid  war  record  in  France,  Will- 
ism  de  Vitalis  returned  to  New  York  suffering 
from  the  effects  of  poison  gas.  He  was  advised 
by  physicians  to  take  up  his  residence  on  the 
Pacific  Coast,  and  located  in  Santa  Barbara, 
where  he  was  given  charge  of  the  Vocalion  de- 
partment of  Bolton  &  Jones.  Mr.  de  Vitalis 
was  formerly  at  Aeolian  Hall,  New  York. 
Blue  Bird  Manager  Returns 

After  an  extended  six-weeks'  trip  in  the  East, 
M.  F.  Fybush,  general  manager  of  the  Blue 
Bird  Talking  Machine  Co.,  has  returned  to  Los 
Angeles.  In  discussing  the  readjustment  period 
which  had  been  reached  in  the  phonograph  busi- 


TAILING    MACHINE  WORLD 

YOU    HAVE    AGAIN     DEMONSTRATED    YOUR  WONDERFUL 
"PULLING "    POWER    BY    SELLING     "Y0U-NITM    CABINETS  ALL 
OVER    THE    U .  S .  A.    AND    CUBA    IN     60  DAYS. 

OGDEN 


AT  LAST  A 

(For  all  Table  Type 


OGDEN' S 


CABINET 

Machines) 


Which  becomes  a  "Unit"  with  the  Machine.  Fits  so  the  open  space  or  Dust  Trap  is 
closed.  All  You-Nit  cabinets  are  in  harmony  with  the  construction  of  the  machine 
they  are  made  for. 

Matches  in  material  and  finish  and  fastens 
to  the  machine,  making  a  one-piece  Unit  of 
superior  appearance,  greater  convenience, 
and  increases  the  value  and  salability  of 
every  Table  Type  Machine. 


Medal  A-E 
Fllltd  Id  Eduor  ChalM 
Flit,  SS  Edlion  Record, 
Price   IIS  SO 

Rouge  aed  N,1u'«l  Fiei 


Model  A-E  Cebinet 
Net,:  Flttlfle  dcilgn  tor  futcfllaf  la  Edited 
Bis  eelue     6I|  men]  cKielty 


BETTER  CABINETS,  LOWER  PRICE, 
MORE  PROFIT 

A  Model  for  Every  Table  Type. 

Edison  Disc  and  Amberolas.    Victrola  VIII  &  IXA, 
Grafonola  C  &  D,  Pathe  3  &  6. 

Ill   »       r        !•         r   •    I  I  •  I  e  r  f  ModBl  B'E  Cibinet 

Write  for  list  or  jobbers  carrying  this  stock  ana  *;j«r *•»  »  »       ">    ■»«  '•>«»  <•• 


prices  of  all  models. 

Prepare  now  to  supply  the  increasing  demand  for  lower  priced  outfits. 


We  can  ship  you  now. 


OGDEN  CABINET  CO. 


Lynchburg,  Va. 


ness,  as  in  other  lines,  Mr.  Fybush  expressed  the 
opinion  that  the  public  would  demand  100  per 
cent  merit  in  the  goods  that  they  purchased  and 
that  the  manufacturer  who  concentrated  along 
these  lines  was  bound  to  survive  and  win  out. 
Barker  Bros.  Have  Busy  Days 
During  at  least  two  weeks  previous  to  Christ- 
mas Day  the  thirty-two  record  demonstration 
booths  and  salesrooms  in  the  phonograph  de- 
partment of  Barker  Bros,  were  taxed  to  their 
limit,  and  there  were  times  when  customers  were 
obliged  to  await  their  turn  to  listen  to  records 
in   comfort.     General   Manager   Booth  reports 
that  the  sales  for  December  far  exceeded  those 
for  the  corresponding  period  of  last  year. 
New  Vice-president  at  Richardson's 
Wid  Gunning,  editor  of  "Wid's  Daily,"  the 
publication  which  is  known  far  and  wide  as 
the    "Dun   and    Bradstreet"   of   Filmdom,  has 
secured  an  interest  in  Richardson's,  Inc.,  and 
was  recently  elected  as  one  of  the  vice-presi- 
dents of  the  company.    Mr.  Gunning  was  well 
known  formerly  in  talking  machine  circles  and 
was  at  one  time  a  member  of  the  traveling  sales 
force  of  the  Victor  Talking  Machine  Co. 
Opens  Special  Repair  Shop 
A  much-needed  repair  shop  has  been  opened 
by  F.  L.  Cook  in  the  Bumiller  Building.  Mr. 
Cook  is  well  known  among  the  trade  as  a  very 
competent     expert     repairman     and  "trouble 
shooter,"  and  his  shop  will  be  much  appreci- 
ated by  dealers  whose  own  repair  departments 
are  extra  busy  or  who  are  without  such  help. 
Pathe  Rooster  Holds  Sway 
The  phonograph  department  of  Goodan-Jenr 
kins  Furniture  Co.  is  devoted  exclusively  to  the 
sale  of  Pathe  phonographs  and  records.    W.  C. 
MacDonald,  manager  of  the  department,  is  a 
very  enthusiastic  devotee  of  Pathe  products  and 
believes  that  the  public  is  realizing  more  and 
more  the  points  of  excellence  of  the  Actuelle 
and  of  Pathe  records. 

Wiley  B.  Allen  Co.  Specializes 
Manager  Tucker  and  his  able  department  man- 
ager, Mr.  Jackson,  seem  determined  to  leave  no 
stone  unturned  towards  making  their  record  de- 
partment second  to  none.  Accordingly  the  serv- 
ices of  Mrs.  Greenwood  have  been  engaged  as 
a  combination  efficiency,  educational  and  origi- 
nality expert.  Mrs.  Greenwood  comes  well 
equipped  through  the  experience  which  she 
gained  on  the  educational  staff  of  the  Victor 
Talking  Machine  Co.,  and  this,  combined  with 
a  charming  personality  and  a  wonderful  and  un- 
tiring capacity  for  hard  work,  cannot  fail  to 
produce  results. 

Barnes  Boosts  Brunswicks 
Some  very  excellent  publicity  is  being  given 
the  Brunswick  phonograph  and  records  by  the 
Barnes  Music  Co.  George  H.  Barnes,  president 
of  the  concern,  has  a  strong  grudge  against  him- 
self; instead  of  being  head  of  a  very  successful 
music  house  he  should  be  devoting  all  his  time 
to  advertising.  It  is  too  bad  but  cannot  be 
helped,  although  doubtless  there  are  many  who 
would  trade  jobs,  and  anyhow,  George  lets  off 
steam  by  writing  the  copy  for  the  Barnes  Music 
Co.,  and  it  is  very  good  and,  what  is  most  im- 
portant of  all,  it  produces  results. 

Sherman,  Clay  &  Co.'s  Dealer  Service 
A  series  of  lectures  have  been  recently  given 
to  Victor  dealers  by  A.  F.  Garbett,  special  repre- 
sentative for  Sherman,  Clay  &  Co.,  Victor  dis- 
tributors. Mr.  Garbett  was  formerly  with  the 
Victor  Talking  Machine  Co.  and  edited  both  the 
Victor  monthly  supplement  and  the  Voice  of 
the  Victor.  His  knowledge  of  music  is  very 
extensive  and  he  seems  to  have  mastered  the 
art  of  record  salesmanship.  His  lectures  filled 
his  hearers  with  renewed  enthusiasm  and  gave 
entirely  new  and  original  ideas  both  from  a 
psychological  point  of  view  and  a  musical  sense. 
Reports  have  already  been  made  of  direct  re- 
sults obtained  by  his  pupils  at  these  few  lectures. 

Harry  Clubb,  who  was  very,  well  known  in 
Los  Angeles  in  former  days  and  was  for  years 
in  charge  of  the  talking  machine  department  of 
the  Wiley  B.  Allen  Co.,  was  a  visitor  here  for  a 
few  days  recently.    He  was  heartily  welcomed. 


January  15,  1921 


THE   TALKING   MACHINE  WORLD 


95 


ANOTHER 
SONORA  ACHIEVEMENT 

Announcing  the  introduction  of  the 

ETUDE  MODEL  $100— list 


V 


Dimensions 
42^"  high 
\7y2"  wide 
\7y2"  deep 


OONORA  feels  absolutely  confident  that  this  is  the  greatest  phono- 
^  graph  value  offered  today  and  this  is  in  line  with  Sonora's  long 
established  policy  of  giving  the  greatest  value  consistent  with  highest 
quality  at  all  times. 


The  Etude  model  embodies  all  the 
features*  of  construction  that  have 
made  the  Sonora  famous  and  in 
every  way  is  representative  of  the 
Sonora  product. 


While  this  model  is  already  in  production 
and  deliveries  are  being  made  from  the 
factory  now,  the  demand  for  it  will  imme- 
diately be  so  great  that  it  is  suggested 
that  orders  be  placed  early. 


Sonora  Phonograph  Company,  Inc. 

George  E.  Brightson,  President 
NEW  YORK  CITY  279  BROADWAY 

Canadian  Distributors:  I.  Montagnes  &  Co..  Toronto 


THE  OMSTI&UMIIuW  ®[F  QUALDW 

onor 


CLUAl^    AS  A 


[ELL 


THE  HIGHEST  CLASS  TALKING  MACHINE   IN   THE  WORLD 


96 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


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Unico  Department,  Bitrley  &  Beisinycr,  Buffalo,  N.  Y. 


Give  a  Thought  to  Sales-Efficiency 

Now  that  the  holiday  rush  is  over,  sit  down  a  minute  and  let  us  analyze  the 
sales-efficiency  situation  at  your  store. 

It  is  true,  isn't  it,  that  people  purchase  articles  from  one  store  in  preference  to 
buying  the  same  things  at  another.   There  is  always  a  reason. 

People  will  buy  where  they  get  the  most  service  for  their  money  over  and  above 
the  fixed  price  of  the  article  purchased.  This  service  takes  many  forms,  but 
always  narrows  down  to  sales-efficiency.  Are  your  customers  getting  the  utmost 
in  sales-efficiency  from  you? 

Unico  Equipment  will  enable  you  to  render  sales-efficiency  in  the  highest  degree. 

Unico  Decorative  Treatment  will  attract  the  customer — Unico  Demonstrating 
Rooms  will  offer  your  customer  proper  environment — Unico  Racks  and  Counters 
will  add  to  the  general  attractiveness,  they  will  put  your  stock  in  order  and  enable 
you  to  produce  efficient  service  to  your  customer. 

We  want  you  to  write,  telling  us  your  requirements.  Of  course,  this  will  not  incur 
any  obligations  on  your  part. 

Our  ability  to  make  immediate  shipments  followed  by  immediate  installation 
service  makes  Unico  Equipment  doubly  desirable  to  you. 

Unico  Construction  is  patented.  Unico  Designs  are  patented. 

UNIT  CONSTRUCTION  COMPANY 


NEW  YORK 

299  Madison  Ave. 
Corner  41st  St. 


Rayburn  Clark  Smith,  President 
58th  Street  and  Grays  Avenue 

PHILADELPHIA 


CHICAGO 

Willoughby 
Building 


v. 


I 


I 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


97 


DETROIT  DEALERS  WELL  PLEASED  WITH  TRADE  SHOWING 

December  Closed  a  Year  Uneven  but  of  Good  Volume  as  a  Whole — To  Fight  for  Larger  Trade 
in  1921 — Jewett  Activity  Abounds — Talking  Machine  Records  in  Great  Demand — Other  News 


Detroit,  Mich.,  January  4. — Another  year  has 
gone  and  once  again  dealers  are  busy  taking 
inventory  and  figuring  up  their  reports  for  the 
year.  While  we  haven't  had  any  dealers  give  us 
actual  figures,  we  do  know  this— December  busi- 
ness with  most  dealers  was  off  about  10  per 
cent  as  compared  with  the  same  month  in 
1919,  while  the  year,  as  a  whole,  was  better. 
On  the  other  hand,  we  know  of  dealers  who  did 
a  bigger  business  this  year  than  last.  But  even 
a  slight  decline  in  the  gross  business  for  the 
month  is  taken  as  an  increase  because  dealers 
say  that  unemployment  in  Detroit  during  De- 
cember this  year  was  the  greatest  in  ten  years 
and  naturally  it  could  hardly  be  expected  that 
sales  would  be  normal.  However,  they  did  not 
fall  down  50  per  cent,  as  was  expected.  Dealers 
are  all  smiling  these  days  and  are  very  much 
pleased  over  the  December  showing,  as  well 
as  of  the  entire  year  just  passed. 

Now  another  year  has  come  and  dealers  are 
already  planning  for  a  good  business.  Maybe  it 
will  not  be  as  good  as  1920,  but  nevertheless 
dealers  are  going  to  strive  hard  for  business, 
realizing  that  with  conditions  gradually  back  to 
normal  it  also  means  keener  competition  and  a 
harder  fight  for  new  business.  They  will  not 
wait  until  the  national  advertising  of  the  big 
concerns  brings  people  to  their  stores — instead, 
they  will  go  out  after  new  business. 

New  fields  form  an  important  subject  with  deal- 
ers and  they  should  carefully  analyze  this  mat- 
ter. It  is  surprising,  the  number  of  places  where 
talking  machines  can  be  used  to  good  advan- 
tage. We  already  have  them  in  restaurants, 
confectionery  stores,  schools,  churches,  shoe- 
shining  places  and  factories,  but  only  in  a  partial 
list  of  these  places.  Why  not  in  more  of  them? 
1*  means  that  dealers  will  and  must  employ  out- 
side salesmen  to  go  after  this  new  class  of  busi- 
ness.   It's  a  subject  and  a  matter  that  dealers 


pay  too  little  attention  to,  owing  to  the  fact  that 
most  of  their  sales  come  so  easy — from  people 
who  come  into  the  stores  and  are  already  sold 
because  of  the  national  advertising. 

One  of  the  big  talking  machine  record  hits 
rig'ht  now  is  "Margie."  The  writer  was  in  a 
certain  store  where  the  hit  was  advertised.  No 
less  than  a  dozen  people  asked  for  the  record, 
but  the  store  was  entirely  out.  Did  these  peo- 
ple wait?  Positively  not.  They  went  around 
the  corner  and  kept  going  until  they  found  some 
store  that  had  it  for  sale.  This  is  another  point 
that  needs  attention.  Dealers  should  judge  the 
hits  and  order  accordingly,  and  jobbers  should 
also  prepare  for  big  orders,  as  well  as  reorders, 
and  be  prepared 'to  supply  dealers  almost  at  a 
moment's  notice.  If  the  druggist  is  out  of 
some  article  he  phones  the  wholesaler,  and  the 
same  day  he  is  taken  care  of.  Why  not  such 
prompt  service  in  the  talking  machine  industry? 

J.  L.  Grinnell,  president  of  Grinnell  Bros.,  has 
left  for  Sea  Breeze,  Fla.,  where  he  has  a  Winter 
home.  C.  A.  Grinnell,  vice-president  of  the 
company,  leaves  for  the  same  place  the  last 
week  in  January.  Both  will  remain  there  the 
entire  Winter. 

Grinnell  Bros,  will  hold  their  annual  conven- 
tion of  branch  managers  the  last  week  in  the 
month.  Talking  machine  topics  will  comprise 
a  good  share  of  the  program. 

Up  in  Grand  Rapids  quite  a  number  of  promi- 
nent officials  of  phonograph  companies  are  at- 
tending the  semi-annual  furniture  exposition, 
which  is  a  good  field  for  new  business.  Dealers 
from  all  parts  of  the  world  gather  there  in  Jan- 
uary, and  it  is  an  opportune  time  to  secure  new 
representatives.  Most  of  the  companies  have 
permanent  display  rooms  there  and  their  entire 
line  is  on  exhibition. 

A.  A.  Fair,  sales  manager  for  the  Jewett 
Phonograph  Co.,  1730  Penobscot  Building,  De- 


troit, and  factory  at  Allegan,  Mich.,  announces 
that  the  demand  has  already  started  for  the 
Jewett  phonograph  and  orders  are  coming  in- 
daily  as  well  as  applications  from  dealers  and 
jobbers  for  franchises.  Jobbers  have  already 
been  appointed  in  Iowa,  California  and  London, 
England,  and  riew  ones  will  be  added  just  as 
fast  as  the  company  can  get  around  to  it.  "We 
are  determined  to  make  the  Jewett  one  of  the 
most  popular  phonographs,"  said  Mr.  Fair. 
"We  will  specialize  in  period  designs  at  popular 
prices,  although  we  also  will  make  a  line  of 
uprights.  But  we  are  not  going  to  bother  with 
the  real  cheaply  priced  product,  neither  do  we 
want  the  thousand-dollar  model  which  dealers 
sell  only  once  in  a  while.  The  public  demands 
good  merchandise  at  popular  prices  and  that's 
what  we  are  going  after."  Mr.  Fair  got  his 
start  in  the  music  business  with  Grinnell  Bros., 
where  he  was  general  utility  man.  Then  one 
day  he  was  made  a  flattering  offer  from  Sam 
Lind,  former  manager  of  the  Columbia  whole- 
sale branch,  which  he  accepted.  Mr.  Fair  for 
some  time  traveled  the  State  calling  on  the 
dealers;  then  he  went  with  the  Aeolian-Vocalion 
Co.  whose  line  he  sold  for  more  than  a  year.  A 
few  weeks  ago  he  accepted  the  sales  manage- 
ment of  the  Jewett  Phonograph  Co. 

The  new  owners  of  the  shops  formerly  con- 
ducted here  under  the  style  of  the  Wallace 
Brown  Co.  are  gradually  doing  away  with  this 
name  and  calling  them  "Brunswick  Shops."  Al- 
though the  holidays  are  over  the  Brunswick 
Shops  have  not  let  up  on  their  advertising,  and 
it  is  their  plan  to  keep  at  it  constantly  during 
the  coming  year. 


PAUL  BAERWALD  RETURNS 

Paul  Baerwald,  Eastern  sales  manager  of  Gen- 
eral Phonograph  Corp.  recently  returned  from 
Asheville,  N.  C,  where  he  spent  two  weeks' 
vacation  with  his  wife  and  daughter.  When 
seen  by  The  World  this  week  he  was  feeling 
fit  in  every  way  and  optimistic  regarding  the 
business  future. 


Jewett  Phonograph  Agencies 
Are  Now  Being  Assigned 


Those  who  avail  themselves  of  the  opportunity  of 
securing  a  Jewett  agency  franchise  at  this  time  will, 
in  so  doing,  assure  themselves  an  enviable  future  in 
the  field  of  phonograph  agencies. 

The  Jewett  line  marks  an  innovation  in  phonograph 
merchandising,  in  that  it  includes  a  complete  line  of 
console  models  representing  the  finest  type  of  cabinetry 
yet  designed  to  sell  at  popular  prices. 

We  invite  correspondence  from  reliable  distributors 
and  dealers. 

Jewett  Phonograph  Company 

1730  Penobscot  Building 
Detroit,  Mich. 


The  new  Jewett  Phonograph  is  the  latest 
manufacturing  achievement  of  the  Jewett 
Brothers,  builders  of  the  well-knoivn  Paige 
automobile — "The  Most  Beautiful  Car  in 
America." 


'Queen  Anne"  Console  Model 


Length — 40  inches 
Height — 36  inches 
Depth — 24  inches 

List  Price— $225 


Jewett  Phonograph  Company, 
1730  Penobscot  Bldg.,  Detroit,  Mich. 

Please  send  me  details  regarding  your  agency 
proposition  in  this  locality  « 


Name  . 
Address 


98 


THE   TALKING    MACHINE  WORLD 


January  15,  1921 


TT-  #  .    ■ 

MCCARTHY  AND  TIERNEY&  NEW  ONE  „ 

WHYDONTYOU 

THE  BIG  MELODY  HIT  FROM  "AFGAR 

S\J  N  G  BY 

ALICE  DELYSIA 


PUBLISHED 


LEO  FEIST 

FEIST  BLDG.  NEW  YORK 


HIGHLY  IMPORTANT  TO  TALK  PRICES,  NOT  TERMS,  TO-DAY 

C.  S.  Hammond,  Manager  of  the  Music  Salons  of  Fred.  Loeser  &  Co.,  Brooklyn,  Gives  Sound 
Advice  Based  on  Successful  Experience  in  the  Music  Trade  Field 


"You  have  asked  for  a  story  on  phonograph 
salesmanship.  If  I  felt  that  I  could  add  any- 
thing to  the  already  complete  literature  on  this 
subject  I  would  gladly  do  so. 

"As  I  see  it,  however,  there  are  certain  more 
important  matters  which  we,  as  phonograph 
merchants  and  salesmen,  must  observe  at  this 
time.  By  doing  this  we  will  have  a  part  in  the 
building  of  a  solid  structure  which  will  be  bet- 
ter able  to  withstand  the  storms  of  business 
depression  or  financial  stringency  than  if  we 
were  altogether  interested  in  selling  as  many 
phonographs  as  the  market  could  possibly  ab- 
sorb, regardless  of  the  manner  in  which  they 
were  sold. 

"Let  us  assume  that  during  the  present  year 
all  merchants  recognize  the  wisdom  of  han- 
dling and  selling  only  certain  well-known  and 
established  makes  of  instruments,  thus  insur- 
ing their  business  future  against  the  come- 
backs of  dissatisfied  customers.  We  are  safe 
in  making  that  assumption  because  the  day  of 
the  nondescript  phonograph  is  past.  With  that 
fact  as  a  starting  point  in  our  reasoning  it  must 
be  evident  to  any  thinking  merchant  that  these 
instruments  should  be  merchandised  in  a  high- 
class,  dignified  manner. 


"Already  we  are  beginning  to  see  entirely  too 
much  of  the  'one  dollar  down  and  one  dollar 
per  week'  variety  of  phonograph  advertising.  I 
would  like  to  have  someone  tell  me  just  what 
advantage  any  one  phonograph  merchant  thinks 
he  has  when  perhaps  a  dozen  other  of  his  weak- 
spined  brethren  are  indulging  in  this  same  kind 
of  advertising,  as  far  as  the  securing  of  im- 
mediate sales  is  concerned.  It  doesn't  take  a 
smart  merchant  or  a  literary  genius  to  write  an 
ad  which  chiefly  features  low  prices  and  low 
terms. 

"This  fact,  of  course,  might  be  the  reason  why 
the  newspapers  are  carrying  so  much  of  this 
kind  of  advertising  at  present. 

"Aside  from  the  fact  that  the  selling  and  ad- 
vertising of  phonographs  on  this  basis  is  bad 
business  from  an  economic  standpoint,  is  it  not 
also  true  that  such  advertising  has  a  tendency  to 
cause  the  public  at  large  to  have  less  respect  for 
our  business? 

"We  should  have  more  human  interest  adver- 
tising, featuring  the  joy  and  educational  ad- 
vantages that  a  phonograph  will  bring  into  the 
home,  and  the  salesmen  who  maintain  the  point 
of  contact  with  the  customer  should  sell  these 
instruments  on  that  basis.    They  should  be  ab'e 


to  talk  about  the  quality  of  the  instrument. 
They  should  have  a  reasonable  fund  of  musical 
information  and  be  able  to  interest  the  customer 
more  in  the  musical  possibilities  of  the  instru- 


ct S.  Hammond 

ment  than  in  the  low  terms  on  which  it  could  be 
purchased. 

"All  phonograph  merchants  should  feel  sin- 
cerely thankful  to  the  Sonora  Co.  for  the  in- 
fluence it  has  exerted  in  discouraging  'easy- 
terms'  advertising. 

"Manufacturers,  merchants  and  salesmen 
should  study  their  business  problems  this  com- 
ing year  as  they  have  never  done  before.  There 
is  good  business  to  be  had  by  those  who  will  go 
after  it  in  a  high-grade,  constructive  manner." 
— Sonora  Bell. 


VICTOR  NUMERICAL  RECORD  LIST 

The  Victor  Talking  Machine  Co.  has  just  is- 
sued to  the  trade  the  1921  Numerical  List  of 
Victor  Records,  a  truly  imposing  volume,  in- 
cluding all  records  announced  prior  to  the  Jan- 
uary, 1921,  supplement.  The  list  takes  its  usual 
form  with  space  left  for  the  pasting  in  of  the 
new  numerical  supplements  as  issued  during  the 
current  year.  Intelligent  use  of  the  volume  will 
do  much  to  simplify  the  handling  of  the  record 
problem  for  the  dealer. 

The  Colver  Brothers  Music  Co.,  Holyoke,  Col., 
has  opened  a  branch  store  at  Haxtun,  Col.,  un- 
der the  management  of  L.  F.  Allan. 


Phonograph  and  Record  Manufacturers 

Ahead  of  you  is  a  year  of  supreme  "selling".    The  dealer 
will  need  every  selling  assistance  you  can  give  him. 

But  he  will  appreciate  and  use  only  that  material  which  . 
does  actually  help  him  sell  machines  and  records. 

Einson  Litho  Inc.  have  for  years  designed  and  lithographed 
Window  Displays,  Interior  and  Counter  Displays  for  the 
largest  concerns  in  the  talking  machine  industry. 

Put  your  1921  dealer  display  problem  up  to  experienced 

specialists. 

EIM/ON  LITHO 

INCORPORATED 

Executive  Offices  Factory  &  Plant 

and  Art  Studios  327  East  29th  St. 

71  W.  23rd  St.,  N.  Y.  New  York,  N.  Y. 


The  Talking  Machine  World,  New  York,  January  15,  1921 


1921 

The  Year  of  Quality  Phonographs 

Use  Our  1921  Meisselbach 
Motor  of  Quality 


19-A 


You  Will  Have  Only  Satisfied  Customers 


GENERAL  PHONOGRAPH  CORPORATION 


OTTO  HEINEMAN,  President 

25  West  45th  Street  New  York  City,  N.  Y. 

Factories:      Newark,  N.  J.      Elyria,  Ohio      Putnam,  Conn.      Springfield,  Mass.      Kitchener,  Ont. 
Branch  Offices:      Chicago,  111.      Toronto,  Can.      London,  Eng. 


HMD 

Hi 


Januaky  15,  1921 


THE   TALKING   MACHINE  WORLD 


99 


JOHN  H.WILSON.Manager 

324 WASHINGTON  ST.,BOSTON,MASS. 


BOSTON 


ENGLAND 


Boston,  Mass.,  January  5. — The  old  year  did  not 
end  exactly  in  a  blaze  of  glory,  for  the  holiday 
business  was  not  what  dealers  or  jobbers  would 
have  liked,  but  the  most  interesting  thing  is  that 
the  conditions  have  not  left  any  tad  scars  on  the 
face  of  local  business  and  there  is  the  greatest 
hopefulness  that  the  new  year,  as  it  develops, 
week  by  week,  will  steadily  gather  impetus  to- 
ward a  more  normal  condition.  The  local  credit 
men  hold  that  good  times  are  near  and  by  way 
of  bolstering  up  their  position  the  credit  de- 
fense committee  of  the  Boston  Credit  Men's 
Association  has  sent  out  a  communication  which 
reads  as  follows: 

"Good  times  are  just  ahead.  We  believe  a 
heavy  domestic  buying  demand  will  come  just  as 
soon  as  the  new  reduced  level  of  prices  becomes 
stabilized. 

"To  hasten  the  coming  of  good  times  business 
men  should,  at  this  inventory  season,  reprice 
their  stocks  on  hand  at  replacement  value, 
eliminating  all  damaged  lines,  even  if  such  ac- 
tion results  in  reduction  of  capital  assets. 

"Face  the  situation  courageously  and  by  so 
doing  get  ready  for  the  immense  buying  demand 
that  has  been  held  back  by  war  prices. 

"The  Boston  Credit  Men's  Association,  a  co- 
operative organization  of  over  1,000  credit 
grantors,  with  membership  drawn  from  manu- 
facturers, wholesale  houses  and  banks,  will  be 
glad  to  confer  with  any  merchant  who  is  tem- 
porarily affected  by  the  deflation,  with  a  view 
to  helping  him  out  of  his  difficulties,  so  that  his 
business  may  be  saved  and  continued. 

"There  is  no  cause  for  any  business  man  to 
be  discouraged.  Conditions  confronting  us  at 
this  time  are  no  different  from  those  that  have 
in  the  past  been  met  and  successfully  overcome. 

"By  avoidance  of  drastic  or  hasty  action,  by 
proper  respect  for  the  rights  of  others,  by  closer 
co-operation  and  with  full  and  complete  con- 
fidence in  each  other,  all  will  work  out  satis- 
factorily. 

"Present  conditions  may  be  made  the  ground- 
work for  greater  prosperity  by  determination  to 
build  business  upon  saner,  safer  and  stronger 
foundations.    Let  us  all  get  together." 

Geo.  W.  Hopkins  to  Speak 

George  W.  Hopkins,  general  sales  manager 


Best  Wishes 
for 

Nineteen  Twenty  One 

And  may  the  service  we  give  you 
in  this  New  Year  be  helpful 
toward  making  it  prosperous  and 


Steinert 

Service 

Serves 


VICTORIOUS 


Use 

Tungs-tone 
Styli 


M.  STEINERT  &  SONS  CO. 

VICTOR  WHOLESALERS 

35  Arch  Street  ::       ::       ::      ::      ::  Boston 


for  the  Columbia,  is  scheduled  to  be  a  speaker  at 
the  Boston  City  Club  on  Thursday,  January  13, 
when  he  will  take  for  his  topic  "Business 
To-day;  What  Are  You  Going  to  Do  About  It?" 
Kenneth  E.  Reed  an  Optimist 
Kenneth  E.  Reed,  wholesale  manager  of  the 
M.  Steinert  &  Sons  Co.,  is  one  of  the  especially 
hopeful  spirits  in  the  trade  and  he  is  looking 
for  a  resumption  of  healthy  business  soon  after 
the  new  year.  He  claims  that  as  this  section 
was  one  of  the  first  to  feel  the  effects  of  poor 
business  it  will  be  the  first  to  get  over  it;  in 
other  words,  the  first  to  come  under  the  spell  of 
a  renewal  of  business  activity.  He  say,  fur- 
ther, that  the  Steinert  house,  despite  general 


great  opportunities 
for  the 
Victor  Retailer 


conditions,  had  a  good  year,  that  there  has  been 
a  splendid  spirit  of  co-operation  among  all  those 
with  whom  the  Steinert  concern  does  business  and 
that  there  is  every  reason  to  look  for  rapidly 
improved  conditions,  provided  everyone  does  his 
part. 

Sentenced  on  Theft  Charge 

In  the  municipal  court  Judge  Duff  sentenced 
Herbert  L.  Royer,  of  the  Royer  Talking  Ma- 
chine Co.,  and  Charles  Lowell  to  six  months  in 
the  House  of  Correction  at  Deer  Island,  fol- 
lowing a  trial  in  which  the  conspiracy  was 
bared  to  steal  talking  machines,  which  resulted 
in  the  victimizing  of  several  stores  as  well  as 
dealers.  Both  Royer  and  Lowell  appealed  and 
were  held  in  $2,000  for  the  superior  court.  Ed- 
ward J.  McDonough,  who  gave  the  court  much 
valuable  evidence,  had  his  case  placed  on  pro- 
bation. 

According  to  one  of  the  stories  told,  McDon- 
ough had  been  a  much-wanted  person  around  the 
Boston  stores,  assuming  a  new  name,  so  it  is 
alleged,  for  each  store  he  entered,  and  he  con- 
fessed to  former  District  Attorney  Webber, 
who  appeared  in  behalf  of  the  victimized  talk- 
ing machine  dealers,  that  he  had  bought  ma- 
chines ranging  in  price  from  $75  to  $275  from 
dealers  on  the  leased  plan,  paying  an  initial  pay- 
ment of  from  $5  to  $10.  As  "W.  J.  Quinlan" 
or  "Finnerty"  or  some  other  name  he  would 
sign  leases  and  have  the  machines  sent  to  dif- 
ferent addresses.  He  would  wait  at  each  ad- 
dress until  the  machine  was  delivered  and  then 
have  it  removed  to  the  talking  machine  store  in 
Lowell,  from  where  it  would  be  reshipped  to 
Royer  at  the  latter's  place  of  business. 

One  of  the  officers  attached  to  City  Hall  ave- 
nue police  station  was  able  to  locate  nine  ma- 
chines which  had  been  stolen  and  had  them 
returned  to  their  owners.  It  is  hoped  in  the 
local  trade  that  the  present  disposition  of  this 
case  will  put  a  stop  to  a  situation  that  had 
become  highly  annoying  to  dealers  in  Greater 
Boston. 

Suffers  Damage  From  Smoke 

The  quarters  of  the  New  England  Talking 
Machine  Co.  in  Beach  street  were  somewhat 
damaged  by  smoke  during  a  fire  a  few  nights 
ago,  which  broke  out  on  the  third  floor  of  the 
{Continued  on  page  101) 


100 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


;-;;j7 


Established  1870 


Oldest  and  Largest 
Manufacturers  of 
Talking  Machine 

NEEDLES 

in  the  World 


"Fifty  Years  of  Needle  Making.' 
"If  a  Talking  Machine  Needle  could  be 


made  better,  Bagshaw  would  make  it. 


W.  H.  BAGSHAW  GO 


INCORPORATED  1917 


LOWELL,  MASS. 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


101 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND— (Continued  from  page  99) 


building  in  the  part  occupied  by  a  tobacco  con- 
cern. The  fire  started  at  a  time  when  the 
neighboring  theatres  were  letting  out  and  there 
was  great  excitement  as  the  apparatus  filled  the 
streets. 

Talking  Machine  Men  in  Association 

The  newly-elected  advisory  committee  of  the 
New  England  Music  Trade  Association  is  made 
up  of  two  divisions,  the  talking  machine  and 
the  piano.  Those  composing  the  former  in- 
clude R.  V.  Davis,  of  the  F.  C.  Henderson  Co.; 
Harry  Spencer,  of  Spencer's  Music  Shop,  but 
better  identified  as  with  the  Brunswick;  Ken- 
neth E.  Reed,  of  M.  Steinert  &  Sons  Co.  (Vic- 
tor); Arthur  C.  Erisman,  of  the  Grafonola  Co. 
of  New  England  (Columbia);  R.  O.  Ainslie,  of 
the  Hallet  &  Davis  Co.,  handling  the  Pathe; 
L.  H.  Ripley,  of  the  Pardee-Ellenberger  Co., 
handling  the  Edison;  Walter  Gillis,  of  359  Boyl- 
ston  street,  handling  the  Victor;  W.  E.  Titus, 
head  of  the  talking  machine  department  of  the 
Jordan  Marsh  Co.,  and  Fred  Gardner,  of  Law- 
rence. On  the  executive  board  is  E.  M.  Wheat- 
ley,  of  the  Vocalion  Co.,  and  Harry  Spencer  is 
also  on  the  membership  committee. 

Some  Attractive   Holiday  Souvenirs 

Several  useful  and  artistic  gifts  were  given  out 
at  the  holiday  season  to  their  friends  by  local 
concerns.  The  Eastern  Talking  Machine  Co., 
for  instance,  gave  away  a  beautiful  gold-plated 
Eversharp  pencil,  which  will  long  be  a  pleas- 
ant reminder  of  the  group  of  hustling  business 
men  who  compose  this  active  organization.  In 
addition,  a  handsomely  engraved  Christmas  and. 
New  Year's  greeting  went  out,  this,  of  course, 
in  far  larger  numbers. 

The  M.  Steinert  &  Sons  Co.,  remembered  their 
friends  with  a  brass/  desk  thermometer,  which  is 
a  fit  companion  to  the  desk  pads  sent  out  a 
year  ago.  With  each  thermometer  went  a  card 
of  kindly  greeting.  The  Hallet  &  Davis  Co.  was 
represented  by  a  bronze  paper  cutter  of  the 
most  serviceable  description.  In  the  handle  is 
embossed  the  seal  of  the  house,  which  serves 


HORTOH-GALLO  CREAMER  CP 


NEW  HAVEN 


"HIS  MASTER'S  VOICE  " 


CONNECTICUT 


VICTOR  SERVICE  SPECIALISTS 


for  permanent  identification.  From  the  C.  C. 
Harvey  Co.  came  an  artistically  engraved  card 
carrying  the  compliments  of  the  season. 
Vocalion  in  Theatre  Lobby 
In  the  lobby  of  the  Colonial  Theatre,  one  of 
Boston's  leading  playhouses,  during  the  first  of 
the  month  Manager  Wheatley,  of  the  local 
Vocalion  headquarters,  had  placed  a  Vocalion 
on  display  and  its  special  purpose  was  to  play 


the  records  of  John  Charles  Thomas,  who  is  star- 
ring at  this  theatre  in  "Apple  Blossoms."  Mr. 
Thomas  is  a  Vocalion  artist  and  his  records, 
according  to  Manager  Wheatley,  have  been  in 
great  demand  in  this  territory,  the  sale  receiv- 
ing added  impetus  as  a  result  of  the  novel 
method  of  demonstration  in  the  theatre  lobby. 
At  the  same  time  a  large  photograph  of  Mr. 
Thomas  and  members  of  the  company  in  "Apple 
Blossoms,"  taken  on  the  stage  of  the  Colonial, 
was  featured  in  the  windows  of  the  Vocal- 
ion store  in  Boylston  street. 

Mr.  Wheatley  reports  an  excellent  Christmas 
trade  and  the  new  year  found  him  looking 
forward  to  a  large  broadening  of  the  Vocalion 
business  in  this  territory.  He  has  recently 
opened  up  a  number  of  new  accounts  in  vari- 
ous cities  in  New  England. 

President  Frederick  Silliman,  of  the  Pardee- 
Ellenberger  Co.,  Edison  -distributor,  reports 
that  this  company  is  starting  the  new  year  with 
a  lighter  stock  than  was  the  case  a  year  ago, 
following  a  satisfactory  Christmas  business. 
He  says  that  the  recent  closing  of  the  talking 
machine  department  of  the  Edison  works  will 
not,  so  far  as  he  can  foresee,  have  any  effect 
in  the  local  territory. 

Successful  Columbia  Drive 

Manager  Fred  E.  Mann,  of  the  Columbia,  says 
that  the  two  months'  drive  was  most  success- 
ful and  arrangements  are  being  made  to  keep  it 
up  for  a  while  longer.  The  drive  developed  a 
great  many  excellent  prospects  which  will  be 
closed  up  as  soon  as  business  conditions  again 
become  normal.  He  says  that  in  his  territory 
the  year's  business  taken  as  a  whole  was  good. 
Steinert  Christmas  Parties 

While  two  separate  Christmas  parties  were 
(C ontinued  on  page  102-) 


MUSIC  CABINETS 

See  Display  Ad  in  This  Issue 

petrkii  Alfasr 

See  Display  Ad  in  This  Issue 
SPECIAL 
I  am  prepared  to  ship  all  orders  on  either  line 
promptly. 

Send  your  orders  for  both  these  lines  to 
L.W.  HOUGH.  20  Sudbury  St.,  Boston,  Mass. 

New  England  Representative 


102 


THE   TALKING    MACHINE  WORLD 


January  IS,  1921 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND— (Continued  from  page  101) 


Your  Guarantee 
Mr.  Dealer 

LANSING  KHAKI 
COVERS 

For  All 
Phonographs 

Unqualified  Endorsement 
of  Biggest  Manufacturers 
and  Dealers 


All  Good 

Distributors 


Eliot  and  Warrenton  Sts. 
BOSTON,  11,  MASS. 


under  way  at  the  Boylston  street  establishment 
of  the  M.  Steinert  &  Sons  Co.  on  the  Thurs- 
day before  the  great  holiday  there  was  still 
another  at  the  Arch  street  Victor  headquarters 
of  the  Steinert  house  and  this  was  some  party, 
as  might  be  expected  if  Kenneth  Reed  had  any- 
thing to  do  with  it.  Assisting  Mr.  Reed  in  the 
arrangements  was  Miss  Alice  Downing,  head  of 
the  accounting  department,  and  there  was  al- 
most everything  to  make  the  evening  a  pleasant 
one.  A  big,  illuminated  tree  was  set  up  on  the 
third  floor,  from  which  there,  were  numerous 
joke  gifts  taken,  and  there  was  a  "gift  dance" 
which  proved  awfully  good  fun.  For  other  en- 
tertainment there  was  "Shady,"  the  faithful 
elevator  man,  who,  with  a  dusky  partner,  gave 
some  skits  which  they  often  do  under  the  name 
of  "The  Kandy  Kids."  There  were  fully  forty 
to  enjoy  the  evening,  which  ended  with  dancing 
and  refreshments. 

Columbia  Associates  Celebrate 

Another  enjoyable  party  held  that  same  night 
was  at  the  Columbia  headquarters,  at  1000 
Washington  street,  where  eighty  of  the  Colum- 
bia Associates  had  a  merry  time.  The  ar- 
rangements were  in  the  hands  of  W.  R.  Fleming, 
head  bookkeeper,  and  Miss  Anna  M.  Walsh, 
head  of  the  statistical  department.  There  was 
a  Christmas  grab  and  the  program  enlisted  the 
services  of  considerable  home  talent.  There 
were  contralto  solos  by  Miss  Ellen  Gardner,  an 
English  girl,  who  has  lately  joined  the  Columbia 
organization;  Joseph  Cohen,  who  gave  some 
imitations  of  Charlie  Chaplin;  Joseph  Eagan,  in 
recitations,  and  a  comedy  skit  by  Messrs.  Rez- 
nich,  Berman  and'  Spector;  James  Grogan  also 
did  a  clog  dance.  There  were  refreshments  and 
dancing.  The  wives  of  some  of  the  head  offi- 
cials were  among  the  invited  guests. 

Moir  Closes  Boston  Store 

C.  C.  Moir,  the  Cambridge  talking  machine 
dealer,  who  for  more  than  a  year  has  operated 
a  Boston  store  at  181  Tremont  street,  where  the 
L'Artiste  was  featured,   closed   this  place  the 


first  of  the  month  and  all  the  goods  were  re- 
moved to  the  Cambridge  store.  H.  C.  Shea,  who 
was  in  charge  of  the  office,  associated  himself 
with  the  Rosen  Talking  Machine  Co.,  at  11 
School  street,  beginning  January  1. 

Robert  Steinert's  Christmas  Trip 

Robert  Steinert,  of  the  Arch  street  Victor 
headquarters  of  the  Steinert  Co.,  spent  the 
Christmas  holidays  with  friends  in  New  York, 
Philadelphia  and  Washington.  Between  his 
social  duties  he  found  time  to  go  to  Camden 
and  make  an  inspection  of  the  Victor  plant. 
Sharmat  in  the  South 

Samuel  W.  Sharmat,  head  of  S.  W.  Shar- 
mat &  Son,  is  in  the  South,  making  his  head- 
quarters at  Miami,  Fla.,  where  he  plans  to  spend 
several  weeks. 

Doing  Well  With  the  Regina 

The  Musical  Sales  Corp.,  which  is  now  han- 
dling the  Regina,  has  been  very  successful  thus 
far  in  placing  this  talking  machine  in  a  num- 
ber of  high-class  establishments  throughout 
New  England.  There  have  been  many  over- 
tures from  dealers  who  are  anxious  to  handle 
this  proposition  and  Leon  Sharmat,  who  is  the 
head  of  the  corporation,  is  well  pleased  at  the 
1921  prospects  for  the  Regina. 

A  New  Corporation 

The  Independent  Talking  Machine  Co.  of 
New  England  is  one  of  the  new  concerns  to  be 
incorporated  under  the  laws  of  Massachusetts. 
Its  capital  is  placed  at  $100,000  and  the  incor- 
porators are  Philip  E.  Sage  and  Samuel  Albert, 
of  Cambridge,  and  Ella  C.  McLoughlin,  of 
Brookline. 

Ainslie  to  Visit  Syracuse 

R.  O.  Ainslie,  manager  of  the  Pathe,  is  plan- 
ning to  be  in  Syracuse,  N.  Y.,  January  10  for 
the  banquet  which  A.  B.  Ogden  is  to  give  to  F. 
C.  Howard  and  the  entire  staff  of  the  F.  C. 
Howard  Piano  Co.,  and  there  will  also  be  pres- 
ent several  dealers  from  nearby  places.  While 
away  Mr.  Ainslie  also  will  visit  other  places  in 
New  York  State.    This  Pathe  manager  reports 


Christmas  business  as  having  been  quite  good, 
both  in  wholesale  and  retail  ends,  this  being 
largely  due  to  the  special  selling  offers  which 
the  Pathe  made  during  the  season.  Mr.  Ains- 
lie, on  the  whole,  is  quite  optimistic  over  the  out- 
look for  1921. 

A  Fine  Holiday  Window 

One  of  the  prettiest  windows  during  the  holi- 
day season  was  that  of  Frank  S.  Horning,  at  22 
Boylston  street,  where  a  beautifully  illuminated 
and  decorated  tree  attracted  considerable  atten- 
tion. Tastefully  done  up  were  groups  of  records 
scattered  about  the  window,  a  quick  reminder  of 
what  ought  to  prove  desirable  Christmas  gifts. 
Mr.  Horning  had  a  good  trade,  especially  dur- 
ing the  evenings. 

Herbert  Shoemaker's  Enjoyable  Vacation 

Herbert  Shoemaker,  of  the  Eastern  Co.,  has 
returned  from  Philadelphia  and  Camden,  where 
he  has  been  spending  his  Christmas  vacation, 
much  of  the  time  being  spent  with  his  family. 
The  Eastern  Co.'s  Christmas  business  made  a 


PERFECTION  BeSg  TONE  ARMS 

PERFECTION  FLEXI-TONE  REPRODUCERS 

Manufacturers- 
Jobbers— 
Dealers— 

The  Perfection  Flexitone  reproducer  No.  7 
attached  to  the  Perfection  ball-bearing 
tone  arm  No.  4  plays  all  lateral  cut  rec- 
ords on  all  types  of  Edison  Disc  Machines. 
Made  in  nickel  and  24  carat  gold  finish, 
extra  fine  quality  disc. 

These  reproducers  and  tone  arms  are  the  very  finest  made,  mechanically  —repro- 
ducing as"  the  records  were  recorded  in  the  recording  room— clarity  of  sound  with 
great  volume. 

WRITE  FOR  DESCRIPTIVE  CATALOG  AND  PRICES 
Manufactured  by 

New  England  Talking  Machine  Co. 


16-18  BEACH  STREET 


BOSTON,  11,  MASS. 


CALIFORNIA 

San  Francisco — Walter  S.  Gray  Co. 
COLORADO 

Denver — Denver  Dry  Goods  Co. 
GEORGIA 

Atlanta— Phonographs,  Inc. 
IOWA 

Dee  Moines— 'Harger  &  Blish 

MASSACHUSETTS 

Boston — Pardee-Efllenberger  Co. 


DISTRIBUTORS : 

MISSOURI 

St.  Louis— Silverstone  Music  Co. 

NEBRASKA 

Omaha— 'Shultz  Bros. 

NEW  YORK 

Albany— American  Phonograph  Co. 
New  York— The  Phonograph  Corp.  of 
Manhattan 


OHIO 

Cleveland— The  Phonograph  Co. 
PENNSYLVANIA 
Pittsburgh — Buehn  Phono.  Co. 
Philadelphia— Girard  Phono.  Co. 

UTAH 

Ogden — Proudfit  Sporting  Goods  Co. 
VIRGINIA 

Richmond — C.  B.  Haynea  Co.,  Inc. 


Factory  Representative — Louis  A.  Schwarz 

1265  BROADWAY,  NEW  YORK,  N.  Y. 


January  15,  1921  THE     TALKING     MACHINE  WORLD 


103 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND — ( Continued  from  page  102) 


good  showing  and  the  whole  establishment  is 
keen  on  a  big  improvement  during  January. 
Looks  for  Big  January  Business 
Joseph  Burke,  of  the  Musical  Supply  & 
Equipment  Co.,  spent  a  part  of  the  holidays  at 
Atlantic  City,  whither  he  went  with  Mrs.  Burke 
for  a  vacation  following  a  busy  season.  He 
returns  to  his  work  much  benefited  by  the 
change.  He  reports  some  excellent  prospects 
in  the  Sonora  line  and  he  is  looking  for  a  good 
January  business.  Mr.  Burke  is  taking  a  short 
trip  into  Connecticut  in  a  few  days. 


PLANNING  NEW  STORE  CHAIN 

United  Phonograph  Stores,  Inc.,  Chartered  Un- 
der Delaware  Laws  at  $1,000,000  to  Deal  in 
Talking  Machines  at  Retail 


Boston,  Mass.,  January  4. — The  United  Phono- 
graph Stores,  Inc.,  incorporated  in  Delaware  for 
$1,000,000,  for  the  present  has  its  offices  in  this 
city  at  185  Devonshire  street,  though  the  fiscal 
department  is  in  New  York.  It  is  the  purpose 
of  this  concern  to  operate  a  chain  of  talking 
machine  stores,  and  already  Richard  M.  Nelson, 
first  vice-president  of  the  company,  and  remem- 
bered as  lately  with  the  Beacon  Phonograph 
Co.,  reports  that  five  stores  in  New  England 
have  linked  up  with  the  concern.  In  fact,  it  is 
New  England  which  will  first  be  combined  in 
this  consolidation  of  retail  stores. 

The  officers  of  the  company  are:  President, 
John  A.  Easton;  first  vice-president,  Richard  M. 
Nelson;  second  vice-president,  Arthur  L.  Logan, 
who  also  has  been  connected  with  the  Beacon  in 
the  capacity  of  secretary;  secretary  and  assist- 
ant treasurer,  Adolph  O.  Moss;  treasurer,  Sam- 
,  son  D.  Whittimore.  The  board  of  directors 
consists  of  these  five  and  Charles  Gomprecht, 
of  New  York,  former  treasurer  of  the  Times 
Square  Auto  Supply  Co.  and  former  chain  store 
organizer  of  the  Keystone  Tire  &  Rubber  Co. 


BEACON  AFFAIRS  BEING  ADJUSTED 

Walter  J.  Barris,  Hardwood  Dealer,  Is  Assignee 
.  and  Hopes  to  Settle  Claims  Outside  of  Court 
—Book  Assets  Said  to  Be  $58,000 


Boston,  Mass.,  December  30. — At  a  meeting  of 
some  thirty  of  the  creditors  of  the  Beacon 
Phonograph  Co.,  held  at  the  factory  in  Somer- 
ville,  Walter  J.  Barris,  of  the  Barris-Fralick  Co., 
dealer  in  hardwoods  in  Charlestown,  and  the 
third  largest  creditor  of  the  Beacon,  was  selected 
to  be  assignee,  and  it  was  the  consensus  of 
opinion  that  it  would  be  far  more  advantageous 
to  all  concerned  to  close  out  the  business  as 
soon  as  possible  and  settle  up  its  affairs  between 
themselves  rather  than  proceed  through  the 
bankruptcy  courts,  which,  it  is  claimed,  would 
involve  extra  and  unnecessary  expense. 

In  all  there  are  114  creditors.  The  two  largest 
are  reported  to  be  the  Old  Colony  Trust  Co., 
which,  it  is  understood,  loaned  money  to  the 
Beacon  to  the  extent  of  $21,000,  and  the  Palmer 
Parker  Co.,  lumber  dealer,  whose  claim  is  for 
$4,000.  That  of  the  Barris-Fralick  Co.  is  for 
$3,000.  Some  of  the  smallest  creditors  have 
claims  running  from  $5  to  $10. 

It  is  claimed  that  the  Beacon  represents  an  in- 
vestment of  some  $65,000;  that  the  book  assets 
stand  at  $58,000,  but  may  eventually  represent 
quite  a  shrinkage;  and  the  accounts  receivable 
are  placed  at  $30,000,  but  these,  too,  may  suffer 
a  shrinkage,  as  it  is  understood  many  machines 
already  out  are  being  returned.  As  there  are 
many  machines  at  the  factory  in  process  of 
construction  it  is  the  belief  of  the  assignee,  con- 
curred in  by  the  creditors  present  at  the  meet- 
ing, that  these  should  be  finished  and  disposed 
of  and  thus  turned  into  cash. 

It  is  the  hope  of  those  creditors  attending 
the  meeting  that  all  having  claims  against  the 
Beacon  Co.  will  assent  to  the  suggested  plan 


of  liquidating  the  business  and  not  pressing 
their  claims  through  the  bankruptcy  court. 

^jjriit  iriiiiuiiinriiiiiiiiiiiuiiriiiir  iiiiiiiji  JiiuiriiiiiJiJiuiiiiEiriiiiririiMiiijririiijriiiiciiiriuiiiiiMiiiijiiiiiiiiiFinrmiii  tituiiiimrtiuu^ 

|  "Buy  Now"  Move 

Is  Making  Strides  § 

I  The  "Buy  Now"  circular,  brought  out  by  | 

|  the  Cleveland  Chamber  of  Commerce  and  1 

|  sent  throughout  the  country  by  national  § 

I  trade  organizations,  has  met  with  success  | 

|  and  is  being  adopted  by  Chambers  of  Com-  § 

|  merce  in  other  cities.  I 

i  The  declaration,  prepared  by  the  Manu-  | 

|  facturers'     and     Wholesale     Merchants'  I 

|  Board,  the  Retail  Merchants'  Board  and  1 

j  the    Industrial    Development    Committee,  | 

|  urges  all  to  buy  conservatively,  cautiously,  j 

|  but  to  buy  at  the  present  time.  j 

It   declares   that   the   disinclination    of  | 

|  merchants  to  buy  has  brought  the  business  | 

1  of  the  country  to  a  standstill  and  points  | 

|  out  that  failure  to  purchase  now  will  bring  | 

|  about  a  buying  wave  later,  which  will  re-  j 

I  suit  in  a  shortage  in  merchandise  and  an  I 

1  advance  in  prices. 
^uniiiiiiiiiinnoiniiMiiimiimfimniw 

REPRESENTS  THE  MAGNAVOX 

Terre  Haute,  Ind.,  January  4. — John  Jensen, 
owner  of  the  Brunswick  Shop,  527  Wabash 
avenue,  has  become  the  local  agent  for  the  Mag- 
navox  Telemegafone.  He  has  been  entertain- 
ing the  citizens  of  Terre  Haute. 


THAU  TO  ATTEND  VICTOR  SCHOOL 

George  Thau,  assistant  secretary  of  the  Black- 
man  Talking  Machine  Co.,  Victor  wholesaler 
of  New  York,  will  attend  the  next  session  of  the 
Victor  Salesmanship  School,  which  will  be  held 
in  Camden  the  latter  part  of  this  month. 


KRAFT-BATES-'SPENCER 

NEW  ENGLAND  DISTRIBUTORS 


INC. 


PHONOGRAPHS     AND  REC 


Every  Brunswick  Sold  Sells  Others 

REAL  customer  is  not  one  who  buys  a  thing  once,  but  one  who  would  buy  it 
again,  if  he  had  to  do  it  over. 

All  Brunswick  buyers  belong  to  this  class.  Brunswick  owners  become  enthusiastic 
about  The  Brunswick.  They  take  delight  in  explaining  its  various  features,  particu- 
larly the  Ultona. 

Naturally  they  take  pride  in  having  something  new,  exclusive  and  different  from 
the  rest. 

The  Brunswick  has  created  an  army  of  recommenders  who  work  unconsciously  to 
make  more  sales.  And  they  really  feel  that  they  are  doing  others  a  favor  in 
praising  it.  Thus  Brunswick  satisfies  the  real  test  of  worth— the  product  stays  sold. 

KRAFT-BATES  &  SPENCER,  Inc.,  156  Boylston  Street,  BOSTON,  MASS. 

NEW  ENGLAND  DISTRIBUTORS 

TONOFONE,         VICTROLENE.         MOTROLAS,         RECORD  FLASHER 
Steel  Needles  Jewel  Points  Albums  Record  Brashes  Khaki  Covers 


104 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


Grey  Gull  Records  85c.  Retail 

Not  merely  a  few,  but  the  ENTIRE  LINE — 

A  regular  STAMPEDE  to  get  them  at  this  price.  Write  nearest  distributor. 
See  List  below. 

Our  output  has  been  doubled,  then  tripled.  And  now  we  are  doubling  it 
again  to  fill  the  orders. 

Price  COUNTS  nowadays,  as  Grey  Gull  Dealers  can  testify.  A  dollar 
for  records  is  too  high— -it's  a  War  Price.  85  cents  is  Normal— and  the  Public 
BUYS.  Try  it  and  see. 

Grey  Gull  Records  are  recorded  and  manufactured  complete  in  one  plant  by 
a  conservative,  strongly  financed  concern.  They  are  not  tied  to  any  phonograph. 
Send  in  a  trial  order  to  nearest  distributor. 


Distributors 

American  Phonograph  Co. 

17  N.  Ionia  Ave., 
Grand  Rapids,  Mich. 

Associated  Furniture  Manufacturers 
1209  Washington  Ave., 
St.  Louis,  Mo. 

Joseph  Barnett  &  Co. 

218  Fourth  Ave.,  East, 
Cedar  Rapids,  Iowa 

Capital  Paper  Company 

South  St., 
Indianapolis,  Ind. 

Cole  &  Dunas  Music  Co. 

54  W.  Lake  Street, 
Chicago,  111. 

Excelsior  Music  Co. 
Cape  Girardeau,  Mo. 

Fuller  Phonograph  Co. 
101  N.  Water  Street, 
Wichita,  Kansas 

Grey  Gull  Records,  Inc. 
295  Huntington  Ave., 
Boston,  Mass. 

National  Phonograph  Co. 

518  Penn  Avenue, 
Pittsburg,  Pa. 

Scott  Register  Co. 
New  Bern,  N.  C 

Seidel  Music  Publishing  Co. 

Indianapolis,  Ind. 
T.  &  H.  Specialty  Co. 

Charleston,  W.  Va. 

United  Music  Stores 
619  Cherry  Street, 
Philadelphia,  Pa. 


Dance  Hits 


Song  Hits 


L-1037 
r"  10-in. 
85c 


MARGIE— Fox-trot,  >  L-1036 

Selvin's  Novelty  Orchestra  llO-in. 
BIDDY— Fox-trot  All  Star  Trioj  85c 

FEATHER    YOUR    NEST— Fox-  ■ 
trot  Banjopators 

I'D  LOVE  TO  FALL  ASLEEP 
AND  WAKE  UP  IN  MY 
MAMMY'S  ARMS— Fox-trot, 

Banjopators'1 

WHISPERING— Fox-trot,  "]  T 

Joseph  Samuels'  Music  Masters  irn  . 

KISMET— Fox-trot,  \m 

Joseph  Samuels'  Music  Masters-1 

GRIEVING  FOR  YOU— Fox-trot,      L  103g 

Banjopators  \  ln" . 
BEAUTIFUL    ANNABEL    LEE  —  foe 
Fox-trot   BanjopatorsJ 


L-1032 

10-in. 

85c 


.  "1L1030 
10  llO-in. 
J  85c 


JAPANESE  SANDMAN— Fox-trot,  1 
Joseph  Samuels'  Music  Masters' 
LOUISIANA— Waltz, 

Grey  Gull  Dance  Orchestra-^ 

DOLLY,  I  LOVE  YOU— Fox-trot, 

All  Star  Trio 
DANCE-O-MANIA— Fox-trot, 

Gilt  Edge  Four. 

WHOSE   BABY   ARE  YOU— Fox--) 
trot  All  Star  Trio  L-1029 

LAST  PART  OF  EVERY  PARTY  ko-in.  _ 
(from  "Irene"),  introducing  Castle  85c 
of  Dreams  .......... .All  Star  Trio^ 

CARESSES— Fox-trot  . . Banjopators-v  T 
I'VE  GOT  THE  BLUES  FOR  MY 

OLD  KENTUCKY  HOME — Fox-  f gr"m' 
trot   BanjopatorsJ  85c 


BROADWAY  ROSE,  >.  T  onA 

Sung  by  Charles  Harrison  jt"?043 
BLUE  DIAMONDS,  foe- 
Sung  by  Henry  BurrJ  85c 

FEATHER  YOUR  NEST,  . 

Sung  by  Charles  Harrison  L-2044 
WHEN    HE    GAVE    ME    YOU    1 10-in. 
(Mother  of  Mine),  |  85c 

Sung  by  Henry  Burr  J 

AVALON.  .  .  Sung  by  Ernest  Hare-i  L-2040 
LIKE  WE  USED  TO  BE. Sung  by  LlO-in. 

Charles  Hart  and  Louise  Terrell  J  85c 
TRIPOLI,  Sung  by  Charles  Hart  and-, 

Louise  Terrell  L-2034 
HIAWATHA'S  MELODY  OF  klO-in. 
LOVE,  Sung  by  Charles  Hart  and  85c. 

Louise  Terrell- 
MY  LITTLE  BIMBO  DOWN  ON, 

THE  BAMBOO  ISLE,  L-2015 
Sung  by  Billy  Jones  llO-in. 
TIDDLE-DEE  WINKS,  f  85c. 

Sung  by  Billy  Murray., 
THE  MOON  SHINES  ON  THE  , 
MOONSHINE,  L-2030 
Sung  by  Ernest  Hare  LlO-in. 
JINGA-BULA-JING-JING,       ,  [85c. 

Sung  by  Billy  JonesJ 
LET  THE  REST  OF  THE  WORLD-,  L-2017 

GO  BY  Sung  by  Henry  Burr  1 10-in. 

WOND'RING.  .Sung  by  Charles  Hartj85c. 
I'LL  BE  WITH  YOU  IN  APPLE 
BLOSSOM  TIME, 

Sung  by  Henry  Burr 
LITTLE  TOWN  IN  THE  OULD 
COUNTY  DOWN, 

Sung  by  Henry  Burr-1 


L-2020 

10-in. 

85c. 


INCORPORATED 


295  HUNTINGTON   AVENUE,  BOSTON,  MASS. 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


105 


C.  R.  ELY  WITH  REMINGTON  CORP.     TO  RECORD  WABASH  COLLEGE  SONGS 


Joins    That    Organization    as    Western  Sales 
Manager — Has  Had  Wide  Experience 


Receipts  Form  Sale  of  Records  to  be  Turned 
Into  College  Endowment  Fund 


Everett   H.    Holmes,   sales   manager   of  the 
Remington  Phonograph  Corp.,  has  announced 
the  appointment  of  Clifford  R.  Ely  as  Western 
4  sales    manager    of  the 
company.     Mr.   Ely  is 
one  of  the  best-known 
members  of  the  whole- 
sale    traveling  frater- 
nity, and  will  visit  the 
talking    machine  trade 
throughout    the  West. 
For  many  years  he  was 
a  member  of  the  Co- 
lumbia    Co.  traveling 
staff    and  numbers 
C.  R.  Ely  among    his  friends 

dealers  from  'coast  to  coast. 

As  the  Western  sales  manager  of  the  Rem- 
ington Phonograph  Corp.,  Mr.  Ely's  long  and 
successful  acquaintance  with  the  industry  will  be 
utilized  to.  excellent  advantage,  as  he  is  in  a  po- 
sition to  render  Remington  dealers  efficient 
service  and  co-operation. 


A  NEW  STORE  IN  K0K0M0 

Kokomo,  Ind.,  January  4.— W.  S.  Barringer,  for 
several  years  head  of  the  purchasing  department 
of  the  Stewart  Talking  Machine  Co.  at  In- 
dianapolis, has  opened  a  Victor  shop  at  304 
North  Main  street.  The  name  of  the  shop  is 
"Barringer's."  It  is  equipped  with  four  large 
booths  and  record  shelves  with  a  capacity  of 
10,000  records. 


Crawfordsville,  Ind.,  January  4. — Songs  of 
Wabash  College  are  .to  have  national  circulation 
through  the  medium  of  the  phonograph.  The 
records  will  be  sold  without  profit  to  the  writers 
of  lyrics  and  music,  all  financial  returns  going 
to  the  endowment  fund  of  old  Wabash.  It  is 
now  sought  to  increase  the  endowment  fund  by 
$2,000,000. 

Wabash  is  a  Presbyterian  college  founded  in 
1832.  The  institution •  has  always  given  much 
encouragement  to  music,  especially  during  the 
last  twenty  years.  A  song  now  as  much  a  part 
of  the  college  as  the  campus  is  "Old  Wabash," 
written  in  1899  by  two  young  men  now  held  in 
hearty  esteem  by  the  alumni.  At  that  time 
Carroll  Ragan,  at  present  an  official  of  a  New 
York  financial  house,  and  Edwin  Meade  Robin- 
son, of  the  Cleveland  Plain  Dealer  and  nationally 
known  as  a  poet,  were  college  chums  at  Wabash. 
Ragan  composed  the  music  and  Robinson  wrote 
the  words  of  the  song  that  was  used  for  the 
first  time  at  the  inauguration  of  Dr.  William  P. 
Kane  as  president  of  the  college. 

This  song,  as  well  as  Wabash's  "War  Song" 
and  "Alma  Mater,"  is  to  be  sent  forth  to  cheer 
the  hearts  of  alumni  and  friends  through  the 
universally  popular  phonograph,  according  to 
the  plans  of  those  who  have  set  themselves  to 
the  task  of  giving  the  school  an  endowment  that 
will  increase  the  educational  scope  of  the  school 
until  500  young  men  can  be  accommodated 
through  additional  facilities. 


2 BRUNO 


an  dealers  in 
other  lines  hon- 
estly figure  their 
stock  one  hun- 
dred per  cent  on 
the  dollar?  You 
Mr.  Victor 
Dealer. 

BRUNO 


OPENS  STORE  IN  CANON  CITY,  COL. 

The  Brunswick-Balke-Collender  Co.,  through 
its  Denver  branch,  has  established  a  new  Bruns- 
wick phonograph  store  in  Canon  City,  Col.,  with 
W.  E.  Gillespy  and  C.  E.  Callison  in  charge. 


THAT  PHANTOM  CHURCH  CHOIR 


Champaign,  III.,  January  5. — The  mystery  of  an 
invisible  choir  which  has  stirred  the  congrega- 
tion of  a  Paxton  (111.)  Lutheran  Church  was 
solved  to-day  when  it  became  known  that  Clar- 
ence Lundeen,  a  sixteen-year-old  student,  had 


been  experimenting  with  a  wireless  telephone. 

Lundeen  connected  a  phonograph  with  a  wire- 
less sending-set  in  his  workshop,  then  he  trans- 
mitted the  music  produced  to  a  large  horn  con- 
nected with  an  amplifier  which  was  concealed  in 
a  tree  just  outside  the  church. 

The  church  was  in  direct  line  with  the  sound 
from  the  horn,  and  for  this  reason  the  music 
seemed  directly  above  the  congregation.  For 
several  days  the  "phantom  music"  had  been  the 
talk  of  the  town. 


The  Del  Signo  Song  Shop  Co.,  consisting  of 
R.  H.  and  Vernon  Kellogg  and  L.  D.  Cole,  has 
opened  a  new  music  and  talking  machine  store 
at  Third  and  Spurgeon  streets,  Santa  Ana,  Cal. 


FIBRE — Nothing  is  so  beautiful,  so  comfortable,  so  practical,  so  economical — FIBRE 


A  Suggestion  for  Your  Reception  Boom— ENTIRE  SUITE  for  $210.00 
Several  Hundred  Pieces  to  Choose  From 

Your  wholesaler  will  help  you  fit  up  your  establishment  with  this  up-to-date  furniture.  If  he  doesn't, 
write  us.    These  Shattucks  are  the  thing  for  you,  and  we'll  prove  it.  Ask  for  our  suggestion  for  your  booth. 

THE  SHATTUCK  FIBRE  FURNITURE  COMPANY 


Makers  of  the  line  of  Masterpieces 


10615  BROADWAY 


CLEVELAND,  OHIO 


SHATTUCK  FIBRE  STAND 
FOB  VICTBOLA  IV 
Finished  in  Oak  or  Mahogany,  512.00 

For  Victrola  VI,  $13.00.    For  Victrola  IX,  $15.00 

These  band-woven  fibre  stands  afford  a 
pleasing  and  practical  element  in  house  fur- 
nishing. Style,  too,  favors  this  stand,  as  the 
demand  for  hand-woven  furniture  is  increasing 
very  rapidly.  Being  wire  reinforced,  these 
stands  are  practically  indestructible.  The 
many  uses  to  which  this  stand  can  be  put 
after  the  small  machine  is  traded  is  another 
advantage.    Ask  your  distributor. 


106 


THE   TALKING   MACHINE  WORLD 


January  15,  1921 


Edison  Message  No.  88 


We  point  with  pride  to  the  record  that, 
while  most  manufacturers  were  boosting 
their  prices,  on  the  slightest  pretext,  to  1 00 
per  cent  and  more  in  many  instances,  Thos, 
A.  Edison  permitted  the  price  of  Edison 
phonographs  to  advance  only  1  5  per  cent, 
including  War  Tax,  since  1914. 


"Edison  Stood  the  Gaff" 


THOMAS  A.  EDISON,  Inc 

ORANGE,  N.  J. 


January  15,  1921 


THE   TALKING   MACHINE  WORLD 


107 


Darling"  and  "Missy,"  the  two  latest  fox- 
trots played  by  Art  Hickman's  Orchestra, 
will  keep  the  crowd  dancing  into  your  store 
as  long  as  you  have  one  of  these  records 
left.  A-3334 


Columbia  Graphophone  Co 

NEW  YORK 


WANT  UNDISTRIBUTED  EARNINGS  TAX 

Committee  on  Federal  Taxation  of  National 
Association  of  Credit  Men  Makes  Important 
Recommendations  Regarding  New  Tax  Plans 


Setting  forth  that  the  adoption  of  their  plan 
would  result  in  equalization  of  distribution  of 
taxes  on  earnings,  the  Committee  on  Federal 
Taxation  of  the  National  Association  of  Credit 
Men  have  issued  a  book  entitled  "The  Undis- 
tributed Earnings  Tax — A  Plan  to  Tax  the  Cur- 
rent Year's  Earnings  of  Corporations  Not  Dis- 
tributed." The  proposed  new  tax,  it  is  explained 
in  the  text,  was  designed  to  replace  the  excess 
profits  tax.  Copies  have  been  sent  to  members 
of  Congress  and  thousands  of  business  men 
throughout  the  country. 

The  prime  recommendations  contained  in  the 
committee's  book  are: 

1.  Elimination  of  the  excess  profits  tax. 

2.  Elimination  of  the  corporation  income  tax. 

3.  Dividends  from  current  earnings  to  be  sub- 
ject to"  the  normal  tax  in  the  hands  of  the  in- 
dividual. 

4.  Substitution  of  a  corporation  undistributed 
earnings  tax  at  graduated  rates. 

5.  Dividends  which  are  paid  from  earnings  of 
prior  years  on  which  the  corporation  has  paid 
the  undistributed  earnings  tax  not  to  be  con- 
sidered as  income  to  the  individual  shareholder. 
Dividends  may  not  be  paid  from  surplus  until 
earnings  of  current  year  have  first  been  used  for 
that  purpose. 


6.  Adjustment  of  rates  of  taxation  on  per- 
sonal incomes,  both  normal  and  surtax,  to  meet 
the  requirements  of  the  budget  from  income 
taxes. 

The  committee  argues  that  the  changes  recom- 
mended would  make  not  only  for  a  more  equal 
distribution,  but  would  make  taxation  of  this 
class  more  simple  and  equitable.  The  plan,  it 
says,  involves  simply  an  extension  of  the  in- 
come tax  principle  and  therefore  does  not  in- 
volve necessity  to  set  up  new  tax  machinery. 
It  is  further  contended  that  the  changes  outlined 
will  remove  the  penalty  that  rests  on  small 
shareholders  in  corporations  and  encourage  in- 
vestment on  the  part  of  larger  groups,  thereby 
contributing  to  the  financial  and  economic 
stability  of  the  country. 


NEW  VICTROLA  80  IS  ANNOUNCED 


NEW  DESIGN  ON  SONORA  SIGN 


The  latest  design  to  be  used  in  the  Sonora 
electric  sign,  on  the  corner  of  42nd  street  and 
Fifth  avenue,  New  York,  features  one  of  the  new 
period  models,  viz.,  a  Gothic  Jr.  Notre  Dame,  in 
a  room  overlooking  a  wintry  landscape.  A 
basket  of  bright-hued  flowers  produces  a  color 
effect  which  adds  materially  to  the  general  at- 
tractiveness. 


The  Jackson  Phonograph  Co.,  formerly  lo- 
cated in  Loveland,  Col.,  has  moved  its  business 
to  new  quarters  at  39th  and  Walnut  streets, 
Denver,  Col.  C.  I.  Jackson  is  manager  of  the 
company.   


The  KENT  MASTER  ADAPTER 


plays  ALL  RECORDS  at  their  best 
on  the 

EDISON  DISC  PHONOGRAPH 


Write  for  particulars  concerning  this,  the  best 
known  and  largest  seller  of  its  kind  in  the  market. 
Attractive  prices  and  terms  will  be  quoted  you. 


WE  specialize  in  attachments  for 
Edison  and  Victor  machines;  also 
soundboxes,  diamond,  sapphire  and  steel 
needles.  Drawn  brass  tone  arms  made 
to  order.  Tube  and  pipe  bends  of  all 
kinds  successfully  executed. 


F.  C.  KENT  CO. 


Specialty  Manufacturers 
IRVINGTON,  N.  J. 

whose  phonograph  accessories  "win  their  way  by  their  play" 


Latest  Model,  of  Floor  Type,  Is  to  Be  Listed 
at  $100  Retail — Welcome  Christmas  Surprise 
for  Victor  Wholesalers  and  Dealers 


The  Victor  wholesalers  and  dealers  through- 
out the  country  had  a  Christmas  surprise  in 
the  form  of  an  announcement  by  the  Victor 
Talking  Machine  Co.  of  a  new  Victrola,  No.  80. 
a  full  cabineted  instrument  of  attractive  design 
embodying  all  the  recognized  Victrola  features 
and  listed  at  S100  retail. 

There  have  been,  of  course,  rumors  about  the 
trade   of  the   coming  appearance  of  the  new 


New  Victrola  80 

Victrola,  but  the  announcement,  of  a  new  in- 
strument just  at  this  time  is  held  to  be  most 
welcome.  Victrola  80  is  38^  inches  high,  18^4 
inches  wide,  and  20J4  inches  deep.  It  is 
equipped  with  all  the  recognized  Victrola  fea- 
tures, including  a  double  spring  file  drive  motor 
of  the  latest  model,  an  automatic  brake  and 
speed  regulator,  and  an  automatic  speed  indi- 
cator. All  exposed  metal  parts  are  nickel 
plated. 

The  new  Victrola  will  be  manufactured  in 
the  usual  variety  of  finishes,  but  at  the  outset 
will  be  available  only  in  mahogany,  English 
brown  and  American  walnut.  Arrangements 
have  been  made  to  ship  available  quantities  of 
the  new  model  to  distant  Western  points  first, 
and  to  follow  the  usual  West  to  East  shipping 
schedule. 


The  man  who  serves  only  himself  is  slave 
to  a  greedy  master. 


SEND  FOR  ILLUSTRATED  PRICE  LIST 
AND  FREE  SAMPLE 

"GLOBE"  TRANSFER  NAME  PLATES 

DEALERS  EVERYWHERE  APPLY  THEM 
ON  PHONOGRAPHS.  PIANOS.  ETC. 

GLOBE    DECALCOMANIE  CO. 

263  SUSSEX  ST.,  NEWARK,  N.  J. 


108 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


We  are  able  to  offer  to  the  Phonograph  Industry  a  complete 
phonograph  line,  including  machine  and  records. 

CJhe^eoLian^ocalion 

There  are  only  six  such  lines  in  the  country,  and  of  the  six  we  believe 
the  Aeolian-Vocalion  to  be  the  one  most  profitable  for  the  dealer, 
because : 

ist,    It  is  a  quality  line  from  start  to  finish. 

2nd,  The  merchandise  is  backed  by  the  whole  strength  of 
the  Aeolian  Company  (the  foremost  manufacturers  of 
musical  instruments  in  the  world). 

3rd,  A  distributor,  ourselves,  who  has  proven  not  only  his 
ability  but  his  willingness  to  serve  the  industry  and  to 
help  it  in  every  possible  way. 

4th,  Our  sales  policy — Give  each  dealer  room  to  expand 
and  develop  his  Aeolian-Vocalion  business,  and  where 
he  creates  a  demand  let  him  enjoy  the  fruits  of  his 
labor;  help  the  dealer  get  more  business  instead  of 
establishing  new  dealers  who  encroach  on  territory 
developed  by  the  old  one. 

5th,  Our  job — To  Sell  Aeolian-Vocalion  goods  for  the 
dealer,  rather  than  to  the  dealer. 


127  North  13th  Street 
PHILADELPHIA 


2002  Jenkins  Arcade 
PITTSBURGH 


< 


Your  Phone  is  Vouq  Stock  Sheet: 


January  15,  1921 


THE   TALKING   MACHINE  WORLD 


109 


PHILADELPHIA 


and 

IPCALITX 


Philadelphia,  Pa.,  January  3.— The  prophecy  of 
1920  has  not  been  fulfilled  so  far  as  the  holiday 
trade  is  concerned.  During  almost  the  entire 
year  the  trade  has  been  skeptical  and  has  been 
looking  for  a  slump  in  business.  And  especially 
was  there  uneasiness  felt  last  Summer  that  by 
Fall  and  this  Winter  business  was  going  to  be 
in  a  depressed  state  and  many  dealers  looked  for 
a  very  dull  holiday  business. 

The  result  has  been  just  the  opposite.  The 
holiday  business  this  year  was  extremely  good. 
With,  most  firms  it  equaled  that  of  last  year, 
and,  in  fact,  the  entire  year  of  1920  was  a 
record  -breaker.  The  Victor  Co.  has  recovered 
itself  nicely  and  has  made  a  most  liberal  distri- 
bution of  both  machines  and  records  to  jobbers 
in  this  city,  as  well  as  throughout  the  country. 

The  talking  machine  dealers  in  every  line  are 
starting  the  new  year  with  renewed  energy  and 
should  make  a  resolution  to  not  let  pessimism 
take  hold  of  them  in  any  way.  The  manufac- 
turers have  left  the  firms  well  stocked  to  enter 
the  new  year,  in  spite  of  passing  through  an 
active  holiday  trade. 

The  dealers  spent  the  week  between  Christ- 
mas and  New  Year  in  getting  their  stocks  into 
good  shape.  The  stores  never  looked  so  attrac- 
tive during  the  holidays  and  to  a  great  extent 
this  has  been  due  to  the  Penn  Phonograph  Co. 
and  its  Victor  operatic  figures.  These  figures 
were  used  for  decorative  purposes  by  almost  all 
the  Victor  dealers  in  this  city  and  by  certain  of 
them  the  entire  line  was  shown,  including  the 
John  Wanamaker  store,  which  had  both  a  Mar- 
ket street  and  a  Chestnut  street  window  display 
of  them;  by  B.  B.  Todd,  who  used  a  full  set  to 
decorate  his  Chestnut  street  window;  by  H.  A. 


Weymann  &  Son,  who  had  a  complete  set  on 
display,  and'  various  other  firms  who  had  par- 
tial displays.  The  Penn  Victor  dogs  were  also 
used  by  many  of  the  firms. 

The  stores  are  looking  attractive  at  present. 
The  exterior  decoration  of  the  entire  Piano 
Row,  painted  in  a  pink-gray  effect,  all  the  wood- 
work being  done  in  green  bronze,  is  about  com- 
pleted and  the  Row  now  looks  most  attractive. 
To  Distribute  Vocalion  L:'ne 

The  most  important  change  that  has  to  be 
noted  with  the  first  of  the  year  is  the  relinquish- 
ing of  the  wholesale  representation  of  the  Sonora 
phonographs  by  the  Philadelphia  Show  Case 
Co.,  which  in  their  stead  has  taken  the  repre- 
sentation here  of  the  Aeolian  Co.'s  product — the 
Vocalion  machine  and  the  Vocalion  records. 
With  this  machine  the  company  will  have  about 
double  its  present  Sonora  territory,  and  its  dis- 
tribution has  been  placed  in  charge  of  J.  H. 
Burkart,  formerly  of  the  firm  of  Blake  &  Burk- 
art.  Mr.  Burkart  has  had  considerable  experi- 
ence in  the  business  and  for  some  time  has 
been  connected  with  the  Philadelphia  Show 
Case  Co. 

Getting  Emerson  Goods 

The  Emerson  Philadelphia  Co.  reports  that 
it  is  in  excellent  shape  and  is  getting  goods 
right  along  and  in  large  quantities  from  the 
Emerson  factories,  so  that  the  recent  financial 
reverses  that  came  to  that  company  did  not 
seem  to  feaze  the  Emerson  dealers  in  this  ter- 
ritory. Manager  Harry  Fox,  the  head  of  the 
Emerson  Philadelphia  Co.,  says  that  he  is  quite 
delighted  with  the  way  the  dealers  in  the  Em- 
erson have  stuck  to  him. 

During  December  Mr.  Fox  has  had  his  new 


establishment  at  810  Arch  street  fully  renovated. 
He  has  ample  space  now  and  believes  he  is 
going  to  do  a  very  big  business.  He  has  had 
the  second  floor  nicely  arranged  in  offices,  with 
elegant  furnishings,  and  has  built  for  himself  an 
attractive  private  office. 

Good  Season  for  the  Pathe 
The  Pathe  Co.  reports  that  it  had  a  re- 
markably good  holiday  business  and  much 
greater  in  volume  than  it  had  expected,  al- 
though it  was  prepared  and  was  able  to 
take  good  care  of  all  orders  that  came  in.  Its 
December  business  compared  more  than  favor- 
ably with  that  done  last  -year,  which  can  be 
confirmed  by  all  the  dealers  who  handle  the 
Pathe  here. 

The  Pathe  Co.  had  its  store  most  attractively 
decorated  for  the  holidays,  the  work  having 
been  done  in  a  most  artistic  way  by  S.  Glover 
Flood,  a  son  of  Mr.  Flood,  who  is  looking  after 
the  Pathe  jobbers  here.  Mr.  Flood1,  Jr.,  has  been 
associated  with  Walter  L.  Eckhardt  ever  since 
the  latter  began  handling  the  Pathe"  in  this  ter- 
ritory and  is  acting  as  a  salesman  in  the  South 
Jersey  and  Pennsylvania  territory  of  the  firm. 
Among  the  recent  visitors  to  the  Pathe  offices 
were  M.  Kowitz,  of  Easton,  Pa.,  and  O.  K. 
Fink,  of  Pottstown. 

T.  P.  Ratcliff  a  Visitor 

T.  P.  Ratcliff,  of  the  Aeolian  Co.,  in  charge 
of  the  record  department  of  that  firm,  visited 
Philadelphia  between  the  Christmas  and  New 
Year  holidays. 

Gimbel  Bros,  are  still  continuing  their  drive 
on  talking  machines.     They  gave  an  attractive 
concert  at  their  store  on  New  Year's  Day,  in 
(Continued  on  page  110) 


Mr.  Dealer 

A  NEW  YEAR  different  in  conditions  and  methods 
has  begun.  The  fulfillment  of  promised  factory  produc- 
tion, combined  with  able  distribution  and  strong  retail 
methods,  will  make  this 

A  Prosperous  Victor  Year 
This  Organization  Is  Ready 

Are  You? 

The  Louis  Buehn  Company 

OF  PHILADELPHIA 


110 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


THE  TRADE  IN  PHILADELPHIA  AND  LOCALITY — (Continued  from  page  109) 


which  a  number  of  artists  at  present  appearing 
in  Philadelphia  took  part. 

Why  Blake  &  Burkart  Are  Pleased 

Herbert  Blake,  the  head  of  the  firm  of  Blake 
&  Burkart,  is  highly  elated  over  his  holiday 
business.  It  was  much  better  than  he  had  an- 
ticipated and  it  was  the  biggest  holiday  business 
his  firm  has  thus  far  enjoyed.  In  fact,  the  entire 
year  of  1920  was  very  good  for  thisTirm.  The 
firm  released  the  lease  they  had  on  the  store, 
which  they  operated  as  a  branch,  at  204  South 
Eleventh  street,  and  where  the  Columbia  was 
handled  exclusively.  Instead  they  have  leased 
a  part  of  the  building  and  the  basement,  which 
they  will  use  to  store  stock  and  do  repair  work. 
The  Columbia  Holiday  Business 

The  Columbia  Co.  had  a  very  satisfactory 
holiday  business  and  did  considerably  better 
than  it  had  anticipated;  probably  not  quite  as 
good  as  last  year,  but  it  must  be  remembered 
that  the  firm  had  a  wonderful  holiday  business 
in  1919,  being  one  of  the  few  distributers  in 
this  territory  who  were  able  to  keep  their  deal- 
ers well  supplied  with  both  machines  and 
records. 

Among  the  recent  visitors  to  the  Columbia 
offices  here  were  Robert  Porter,  field  manager 
of  the  Columbia;  H.  H.  Brown,  of  West  Ches- 
ter; B.  Freeman,  of  Chester;  J.  H.  Bartlett,  of 
Wilmington;  A.  Giaccobbi,  of  Hammonton.  N. 
J.;  S.  P.  Speigel,  of  Woodbury,  N.  J.;  A.  J.  Eber- 
hard,  of  Camden;  Mr.  Thompson,  of  Thompson 
&  Swartley,  Souderton,  Pa.;  A.  Wolson,  of 
Chester;  W.  E.  Mingin,  of  Medford,  N.  J.;  Mr. 
Anderson,  of  the  Columbia  Grafonola  Shop,  of 
Wilmington,  Del.;  T.  W.  Dubois,  of  Paulsboro, 
N.  J.;  N.  L.  Kaplin,  of  Burlington,  N.  J.,  and 
H.  C.  Jarvis,  of  Millville,  N.  J. 

The  Columbia  Co.  this  week  will  have  all  its 
salesmen  together,  both  in  and  out  of  town,  for 
a  conference -to  lay  plans  for  the  promotion  of 
the  work  in  the,  new  year. 

The  Artistic  Buehn  Building 

The  Louis  Buehn  Co.  has  completed  all  the 
improvements  in  its  local  headquarters  which 
could  not  be  made  earlier  on  account  of  the 
leases  of  certain  tenants.  All  through  the  de- 
partment hardwood  floors  have  been  placed,  as 
well  as  a  new  stairway  leading  to  the  Victor 
period  model  room,  which  is  the  front  room  on 
the  second  floor.  Handsome  rugs  that  conform 
to  the  general  decorations  have  been  laid  and 
all  the  offices  have  been  finished  in  mahogany. 

The  period  model  room  is  particularlj-  hand- 
some and  it  has  not  yet  been  finished,  for  the 
reason  that  the  designers  wish  to  wait  until  they 


get  all  the  models  in  place  before  they  supply 
the  furniture.  The  Buehn  Co.  has  only  about 
a  half-dozen  of  these  models  on  hand  up  to  this 
time,  but  it  expects  to  have  a  complete  line  be- 
fore the  month  is  out.  When  finished  this  room 
will  be  solely  for  the  display  of  these  models 
for  the  benefit  of  the  retailers  who  will  not  have 
the  opportunity  to  carry. a  full  line  of  them,  but 
who  can  call  at_  the  Buehn  establishment  with 
their  customers  and  let  them  see  them  in  the 
artistic  environment  that  Mr.  Buehn  has  pro- 
vided. Any  visitors  to  Philadelphia  within  the 
next  six  months  would  do  well  to  pay  a  visit  to 
the  Buehn  establishment,  if  they  want  to  see 
one  of  the  handsomest  talking  machine  stores 
they  have  ever  seen. 

E.  V.  Martin's  New  Quarters 

The  E.  V.  Martin  firm  will  in  a  few  days  close 
its  store  at  224  South  Fifty-second  street,  hav- 
ing taken  a  new  corner  store  at  the  southwest 
corner  of  Fifty-second  and  Irving  streets, 
where  they  will  have  a  much  better  opportunity' 
to  display  their  handsome  stock.  Mr.  Win- 
ders, who  is  manager  of  the  store,  states  that 
in  their  former  home,  being  in  the  middle  of 
the  block,  they  had  poor  opportunities  to  make 
a  window  display,  in  comparison  with  several 
of  their  near  neighbors,  but  in  their  new  home 
they  will  have  both  attractive  windows  on 
Fifty-second  street  and  also  on  Irving  street. 
Victrola  Display  at  Estey  Hall 

The  Estey  Co.,  of  this  city,  is  devoting  the 
entire  floor  space  at  "Estey  Hall"  to  a  display 
of  Victr-olas.  Sound-proof  rooms,  artistically 
arranged,  have  been  installed  to  accommodate 
the  increasing  number  of  patrons  of  this  insti- 
tution. This  floor  is  entirely  given  over  to  ma- 
chines and  the  showing  is  an  impressive  one. 
The  record  department  remains  on  the  first 
floor. 

A  Compliment  From  an  Authority 

The  display  of  Penn  operatic  figures  in  the 
windows  of  B.  B.  Todd,  on  Chestnut  street,  had 
universal  appeal,  but  its  particular  advertising 
value  was  noted  and  appreciated  by  an 
'advertising  expert  in  no  \va3-  connected  with 
the  talking  machine  trade.  Mr.  Todd  was  re- 
cently in  receipt  of  "a  letter  of  appreciation  from 
William  Neville,  assistant  advertising  manager 
of  the  Philadelphia  Record.  Mr.  Neville's  ex- 
pert opinion  of  this  display  is  summed  up  in 
one  quoted  sentence  from  his  letter  to  Mr. 
Todd,  "I  do  not  think  in  all  my  experience  I 
have  ever  had  the  pleasure  of  gazing  upon  a 
window  which  carried  as  much  real  attractive- 
ness as  your  window  does." 


MYMANN 


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Oholesale 
T)isMMors\ 


mi  mi  mi  1111  1111 


1108  CHESTNUT  SI 
PHILADELPHIA^ 


ill  mi.  mi  jiii  1 1 11 


PLAYE-R, 
ROLLS' 


W&YnANN 
KEYSTONE  STATE* 
STRJNG- 


Victor  Supreme 

The  Victor  dealer  who  devotes  his 
entire  energy  to  the  advancement  of 
Victor  merchandise  in  his  Talking 
Machine  Department  will  find  that  in 
turn  his  entire  business  will  be  greatly 
benefited. 


THE  WINDOW  AS  A  SALES  MAKER 

Excellent  Work  Achieved  by  the  Talking  Machine 

Co.,  Philadelphia,  for  the  Jones  Motrola 


Philadelphia,  Pa.,  January  3. — The  Talking  Ma- 
chine Co.,  Victor  dealers  of  this  city,  has  featured 
the  Jones  Motrola  in  a  particularly  attractive 
window  display  in  several  of  its  seven  retail  stores 


How  Jones  Motrola  Was  Featured 

in  this  city.  In  the  window  shown  herewith  the 
entire  space  has  been  given  over  to  a  display  of 
Motrolas  and  features  the  five-dollar  monthly 
payment  plan  which  it  is  using  and  offering  in 
selling  the  Motrola.  The  drive  on  the  five-dollar 
monthly  payment  plan  for  the  Motrola  lasted  an 
entire  month.  The  results  are  reported  to  have 
been  remarkablv  successful. 


FINDS  THE  TRADE  OPTIMISTIC 


Rayburn  Clark  Smith  Brings   Back  Excellent 
Report  From  Recent  Business  Trip 


Philadelphia,  Pa.,  January  3. — Rayburn  Clark 
Smith,  president  of  the  Unit  Construction  Co., 
of  this  city,  recently  completed  a  tour  of  twelve 
of  the  principal  cities  of  this  country  in  the 
interest  of  Unico  equipment.  On  this  trip  Mr. 
Smith  interviewed  over  100  dealers  and  some 
seventeen  jobbers.  In  almost  every  instance 
Mr.  Smith  found  the  dealer  or  jobber  to  be 
enthusiastic  over  the  coming  year  in  spite  of 
the  fact  that  business  had  temporarily  quieted 
somewhat.  Mr.  Smith  furthermore  found  that 
the  expressions  of  optimism  were  being  backed 
up  by  energetic  plans  that  were  being  laid  by 
these  same  jobbers  and  dealers  for  the  advance- 
ment of  their  businesses  during  the  coming  year. 

Turning  from  general  trade  conditions,  Mr. 
Smith  touched  upon  the  1921  outlook  for  the 
large  organization  of  which  he  is  chief  execu- 
tive. Mr.  Smith  said:  "Whereas  the  first  few 
months  of  the  coming  year  may  not  quite  equal 
our  exceptional  record  of  last  year,  I  am  con- 
fident that  business  during  the  balance  of  the 
year  will  be  exceptionally  good  and  we  are  lay- 
ing our  plans  accordingly." 


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Keystone  Die-Casting  Co. 

Norristown,  Pa. 


I  ALFRED  C.  RANTSCH 
-         Pres.  and  Gen.  Sales  Mgr. 

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E.  J.  W.  RAGSDALE  | 
Treas.  and  Gen.  Mgr.  h 

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January  15,  1921 


THE   TALKING   MACHINE  WORLD 


111 


IMPORTANT  ANNOUNCEMENT 


THE  INSTRUMENT  OF  QUALITY 

onor] 

CLEAR    AS   A    BELL  (Qt 


takes  pleasure  in  announcing  the  appointment  of 

THE  SONORA  COMPANY  OF  PHILADELPHIA 

OF  1214  ARCH  STREET,  PHILADELPHIA,  PA. 
as  distributor  in  the  following  territory: 

EASTERN  PENNSYLVANIA,  MARYLAND,  DELAWARE, 
DISTRICT  OF  COLUMBIA  AND  VIRGINIA 

Mr.  E.  S.  White,  Vice-President  of  the  new  com- 
pany, formerly  in  charge  of  sales  of  Sonora  in  this  terri- 
tory, will  direct  the  sales  in  the  new  Organization. 


Also  the 

SCHROEDER  PIANO  COMPANY 

OF  820  LIBERTY  STREET,  PITTSBURGH,  PA. 

as  distributor  for  Sonoras  in 
WESTERN  PENNSYLVANIA  AND  WEST  VIRGINIA 


112 


THE   TALKING    MACHINE  WORLD 


January  15,  1921 


THE  TRADE  IN  PHILADELPHIA  AND  LOCALITY— (Continued  from  page  110) 

THE  S0N0RA  CO.  OF  PHILADELPHIA 


New  Concern  of  That  Name  Chartered  Under 
Laws  of  Delaware  to  Act  as  Distributor  of 
the  Sonora  Line  in  Eastern  Pennsylvania 


Philadelphia,  Pa.,  January  5. — The  Sonora  Co. 
of  Philadelphia  has  just  been  incorporated  under 
the  laws  of  Delaware,  with  capital  stock  of  $500,- 
000,  for  the  purpose  of  manufacturing  and  deal- 
ing in  talking  machines,  the  incorporators  being 
given  as  T.  L.  Croteau,  M.  A.  Bruce  and  S.  E. 
Dill,  all  of  Wilmington.  This  new  concern  has 
been  formed  for  -the  purpose  of  taking  up  the 
wholesaling  of  Sonora  phonographs  throughout 
eastern  Pennsylvania,  Maryland,  Delaware,  Dis- 
trict of  Columbia  and  Virginia. 

The  new  company  will  make  its  headquarters 
in  Philadelphia  at  1214  Arch  street.  Elmer  S. 
White,  formerly  in  charge  of  sales  of  Sonora  in 
this  territory,  will  be  the  active  sales  head  of 
the  new  organizatipn.  He  has  already  made  a 
fine  record  in  the  distributing  field.    The  Sonora 


Co.  of  Philadelphia  entered  active  business  on 
January  1,  1921.  Mr.  White,  by  the  way,  was 
connected  with  the  distribution  here  of  the 
Sonora  almost  from  the  time  it  came  to  Phila- 
delphia and  is  also  a  proprietor  of  a  talking 
machine  store  at  4844  North  Broad  street.  Mr. 
White  is  a  Sonora  enthusiast  and  will  most  cer- 
tainly do  an  excellent  business  with  this  excellent 
machine.  All  the  dealers  who  now  handle  the 
Sonora  here  are  highly  enthusiastic  over  its 
popularity,  so  that  his  work  is  going  to  be 
more  or  less  easy.  F.  H.  Owens,  who  has  long 
been  associated  with  the  Philadelphia  Show 
Case  Co.,  has  resigned  to  accept  the  position 
as  assistant  to  Mr.  White. 


equipped  to  handle  this  valuable  addition,  and 
the  success  they  are  meeting  with  is  beyond 
their  expectations. 


BECOMES  STEGER  DISTRIBUTOR 


V.  Martin  Secures  the  Steger  Phonograph 
Representation  for  State  of  Pennsylvania 


LIT  BROS.  FEATURE  BRUNSWICK 

Philadelphia,  Pa.,  January  4. — Lit  Brothers,  one 
of  the  largest  department  stores  in  Philadelphia, 
recently  secured  the  agency  for  the  Brunswick 
phonograph.  Their  phonograph  department,  one 
of  the  largest  in  this  part  of  the  country,  is  fully 


Philadelphia,  Pa.,  January  3. — E.  V.  Martin, 
of  1025  Arch  street,  has  been  appointed  distribu- 
tor of  the  Steger  line  of  phonographs  for  the 
State  of  Pennsylvania  and  surrounding  terri- 
tory. This  concern  has  a  well-established  whole 
sale  organization  and  is  well  experienced  in  the 
distribution  of  talking  machines  in  this  section 
of  the  country.  In  conjunction  with  the  Steger 
phonograph  the  Gennett  record  will  also  be  dis- 
tributed as  well  as  the  Tonofone  needle. 


H.  C.  Russell  has  opened  a  new  talking  ma- 
chine store  in  Fillmore,  Cal.,  where  he  features 
the  Brunswick  phonograph. 


Why  Is  the  Penn-Victor  Dog  a  Success? 

FIRST — Because  the  Penn-Victor  Dog  advertises  the  Victor  Talking  Machine  and  Victor 
Records,  the  best  talking  machine  and  records  on  the  market. 

SECOND — Because  the  Penn-Victor  Dog  is  recognized  as  the  dog  in  the  trade-mark  "His 
Master's  Voice.''    Everybody  admires  the  dog  and  wants  it  if  it  can  be  had. 

THIRD — Because  the  Penn-Victor  Dog  establishes  a  personal  relation  between  the  dealer  who 
gives  it  away,  his  name  being  cast  in  the  pedestal,  and  the  person  receiving  it. 

FOURTH — Because  dealers  in  all  parts  of  the  United  States,  England,  Canada,  Bermuda, 
Australia,  Hawaii,  Brazil,  Argentina  and  Central  America  have  used  the  Penn-Victor  Dog 
and  many  have  written  us  telling  of  its  successful  use  as  an  advertising  feature. 

FIFTH — Because  the  Penn-Victor  Dog  affords  the  dealer  the  opportunity  to  make  a  complete 
survey  of  his  territory  through  the  use  of  the  questionnaire  as  shown  in  the  illustration,  a  dog 
being  given  to  those  persons  filling  out  the  questionnaire. 

Questionnaire  VICTROLA  DEPARTMENT 

  R.  L.  FOORD  FURNITURE  CO.,  Wilmington,  Delaware 

Do  you  own  a  Talking  Machine  (yes  or  no)  

What  Make   

Is  it  in  good  playing  condition  (yes  or  no)  

Have  you  ever  thought  of  exchanging  it  for  a  newer  or  larger  model  (yes  or  no) .  '  

Do  you  receive  the  Victor  Record  Supplement  each  month  (yes  or  no)  

Have  you  ever  thought  of  buying  a  Victrola  (yes  or  no)  

Na)ne   

Address   

City   

The  questionnaire  shows  you  who  has  a  Victrola;  who  has  not  a  Victrola; 
who  has  the  desire  for  a  Victrola;  who  has  a  machine  of  another  make 
and  wishes  to  exchange  it  in  part  payment  for  a  Victrola;  whose  name 
is  not  on  your  mailing  list  for  the  monthly  supplement,  but  wants  it  there. 


Atlanta.    Ga  Elyea  Talking  Machine  Co. 

Baltimore.    Md  Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co..  Inc. 

Birmingham.  Ala  Talking  Machine  Co. 

Boston,  Mass  Oliver  Ditson  Co. 

Eastern  Talking  Machine  Co. 

The  M.  Steinert  &  Sons  Co. 

Buffalo.   N.   Y  Buffalo  Talking  Machine  Co. 

Burlington,   Vt  American   Phonograph  Co. 

Butte,    Mont  Orton  Bros. 

Cleveland,    Ohio  Cleveland  Talking  Machine  Co. 

Chicago,  III  Chicago  Talking  Machine  Co. 

The  Eclipse  Music  Co. 

Denver,    Colo  The  Knight-Camphell  Music  Co. 

El   Paso.  Tex  W.  G.  Walz  Co. 

Honolulu,  T.  H  Bergstrom  Music  Co.,  Ltd. 


Indianapolis,    Ind ...  Stewart  Talking  Machine  Co. 

Jacksonville.    Fla  Florida  Talking  Machine  Co. 

Memphis,  Tenn  Ilouck  Piano  Co, 

Kansas  City,  Mo.... J.  W.  Jenkins  Music  Co. 

Milwaukee,  Wis  Badger  Talking  Machine  Co. 

Minneapolis,  Minn. .  .Beckwith- O'Neill  Co. 

Mobile.    Ala  Wm.  H.  Beynalds. 

New  Haven.  Conn... The  Horton-Gallo-Creamer  Co. 

Newark.  N.  J  Collings  &  Co. 

New  Orleans,  La  ... Philip  Werlein,  Ltd. 

New  York  City  Emanuel  Blout. 

C.  Bruno  &  Son. 

Knickerbocker  Talking  Machine  Co. 

New  York  Talking  Machine  Co. 

Ormes.  Inc. 

Silas  E.   Pearsall  Co. 

Louis  A.  Schwarz,  Inc. 


Omaha,  Neb  Mickel  Bros. 

Philadelphia,   Pa  H.  A.  Weymann  &  Son. 

Pittsburgh,   Pa  W.  F.  Frederick  Piano  Co. 

Portland.    Me  Cressey  &  Allen,  Inc. 

Rochester,   N.  Y....E.  J.  Chapman. 

St.    Louis.    Mo  Koerber- Brenner  Co. 

Toledo,  Ohio  The  Toledo   Talking  Machine  Co. 

Washington,  D.  C... Cohen  &  Hughes. 

E.   F.   Droop  &   Sons  Co. 

Robt.   C.   Rogers  Co. 

Dealers  not  served  by  any  of  these  distributors  will  be 
sold  direct  by  us  or  we  will  charge  through  your  pre- 
ferred distributor  if  so  requested. 


PENN  PHONOGRAPH  COMPANY,  Inc.        Victor  Distributors 
913  ARCH  ST.,  PHILADELPHIA,  PA.  Wholesale  Only 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


113 


THE  TRADE  IN  PHILADELPHIA  AND  LOCALITY— (Continued  from  page  111) 

PHILADELPHIA  SHOW  CASE  CO.  VOCALIQN  DISTRIBUTORS 

Became  Wholesale  Representatives  for  That  Line   in   Pennsylvania,   Delaware,    Southern  New 
Jersey  and  Other  Districts  on  January  1 — Hold  Sales  Convention  in  New  York 


Philadelphia,  Pa.,  January  4.— On  January  first 
the  Philadelphia  Show  Case  Co.,  at  127  North 
13th  street,  this  city,  became  official  distributors 
for  the  Aeolian-Vocalion  and  Vocalion  records 
for  the  State  of  Pennsylvania,  Southern  New 
Jersey  and  Delaware  exclusively,  as  well  as  cov- 
ering some  territory  in  surrounding  States. 

This  new  deal  represents  one  of  considerable 


tributing  agency  for  the  Vocalion  and  Vocalion 
records  the  sales  staff  of  the  company  attended 
a  convention  at  Aeolian  Hall,  New  York,  in 
order  to  become  thoroughly  familiar  with  the 
product.  The  convention  opened  on  Tuesday, 
December  28,  with  an  informal  sales  meeting  in 
the  morning  at  which  Vocalion  sales  policies 
were  explained.    This  was  followed  by  a  trip 


MAIN  SPRINGS 

Send  for  Price  List 
EVERYBODY'S  TALKING  MACH. CO. 

Authorized  Distributors 
Heineman  &  Meisselbach  Motors 
38  N.   8th  Street,  Philadelphia 


Ratcliff  gave  a  record  analysis  with  the  aid  of 
the  Phonodeik. 

Those  who  attended  the  New  York  conven- 
tion included  Graham  French,  president  of  the 
Philadelphia  Show  Case  Co.;  J.  H.  Burkhart, 
who  has  been  put  in  charge  of  Vocalion  sales; 
James  Pentz,  manager  of  the  Pittsburgh  quar- 
ters; J.  J.  Reilly,  Douglas  Langford,  Thomas 
Ross,  Robert  Piersol,  John  Russell,  M.  S. 
Jones,  Edward  Wharton  and  Albert  Rousel. 


PITTSBURGH  SONORA  DISTRIBUTOR 

Pittsburgh,  Pa.,  January  4. — The  Schroeder 
Piano  Co.,  of  this  city,  is  the  new  Sonora  dis- 
tributor for  Western  Pennsylvania  and  West 
Virginia.  The  new  appointment  became  ef- 
fective January  1.  This  concern  has  been  promi- 
nent as  one  of  America's  leading  retailers  in  the 
music  industry. 


A  PRACTICAL  HOLIDAY  SOUVENIR 


Those  in  Attendance  at  Sales  Conference  of  Pniladelpbia  Show  Case  Co. 


magnitude,  for  the  Philadelphia  Show  Case  Co. 
has  made  elaborate  arrangements  to  handle  the 
Vocalion  line  in  a  big  way  and  to  cover  in- 
tensively the  large  territory  committed  to  its 
keeping.  In  taking  up  the  new  line  the  company 
has  relinquished  distributing  rights  of  the 
Sonora  in  this  territory. 

In  addition  to  the  preparations  made  in  this 
city  to  not  only  feature  the  Vocalion  ener- 
getically, but  to  provide  for  stocking  and  ship- 
ping facilities,  the  company  recently  perfected 
the  arrangements  of  its  Pittsburgh  quarters  in 
the  Jenkins  Arcade. 

The  Philadelphia  Show  Case  Co.  has  for  some 
months  past  been  acting  as  distributor  for  the 
Melodee  music  rolls,  and  will  continue  and,  in 
fact,  develop  its  music  roll  business. 

Just  prior  to  officially  taking  over  the  dis- 


of  inspection  through  the  hall,  and  a  special  pipe 
organ  recital. 

After  luncheon  at  the  Republican  Club  the 
conventioners  met  in  the  artists'  room  at  the 
hall  and  listened  to  addresses  by  F.  L.  Young 
and  A.  C.  Berg,  of  Boston,  who  talked  on  retail 
sales,  and  H.  G.  Stoehr,  who  talked  on  motor 
construction.  After  dinner  at  the  Claridge  the 
party  were  guests  of  the  Aeolian  Co.  at  the 
performance  of  "Mecca"  at  the  Century  The- 
atre. 

Wednesday  was  Melodee  day,  and  the  sales- 
men enjoyed  a  live  sales  talk  by  Geo.  H.  Bliss, 
general  manager  of  Melodee  Music  Co.,  and 
other  officials.  After  luncheon  a  visit  was  made 
to  the  recording  studio,  where  Ernest  Hare  and 
Colin  O'Moore  made  records  for  the  edification 
of  the  visitors.  .  Later  in  the  afternoon  T.  P. 


One  of  the  distinctly  practical  and  attractive 
souvenirs  of  the  holiday  season  was  the  gold- 
plated  key  chain,  equipped  with  a  numbered 
identification  disk,  sent  out  to  its  many  friends 
in  the  trade  by  the  Standard  Talking  Machine 
Co.,  Victor  wholesalers  in  Pittsburgh.  The 
identification  disk  is  finished  on  one  side  to 
represent  a  Red  Seal  record,  while  on  the  re- 
verse side  is  the  trade-mark  of  the  Standard  Co., 
a  key  number,  and  instructions  to  return  the 
keys  to  the  Standard  Co.  in  the  event  that  they 
were  lost. 


Geake  &  Barber  have  organized  the  New 
Mexico  Phonograph  Co.  in  Albuquerque,  N.  M., 
and  are  featuring  the  Sonora. 


"Nameplates  With  a  Personality" 

For  Manufacturers  and  Dealers  of  Talking  Machines. 
Phonographs,  Musical  Instruments,  etc. 

E.  V.  YEUELL  CO.,  Maiden,  Mass. 

When  You'll  Think  of  Nameplates 
You'll  Think  of  Yeuell. 


PLAYS  ALL  RECORDS 

Six  Beautiful  Models 

We  offer  attractive  proposition  to 

DEALERS  and 
DISTRIBUTORS 

We  can  make  immediate  shipment  for  the 
holiday  trade. 

Distributors  Wanted  in  Several  States 


WE  ARE  DISTRIBUTORS  FOR 

LYRIC 

LATERAL 

RECORDS 

Dealers  Supplied  on  Short  Notice 

Supplying  you  with  Bulletins, 
Hangers,  Cut-outs  and  Advertising 
Matter  is  one  feature  of 

LYRIC  SERVICE 


MODEL  C 


AMERICAN  TALKING  MACHINE  CO.,/nc. 

GENERAL  OFFICES  AND  FACTORY 

BLOOMSBURG,  PENNA. 


THE    TALKING    MACHINE    WORLD  January  IS,  1921 


Your  Opportunity  to 
Buy  at  the  Right  Price 

We  manufacture  3  and  5-ply 
panel  stock  in  all  thicknesses 
and  woods.  Also  3-ply  shelf 
stock  for  Talking  Machine 
Cases. 

Ask  for  quotations  on  our  Talk- 
ing Machine  Crating  Boxes. 
They  are  built  of  solid  woods. 

THE  BRANDTS  FURN.  CO. 

CELINA,  OHIO 


114 


HOW  THE  NEW  YEAR  IS  VIEWED! 

Sonora  Wholesalers  in  Various  Sections  View 
the  Future  With  Distinct  Optimism 


Sonora  Phonograph  Co.,  New  York  City,  re- 
cently published  in  its  house  organ,  "The 
Sonora  Bell,"  a  digest  of  opinions  on  1921,  as 
forwarded  to  the  Sonora  executive  offices  by 
Sonora  distributors  located  in  all  parts  of  the 
country. 

The  W.  B.  Glynn  Distributing  Co.,  Saxton's 
River,  Vt,  anticipates  a  slight  slump  during  the 
readjustment  period,  but  for  the  year  a  healthy 
growth  and  solid  development. 

The  Gibson-Snow  Co.,  Inc.,  Syracuse,  N.  Y., 
feels  that  business  for  1921  will  not  fall  behind, 
but  that  it  will  in  fact  exceed  the  business  done 
in  1920. 

M.  S.  &  E.,  of  Boston,  report  1920  as  the  big- 
gest in  volume  by  far  of  any  year,  and  that,  while 
it  is  true  the  business  in  a  few  of  the  cities  and 
towns  in  their  territory  slumped  toward  the  end 
of  the  year,  expectations  have  been  far  exceeded. 
They  attribute  a  large  part  of  the  Sonora  suc- 
cess to  the  tremendous  advertising  campaign  of 
the  Sonora  Co.,  and  say  that,  after  conference 
with  many  bankers  and  manufacturers  of  New 
England,  they  feel  extremely  optimistic  regard- 
ing 1921. 

Yahr  &  Lange  Drug  Co.,  Milwaukee,  believes 
that  business  will  continue  good,  and  in  fact  be 
greater  this  year  than  last.  So  far  no  slump 
has  been  reported  in  the  territory  covered  by 
this  company. 

The  Southern  Sonora  Co.,  Atlanta,  writes  that 
conditions  in  the  South  appear  to  be  really 
worse  than  they  are.  They  say  that  Georgia 
is  the  worst  of  any  of  the  Southern  States,  but 
that  the  year  of  1920,  as  a  whole,  has  been  quite 
profitable  for  most  of  the  dealers  below  the 
Mason  and  Dixon  line.  They  do  not  believe  the 
talking  machine  business  in  general  will  be  as 
large  in  1921  as  in  some  former  years,  but  that 
there  will  be  larger  business  for  those  dealers 


handling  standard  lines  of  recognized  value.  The 
depression  caused  by  the  fall  in  price  of  cotton 
they  expect  to  ease  up  the  latter  part  of  Febru- 
ary or  the  beginning  of  March. 

"M  oore-Bird  &  Co.,  Denver,  write:  "1921  will 
be  prosperous,  nothing  wild,  nor  something  for 
nothing,  but  good  business  for  those  who  sell 
good  merchandise  in  a  high-class  way." 

Robinson-Pettit,  Inc.,  Louisville,  report  a  good 
year  just  finished.  They  place  their  confidence 
with  respect  to  the  future  on  the  fact  that  the 
financial  condition  of  the  country  is  funda- 
mentally sound. 


PHONOGRAPHS  IMPROVE  WHISTLING 

After  Machines  Were  Installed  in  Indiana 
School  Boys  Whistle  Better  Class  of  Music 
and,  Moreover,  Show  Regard  for  Tune 


Good  whistling  by  the  small  boy  can  be  pro- 
moted by  the  use  of  the  phonograph  in  the  pub- 
lic schools,  according  to  a  story  in  the  In- 
dianapolis News.  The  uplift  of  whistling  took 
place  in  an  Indiana  town.  The  News  gives  the 
following  account  of  what  happened: 

"Whistling  carpenters  and  others  who  work 
out  of  doors  are  common  enough.  Whistling 
indoors  is  regarded  as. a  crime  by  many  fellow- 
workers  who  have  nervous  temperaments  and 
find  neighborly  whistling  a  distraction.  Not 
long  ago  the  supervisor  of  music  in  the  public 
schools  of  an  Indiana  city  undertook  to  raise 
the  standard  of  public  whistling  and  contended 
that  he  had  been  successful  in  his  effort. 

"He  found  in  walking  about  the  town  where 
he  lived  that  boys  of  various  ages  were  prone  to 
whistle.  Some  of  them  whistled  off  key,  while 
others  maintained  the  tune  readily  enough,  yet 
their  selections  appalled  the  music  teacher.  He 
placed  talking  machines  in  the  school  buildings 
and  began  teaching  the  youngsters  something 
about  good  music.  He  found  that  all  they 
needed  was  an  opportunity  to  hear  something 
worth  while. 


"Some  time  later  he  made  a  whistling  survey 
and  reported  that  boys  who  formerly  whistled 
ragtime  were  then  giving  their  attention  to 
standard  overtures.  Many  would  welcome  such 
results  elsewhere." 


RECOMPENSE 

If  I  have  with  a  single  song 

Made  glad  one  heart, 
To  steal  a  moment  in  the  day 

From  pain  apart; 
Then  I  have  gained  a  golden  gain 
Sans  soil  or  stain, 
And  all  the  worthless  life  of  me 

Not  lived  in  vain — N.  Y.  Sun. 


INCREASE  CAPITAL  STOCK 

The  Ebers  Brothers  Music  Co.,  Fresno,  Cal., 
has  increased  its  capital  stock  from  $25,000  to 
$100,000  in  order  to  provide  for  future  expan- 
sion. 


Mr.  Victor  Dealer 

ONE  of  the  greatest  evils  which  cuts  into  your  sales  is  the 
fact  that  the  public  is  not  fully  educated  to  realize  that  a 
Victrola  is  the  name  of  a  product  of  the  Victor  Talking 
Machine  Company  and  not  a  general  name  for  talking  machines. 
Nothing  will  increase  your  sales  to  a  greater  extent;  nothing  will 
raise  the  Victrola  to  an  even  higher  reputation  than  by  educating 
the  public  to  realize  that  there  is  only  one  genuine  Victrola. 
Convey  this  thought  in  all  your  advertisements,  in  all  your  sales 
talks,  and  in  all  your  form  letters. 

With  over  six  thousand  loyal  dealers  and  possibly  twenty-five 
thousand  sales  people  instilling  this  one  idea  into  the  minds  of 
millions  of  people  each  year,  the  public  will  become  educated  to 
what  the  word  "Victrola"  stands  for,  and  your  own  sales  will  be 
materially  increased. 

W.  D.  &  C.  N.  ANDREWS 

BUFFALO,  N.  Y. 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


115 


AL  JOLJON«vlll?! 

Oh.WhdraFox-Ti-oris-  ^iAl 


CMEVIIK  FORYOU 


gaW  Published  by  LEO  FEIST  \ncje\sl  Bldk  NewYofk 


LOOKS  FOR  A  REVIVAL  OF  BUSINESS 

Grand  Talking  Machine  Co.  Expands  Its  Lines 
— B.  Abrams'  Quick  Rise  in  the  Trade 


The  Grand  Talking  Machine  Co.,  270  Flatbush 
avenue  extension,  Brooklyn,  N.  Y.,  which  was 
recently     appointed     distributor     for  Rishell 

phonographs,  is  also 
the  manufacturer  of  the 
Dulciphone  talking  ma- 
chine needles,  as  well 
a  s  distributor  for 
Q  R  S  music  rolls  and 
accessories. 

At  the  head  of  this 
progressive  concern  is 
B.  Abrams,  who  twelve 
years  ago  was  an  ap- 
prentice in  the  factory 
of  the  Behning  Piano 
Co.,  New  York,  and 
whose  ambition  at  that 
B.  Abrams  time  was  to  become  a 

piano  technician.  However,  after  obtaining  an 
elementary  knowledge  of  piano  manufacturing, 


traveled  throughout  the  country  and  gained 
wide  experience  in  the  many  channels  of  dis- 
tributing musical  instruments  and  merchandise. 

In  1915,  realizing  the  great  possibilities  in  the 
talking  machine  field.  Mr.  Abrams  established 
a  small  office  in  Brooklyn  and  opened  up  a 
jobbing  business  which  grew  so  fast  that  shortly 
after  he  moved  into  larger  quarters  on  Adams 
street.  In  May,  1920,  he  leased  8,000  feet  of 
floor  space  in  the  present  Flatbush  avenue  loca- 
tion. 

In  commenting  on  the  prospects  for  business 
during  1921  Mr.  Abrams  said:  "I  look  for  a 
revival  of  a  normal  business  in  the  early  Spring. 
The  short-sighted  policy  of  many  dealers  in 
holding  their  stock  requirements  to  a  minimum 
and  refusing  to  buy  beyond  their  current  needs 
will  reflect  to  the  advantage  of  the  manufac- 
turer in  the  Spring.  Dealers  will  just  be  clamor- 
ing for  merchandise  and  will  be  placing  orders 
for  great  quantities  of  instruments  and  acces- 
sories for  future  deliveries.  Business  will  loom 
up  large  again  following  the  temporary  slump 
attending  the  reconstruction  period,  which  now 
shows  signs  of  disappearing  rapidly." 


NEW  S0THERN  &  MARLOWE  RECORDS 


First  Records  by  Noted  Shakespearean  Artists 
Appear  in  Victor  February  Supplement 


The  interesting  feature  of  the  Victor  record 
supplement  for  February  is  without  question  the 
listing  of  the  first  records  by  E.  H.  Sothern 
and  Julia  Marlowe,  the  famous  exponents  of 
Shakespearean  drama,  whose  recordings  for  the 
Victor  were  reported  in  The  World  recently. 
For  their  first  records  Sothern  and  Marlowe 
have  selected  the  immortal  balcony  scene  from 
"Romeo  and  Juliet,"  and  have  succeeded  in  pre- 
senting their  art  through  the  medium  of  the 
disc  in  a  manner  that  presages  serious  attention 
in  the  future  to  the  more  general  recording  of 
the  recognized  standard  dramatic  works. 


REMOVAL  AND  EXPANSION  IN  BOSTON 


HENRY  STADLMAIR,  SR.,  RETIRES 

Effective  December  31,  1920,  Henry  Stadl- 
mair,  Sr.,  resigned  as  president  and  general 
manager  of  C.  Bruno  &  Son,  Inc.,  New  York 
City,  Victor  distributors  and  musical  merchan- 
dise wholesalers.  The  officers  of  the  company 
now  are  H.  Hohner,  president ;  William  J.  Hauss- 
ler,  treasurer  and  general  manager,  and  J.  Har- 
ris, secretary. 


Boston,  Mass.,  January  5. — To-day  the  wholesale 
department  of  the  Brunswick  controlled  by 
Harry  Spencer  got  finally  moved  from  its  old 
location  at  156  Boylston  street  to  1265  Boyl- 
ston  street,  some  distance  out  in  the  Back  Bay 
section.  In  the,  new  quarters  an  entire  floor  and 
basement  will  be  used  for  Brunswick  whole- 
saling. 

Meanwhile  the  F.  C.  Henderson  Co.  comes 
into  full  possession  of  156  Boylston  street;  that 
is,  whereas  the  company  has  been  operating  the 
retail  department  on  the  ground  floor  for  sev- 
eral weeks  past  it  will  now  have  the  large  base- 
ment and  the  mezzanine  floor  which  in  the  old 
Kraft,  Bates  &  Spencer  days  was  utilized  for 
pianos. 


BRUNSWICK  IN  THE  SCHOOL 


The  Home  of  the  Grand  Talking  Machine  Co. 

an  opportunity  to  travel  was  presented  to  him 
and  in  the  capacity  of  salesman  Mr.  Abrams 


George  T.  Baker  &  Co.,  Brunswick  phono- 
graph dealers  in  Bemidji,  Minn.,  recently  placed 
a  Brunswick  in  the  Sixth  State  Normal  School, 
located  in  that  city. 


The  Barnes  Music  Co.,  Brunswick  phono- 
graph dealers  in  Los  Angeles,  Cal.,  carried  some 
especially  attractive  advertising  in  connection 
with  the  appearance  of  Pavloska  and  Breeskin, 
Brunswick  artists,  in  a  recital  in  that  city. 


New!  New! 

APEX  Fibre  Needle  Cutter 

Cuts  with  the  grain  to  the  point. 
Makes  the  use  of  fibre  needles  as  cheap  as  steel. 
No  variation  in  angle  or  size  of  cut. 
Does  not  crush  the  shell. 

Small  Size — Simple  Construction 
For  sale  through  jobbers  and  dealers. 
Retail  Price  $1.50 
Manufactured  by 

W.  H.  WADE14N  M1fenoAvenue 


New! 


New! 

Patented  Nov.  2.  1920 


A 
* 

a 

*  Cuts 

*  slice  so  thin 

*  that  39  chips 
»  can   be  made 
*  >»il    39  records 
- ,  played   with  oi 
j4  fibre  needle. 


116 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


Is  ItOUrS  Nr.  Victor  Dealer 

-and  2*)otfier  equally  attractive 

Window  Displays 


— at  a  cost  that  is  trivial,  compared  with  the  added  profits 
and  prestige  you  are  certain  to  receive  through  their  use. 

They  are  all  YOURS — if  you  are  a  subscriber  to  the  Binger  Company  VICTOR  Sales 
Promotion  Service.  This  effective  and  reasonably-priced  plan  is  created  and  produced  by 
The  Binger  Company,  for  Victor  dealers  exclusively;  and  distributed  to  the  trade  through  its 
sales  agents,  The  Reincke-Ellis  Company. 

The  service  provides  each  dealer  with  a  complete  set  of  permanent  patented  fittings, 
any  or  all  of  which  may  be  used  with  a  single  display.  These  fittings  are  constructed  of  seasoned 
wood,  and  may  be  had  in  any  finish  to  harmonize  with  the  equipment  of  your  store  or  show 
window. 

At  regular  intervals  during  the  year,  you  receive  26  complete,  up-to-the-minute,  dollar- 
drawing  window  displays,  with  architectural  floor-plan  for  each  trim,  adapting  it  to  the  shape  and  size 
of  your  show  windows.  Each  display  beautifully  lithographed  in  many  colors,  is  made  up  in  sections 
on  heavy  cardboard  stock,  and  arranged  for  quick  insertion  into  the  fittings.  The  whole  scheme  has 
been  so  clearly  worked  out,  that  any  person  can  install  the  complete  display  within  a  very  few  minutes, 
Included  with  each  layout,  for  the  convenience  of  the  dealer,  is  a  miniature  display,  all  set  up. 
showing  just  how  the  "big  show"  will  look  when  completed. 


This  exceptional  service,  Mr.  Victor  Dealer 
—every  bit  of  it  designed  exclusively  for  YOU 
costs  but  one  dollar  a  day! 


ATTRACTS  CHRISTMAS  CROWDS 

Flashlight  photo  of  crowd  in  front  of 
Christmas  VICTOR  window  of  E.  Lein's 
Piano  Co.,  304  West  42nd  St.,  N.  Y.  C. 

Display  supplied  by  The  Binger  Co. 
Victor      Sales       Promotion  Service. 


C.BRUNO  6  SON™. 

VICTOR  DISTRIBUTORS 
351-353  42ive.NewT&rk 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


117 


Let  your  windows  "back  up"  the  organization  that  stands  back  of  your 
store  and  your  service.  This  is  the  fourth  window  of  the  first  series  of 
displays  being  supplied  to  Victor  dealers  by  the  Binger  Company  Victor 
Sales  Promotion  Service.  It  features  the  Victor  factory  in  life-like 
cut-out  set  pieces,  beautifully  lithographed  in  colors.  Each  building 
stands  out  separately  and  distinct  against  the  Camden  skyline.  The  actual 
trim  is  over  4  feet  in  height,  by  about  8  feet  wide,  and  makes  a  most 
impressive  window. 


"VES,  Mr.  Victor  Dealer,  to  have  just  one  of  these  displays 
*  made  up  for  you  alone  would  cost  several  hundred  dollars! 

That  would  represent  art  work  only — not  allowing  one  cent  for  the  "brains"   back  of  the  idea. 

Whereas:  these  displays  represent  weeks  of  "planning"  by  the  Binger  Company  display  experts 
working  in  close  touch  with  men  prominent  in  the  Victor  Industry — before  the  "idea"  is  even 
put  on  paper. 

No  wonder  that  those  dealers  who  have  viewed  these  displays  in  their  entirety  express 
surprise  at  the  extremely  low  cost.  It  is  made  possible  only  through  the  participation  of  hundreds 
of  other  dealers,  co-operating  with  the  Binger  Company  VICTOR  Sales  Promotion  Service. 

Besides  the  window  displays,  you  receive  26  "peppy"  sales-talks  for  your  sales  force ;  26  newsy, 
convincing  newspaper  advertisements  ;  26  valuable  suggestions  for  direct-mail  advertising;  and  an 
abundance  of  miscellaneous  data  that  will  help  your  business  to  become  a  bigger  and  better  one. 

Any  Victor  distributor  in  the  United  States  is  in  a  position  to  secure  the  Binger  Company 
VICTOR  Sales  Promotion  Service  for  you — and  will  be  glad  to  serve  you  although  he  does  not  make  a 
penny  of  profit  as  a  result  of  its  sale.  His  only  reward  is  the  knowledge  that  your  use  of  this 
service  will  make  you  a  more  successful  Victor  dealer. 


The  band  wagon  is  rolling,  Mr.  Victor  Dealer 
—and  there  is  room  for  YOU.  When  are  you 
going  to  get  aboard? 


Sales 
Promotion 
r0f*  A  Service 


C.BRUNO  &  SON  me. 

VICTOR  DISTRIBUTORS 

351-353  4  Ave.NewYork 


118 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


When  business  competition  is  keenest,  the 
dealer  having  the  most  complete  selling 
equipment  has  every  advantage.  If  you 
are  not  prepared  with  the  best,  we  have  it 
for  you  and  can  make  prompt  delivery  and 
installation. 


Plans  and  estimates  promptly  submitted. 


\anVeen 


&  c 


OMPANY 


INC. 


12  YEARS  OF  STUDY  AND  EXPERIENCE  IN 
BUILDING  AND  PLANNING  MUSIC  STORES 


Hearing  ^(©ms  ^coi^^cks  - GbuNTERS  - 


EXECUTIVE  OFFICE 
47-49  WEST  34th  STREET 
NEW  YORK  CITY 


SALES  OFFICE 
1711  CHESTNUT  STREET 
PHILADELPHIA 


WANT  A  LOWER  TARIFF  ON  MICA 

Asserted  That  Even  Present  Duty  of  25  Per 
Cent  Offers  Distinct  Advantage  to  European 
Manufacturers  of  Mica  Products  Generally 


Various  members  of  the  talking  machine 
trade,  particularly  manufacturers  of  sound 
boxes,  have  taken  a  keen  interest  in  the  efforts 
being  made  by  certain  interests  to  have  the 
duty  on  mica  increased  under  the  new  tariff 
law.  At  the  present  time  imported  mica  carries 
a  duty  of  25  per  cent,  and  it  is  held  by  talking 
machine  men  that  inasmuch  as  this  duty  gives 
a  distinct  advantage  to  European  manufacturers 


SRUNO  ~ 


When  you  say,  Mr. 
Victor  Dealer,  that 
the  Victor  Tungs- 
Tone  Stylus  is  the 
most  efficient  talking 
machine  needle 
the  world  has  ever 
known,  you  have  told 
the  unqualified  truth 
— and  truth  will 
always  prevail. 

BRUNO 


of  sound  boxes,  the  tariff  should  be  reduced  in- 
stead of  increased.  Hearings  on  the  duty  to 
be  fixed  on  mica  were  scheduled  to  be  held 
before  the  Ways  and  Means  Committee  begin- 
ning on  January  11. 

In  discussing  the  situation,  J.  F.  Frazee,  of 
the  Phonograph_  Appliance  Co.,  said:  "The  ques- 
tion of  a  proper  tariff  on  mica  should  attract 
the  attention  of  all  manufacturers  of  talking 
machines,  for  the  subject,  is  one  in  which  they 
have  a  very  vital  interest  which  may  not  be 
apparent  on  the  surface. 

"At  the  present  time  imported  mica  carries 
a  duty  of  25  per  cent,  which  gives  the  foreign 
manufacturer  of  mica  products  generally  a  very 
decided  advantage  over  the  American  manu- 
facturer. 

"The  cost  of  the  mica  diaphragm,  as  com- 
pared with  the  cost  of  the  entire  machine  in 
which  it  is  used,  is  almost  negligible.  In  spite 
of  the  very  great  increase  in  cost  of  imported 
mica  the  cost  of  diaphragms  to  consumers  has 
not  increased  in  proportion.  This  is  due  to  the 
fact  that  other  manufactured  mica  products  have 
borne  the  increased  cost  of  manufacturing 
diaphragms,  and  unless  the  American  manu- 
facturer fabricates  oth,er  lines  of  mica  used  in 
the  electrical  and  scientific  trades  he  would 
not  be  able  to  make  diaphragms  at  all,  unless 
he  could  charge  from  two  to  three  times  the 
amount  at  which  diaphragms  are  now  selling. 

"It  is  in  this  aspect  of  the  case  that  the  talk- 
ing machine  industry  generally  should  be  inter- 
ested. If  the  duty  on  raw  mica  is  increased  as 
the  American  miners  are  asking  Congress  to 
increase  it,  the  manufacturers  of  electrical  and 
scientific  specialties  will  find  a  very  large  pro- 
portion of  their  business  going  to  manufacturers 
abroad,  and  it  is  doubtful  if  the  American  in- 
dustry can  survive  as  a  whole. 

"Imported  mica  is  essential  to  the  industry 
generally,  and  it  is  absolutely  necessary  to  the 
talking  machine  industry,  and  unless  the  Ameri- 
can manufacturer  can  continue  his  general  mica 
business    profitably    consumers   of  diaphragms 


will  in  all  probability  have  to  look  elsewhere. 

"This  means  that  diaphragms  will  have  to  be 
imported  at  a  very  heavy  duty,  and  we  are  as- 
sured by  many  who  have  undertaken  to  use  im- 
ported diaphragms  that  the  foreign  product  is 
not  at  all  satisfactory.  It  cannot  be  depended 
upon  for  uniform  thickness,  for  good  workman- 
ship, or  for  proper  handling  in  shipment.  De- 
liveries are  necessarily  uncertain,  and  manufac- 
turers who  depend  upon  imported  diaphragms 
are  obliged  to  order  in  very  large  quantities 
without  any  guarantee  as  to  the  product  or 
any  possibility  of  replacing  defective  goods,  or 
returning  them  for  credit.  If  they  are  not  in 
position  to  do  this  they  are  at  the  mercy  of  im- 
porting jobbers. 

"While  the  diaphragm  alone,  considered 
merely  from  the  viewpoint  of  its  cost,  is  an 
extremely  small  item,  there  can  be  no  question 
that  the  pre-eminence  of  the  American  talking 
machine  in  the  markets  of  the  world  has  de- 
pended as  much  upon  the  perfection  of  the 
diaphragms  generally  used  in  their  construction 
as  upon  any  other  one  element. 

"Should  this  advantage  be  lost  to  the  Ameri- 
can manufacturer  by  reason  of  increased  tariff 
on  the  raw  material,  it  will  be  a  serious  handi- 
cap which  may  require  years  to  overcome,  and 
in  maintaining  the  quality  of  the  American  talk- 
ing machine,  he  must  inevitably  suffer,  while  the 
expense  of  obtaining  diaphragms  and  the  trouble 
attendant  upon  dealing  with  foreign  countries 
will  occasion  innumerable  delays  and  unneces- 
sary loss. 

"We  believe  that  the  talking  machine  industry 
generally  should  take  this  matter  up  seriously 
with  Congressmen  and  should  make  it  plain  to 
their  representatives  that  the  whole  industry  will 
suffer  if  a  higher  tariff  is  levied  upon  the  im- 
portation of  raw  mica.  At  the  same  time  we  be- 
lieve that  it  would  be  to  the  advantage  of  the 
industry  generally  if  their  Congressmen  were 
urged  to  place  raw  block  mica  on  the  free  list, 
or  at  least  to  reduce  the  high  tariff  which  now 
prevails." 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


119 


HERO  EMPLOYES  OF  BERLINER  GRAMOPHONE  CO.  HONORED 

Tablets  Unveiled  at  Company's  Plant  Near  Montreal — Victrola  Concert  by  Radio — Great  Adver- 
tising Campaign  by  Dealers — How  Customers  Are  Interested  in  Records — New  Company  Appears 


Montreal,  Can.,  January  6. — A  tablet  to  the 
memory  of  two  employes  of  the  Berliner  Gram- 
ophone Co.,  who  died,  and  fifteen  others  who 
fought,  in  the  great  war,  was  unveiled  at  the 
company's  plant,  St.  Henry,  by  Lieut.  Col. 
Alexander  McMillan,  D.  S.  O.  A  large  crowd 
of  relatives  of  the  men  whose  names  are  in- 
scribed on  the  brass  tablet  were  present,  as 
were  also  members  of  the  company.  Harold 
Chilvers,  manager  of  the  company,  introduced 
Col.  McMillan,  who  made  a  short  and  appro- 
priate address.  He  was  later  presented  with  a 
gold  match-box  by  H.  S.  Berliner,  vice-presi- 
dent of  the  company,  who  was  present.  The 
tablet  was  unveiled  whilst  several  men  in  uni- 
form saluted  and  a  bugler  sounded  the  "Last 
Post." 

The  following  names  are  engraved  on  the 
tablet:  Wm.  Walker,  D.  S.  O.;  D.  H.  Boyd,  A. 
H.  Cooper,  Emile  Girard,  B.  Smith,  P.  New- 
man, Donald  Robinson,  H.  A.  Foster,  J.  A.  Muir, 
Jas.  Davis,  J.  J.  Ryan,  H.  E.  Dewar,  Croix  de 
Guerre;  H.  Laird,  Archer  Gibbs,  H.  E.  Walker, 
J,  McDonnell,  D.  Hogan. 

An  arrangement  has  been  concluded  between 
the  Berliner  Gramophone  Co.,  Ltd.,  and  the 
Marconi  Wireless  Telegraph  Co.,  of  Canada, 
whereby  the  wireless  students  in  and  around 
Montreal  will  have  the  advantage  of  a  musical 
program  every  Tuesday  evening.  The  text  of 
the  announcement  reads: 

"By  arrangement  with  the  Marconi  Wireless 
Telegraph  Co.,  of  Canada,  a  'His  Master's 
Voice'  Victrola  concert,  featuring  the  latest  and 
most  popular  selections,  will  be  given  to-night 
and  on  every  Tuesday  from  8  to  9  p.  m.  for  the 
benefit  of  wireless  students.  Those  who  own 
'amplifiers'  can  arrange  an  entertainment  for 
their  friends  both  novel  and  interesting. 

"There  are  many  radio  receiving  stations  in 
and  around  Montreal  that  can  receive  wireless 
telephone  communications.  Look  for  one  in 
ycur  neighborhood.  Find  out  who  your  friends 
are  that  may  have  one. 

"Stations  within  a  radius  of  two  hundred  miles 
of  Montreal  should  be  able  to  enjoy  these  wire- 
less telephone  concerts,  as  every  record  will  be 
heard  as  clearly  and  distinctly  as  though  it  were 
playing  on  your  own  Victrola  in  your  own 
home!  Captains  and  officers  of  ships  in  port 
are  invited  to  enjoy  this  entertainment  aboard 
their  vessels.    Operators  tune  to  1,200  meters." 

T.  M.  Briggs,  a  Montreal  man,  has  been  al- 
lowed two  claims  on  a  disc  record  folio,  to 
which  has  been  assigned  patent  number  205,012 
by  Ottawa. 

A  common  occurrence  during  the  holiday  sea- 
son was  the  number  of  full  pages  used  by  the 
various  phonograph  dealers  and  manufacturers 
in  the  local  dailies.  As  a  matter  of  fact,  the 
writer  does  not  know  of  any  year  where  so 
much  publicity  has  been  given  the  different 
makes  in  newspaper  advertising  space  and  it 
certainly  was  no  fault  of  theirs  if  the  public 
failed  to  respond  to  their  appeals  to  investigate 
the  various  makes  on  the  market. 

The  repeal  of  the  luxury  tax  of  10  per  cent 
came  almost  at  the  last  minute,  too  late  to  be 
of  any  material  assistance  or  to  be  felt  in  in- 
creased sales.  Some  of  the  dealers  made  known 
the  fact  of  a  reduction  in  large-sized  copy.  On 
the  whole,  the  trade  was  satisfied  with  the  vol- 
ume of  business  transacted,  which  measured  up 
well  with  last  year's  holiday *trade  total. 

A  talking  machine  dealer  who  caters  largely 
to  a  select  class  of  customers  told  your  cor- 
respondent recently  that  he  makes  a  practice 
of  sending  out  with  each  monthly  record  supple- 
ment a  mailing  card  upon  which  the  customer 


can  indicate  the  records  he  would  like  to  hear  in 
his  own  home  by  appointment.  He  said  that  he 
found  this  system  not  only  appealed  to  the 
busy  man  and  woman  for  legitimate  reasons, 
but.  likewise  made  a  strong  impression  upon 
the  class  who  like  to  be  catered  to  and  feel  that 
by  having  the  salesman  come  to  their  homes 


Toronto,  Ont.,  January  4. — A  full  page  an- 
nouncement in  the  Toronto  evening  papers  re- 
cently heralded  the  formal  opening  of  the  new 
Adams  furniture  store,  211-219  Yonge  street. 
The  event  is  of  interest  to  the  trade  in  that 
Adams  are  well-known  Columbia  dealers.  Not 
only  were  Grafonola  recitals  held  and  Columbia 
records  demonstrated,  but  several  new  period 
models  were  on  exhibit.  These  had  been  sent 
direct  from  the  New  York  Fifth  avenue  store 
and  were  neatly  displayed  on  the  ground  floor  of 
the  building. 

The  48th  Highlanders'  Band  discoursed  music 
on  afternoons  and  evenings.  Joe  Carr,  a  noted 
tenor,  sang  and  Ted  Lewis  and  his  splendid  ag- 
gregation of  Jazz  Kings  were  also  present.  This 
organization  makes  records  exclusively  for  Co- 
lumbia, and  had  been  playing  in  the  Greenwich 
Village  Follies  at  the  Royal  Alexandra  Theatre 
during  the  week.  The  honor  fell  to  Adams  to 
present  them  during  their  Toronto  visit. 

A  recent  visitor  to  the  office  of  I.  Montagnes 
&  Co.,  sole  Canadian  Sonora  distributors,  was 
L.  C;  Lincoln,  manager  of  the  Sonora  Phono- 
graph Co.'s  advertising  department.  Mr.  Lin- 
coln's mission  was  mainly  to  arrange  for  ex- 
tensive Sonora  billboard  advertising  throughout 
Canada.  Already  ten  big  billboard  signs  have 
been  provided  for  in  Toronto  at  important  in- 
tersections. E.  Van  Gelder,  of  I.  Montagnes  & 
Co.,  has  returned  to  headquarters  from  a  visit 
to  Sonora  dealers  in  the  Western  provinces.  He 
reports  a  successful  trip  and  a  growing  interest 
in  the  West  in  the  Sonora. 

To  Sonora  dealers  throughout  Canada  has 
gone  out  a  recent  trade  letter,  signed  by  George 
E.  Brightson,  president  of  the  Sonora  Phono- 
graph Co..  Inc.,  New  York,  showing  why  So- 
nora prices  will  not  be  reduced.  ' 

Toronto  Columbia  dealers  took  advantage  of 
(lie  recent  visit  to  the  Royal  Alexandra  Theatre 
of  Ted  Lewis  and  his  celebrated  Jazz  Band  by 
making  this  fact  the  basis  of  some  of  their  ad- 
vertising. More  than  one  Columbia  dealer  told 
The  World  correspondent  that  a  noticeable  in- 
crease in  Ted  Lewis'  Jazz  Band  record  sales  had 
been  observed  as  a  result  of  the  prominence 
this  organization  had  received  during  its  week's 
engagement  at  the  theatre. 

The  Brilliantone  Steel  Needle  Co.  has  many 


they  are  showing  just  a  little  bit  of  "class." 
When  the  salesman  is  of  the  right  sort  he  makes 
this  desire  to  show  "class"  bring  dividends  that 
are  worth  while. 

At  Waterville,  Quebec,  a  new  company,  the 
Waterville  Veneer  &  Panel  Co.,  Ltd.,  have  ac- 
quired a  factory  formerly  owned  by  George 
Gale  &  Sons.  This  plant  has  a  floor  space  of 
150,000  square  feet  and  is  being  remodeled  to 
suit  the  requirements  of  the  purchasers.  The 
company  expects  to  be  ready  for  operation 
about  March  1,  1921,  with  a  force  of  150  hands. 


plans  for  putting  up  its  brands  of  steel  needles  in 
attractive  cans  that  help  the  dealer  to  sell  them 
quickly. 

The  retail  store  of  the  National  Piano  Co., 
Ltd.,  Yonge  street,  has  added  the  Sonora  to  its 
talking  machine  department. 

Dominion  House  Furnishing  Co.,  Ottawa,  is 
making  a  big  drive  on  the  "Columbia  Dollar 
Club,"  whereby  on  payment  of  this  sum  mem- 
bership is  enrolled  and  a  Columbia  machine 
delivered.    The  membership  is  limited  to  100. 

MOTOR  CONSTRUCTION  KNOWLEDGE 

C.  J.  Pott,  Manager  of  General  Phonograph 
Corp.,  Canadian  Branch,  in  Interview  With 
The  World  Says  Knowledge  of  Motor  Struc- 
ture Necessary  but  Need  Not  Be  Thrust  Upon 
the  Customer — Pointers  of  Interest 

In  conversation  with  C.  J.  Pott,  manager  of 
the  General  Phonograph  Corp.  of  Canada,  Ltd., 
the  question  came  up  of  a  selling  incident  cited 
in  The  World  recently.  The  case  that  was  men- 
tioned was  that  of  a  salesman  who  lost  a  good 
sale  because  he  could  not  give  any  intelligent 
answer  to  the  prospective  customer's  question 
regarding  certain  details  of  the  construction  of 
the  motor. 

"How  far  should  a  salesman  go  in  talking 
motor  equipment  to  a  prospect?"  The  World 
correspondent  asked  Mr.  Pott. 

"Well,  I  would  say,  as  a  rule,  it  is  not  neces- 
sary to  go  into  details  about  the  mechanism  of 
the  motor,"  replied  Mr.  Pott.  "Of  course,  there 
is  no  hard  and  fast  rule.  The  more  the  salesman 
knows  about  motors  the  better.  The  surer  he 
is  about  the  quality  of  the  motor  in  the  machine 
he  is  trying  to  sell,  the  more  confidence  and 
enthusiasm  he  has,  and,  therefore,  the  better 
salesman  he  is. 

"But  I  would  keep  that  knowledge  in  reserve. 
If  it  is  needed  the  salesman  has  it.  It  seems 
to  me  the  average  buyer  does  not  know  much 
about  the  hundred  and  one  things  that  enter 
into  the  building  of  a  high-grade  niotor.  He 
knows  little  and  perhaps  cares  less.  If  I  were 
a  floor  salesman  I  think  I  would  say  to  the 
man  examining  a  certain  instrument,  "The  motor 
(Continued  on  page  120) 


Talking  Machine  Supplies 
and  Repair  Parts 

SPRINGS,  SOUND  BOX  PARTS,  NEEDLES 

THE  RENE  MANUFACTURING  CO. 

MONTVALE,  NEW  JERSEY 


OPENING  OF  ADAMS  STORE  IN  TORONTO  A  BIG  SUCCESS 

Columbia  Grafonolas  and  Records  Handled  at  This  Establishment — Recent  Sonora  Visitors — Ted 
Lewis  and  His  Celebrated  Band  Score — Brilliantone  Needles  Popular — Other  News 


120 


THE    TALKING    MACHINE  WORLD 


January  IS,  1921 


NEWS  FROM  DOMINION  OF  CANADA 

(Continued  from  page  119) 

— ,  which  is  recognized 


in  this  model  is  a  — 
the  world  over  as  a  particularly  high-grade 
product.  It  has  stood  the  most  critical  tests  for 
an  easy-running,  noiseless,  strongly  built,  effi- 
cient motor  that  we  put  our  name  and  reputa- 
tion behind  it  in  the  assurance  that  it  will  give 
you  perfect  satisfaction.  It  is  a  trade-marked 
article  which  the  manufacturer  stands  behind  and 
it  has  such  a  reputation  in  the  trade  that  we 
stand  behind  it  too.' 

"In  the  average  case  selling  talk  like  that 
wins  the  customer's  confidence,  I  believe,  quite 
as  much  as  any  attempt  to  go  into  a  too  detailed 
description  of  the  motor." 

"I  suppose  a  salesman  would  be  safe  in  apply- 
ing that  description  to  any  of  the  new  improved 
types  of  the  Meisselbach  or  OkeH  motors,  if 
the  machine  he  was  selling  were  equipped  with 
that  brand,"  your  correspondent  ventured,  in- 
cidentally. 

"Well,  now,"  Mr.  Pott  chuckled,  as  he  packed 
some  Prince  Albert  in  his  favorite  pipe,  "if  you 
put  that  in  the  form  of  a  statement  I  certainly 
won't  deny  it." 


importance  of  the  needle  in  securing  a  good 
reproduction  of  the  tone  that  has  already  been 
put  into  the  records. 

"Sometimes  I  come  across  a  salesman  who 
feels  he  is  exercising  a  wise  economy  in  using 
cheap  needles  for  demonstrating  in  the  store," 
he  said  in  the  course  of  a  chat  with  The  World 
correspondent.  "If  there  is  one  time  that  the 
best  is  none  too  good  it  is  when  demonstrating 
for  people  who  by  their  coming  into  the  store 
have  shown  an  interest  and  are  then  in  a  mood 
to  criticize  and  make  comparisons.  The  only 
way  to  have  your  goods  show  up  to  the  best 
possible  advantage  is  to  use  the  best  needles  you 
can  get. 

"Another  thing,  when  a  dealer  is  delivering 
a  new  instrument  to  a  customer  it  is  wise  to 
put  in  a  package  of  the  very  best  needles.  If 
the  needles  sent  should  be  inferior  ones  the 
customer  might  easily  be  disappointed  with  his 
purchase  when  he  plays  it  in  his  own  home. 
For  this  and  other  reasons  I  would  say  start 
him  off  right." 


those  records  he  had  played  and  the  clerks  had 
to  get  busy  in  a  hurry. 

The  store,  which  is  a  branch  store  of  J.  W. 
Glass,  of  St.  Catherines,  has  been  placed  under 
the  able  management  of  J.  O.  Glass,  a  son.  There 
are  four  modern  and  comfortable  demonstrating 
rooms,  where  Victor  talking  machines  and 
pianos  are  on  display. 

Mr.  Glass  is  a  live  wire,  and  although  he  has 
only  just  established  here,  yet  he  has  made  a 
host  of  friends  and  customers.  He  has  started 
in  right — he  is  advertising — which  points  always 
to  success  in  business. 


L.  K.  LINCOLN  BACK  FROM  TRIP 

L.  K.  Lincoln,  advertising  manager  of  the 
Sonora  Phonograph  Co.,  New  York,  returned  to 
the  city  this  week  from  a  -short  trip  through 
eastern  Pennsylvania,  during  which  he  called 
on  Sonora  dealers.  He  found  that  all  those  he 
called  upon  had  experienced  a  good  holiday  busi- 
ness and  were  facing  the  future  confident  of  the 
prosperity  it  holds  for  them. 


MAKES  MUSIC  ON  THE  SIDEWALK     THEATRE  CHOOSES  THE  BRUNSWICK 


GOOD  NEEDLES  FOR  DEMONSTRATION 

L.  J.  Unger,  Brilliantone  Traveler,  Believes 
Demonstration  Is  Critical  Time  in  Making 
Sale — Needles  Must  Meet  All  Requirements 


Canadian  Dealer  Opens  Store  and  Draws  Big 
Crowds  by  Placing  Instrument  in  Street  Be- 
fore   His    Door — Booms    Sale    of  Records 


No  needles  are  too  good  for  record  demonstra- 
tions. It  should  be  a  rule  that  the  buyer  of  a 
new  machine  gets  a  package  of  the  best  possible 
needles  with  his  purchase.  These  two  state- 
ments were  strongly  emphasized  by  L.  J.  Unger, 
who  recently  visited  Canadian  points  represent- 
ing the  Brilliantone  Steel  Needle  Co.,  Inc.,  New 
York.  Although  naturally  interested  in  the  suc- 
cess of  the  talking  machine  and  record  business 
as  a  whole,  Mr.  Unger  is  a  needle  specialist,  and 
he  takes  every  opportunity  of  impressing  the 


Welland,  Ont.,  January  5. — J.  O.  Glass,  a  talk- 
ing machine  dealer  of  this  city,  introduced  the 
advent  of  his  store  here  in  quite  a  novel  way  and 
he  intended  that  every  person  passing  his  way 
should  know  that  a  new  music  store  had  arrived. 
Selecting  a  machine  from  his  stock  Mr.  Glass 
placed  it  right  on  the  sidewalk  and  putting  on 
the  loud  pedal  he  introduced  "music  in  the 
street."  "Avalon"  and  other  new  records  were 
played,  drawing  people  from  around  different 
corners  to  see  "what  was  doing."  Mr.  Glass  had 
not  provided  seats  for  his  audience,  but  had  he 
known  such  a  large  crowd  would  arrive  he  un- 
doubtedly might  have  arranged  for  a  grand 
stand.     Of  course,  that  evening  many  wished 


When  the  feature  photoplay  "Humoresque" 
was  shown  in  the  Grand  Theatre,  Los  Angeles, 
the  Brunswick  was  selected  to  play  the  violin 
solo  "Humoresque"  as  an  introduction,  because 
of  its  excellence. 

Mattson  Music  Co.,  of  that  city,  supplied  the 
instrument  and  took  advantage  of  the  occasion 
by  advertising  in  the  newspapers. 


MAKES  SONORA  TALK  OVER  'PHONE 

Senoia,  Ga.,  January  5. — The  proprietor  of 
Hollberg's  Pharmacy,  of  this  city,  recently 
wrote  to  the  Sonora  Co.  as  follows:  "Wish  to 
say  that  I  had  the  pleasure  of  demonstrating  the 
Sonora  to  a  lady  over  the  telephone  yesterday 
afternoon,  and  making  the  sale  all  O.  K.  for  the 
Minuet  Model.  This  goes  to  show  that  the 
Sonora  makes  the  strongest  kind  of  appeal." 


MERCHANDISING  VALUE 


Style  K4— Top  40^"x22" ;  Height  35 


$150 


Style  K5— Top  41"x22^";  Height  35" 


Retail  Price 


$160 


LAUZON  QUALITY 

The  foresighted  merchant  with  a  hand  on  the  pulse  of  public  demand  will  immediately  perceive 
the  opportuneness  of  the  above  popular  priced  consoles. 

Lauzon  quality  assures  honest  value  and  the  price  is  a  1921  proposition  calculated  to  build  sales 
throughout  the  year. 

MICHIGAN  PHONOGRAPH  CO. 

Phonograph  Division,  Lauzon  Furniture  Co. 
Office,  National  City  Bank  Bldg.     Factory,  Monroe  avenue  and  6th  street 
GRAND  RAPIDS.  MICH. 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


121 


MEETING  1921  CONDITIONS 

By  J.  NEWCOMB  BLACKMAN 

The  outlook  for  business  in  1921  is  disappointing  and  discouraging  to  many, 
but  opens  the  way  for  greater  opportunity  and  prosperity  for  Manufacturers, 
Wholesalers,  Retailers  and  Employes  who  are  prepared  to  meet  1921  conditions. 

General  business  is  again  realizing  the  fact  that  inflation  must  be  followed 
by  deflation,  and  that  those  who  best  survive  these  extreme  conditions  are  what 
might  be  termed  '"conservatives"  on  the  average. 

VICTOR  SUPREMACY  was  never  more  apparent  than  to-day. 

The  law  of  average  over  a  period  of  time  produces  the  result  by  which  all 
are  judged. 

Contrast  the  condition  of  VICTOR  business  during  the  past  few  months  and 
forecast  the  opportunities  for  1921,  as  against  the  majority  of  competing  lines,  and 
you  will  appreciate  that  the  VICTOR  policy  is  intended  to  insure  permanent 
success. 

1921  will  be  a  "show-down  year"— a  period  of  "the  survival  of  the  fittest." 

The  VICTOR  wholesaler  will  find  it  necessary  to  invest  more  capital  to  ade- 
quately meet  the  needs  of  the  VICTOR  dealer.  He  should  be  able  and  willing 
to  build  up  a  stock  of  Victrolas  and  Records  as  increased  production  makes  it 
possible.  His  financial  condition  should  enable  him  to  give  ample  credit  to  dealers 
whose  business  transactions  are  conservative. 

The  "survival  of  the  fittest"  among  VICTOR  dealers  will  continue  to  prove 
the  wisdom  of  concentration  and  specialization.  High-class  representation  ought 
to  be  encouraged  and  rewarded. 

The  dealer  who  expects  support  will  give  it.  He  will  choose  his  line  or 
source  of  supply  on  a  permanent  investment  basis. 

The  coming  year  will  be  a  year  of  "reaping"  according  to  our  "sowing."  A 
year  of  reaction,  but  also  a  year  of  reward.  In  some  cases,  a  time  to  introduce 
new  resolutions  and  new  policies. 

The  BLACKMAN  TALKING  MACHINE  CO.  is  prepared  to  meet  1921 
conditions  and  will  welcome  an  opportunity  to  help  its  VICTOR  dealers  do  so. 


81  Reade 

VICTOR  DISTRIBUTORS 


Talking  Machine  Co. 

JT.    Near  Church  St.     New  York 


Near  Church  St. 

EXCLUSIVELY  WHOLESALE 


122 


THE    TALKING    MACHINE  WORLD 


January  IS,  1921 


How  to  Make  1921  a 

Happy  New  Year 

In  Spite  of  Everything! 


They  say  that  things  are-  pretty  bad — 

They  couldn't  i>e  much  worse 
But  that's  no  reason,  after  all, 

Why  YOU  should  hire  a  hearse. 
They  say  the  world  is  going  to 

The  Bowwows  pretty  soon ; 
But  there'll  be  time  enough,  no  doubt, 

For  many  a  merry  tune. 
The  price  of  eggs  may  aviate — 

With  every  other  ration; 
But  you  can  thank  your  lucky  stars — 

You  still  have  Syncopation. 


No  matter  what  you  have  to  hand 

Your  landlord  on  the  First ; 
No  matter  if  it's  quite  impossi- 

BILL  to  quench  a  thirst — 
We  still  make  catchy  dance  hits  that 

Intoxicate  the  feet — 
A  lot  of  new  ones  every  month — 

That  simply  can't  be  beat. 
So  cease  to  mourn  your  tragic  fate — 

The  world  is  not  so  bad. 
Those  tantalizing  Emersons 

Will  keep  you  feeling  glad. 


January,  the  biggest  month  for  record  business,  is  here : 

Every  Month  Is  Big    With   the  EMERSON  Dealer 

crEmersoTiJrR^gor3s 

of  the  VERY  LATEST  Songs  and  Dances 

First! 


Cast  Your  Eye  Over  These ! 

SELECTION 

10295  Margie.  Fox-trot  Plantation  Dance  Orchestra 

10279    Darling.  Fox-trot  Green  Brothers'  Novelty  Band 

10294    Just  Snap  Your  Fingers  at  Care.    Medley  Fox-trot 

Waldorf-Astoria  Dance  Orchestra 
10293    June,  I  Love  No  One  But  You.  Fox-trot, 

Orlando's  Society  Orchestra 
10242    Whispering  (Dance).    Fox-trot  Van  Eps  Specialty  Four 

10300  Whispering  (Vocal).    Tenor  Solo  Sam  Ash 

10301  Margie  (Vocal).    Tenor  Solo  Eddie  Cantor 

10292    Palesteena.    Novelty  Song  Eddie  Cantor 

10302  Broadway  Rose.    Tenor  Solo  Irving  Kaufman 

10296  Broadway  Blues.  "Blues"  Character  Song  Sissle  &  Blake 

10282    Feather  Your  Nest.    Medley  Fox-trot  Vernon  Trio 

10304    Caresses.  Fox-trot  Lanin's  Roseland  Orchestra 

10303  Grieving  for  You.  Fox-trot.  Jos.  Samuels'  Music  Masters 


The  Ideal  Phonograph  and  Record  Combination 

EMERSON  RECORDS— THE  EMERSON  PHONOGRAPH 

The  Phonograph  with  the  Emerson  Music  Master  Horn 

Play  Emerson  Records  with  Emerson  Needles,  a  Quality  Product 

EMERSON  PHONOGRAPH  CO.,  Inc. 

206  Fifth  Avenue,  New  York  315  South  Wabash  Avenue,  Chicago 


SHIPMENTS  MADE 


December 

9th 

November 

16th 

November 

27th 

November 

27th 

September 

13th 

December 

1 1th 

December 

1  1th 

November 

23rd 

December 

1  1th 

December 

3rd 

November 

17th 

December 

17th 

December 

1  1th 

Records  and 
Phonographs 


^mersori 

Records  and 
Phonographs 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


123 


INDUSTRIAL  ACTIVITY  ENCOURAGES  PITTSBURGH  TRADE 


Little  Business  Slump  Noted  During  Holiday  Season — Period    Models    Very  Popular — What  the 
Various  Managers  Report — New  Sonora  Distributors — Vocalion  Shop  Expands 


Pittsburgh,  Pa.,  January  3. — Talking  machine 
dealers  here  are  facing  the  new  year  with  con- 
fidence and  a  feeling  of  optimism.  The  year 
just  ended,  on  the  whole,  was  considered  by  the 
various  dealers  as  very  satisfactory,  as  sales  of 
talking  machines  and  records  were  heavy,  espe- 
cially the  last  two  months  of  1920.  Period 
models  were  in  urgent  demand  during  the  holi- 
day season  and  some  of  the  dealers  were  taxed 
to  the  utmost  to  get  their  orders  filled. 

With  the  iron  and  steel  mills  in  the  Pittsburgh 
district  assured  of  steady  operation  on  orders 
that  will  necessitate  the  mills  running  for  the 
next  eight  to  ten  months  this  condition  is 
bound  to  have  a  healthy  action  on  the  various 
other  business  interests  of  the  Steel  City. 
There  is  no  pessimism  found  among  the  talking 
machine  fraternity  here.  All  are  eager  and  ex- 
pectant for  the  new  business  that  awaits  them 
during  the  coming  twelve  months. 

S.  H.  Nichols,  manager  of  the  Pittsburgh  of- 
fices of  the  Columbia  Graphophone  Co.,  said: 
"We  have  just  closed  a  year  that  was  most  sat- 
isfactory from  a  business  standpoint  from  all 
angles  and  I  am  highly  pleased  with  the  results 
that  we  have  achieved  here.  As  to  the  future, 
I  can  only  say  that  I  feel  convinced  that  it  will 
be  a  great  Columbia  year.  Our  dealers  have 
been  given  excellent  service  and  they,  in  turn, 
have  been  able  to  serve  their  patrons  to  an 
eminently  satisfactory  degree.  I  believe  that 
with  normal  conditions  obtaining  we  will  enjoy 
a  most  prosperous  year  in  1921  for  the  Columbia 
line.   At  least,  we  will  try  to  be  prepared  for  it." 

Albert  A.  Buehn,  treasurer  of  the  Buehn 
Phonograph  Co.,  Edison  distributors,  in  re- 
ferring to  the  prospects  for  the  coming  year, 
said  to  The  Talking  Machine  World  representa- 
tive: "I  believe  that  1921  will  be  just  as  good  as, 
if  not  better  than,  1920.  There  is  a  great  deal 
of  business  to  be  had,  in  fact,  in  sight,  but  the 
live  dealer  must  go  after  it.  There  is  a  tendency 
on  the  part  of  the  public  to  hold  back,  await- 
ing a  revision  downward  in  prices,  but  we  in 
the  Edison  line  of  business  are  fully  aware  of 
the  fact  that  this  will  not  take  place.  We  must, 
therefore,  inform  the  public  in  an  intelligent 
manner  of  the  true  situation.  The  reconstruc- 
tion work  that  is  necessary  here  and  abroad  is 
such  as  to  insure  prosperous  times,  and  while 
there  may  be  just  a  short  period  for  readjust- 
ment I  feel  that  business  in  the  coming  year  will 
be  better  than  ever,  if  we  make  it  so  by  going 
after  it  in  a  determined  and  wise  manner."  Mr. 
Buehn  stated  that  December  sales  showed  a 
marked  increase  over  the  same  period  a  year 
ago.  Among  the  recent  callers  at  the  Buehn 
Co.  offices  were  the  following  Edison  dealers: 
Id.  H.  Findt,  Steubenville,  O.;  J.  O.  Clawson, 
Bellevernon,  Pa.;  S.  G.  Patterson,  Beaver  Falls, 
Pa.;  C.  B.  Smith,  Phillipi,  W.  Va.;  H.  L.  Rosen- 
burg,  South  Fork.  Pa.;  J.  R.  Klingensmith, 
Greensburg,  Pa.;  S.  R.  Pollock,  Indiana,  Pa.; 
C.  H.  Hutson,  New  Bethlehem,  Pa.;  W.  A. 
Steadman,  Butler,  Pa.;  John  Phillips,  Browns- 
ville, Pa.;  C.  A.  Wessler,  Monongahela,  Pa.; 
Glenn  F.  Miller,  Ellwood  City,  Pa.,  and  M.  S. 
Nimmo,  Nanticoke,  Pa. 

Thieves  broke  into  a  schoolhouse  near  Union- 
town,  Pa.,  and  stole  a  new  Victrola  that  had 
been  purchased  before  the  holidays  by  the  school 
children.    There  is  no  clue  to  the  thieves. 

For  the  purpose  of  entertaining  patrons  the 
Dormont  Pastry  Shop,  which  has  just  been 
opened  in  West  Liberty  avenue,  Dormont,  a 
suburb  of  Pittsburgh,  has  installed  a  New  Edi- 
son phonograph  and  a  number  of  Edison  rec- 
ords. The  phonograph  is  placed  in  the  tea  room 
and  is  a  pleasing  part  of  the  new  stand,  which  is 
conducted  by  Mr.  and  Mrs.  Fred  Henze. 

"As  far  as  1921  is  concerned,  I  believe  that  it 
will  be  a  banner  year  for  the  sale  of  Pathe 
goods,"  said  H.  J.  Brennan,  manager  of  the 
Pittsburgh  Talking  Machine  Co.,  Pathe  dis- 
tributors. Continuing,  Mr.  Brennan  said:  "I 
see  nothing  that  would  indicate  a  depression  in 


business.  From  the  reports  that  I  have  re- 
ceived from  my  roadmen,  as  well  as  some  of  the 
prominent  Pathe  dealers,  I  am  led  to  agree  with 
them  that  earnest  endeavor  will  solve  many  of 
the  sales  problems  that  will  face  us  the  com- 
ing year.  The  year  that  is  now*  gone  was  a 
very  satisfactory  one  from  a  business  stand- 
point. We  did  an  excellent  business  and  feel 
proud  of  our  accomplishments.  I  realize  that 
the  field  is  ripe  for  the  Pathe  dealer  who  uses 
energy  and  tact  in  his  salesrooms.  We  will  do 
all  in  our  power  to  give  the  best  of  service  to 
the  Pathe  fraternity  the  next  year  in  our  ter- 
ritory." 

John  Hahn  has  been  appointed  manager  of 
the  record  department  of  the  Columbia  Grapho- 
phone Co.,  taking  the  place  of  the  late  David 
Wise,  Jr.    He  plans  an  aggressive  campaign. 


Robert  Porter,  field  manager  of  the  Colum- 
bia Graphophone  Co.,  with  headquarters  in  New 
York,  was  a  caller  at  the  Columbia  offices  here. 

J.  A.  Scanlan,  Jr.,  sales  manager  of  the  phono- 
graph division  of  the  Brunswick-Balke-Collen- 
der  Co.  (Pittsburgh  offices),  is  looking  for  a 
marked  increase  in  sales  of  Brunswick  phono- 
graphs and  records  during  1921  over  the  pre- 
vious year.  Mr.  Scanlan  stated  that  the  year 
just  closed  was  a  very  satisfactory  one  for  his 
department  and  he  emphasized  the  fact  that 
Brunswick  dealers  were  giveh  100  per  cent  serv- 
ice. Among  the  new  Brunswick  dealers  are  the 
following:  J.  H.  Bair  &  Son,  Oakland  Bruns- 
wick Phonograph  Shop  and  Home  Furniture 
Co.,  Pittsburgh;  D.  E.  Beegle,  New  Kensington, 
Pa.;  C.  N.  Johnson,  Martinsburg,  Pa.;  Charles 
H.  Hutson,  New  Bethlehem,  Pa.;  Kail  &  Cebula, 
Latrobe,  Pa.;  J.  McLain,  Rossiter,  Pa.;  W.  D. 
Noble,  Martins  Ferry,  O.;  S.  R.  Pollock,  In- 
diana, Pa.;  M.  A.  Ritchie,  Beaver  Falls,  Pa.; 
(Continued  on  page  125) 


124 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


Sheraton 


iiiiiiiNiiiiiimiiimiiimmiinmiiiiiiiiiiiiiiiiiiiiiiiiiiiiimiii  minimi 


Colonial 


Louis  XV 


Chippendale 


^r=^\  y 


Q  u  A  L.  I  *T  "V 


HANOVER,  PA., U.S. A 


Announcing  the  Addition 
of  Five  New  Cabinets 
to  the  Line 

Period  models  are  much  in  vogue 
at  this  time.  We  have  met  the 
situation  by  designing  the  five 
period  models  shown. 

Victor  dealers,  will  be  interested 
in  them  as  they  are  intended 
to  be  used  with  the  popular 
Victrola  VI. 

The  combination  makes  a  per- 
fect outfit  that  can  be  sold  at 
a  price  that  will  have  a  strong 
appeal. 

LONG  CABINETS 

Represent  the  last  word  in  cab- 
inet perfection  and  are  sold  with 
our  absolute  guarantee  as  to 
quality  and  satisfaction. 

Write  for  copy  of  catalogue. 


Hepplewhite 


The  Geo.  A.  Long 
Cabinet  Company 


HANOVER,  PA 


nnmmm 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


125 


ACTIVITY  IN  PITTSBURGH  TRADE 

(Continued  from  page  123) 

Martsolf  Furniture  Co.,  Ambridge,  Pa.,  and  E.  S. 
Tyler,  Point  Marion,  Pa. 

Jules  Tarlow,  manager  of  the  Kaufmann  & 
Eaer  Co.  talking  machine  department,  is  most 
enthusiastic  over  the  Christmas  holiday  sales 
and  stated  to  The  World  representative  that 
the  volume  of  business  handled  far  exceeded  that 
of  the  same  period  a  year  back.  Mr.  Tarlow 
also  stated  that  he  was  looking  forward  to  an 
exceptionally  brisk  Spring  season  in  the  four 
lines  of  talking  machines  he  handled  in  his  de- 
partment— the  Victrola,  Columbia,  Grafonola, 
Aeolian-Vocalion  and  others.  During  the  recent 
visit  to  the  Nixon  Theatre  of  Ray  Miller,  the 
''Melody  King,"  and  his  black  and  white  boys 
Mr.  Tarlow  arranged  for  Miller  and  his  com- 
pany to  give  an  entertainment  in  the  Kaufmann 
&  Baer  auditorium.  The  entertainments  were 
given  a  most  enthusiastic  reception  by  a  large 
audience.  They  sang  and  played  their  latest 
hits,  "Rose  of  Spain,"  "Can  You  Tell?"  "Ava- 
lon,"  "Just  Like  a  Gypsy,"  etc.  Miller  and  his 
singers  also  gave  a  similar  entertainment  dur- 
ing their  stay  here  at  the  Sonora-Melodee  Shop, 
where  another  large  crowd  was  entertained. 

The  Vocalion  Shop,  one  of  the  most  attractive 
talking  machine  shops  in  Pittsburgh,  has  been 
taken  over  by  the  Philadelphia  Show  Case  Co., 
which  utilizes  the  first  floor  of  the  spacious  quar- 
ters in  the  Jenkins  Arcade  as  the  retail  depart- 
ment where  the  Vocalion  Melodee  player  rolls, 
Okeh  records,  Bubble  Books,  Vocalion  records 
and  the  Magnavox  are  on  sale.  The  retail  depart- 
ment is  handsomely  equipped  and  there  is  a  fine 
display  of  the  Vocalion  as  well  as  the  other  mer- 
chandise handled.  The  retail  shop  is  under  the 
management  of  E.  C.  Doel.  The  wholesale  de- 
partment is  located  on  the  mezzanine  floor  and 
is  under  the  direction  of  J.  A.  Pentz,  who  is  well 
and  favorably  known  to  the  talking  machine  fra- 
ternity. Mr.  Pentz  stated  that  the  prospects  for 
business  in  the  immediate  future  were  exceed- 
ingly bright,  especially  in  view  of  the  fact  that 
from  now  on  Vocalion  dealers  will  be  able  to 
secure  more  prompt  and  efficient  service  than 
ever  before.  Wayne  D.  Montgomery,  who  for 
a  long  time  was  connected  with  the  Pittsburgh 
office  of  the  Columbia  Graphophone  Co.,  will 
cover  the  Pittsburgh  district  for  the  Vocalion 
interests.  John  Russell  is  the  roadman  for 
southern  Pennsylvania.  The  territory  under  the 
direction  of  Mr.  Pentz  covers  the  entire  State 
of  Pennsylvania  and  parts  of  New  York,  Ohio, 
West  Virginia,  Maryland  and  Virginia. 

The  Sonora  phonograph  distributing  agency 
in  the  future  will  be  located  in  the  building  of 
the  Schroeder  Piano  Co.,  820  Liberty  avenue, 
Pittsburgh,  with  H.  Milton  Miller  in  charge. 

T.  T.  Evans,  manager  of  the  wholesale  Vic- 
trola department  of  the  C.  C.  Mellor  Co.,  is 
most  optimistic  relative  to  the  prospects  for 
Victor  business  in*  his  territory  the  coming  year 
and  is  preparing  to  handle  an  increased  volume 
of  trade. 

R.  R.  Myers,  Victor  representative  in  the 
Pittsburgh  district,  is  elated  over  the  outlook  for 
new  business  in  1921  and  is  convinced  that  there 
will  be  some  record-breaking  sales  of  Victor 
merchandise.  He  said  that  the  Victor  Co.  was 
prepared  to  furnish  all  possible  aid  and  serv- 
ice to  the  Victor  dealers.  Mr.  Myers  spent  some 
time  in  the  West  Virginia  territory  and  found 
Victor  dealers  there  well  pleased  with  business 
indications. 

Miss  Lillian  A.  Wood,  manager  of  the  Vic- 
tor educational  department  of  the  C.  C.  Mellor 
Co.,  returned  from  Harrisburg,  where  she  at- 
tended a  meeting  of  the  State  Educational  Asso- 
ciation. A  portion  of  the  time  was  given  over 
to  a  music  section  and  there  was  much  said  in 
favor  of  the  use  of  talking  machines  in  the  public 
schools. 

P.  W.  Simon,  the  well-known  Victor  dealer 
of  Uniontown,  Pa.,  was  a  visitor  to  Pittsburgh. 
His  local  manager,  Mr.  Gebhard,  also  was  a 
caller  at  the  Mellor  wholesale  Victor  depart- 
ment, with  Mrs.  Gebhard  and  their  daughter. 

E.  B.  Heyser,  general  manager  of  the  W.  F. 


Frederick  Piano  Co.,  Victor  distributor,  said 
he  was  convinced  that  there  would  be  a 
marked  increase  in  sales  of  Victor  machines  and 
Victor  records  the  next  few  months.  He  based 
his  opinion  on  the  very  excellent  industrial  out- 
look in  western  Pennsylvania. 

E.  G.  Hays  &  Co.  have  added  the  Modernola 
to  their  talking  machine  department.  They  also 
handle  the  Brunswick  line. 


FOREIGN  RECORD  TRADE  GROWS 

Emerson   Phonograph  Co.  Tells  of  Increasing 
Interest  in  Foreign  Record  Catalogs 


Louis  D.  Rosenfield,  director  of  the  foreign 
record  department  of  the  Emerson  Phonograph 
Co.,  reports  a  growing  demand  for  the  four 
foreign  record  catalogs  issued  by  his  company; 
namely,  the  Polish,  German,  Hebrew-Jewish  and 
Italian  catalogs. 

He  says  the  company  will  continue  to  issue 
new  records  monthly  for  each  one  of  these  four 
catalogs  and  bearing  out  this  policy,  the  first  of 
this  month,  twelve  new  records  were  announced 
for  the  Jewish  catalog  and  eleven  for  the  Italian. 

Mr.  Rosenfield  attributes  the  success  of  the 
Emerson  foreign  record  business  to  the  fact  that 
all  the  numbers  included  in  it  are  strictly  native 
selections.  He  believes  that  foreign  records  suc- 
ceed only  insofar  as  they  give  exactly  what  the 
foreign  population  want,  namely,  their  own  native 
songs  and  their  own  native  instrumental  pieces. 


PAVLOSKA  SELECTS  A  BRUNSWICK 

Reed  &  Dady,  of  the  Hollywood  Brunswick 
Shop,  Los  Angeles,  Cal.,  report  a  call  from 
Madam  Irene  Pavloska,  Chicago  Grand  Opera 
star  and  Brunswick  artist,  to  their  salon,  where 
she  selected  a  model  117  Brunswick  phonograph 
for  her  Hollywood  home. 


Ben  Reynolds  &  Co.,  music  dealers  of  Wash- 
ington, Pa.,  have  enlarged  their  talking  machine 
department  in  which  they  feature  the  Victor  line. 


SELLING  AGENTS  FOR  NEW  MACHINE 

M.  M.  Roemer  Sales  Corp.,  New  York,  to  Handle 
the  Oxford  Phonograph  Throughout  the  Country 


The  M.  M.  Roemer  Sales  Corp.,  of  New  York, 
was  recently  appointed  sole  United  States  selling 
agents  for  the  "Oxford"  phonograph,  a  new  ma- 
chine made  in  exclusive  cabinet  designs  by  the 
Mundler  Corp.,  of  New  York.  Although  only 
placed  upon  the  market  a  short  time  ago  this 
phonograph  has  already  made  a  very  favorable 
impression. 

The  Oxford  is  the  creation  of  S.  Mundler,  head 
of  the  Mundler  Corp.,  who  has  had  many  years' 
experience  in  the  industry,  being  formerly  con- 
nected with  talking  machine  manufacturing  in- 
terests in  London,  England.  In  the  past  he  has 
also  been  closely  related  to  the  industry  on  the 
continent,  and  his  decision  to  place  the  Oxford 
before  the  trade  and  public  was  decided  upon 
after  a  thorough  study  of  what  he  felt  was  the 
present  need. 

The  Oxford  is  manufactured  in  one  size,  but 
in  a  number  of  designs  and  is  also  manufactured 
upon  special  order  to  meet  the  requirements  of 
period  rooms,  etc.  The  Mundler  Corp.  operates 
a  large  cabinet  factory  at  318  East  Seventy-fifth 
street,  New  York  City. 


EXPECTS  STRONG  RECORD  MARKET 

E.  D.  Colen,  secretary  of  the  Emerson  Phono- 
graph Co.,  New  York,  stated  to  a  representative 
of  The  World  that  the  holiday  business,  as  re- 
ported by  Emerson  dealers,  was  excellent  in 
view  of  present  conditions,  and  that  the  outlook 
is  very  encouraging.  He  looks  forward  to  a  very 
strong  market  for  records  in  general,  and  Emer- 
son records  in  particular,  for  a  good  many  months 
to  come. 


The  Merrill  Music  Co.,  Merrill,  Wis.,  Cheney 
dealer,  suffered  a  severe  loss  by  fire  early  in 
December,  but  before  the  holidays  was  quar- 
tered in  the  Lincoln  Hotel  building. 


Business  men  today  are  pragmatic. 
Their  test  for  every  idea  is,  "Will  it 
work?" 

That  is  the  test  we  relish  for  our 
endeavor. 

For  that  test  brings  out  fully  the 
genuine,  practical,  "workable"  value 
of  the  man-to-man  co-operative  effort 
behind  our  Service. 


Elyea  Talking  Machine  Co. 

Atlanta,  Georgia 
Exclusively  Victor  Strictly  Wholesale 


126 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


Kerekjarto  (pronounced  Kerek-yahrto)  is  the  name  of 
the  new  Hungarian  violinist,  who  jammed  the  aisles 
of  Carnegie  Hall,  New  York,  with  his  first  two  Ameri- 
can concerts.  His  first  Columbia  Records  are  Sar  asate's 
"Zapateado"  and  "Romanza  Andaluza."  Every  real 
music  lover  will  want  them.  Columbia  79456  and  49900. 

Columbia  Graphophone  Co, 

NEW  YORK 


THE  COBROLA  MAKES  ITS  BOW 

New  Portable  Phonograph  Introduced  to  Trade 
by  Cobro  Mfg.  Co. 


DEVICE  TO  PREVENT  OVERWINDING 


Jersey  City  Concern  Places  on  Market  New 
Device  to  Accomplish  That  Purpose 


Philadelphia,  Pa.,  January  3. — The  new  year 
has  ushered  in  a  new  trade  product — the 
Cobrola  portable  phonograph.  This  new  ma- 
chine is  made  by  the  Cobro  Mfg.  Co.,  whose 
executive  offices  are  located  in  the  Bulletin 
Building,  this  city.  The  factories  of  the  com- 
pany are  at  Vineland,  N.  J.,  and  Hartford,  Conn. 
The  firm  has  been  established  for  some  years 
and  has  built  up  a  reputation  in  the  manufac- 
turing of  metal  products  and  wire  specialties 
and  both  factories  are  equipped  with  automatic 
machinery  of  the  highest  type. 

This  instrument  is  produced  in  a  very  attrac- 
tive cabinet  which  is  covered  with  genuine  cow- 
hide leather  in  black  or.  mahogany  brown,  em- 
bossed. The  interior  is  upholstered  in  high- 
grade  velvet  and  plush,  harmonizing  with  the 
color  of  the  leather.  Its  equipment  includes  a 
double  spring  motor,  the  Cobrola  reproducer, 
record  holder  and  leather  handle.  All  metal 
parts  are  nickel  plated. 

One  of  the  strong  features  in  the  sale  of  the 
Cobrola  is  the  two  years'  guarantee  against  any 
imperfections  due  to  defective  material  or  im- 
proper workmanship.  Upon  the  sale  of  each 
machine  the  dealer  is  required  to  return  to  the 
Cobro  Mfg.  Co.  a  card  giving  the  name  of  the 
purchaser  and  other  necessary  information. 
Thus,  an  extensive  list  of  all  Cobrola  owners 
will  be  at  the  command  of  the  company.  Cir- 
culars in  both  English  and  Spanish  have  been 
prepared  and  attractive  window  display  cards 
for  the  dealers'  use  will  also  shortly  be  ready. 

The  personnel  of  the  Cobro  organization  is 
as  follows:  D.  S.  Cohen,  president;  L.  M. 
Sanders,  vice-president,  and  G.  E.  Matteson, 
treasurer.  Mr.  Matteson  was  formerly  president 
of  the  Commercial  Guarantee  Co.,  of  this  city. 
The  company  was  incorporated  under  the  laws 
of  the  State  of  New  Jersey  for  $150,000  and  is 
a  closed  corporation. 


The  Phonograph  Specialties  Mfg.  Co.,  67  Fleet 
street,  Jersey  City,  N.  J.,  has  just  placed  on 
the  market  a  new  device  which,  it  is  claimed, 
makes  it  impossible  to  overwind  talking  ma- 
chine motors.  This  device  is  attached  to  the 
motor  shaft,  following  which  the  winding  crank 
is  inserted  into  its  usual  position.  It  is  most 
simple  in  construction  and  occupies  very  little 
space  and  can  be  easily  attached  in  a  few 
minutes.  After  the  device  is  made  part  of  the 
motor  itself  the  usual  winding  of  the  motor  and 
its  functions  are  carried  out  without  any  instruc- 
tions being  necessary.  When  the  motor  is  suf- 
ficiently wound  the  winding  crank  automatically 
ceases  to  wind  and  becomes  neutral.  Not  only 
does  the  attachment  protect  the  spring  from 
being  overwound,  but  relieves  strains  upon  the 
various  parts  of  the  motor  caused  by  such 
action. 

While'  the  company  at  present  is  only  manu- 
facturing this  device  for  one  make  of  machine  its 
construction  with  change  in  the  size  of  the 
grooves  for  attaching  the  winding  crank  will 
make  it  applicable  to  all  makes  of  motors  and 
the  manufacturer  will  shortly  announce  deliv- 
eries  for  other   talking  machines. 


THE  "BUNGALOW  HOUSE"  IN  DALLAS 


New  Exclusive  Brunswick  Shop  of  Unique  Char- 
acter Opened  in  That  City 


Frank  A.  Hayes  and  Claude  Phillip  have  or- 
ganized the  Music  Box,  Inc.,  in  Beverly,  Mass., 
and  have  opened  a  store  in  the  Ware  Theatre 
Building  for  the  handling  of  Columbia  Grafo- 
nolas  and  records,  together  with  a  general  line 
of  musical  goods. 


Dallas,  Tex.,  January  3. — A  new  Brunswick 
Phonograph  Shop  has  been  opened  at  1818  Main 
street,  under  the  alluring  title  of  the  "Bungalow 
House."  The  new  store  has  been  fitted  up  in 
distinctly  bungalow  fashion,  attractively  designed 
arid  furnished,  with  every  convenience  provided 
for  the  customer.  The  interior  of  the  bungalow 
contains  a  living  room  with  its  fireplace  and 
draperies,  a  reception  hall,  library,  dining-room 
and  even  kitchen,  and  in  each  room  is  a  Bruns- 
wick phonograph  of  suitable  type.  The  second 
floor  contains  Brunswick  Hall,  and  a  rest  room 
for  women.  The  hall  itself  will  be  used  for  re- 
citals and  will  also  be  made  available  for  meet- 
ings of  women's  clubs,  etc. 

The  proprietors  of  the  new  shop  are  W-  O. 


H.  J.  SMITH  LABORATORIES 

Jewel  Manufacturer 


EXECUTIVE  OFFICES, 
FINISHING  and 
RECORDING 
LABORATORY  JEWELS 


Plant   No.  1 
833   Broad  Street 
Tel.  2896  Market 
NEWARK,  N.  J. 


SAWING 

GRINDING 

ROUGHING 

ROLLING  and 

EXPERIMENTAL 

LABORATORY 


Plant    No.  2 
-  5ty2  Franklin  St. 
NEWARK,  N.  J. 


MANUFACTURER  OF 


Phonograph  Diamond  and  Sapphire  Reproducing  Points — Recording  Laboratory  Jewels 
— Rough  Diamond — Diamond  Powder — Experimental  Work.    Jewels  manufactured  for 
all  talking  machine  records.   Consulting  Specialist  on  all  experiments  relating  to  any  new 
recording  grooves.    Recording  problems  satisfactorily  worked  out. 


Rosser  and  W.  A.  Macon,  both  from  Chicago. 
The  staff  includes  Floyd  Johnson,  A.  H.  Zall  and 
C.  L.  Warrick.  Mrs.  J.  K.  Byers  is  in  charge 
of  the  record  library. 


OKEH  RECORDS  IN  DEMAND 

Okeh  Records  Increasing  Continually  in  Output 
and  in  Sales  for  January 


Announcement  was  made  last  week  by  John 
Cromelin,  general  sales  manager  of  the  General 
Phonograph  Corp.,  New  York,  that  the  daily 
shipments  of  Okeh  records  now  being  made  are 
several  hundred  per  cent  larger  than  the  daily 
shipments  being  made  a  year  ago  at  this  time. 
Mr.  Cromelin  anticipates  that  before  the  end 
of  1921  the  daily  shipments  of  Okeh  records  will 
increase  at  least  100  per  cent  over  the  present 
output. 


NEWS  OF  EMERSON  TRAVELERS 

H.  E.  Morrison,  sales  manager  of  the  Emerson 
Phonograph  Co.,  New  York,  left  the  first  of  the 
month  for  an  extended  trip  through  the  West. 
He  will  be  gone  in  all  about  three  months  and 
was  accompanied  by  Robert  MacMacken,  special 
field  representative  of  the  Emerson  Co.  The  lat- 
ter, in  all  probability,  will  locate  permanently  on 
the  Western  Coast.  Mr.  Morrison  will  hold  gen- 
eral conferences  with  the  Emerson  distributors 
located  in  the  western  part  of  the  country. 

Chas.  F.  Usher,  special  field  representative,  is 
making  his  headquarters  with  the  Ohio  Emerson 
Co.,  recently  appointed  Emerson  distributor  lo- 
cated at  Columbus,  O.  He  will  co-operate  in  the 
promotion  and  educational  work. 

Owen  J.  Logan,  special  field  representative, 
will  make  his  headquarters  with  the  Roundtree 
Corp.,  Emerson  distributor  at  Richmond,  Va., 
with  a  similar  purpose  in  view. 

Harry  J.  O'Connor,  of  the  Emerson  Chicago 
office,  is  at  present  located  with  the  Emerson 
distributor  at  Indianapolis. 

Paul  Zerrahn,  special  field  representative,  is 
now  located  with  the  Emerson  Products  Co.,  the 
distributor  at  Syracuse. 

Morton  Lucas,  special  field  representative  of 
the  foreign  record  division  of  the  Emerson  Co., 
will  also  make  his  headquarters  pro  tern,  with  the 
Emerson  Products  Co.,  at  Syracuse,  and  will 
cover  upper  New  York,  with  a  view  to  promoting 
the  sales  of  the  Emerson  Polish,  German,  Italian 
and  Tewish  records. 


BERNAT  ACTING  SALES  MANAGER 


While  H.  E.  Morrison,  sales  manager  of  the 
Emerson  Phonograph  Co.,  is  in  the  West  on  a 
three  months'  trip,  J.  I.  Bernat,  advertising  man- 
ager, is  acting  as  sales  manager  in  addition  to 

directing  the  publicity  of  the  company.  He 
knows  the  ropes. 


W.  H.  Lester,  Brunswick  dealer  in  St.  Peters- 
burg, Fla.,  recently  installed  a  $125  model  Bruns- 
wick phonograph  in  the  new  Knights  "of  Co- 
lumbus Hall,  in  that  city. 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


127 


NO  CUT  IN  VICTOR 

PRICES  IN  PROSPECT 


Ralph  L.  Freeman,  Director  of  Distribution  of 
Victor  Co.,  in  Replying  to  Inquiry  of  A.  D. 
Geissler  Explains  Position  of  That  Company 


Some  very  interesting  and  illuminating  cor- 
respondence has  recently  ensued  on  the  sub- 
ject of  prices  for  Victor  records  and  Victrolas 
between  A.  D.  Geissler,  president  of  the  New 
York  Talking  Machine  Co.,  Victor  wholesaler 
of  New  York  City,  and  Ralph  L.  Freeman,  di- 
rector of  distribution,  Victor  Talking  Machine 
Co.,  Camden. 

Mr.  Geissler  originally  wrote  to  the  Victor 
Co.  that  rumors  were  persistent  among  certain 
Victor  dealer's  to  the  effect  that  a  reduction  in 
the  prices  of  both  machines  and  records  was 
imminent,  and  asking  if  there  was  any  reason 
for  believing  these  rumors  would  prove  true. 

Mr.  Freeman's  letter  in  response  very  clearly 
sets  forth  the  price  situation  in  so  far  as  it  af- 
fects Victor  products,  and  makes  it  evident  that 
no  reduction  in  the  price  of  either  Victor  rec- 
ords or  Victrolas  is  likely  at  this  time.  Mr. 
Freeman's  letter  follows  verbatim: 

"December  31,  1920. 
"New  York  Talking  Machine  Co., 
New  York,  N.  Y. 

"Gentlemen: — Responding  to  your  letter  of 
December  30,  we  desire  to  say  that  there  is  ab- 
solutely no  foundation  in  fact  for  any  rumors 
to  the  effect  that  the  Victor  Co.  is  contemplating 
reductions  in  its  prices  for  its  products,  either 
instruments  or  records. 

"We  have  not  made  any  general  statement 
on  this  subject  for  the  reason  that  it  appeared 
to  be  impossible  to  adequately  cover  in  a  con- 
densed statement  the  many  features  which  have 
enabled  the  Victor  Co.  to  offset  the  great  dif- 
ference between  its  increase  in  cost  of  produc- 
tion and  the  relatively  small  increase  in  its 
prices. 

"On  June  29  last,  at  Atlantic  City,  our  presi- 
dent stated  that  Nduring  the  war  period  the 
Victor  Co.  had  handled  an  increase  in  cost  of 
labor  and  material  of  at  least  166  per  cent,  with 
only  about  34  per  cent  increase  in  its  prices. 
Since  that  date  we  have  made  no  increases  in 
our  prices,  but  the  last  figures  available,  those 
for  the  three  months  ended  September  30,  1920, 
show  still  further  increases  in  cost  of  produc- 
tion, due  to  the  fact  that  we  are  now  using 
materials  purchased  at  higher  prices  than  those 
heretofore  effective  with  us. 

"One  factor  that  has  been  most  effective  in 
stabilizing  this  company's  prices  during  the  last 
five  years  has  been  the  strong  financial  position 
which  had  been  developed  for  the  very  purpose 
of  taking  care  of  some  such  emergency,  and 
which  has  enabled  the  company  to  purchase  its 
requirements  of  materials  at  better  prices  than 
were  generally  quoted.  A  considerable  portion 
of  the  difference  between  increase  of  production 
costs  and  increase  of  prices  has  been  taken  out 
,  of  our  profits,  but  the  most  important  factor  in 
the  whole  situation  has  been  the  ingenuity  of 
our  organization  in  devising  improved  equip- 
ment whereby  manufacturing  costs  could  be  re- 
duced without  deterioration  in  quality. 


MODEL  901 


Apply  for  Prices  and 
Territory  for  this 
most  Attractive 
Proposition  to 

Musical  Sales 
Corp. 

5   BROMFIELD  ST. 
BOSTON,  MASS. 


Turn  your  Table-Type 
Phonograph  Sales  into 
Bigger  Profits. 


/F  you  do  not 
see  how  you 
can  make  sales 
and  money  by 
handling  Udell 
record  cabinets, 
write  us  and  let 
us  tell  you  what 
other  dealers 
are  doing.  ' 


No.  1402 


Write  today  forthe  Udell  Blue 
Book  and  other  information 


The  UdellWorks 

Indianapolis— 1250  West  28th  St. 


"The  policy  of  the  Victor  Co.  has  always 
been  to  do  a  large  business  on  a  moderate  per- 
centage of  profit.  Circumstances  of  the  last 
few  years  have  reduced  our  margin  of  profit  to 
the  point  where  it  cannot  be  considered  satis- 
factory or  adequate  for  the  maintenance  of  our 
organization.  We  believe  that  further  advances 
in  prices  may  be  avoided,  but  certainly  there 
can  be  no  consideration  of  any  downward  re- 
vision in  our  prices  until  actual  reductions  in 
cost  have  been  accomplished  sufficient  to  allow 
the  Victor  Co.  a  safer  margin  of  profit.  Pre- 
dictions against  the  future  are  always  hazardous 
and  we  would  not  care  to  assume  the  responsi- 
bility of  issuing  any  guarantees  or  doing  more 
than  give  you  a  frank  statement-  of  the  situa- 
tion as  it  now  appears  to  us.  We  cannot  see 
any  possibility  of  developments  which  would 
enable  us  to  reduce  our  prices  in  the  near 
future.     Very   truly  yours, 

"Victor  Talking  Machine  Co., 

"Ralph  L.  Freeman,  Director  of  Distribution." 


PLAN  NEW  NATIONAL  ASSOCIATION 


Music  Trades  Association  of  Southern  Califor- 
nia Moves  to  Form  National  Organization  of 
Talking  Machine  and  Phonograph  Dealers 


E.  R.  JOHNSON  GIVES  $100,000 


A  contribution  of  $100,000  to  the  European 
Relief  Council  from  Eldridge  R.  Johnson,  presi- 
dent of  the  Victor  Talking  Machine  Co.,  for  the 
carrying  on  of  relief  work  among  several  mil- 
lion needy  children  in  Central  and  Southeastern 
Europe,  was  announced  this  week  by  Herbert 
Hoover,  -who  has  been  charged  with  the  task 
of  raising  $33,000,000  for  relief  work. 


TAKES  CHARGE  AS  MANAGER 


Memphis,  Tenn.,  January  4. — Saul  Bluestein  has 
recently  been  made  manager  of  the  Sonora 
Music  Rooms,  of  this  city.  This  is  the  talking 
machine  department  operated  by  the  Fortune- 
Ward  Co.  Mr.  Bluestein  was  formerly  in  charge 
of  the  talking  machine  department  of  J.  Gold- 
smith &  Son  Co.,  of  this  city.  Mrs.  Dorothy 
Drigg  and  Miss  Northrup  Penland  will  be  asso- 
ciated with  him. 


Los  Angeles,  Cal.,  January  3. — J.  W.  Boothe, 
general  manager  of  the  music  department  of 
Barker  Bros.,  introduced  a  resolution  at  the  last 
gcnera-1  meeting  of  the  Music  Trades  Association 
of  Southern  California  which  had  for  its  ob- 
ject the  formation  of  a  National  Talking  Ma- 
chine and  Phonograph  Dealers'  Association, 
and  the  secretary  was  accordingly  instructed  to 
write  a  letter  to  the  various  associations  with 
this  purpose  in  mind. 

The  following  letter  has  been  sent  over  the 
signature  of  A.  G.  Farquharson,  the  secretary: 

"A  resolution  was  adopted  at  our  last  meet- 
ing which  has  for  its  aim  the  foundation  of  a 
National  Association  of  Retail  Talking  Machine 
and  Phonograph  Dealers,  and  the  secretary  was 
accordingly  instructed  to  write  to  all  of  the  re- 
tail talking  machine,  phonograph  and  music 
trades  associations  throughout  the  United  States 
and  ask  them  for  their  support  and  co-opera- 
tion towards  the  formation  of  such  an  associa- 
tion— the  object  being  the  advancement,  bet- 
terment and  protection  of  the  industry. 

"It  was  suggested  that  delegates  from  the  vari- 
ous associations  should  attend  the  Chicago 
Convention  of  Piano  Merchants,  which  is  to  be 
held  during  the  Spring  of  1921. 

"Enclosed  you  will  find  a  copy  of  our  con- 
stitution and  by-laws,  together  with  a  list  of 
some  of  the  resolutions  adopted  during  the  past 
few  months.  These  are  for  your  information. 
Copies  of  some  of  your  motions  and  resolu- 
tions would  be  highly  appreciated  by  us." 


J.  P.  M1DDLET0N  A  VISITOR 

John  P.  Middleton,  exclusive  Columbia  dealer 
at  Pittsfield,  Mass.,  was  a  visitor  this  week  to 
the  Columbia  executive"  offices.  He  said  he  had 
enjoyed  a  very  fine  holiday  business. 


128 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


Western  Division  of  The  World,  Chicago,  January  8,  1921. 
So  we  are  at  the  beginning  of  another  year.  Yes,  and  a  year  which 
looks  very  much  as  if  it  were  going  to  develop  into  a  very  interesting 
and  possibly  even  exciting -stretch  of  twelve  months. 
The  truth  is,/we  are  getting  to  the  bottom  of  our 
present  low  curve  k>- rapidly  that  we  are  likely  to 
outrun  our  -Own  courage  and  to  hold  back  our  own 
recovery  through  the  illogical  though-  not  unnatural  process  of  losing 
heart  when  half  way  through.  In  point: of  fact,  we  are  reaching 
bottom  with  truly  wonderful  rapidity.  , All  through  the  realm  of 
industry,  whether  in  or  out  of  the  music  industries,  the  process  of 
liquidation  and  readjustment  is  in  full  swing  and  is  continuing  at  a 
staggeringlv  rapid  rate.  And  why  should  it  not?  This  is  no  time 
for  sluggish  methods.  What  we  want  to  do  is  to  liquidate,  to  get 
out  of  the  mess  as  quickly  as  we  can,  so  as  to  reach  bottom  and  start 
upward  again.  And,  fortunately,  all  signs  seem  to  show  that  we  are 
doing  this  very  thing.  In  fact,  signs  are  not  wanting  that  in  some 
lines  and  in  connection  with  some  important  corporations  the  bottom 
point  has  been  reached  and  the  upturn  has  begun.  Stock  market 
values  in  certain  critical  industrials  are  recovering  and  dividends  are 
being  passed  much  less  frequently  than  seemed  likely  a  month  ago. 
The  Spring  is  still  three  months  away  and  prophecy  is  proverbially 
dangerous.  Yet  a  prophecy  we  are  willing  to  make.  It  is  that  before 
the  violets  are  showing  through  the  new  grass  of  Spring  there  will 
have  begun,  and  be  well  under  way,  such  a  restoration  of  industrial 
activity  as  will  surprise  even  the  most  enthusiastic  of  us.  Mean- 
while let  us  hasten  the  process  of  readjustment,  each  of  us  by  every 
means  in  his  power.  Let  wholesalers  and  retailers  together  realize 
that  what  is  needed  is  not  necessarily  specific  reductions  of  figures 
by  specific  percentages  as  adjustment  on  a  fair  basis  of  existing 
figures  to  current  levels  of  supplies  and  labor.  We  want  readjust- 
ment— not  reduction,  deflation — not  loss.  And  we  can  have  them. 


Not 

"Optimism," 
but  Reason 


The  Western  Division  of  The  Talking  Machine  World,  looking  at  the 
facts  presented  to  their  observation  from  all  sections  of  the  industry 
as  it  centers  here,  has  come  to  the  very  definite  con- 
clusion that  the  only  proper  attitude  for  us  all  is  an 
attitude  of  very  reasonable  confidence.  We  do  not 
like  the  word  "optimism,"  for  that  word  is  really 
neither  felicitous  nor  accurate.  It  comes  to  mean  a  belief  in  some 
conclusion  a  little  better  than  is  warranted  by  the  facts  of  any  case. 
One  has  come,  unfortunately  for  the  significance  of  the  term,  to  think 
of  an  optimist  as  a  person  who  invariably  and  futilely  cries  out  that 
everything  is  lovely  when,  in  truth,  everything  is  just  the  other  way 
around.  Of  course,  optimism,  like  pessimism,  represents  a  purely 
mental  quality.  "The  world,"  "society,"  "industry,"  "business,"  are 
not  abstractions  existing  in  a  sort  of  way  all  by  themselves.  They  are 
different  names  given  at  different  times  to  the  whole  assemblage  of 
living  men  and  women  looked  at  from  different  standpoints,  or  func- 
tioning in  different  ways.  What  all  the  men  and  women  in  the  world 
think  is  what,  in  actual  fact,  is  thought  by  the  "business  world,"  by 
"society,"  or  by  what  we  often  and  very  inaccurately  call  "the  world." 
We  are  the  world  ourselves,  and  as  we  think  in  our  hearts  so  is  the 
world.  Therefore,  when  conditions  are  bad  it  is  because  the  world — 
that  is,  you  and  I  and  the  rest  of  us — is  feeling  blue,  or  is  reaping, 
in  its  own  guilty  conscience,  the  harvest  of  its  sowing  of  tares  in  the 
shape  of  extravagance,  recklessness  and  dishonesty.  We  reap  what 
we  sow.  Wherefore  neither  optimism  nor  pessimism,  in  the  ordinary 
sense  of  those  words,  should  have  any  meaning  for  the  man  who 
thinks  straight.  For  such  a  man  will  clearly  see  that  the  one  great 
need  is  to  keep  one's  head  and  to  think  out  one's  problems  without 
allowing  oneself  to  be  led  out  of  the  straight  path  by  the  malignant 
hypnotism  of  the  crowd.  Crowds  are  always  foolish,  and  crowd 
action  is  always  foolish  action.  The  man  who  thinks  wins.  And  that 
man,  wherever  you  find  him,  will  tell  you  that  there  is  every  reason 
for  rational  confidence  on  the  part  of  every  man  who  has  not  made 
an  absolute  mess  of  his  business  affairs  during  the  past  year. 


IO-WE 


We  make  no  bones  about  stating  our  belief  that  the  coming  year  will 
be  a  year  of  strenuous  success  for  those  who  fight.  Our  Chicago 
Tribune,  which,  though  it  is  unhappily  mistaken  in 
supposing  itself  to  be  the  world's  greatest  news- 
paper, is  nevertheless  a  journal  which  enjoys  much 
influence,  is  telling  each  day  that  1921  is  to  be  a  big 
year  for  fighters.  Well,  we  in  this  newspaper  office  like  fighters 
and  don't  mind  saying  so.  We  don't  think  that  the  fighting  needs 
to  be  so  terribly  strenuous.    We  look  for  no  scenes  of  carnage ; 


T 


Marguerite 
Sets  an 
Example 


we  anticipate  neither  shrieks  of  the  wounded  in  the  distance  nor 
cries  off  stage,  but  we  do  think  that  what  would  have  been  con- 
sidered six  years  ago  to  be  the  natural  job — going  out  and  digging  up 
the  business — will  have  to  become  natural  once  more.  The  human 
animal  is  a  lazy  beast.  Whether  he  admits  it  or  not  the  fact  remains 
that  he  just  naturally  hates  work  and  takes  to  periods  of  rest  like  a 
bear  to  its  Winter  quarters.  Now  we  are  just  at  the  end  of  one  of 
these  lovely  periods  of  hibernal  dreaming  and  resting.  The  sun  of 
good,  hard  work  is  shining  and  we  have  to  come  out  of  our  caves 
and  start  hustling.  That  is  all  that  hurts  us.  Some  of  our  elegant 
salesmen  ought  to  take  example  from  the  writer's  lady  friend  Mar- 
guerite. Marguerite  is  a  turtle,  of  the  soft-shell,  snapping  variety, 
which  has  imparted  a  touch  of  romance  to  the  writer's  happy  home 
for  several  years.  Normally,  each  year  Marguerite  sleeps  from  about 
December  15  to  April  1.  This  year,  however,  she  is  still  awake  at 
this  writing  and  refuses  to  hibernate.  Neither  nice  warm  sand  nor 
any  other  temptation  is  strong  enough  to  persuade  her  to  lay  herself 
down  for  the  customary  period  of  repose  for  the  brief  twenty-four 
hundred  hours  or  so,  during  which  she  has  been  accustomed  to  for- 
get the  cares  of  life.  Marguerite,  in  a  word,  declines  to  hibernate. 
Marguerite  sets  a  good  example. 


Whilst  we  are  talking  about  it,  let  us  remind  ourselves  that  the  sellers' 
market  has  completely  and  irrevocably  passed,  but  that  it  is  not  nec- 
essary to  assume,  in  consequence,  that  we  are  in  the 
least  worse  off  for  that.  One  of  the  facts  usually 
overlooked  during  any  readjustment  period  is  that 
we  habitually  become  inefficient  in  proportion  as 


On 

Taking 
Off  Weight 


business  comes  more  easily  to  us.  The  fact  is  that  the  stress  of  com- 
petition in  the  industries  where  sharp  competition  normally  rages,  or 
that  of  service  in  the  industries  or  occupations  where  quality  is  the 
most  important  item  (as,  of  course,  it  ought  to  be  in  all)  furnishes 
the  necessary  and  in  fact  indispensable  spur,  without  which  the  pace 
of  self -improvement  and  of  administrative  and  productive  efficiency 
must  constantly  lag.  In  a  condition  of  society  where  the  demand  is 
for  better  quality  and  where  the  buyer  can  pick  and  choose,  there  is 
the  constant  spur  to  greater  and  greater  efforts  on  the  part  of  all 
producers  and  distributors  towards  efficient  methods.  When,  how- 
ever, business  is  very  prosperous,  when  the  buyers  are  more  numerous 
than  the  goods  to  be  bought,  when  the  demand  is  on  the  part  of  the 
buyer  for  some  thing,  rather  than  on  the  part  of  the  seller  for  some 
buyer,  then  efficiency  declines,  invariably  and  inevitably.  If  there 
were  not  these  periodical  downturns,  with  their  readjustments  of 
method,  of  thought  and  of  action,  efficiency  would  disappear  from  the 
face  of  the  earth  and  men  would  find  themselves  dying,  industrially 
and  socially,  through  a  process  of  dry  rot.  We  need  these  reminders, 
and  their  invariable  effect  is  to  tighten  up  the  braces  of  the  industrial 
and  commercial  machine,  to  force  efficient  methods  and,  in  short,  to 
prepare  us  for  another  period  of  easy  times. 


Nor  should  we  forget  that  this,  as  some  say,  trying,  period  has  taught 
us  one  plain  and  simple  truth.  It  has  taught  us  that  the  talking 
machine  has  found  its  place  permanently  in  the 
affections  of  the  people.  No  one  can  doubt  this  who 
has  seen  how  the  talking  machine  industry,  young, 
to  a  large  extent  untried,  and  to  a  still  larger  extent 
over-enthusiastic,  has  come  through  the  present  test.  The  talking 
machine,  in  a  word,  has  proved  itself,  and  has  shown  that  it  is  to  be 


We  Are 
Finding 
Ourselves 


January  15,  1921 


THE   TALKING    MACHINE  WORLD 


129 


EW 


reckoned  with  in  future  as  one  of  the  completely  necessary  elements 
in  the  musical  culture  of  the  nation,  as  of  the  world  in  general.  But 
we  should  remember  at  the  same  time  that  there  are  talking  machines 
and  talking  machines.  The  public  taste,  in  coming  around  to  the 
belief  that  the  talking  machine  is  a  desirable  article  of  possession  for 
purposes  of  entertainment,  amusement  and  culture,  is  also  coming 
around  to  the  belief  that  there  is  a  difference  between  one  talking 
machine  and  another.  In  consequence,  public  taste  will  soon  begin  to 
fix  upon  the  machines  which  experience  demonstrates  are  the  least 
troublesome  and  the  most  satisfactory.  Reputations  spread  fast,  and 
they  depend  finally  upon  character.  The  day  for  quality  and  service 
has  come,  and  the  manufacturer  of  machines  or  accessories  who  is  not 
convinced  on  this  point  will  be  well  advised  to  convince  himself  as 
rapidly  as  possible:  for  otherwise  he  is  likely  to  find  himself  unpleas- 
antly surprised  one  of  these  days.  The  great  need  of  the  moment  is 
high  quality  combined  with  service.  If  dealers  now  shy  at  a  new 
machine  or  even  at  one  not  so  new,  be  assured  that  the  principal  reason 
for  their  feeling  is  a  doubt  as  to  the  permanence  and  reliability  of  the 
article.  This  doubt,  whether  the  article  will  stand  up  or  whether 
service  on  repairs,  etc.,  can  be  had,  is  a  doubt  which  is  present  as 
often  in  the  mind  of  the  ultimate  consumer  as  of  the  retail  merchant. 
Which  is  another  way  of, saying  that  quality  is  more  important  this 
year  than  it  ever  was  before. 


We  ran  across  a  new  one  the  other  day.  A  certain  firm,  which  shall 
be  nameless,  is  going  out  after  business  in  a  really  exciting  sort  of 
way,  and  among  other  stunts  is  working  the  resi- 
dential districts  by  means  of  outside  salesmen  (vul- 
garly called  door-bell  ringers)  very  carefully:  in 
fact  is  combing  with  a  fine-tooth  comb.    One  of 


More  Ways 

Than 

One! 


the  door-bell  boys  reported,  when  he  came  in  at  the  end  of  a  recent 
strenuous  day,  that  he  had  run  across  one  apartment  house  containing 
eleven  families,  on  all  of  which  he  duly  called.  Five  of  the  eleven 
had  talking  machines.  Of  the  remaining  six,  one  would  not  have  a 
talking  machine  on  any  consideration.  Five,  on  the  contrary,  were 
quite  willing  to  envisage  a  talk-machine  in  the  living  room,  but  had 
been  holding  off  for  various  reasons.  When  our  bright  young  friend 
got  into  full  working  order  he  brought  all  five  down  to  the  point 
where  they  wanted  to  talk  prices  and  terms :  and  why  do  you  suppose 
they  had  been  holding  off?  Well,  because  they  were  bitten  by  the 
prevailing  belief  that  prices  in  all  lines  must  come  down  and  so  were 
simply  waiting  until  there  were  more  evident  signs  of  the  process 
coming  into  tangible  existence  before  going  downtown.  When,  how- 
ever, a  salesman  appeared  from  downtown  out  in  their  neck  of  the 
woods  and  began  to  work  hard  for  business,  these  families,  separately 
and  independently,  but  as  it  happened  identically,  concluded  that  there 
must  be  real  bargains  at  any  store  whose  management  was  working 
so  hard  to  get  business.  Which,  of  course,  is  simply  another  way  of 
saying  that  there  are  more  ways  of  killing  a  cat  than  by  drowning  it 
in  cream.   Comprenny  ? 


The 

Elusive 

"Gyp" 


Which  reminds  us  that  we  have  been  hearing  from  many  sources 
all  sorts  of  queer  stories  concerning  devious  methods  of  selling 
talking  machines,  now  being  practiced,  apparently 
with  success,  by  various  persons  who  have  no  real 
stake  in  the  trade.  One  thing  leads  to  another. 
Commercial  salaries  have  not  been  rising  like  the 
wages  of  mechanics,  and  many  queer  shifts  are  made  to  boost  up 
family  incomes  by  such  men.  Only  the  other  day  we  were  surprised 
to  learn  of  a  veteran  clerk  who  has  been  selling  from  his  home 
talking  machines  of  fair  quality  at  a  moderate  price,  in  small 
quantities  and  on  a  basis  not  far  from  cash.  This  man,  of  course, 
and  others  like  him  deserve  our  sympathy.  But  the  fact  remains 
that  they  are  securing  business  which  the  regular  trade  ought  to 
have  and  to  which  it  a'one  is  entitled.  On  the  other  hand,  of 
course,  all  this  sort  of  fantastic  business  proves  two  things  very 
clearly.   It  proves,  for  one  thing,  that  business  is  to  be  had  by  those 


who  will  go  after  it.  And  it  also  proves  that  if  the  methods  to 
which  we  have  accustomed  ourselves  are  not  producing  results, 
other  methods  must  be  devised.  If  it  be  true,  as  the  evidence  just 
now  adduced  seems  to  show,  that  canvassers  who  go  from  door  to 
door  with  nothing  but  a  catalog  and  a  line  of  conversation  can  sell 
talking  machines  on  a  healthy  basis,  then  it  is  also  true  that  the 
talking  machine  is  a  desired  article  and  that  the  people  have  the 
wherewithal  to  buy  it.  The  only  remedy,  in  the  face  of  facts  like 
these,  is  for  the  legitimate  dealers  to  go  and  do  likewise.  In  a 
word,  the  legitimate  trade  must  be  willing  to  go  out  and  look  for 
the  business  which  is  being  obtained  by  persons  who,  having  no 
trade  tradition  to  hold  them  back,  are  using  whatever  means  appeal 
to  them  as  being  most  likely  to  secure  immediate  results.  House- 
to-house  canvassing,  classified  want  advertising  in  the  daily  papers 
and  sometimes — one  is  inclined  to  think — a  slight  looseness  in 
statement  concerning  the  reason  for  selling'  from  the  home  are 
doing  the  work  of  selling  successfully.  Is  there  not  a  hint  here 
for  the  rest  of  us? 


Dropping  Our 
Hammer,  We 
Seize  the — ! 


Our  revered  contemporary,  The  Music  Trade  Review,  which,  in  case 
our  readers  do  not  know  it,  we  now  state  to  be  a  weekly  devoted  to 
the  piano  trade  (as  Artemus  Ward  used  to  say: 
"N.  B.  This  is  wrote  sarcastick")  has  been  en- 
joying itself  lately  with  grave  discussions  concern- 
ing what  we  personally  feel  compelled  to  call  the 
nuisance  of  overjazzed  music.  Here  is  a  point  where  the  record 
men  have  it  all  over  their  colleagues  of  the  music-roll.  One  can 
never  sufficiently  admire  the  talent,  the  ability  and  the  courage  which 
led  the  pioneers,  particularly,  let  us  say  straightforwardly,  the  Victor 
Talking  Machine  Co.,  to  stand  up  for  the  best  in  music  year  after 
year.  It  would  be  simply  impossible  to  overestimate  the  value  of 
that  contribution  to  the  development  of  American  civilization.  This 
is  not  yet  a  wholly  civilized  people.  Good  music  is  yet  to  be  de- 
veloped in  a  national  sense ;  and  here  the  talking  machine  industry 
may  rightly  be  congratulated.  For  the  talking  machine  has  intro- 
duced to  more  people  in  the  United  States  and  elsewhere  the  message 
of  good  music  than  has  any  other  single  agency.  Now  music  ap- 
preciation is  solely  and  simply  a  matter  of  familiarity.  One  gets 
to  understand  and  appreciate  by  getting  to  know,  by  personal  contact, 
by  the  close  touch  of  hand  to  hand.  So  with  music.  The  talking 
machine  has  taught  thousands,  nay,  tens  of  thousands,  something 
about  the  meaning  of  music  which  all  the  jazz-ieties  in  the  world  can 
neither  take  away  from  them  nor  make  them  regret.  We  have 
that  much  to  be  thankful  for  at  any  rate. 


An  Idea 

Worth 

Considering 


One  imagines  that  any  manufacturer  in  this  or  any  other  industry 
would  give  a  rather  cold  reception  to  the  enthusiast  who  should 
enter  the  sanctum  with  a  "perpetual  motion"  ma- 
chine. In  fact,  the  world  does  not  regard  the  notion 
O'f  perpetual  motion  with  any  particular  sympathy. 
But  one  is  led  to  the  belief  that  the  talking  ma- 
chine trade  is  about  as  near  to  that  ideal  as  it  could  well  be.  Let 
us  elucidate.  We  have  now  repeating  devices  which  start  the  record 
going  again  as  soon  as  it  has  been  played  through.  That  is  a 
good  start  towards  perpetual  motion.  Then,  lest  the  spring  of  the 
motor  run  down,  we  have  machines  for  keeping  it  wound  up.  And 
so  the  music  needs  not  come  to  an  end  through  lack  of  co-operation 
from  the  motor.  Or,  for  that  matter  we  have  electric  motors  which 
will  keep  on  running  so  long  as  the  customer  pays  the  bill  for  the 
current.  And,  lastly,  there  are  permanent  or  semi-permanent  needles 
which  do  not  need  to  be  changed  till  any  number  of  records  up  to 
fifty  have  been  played.  If  a  keen-minded  merchant  were  looking 
for  a  really  exciting  bit  of  publicity,  via  the  window  display  for 
instance,  he  could  scarcely  do  better  than  give  a  "perpetual  motion" 
exhibition.  It  surely  would  draw  the  crowds.  Here  is  an  idea 
absolutely  free,  gratis  and  for  nothing.  Who  will  be  the  first  retailer 
to  carry  it  out? 


130 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


Have  You  Heard  the  New 
MANDEL  Records? 

There  is  a  treat  in  store  for  you.  The  MANDEL  Record  is  the  newest  lateral  cut  record 
out.  We  consider  the  MANDEL  Record  the  last  word  in  quality.  The  quality  of  the  music 
as  well  as  the  record  itself  is  second  to  none. 

MANDEL  Records  are  recorded  for  this  Company.  The  masters  from  which  MANDEL 
Records  are  pressed  are  our  own  property.  We  have  engaged  the  very  best  talent  obtainable  for 
the  recording  of  our  records.    The  names  of  the  artists  are  well  known  in  the  amusement  field. 

The  first  release  consists  of  sixteen  records- — thirty-two  selections — including  the  very  latest 
dance  music  and  instrumental  music  as  well  as  standard  vocal  and  instrumental  and  operatic 
selections.    This  first  list  has  been  selected  with  great  care,  having  in  mind  their  commercial  value. 

Our  plan  is  to  release  ten  numbers  monthly.  All  new  records  released  will  be  selected 
with  a  view  to  their  salability,  for  it  is  our  intention  to  build  up  a  catalog  only  of  good  selling 
numbers. 

Attached  is  an  order  blank  for  the  entire  assortment  of  sixteen  records.  We  would  suggest 
that  you  sign  and  mail  this  order  blank  to  us  at  once. 


Popular  Dance  Records 


4001  f  AVALON— Fox-trot, 


10  in.1  Raderman's  Novelty  Dance  Orchestra 
$1.00 -DARLING— Fox-trot  Ben  Selvin's  Dance  Orchestra 

4002fTHE  JAPANESE  SANDMAN— Fox-trot, 

I  Raderman's  Orchestra 

$1.10o]  FEATHER  YOUR  NEST— Fox-trot, 

[  Selvin's  Syncopating  Melodists 

4003  f  WHISPERING — Fox-trot  Raderman's  Orchestra 

10  in. 

$1.00  [GRIEVING  FOR  YOU— Fox-trot  Selvin's  Orchestra 

4009  [THE  LOVE  NEST  (From  the  musical  comedy,  "Mary") 
10  in.-]  Green  Bros.'  Novelty  Orchestra 

$1.00  1  ALABAMA  MOON— Fox-trot  ......  .Green's  Orchestra 


Hawaiian  Selections 

4004  f  ALOHA  OE — Hawaiian  Guitars.  .  .  Ferera  and  Franchini 
10  in.  i  HONOLULU  MARCH— One-step 

$1.00  Hawaiian  Guitars — Ferera  and  Franchini 


Standard  Selections 
INSTRUMENTAL 

4013  f  WASHINGTON  POST  MARCH.  Mandel  Military  Band 
10  in.'  NATIONAL  EMBLEM  MARCH, 

$1.00  L  Mandel  Military  Band 

4014j  AMERICAN  PATROL— March. . Mandel  Military  Band 
$°i.0ulSUNNY  SOUTH— March  Mandel  Military  Band 


4015 
10  in.<| 
$1.00 


POET  AND  PEASANT  OVERTURE— Part  1 

Mandel  Concert  Band 

POET  AND  PEASANT  OVERTURE— Part  2 

Mandel  Concert  Band 


Popular  Vocal  Records 

4005  BROADWAY  BLUES— Contralto  Solo, 
10  in. J  Aileen  Stanley,  with  Orchestra 

$1.00 1  DON'T  TAKE  AWAY  THOSE  BLUES— Baritone  Solo 
I  Ernest  Hare — Orchestra  Accomp. 


4006 
10  in.<! 
$1.00 


4007 
10  in. 
$1.00 


4008 
10  in. 
$1.00 


TIRED  OF  ME— BALLAD— Tenor  Solo 

Chas.  Hart  and  Orchestra 

DOWN  THE  TRAIL  TO  HOME,  SWEET  HOME— 
— Duet — Tenor  and  Baritone. Elliot  Shaw  and  Chas.  Hart 

f  WHEN  I  LOOKED  IN  YOUR  WONDERFUL  EYES 


— Tenor  Solo   Chas.  Hart,  with  Orch.  Accomp. 

I'D  LOVE  TO  FALL  ASLEEP  AND  WAKE  UP  IN 
MY  MAMMY'S  ARMS— Soprano,  with  Orchestra 

Helen  Bell  Rush 

MY  LITTLE  BIMBO  DOWN  ON  THE  BAMBOO 

ISLE — Baritone,  with  Orchestra- ••  •  Ernest  Hare 

PALESTEENA — Comedy  Selection,  Orchestra  Accomp. 

Fred  Whitehouse 


Standard  Vocal  Numbers 

4010  rA  DREAM— Tenor  Solo  with  Orchestra.  . .  James  Price 
10  inJ  ABSENT — Tenor  Solo,  Orchestra  Accompaniment 
$1.00  I  James  Price 

4011  fGOOD  BYE  (Tosti)— Soprano  with  Orchestra. Ida  Wells 
lOinJSING  ME  TO  SLEEP— Soprano  Solo,  Orchestra  Ac- 
$1.00 1    comp.  Ida  Wells 

4m?TMIMI — (From  the  opera  La  Boheme) 
10  in  '  Sung  by  Mme.  Fonariova 

$1001  VISI  D'ARTE— (From  the  opera  Tosca) 

L  Sung  by  Mme.  Fonariova 


Violin  Selections 


4016  [  SOUVENIR   Played  by  Vera  Barstow 

$1.0ulBERCE'USE  Played  by  Vera  Barstow 


CUT  THIS  ORDER  BLANK— MAIL  IJ  TO-DAY— FIRST_  RELEASE  MAI^DEI^ RECORDS 

MANDEL  MANUFACTURING  CO. 

1455  W.  Congress  Street,  Chicago,  111. 

Ship  as  soon  as  possible   by  □  Expres^0^  your  assortment  of  1 6 
first  release  Mandel  Records,  at  your  regular  trade  discount. 


Signed 


January  15,  1921 


THE   TALKING   MACHINE  WORLD 


131 


EDWARD  VAN  HARLINGEN 


^fclUBI*^?  REPUBLIC  BLDG.,  209  SOUTH  STATE  ST    TELEPHONE  WABASH 57ftj 


WILLIAM  BRAID  WHITE 


EUGENE  F.  CAREY 


ARTHUR  E.  NEALY 


A.  SNYDER 


Chicago,  III.,  January  5. — The  holiday  season 
just  passed  has  surprised  everyone  in  point  of 
sales.  In  the  city  of  Chicago,  at  least,  talking 
machines  were  pushed,  through  advertising  cam- 
paigns, house-to-house  canvass  and  in  every 
other  way  imaginable.  Judging  by  the  news- 
paper advertisements  just  before  Christmas  one 
might  imagine  the  public  was  on  a  talking  ma- 
chine purchasing  spree.  There  were  special 
offers  galore,  special  terms,  and  even  reduced 
prices.  Full-page  advertisements  carried  the 
news  to  the  public  in  startling  headlines.  All 
of  the  various  makes,  even  the  best  known,  were 
offered  with  exceedingly  small  down  payments; 
most,  in  fact,  being  delivered  after  the  purchase 
of  a  few  records  on  the  so-much-per-week  plan. 

So  much  for  the  holiday  advertisements.  The 
result  was  a  very  large  sale  of  instruments 
throughout  the  city,  which  has  had  the  good 
effect  of  clearing  things  up  somewhat.  It  can 
probably  be  said  that  the  holiday  sales  of  talk- 
ing machines  in  Chicago  were  far  better  than 
the  average  of  the  rest  of  the  country.  As  a 
matter  of  fact,  manufacturers  of  pianos  and 
other  musical  instruments  complain  that  talking 
machines  were  pushed  to  the  exclusion  of  piano 
sales. 

Intensive  selling  seems  to  be  the  order  for  the 
coming  year.  House-to-house  canvassing  on  the 
part  of  the  dealer  and  better  dealer  service  on 
the  part  of  the  manufacturer  will  have  a  more 
important  place  in  the  new  order  of  things.  It 
is  the  belief  of  those  best  qualified  to  gauge 
business  conditions  and  make  predictions  that 
the  honest  value  will  find  a  market  in  1921. 
Whether  the  instrument  be  of  the  popular-price 
type,  or  of  the  expensive  period  console  design, 
if  the  price  is  right  and  the  integrity  of  the 
goods  themselves  assured,  the  aggressive  dealer 
will  be  able  to  show  a  satisfactory  balance  a 
year  hence.  Probably  a  number  of  concerns 
will  retire  from  business.  These  retirements 
may  be  caused  by  financial  difficulties  or  from 
lack  of  merit  in  the  product  itself.  In  either 
case  the  result  will  be  to  strengthen  the  lines 
that  remain. 

Retail  stocks  are  undoubtedly  very  much 
lower  than  before  the  holidays.  Conservatism 
has  been  the  watchword  of  the  dealer  during 
the  past  six  months.    He  has  been  content  to 


run  along  on  very  much  lower  stocks  than 
before.  Visiting  dealers  have  been  few  for  some 
time  past,  wherefore  many  can  be  expected 
after  the  first  of  the  year.  There  is  an  unprece- 
dented list  of  furniture  dealers  scheduled  for 
the  market  opening  both  here  and  in  Grand 
Rapids,  which  is  an  excellent  sign. 

The  wholesale  business  is  destined  to  enjoy  a 
steady  increase  commencing  with  the  first  of 
the  year.  Of  course,  this  does  not  mean  much 
because  it  has  been  practically  at  a  standstill 
for  a  month  or  so.  Predictions  for  the  opening 
of  a  better  retail  trade  vary  from  February  1 
to  April. 

Handsome  Sonora  Display 

At  669  N.  Michigan  avenue,  where  the  autos 
of  "Gold-Coasters"  pursue  their  lordly  way  to 
and  from  Sheridan  road,  C.  J.  Van  Houten  & 
Zoon  have  installed  one  of  the  most  handsome 
and  artistic  small  window  displays  in  the  coun- 
try. The  window  has  been  prepared  solely  as 
an  advertising  project  to  benefit  Sonora  dealers 
in  Chicago  and  is  in  the  front  of  a  building  used 
for  a  dancing  academy.  No  machines  are  being 
sold  from  this  place,  although  the  proprietors 
of  the  dancing  academy  undertake  to  refer  in- 
quiring purchasers  to  C.  J.  Van  Houten  &  Zoon. 

The  window  display  cost  the  above  Sonora 
jobbers  fifteen  hundred  dollars  and  is  equipped 
as  follows:  On  display  are  the  Sonora  Gothic 
De  Luxe  Normandy  model  in  antique  walnut, 
the  retail  price  of  which  is  $1,500;  a  Louis  XV 
De  Luxe  Du  Barry  at  $1,250,  and  a  Jacobean 
Robespierre  in  antique  walnut  at  $1,300.  The 
woodwork  is   done   in   old  ivory  enamel,  the 
draperies   in    English    mohair   casement  .cloth 
with  a  pleated  valance  two  feet  deep  across  the 
entire  top  of  the  window.    Blue  and  tan  half- 
tassels    hang   from   the   valance.     An  antique 
Chinese  chair  and  marbleized  console  table,  two 
carved  wood  candlesticks  and  a  Glendale  carpet 
complete    the    interior.     On    the    outside  an 
illuminated  sign  flashes  the  Sonora  trade-mark 
night  and  day  to  the  passing  automobiles. 
Is  Business  Bad? 
Not  according  to  gentlemen  of  the  type  of 
Wm.   R.   Gross,  of  Mattoon,   111.     Mr.  Gross 
works  for  the  M.  J.  Ritter  Drug  Store  of  this 
city.    He  is  a  decided  talking  machine  enthusiast 
and,  bad  times  or  good,  believes  these  instru- 


ments can  be  sold  if  the  proper  effort  is  put 
forth.  A  short  time  ago  he  asked  his  manager 
to  be  freed  from  the  duties  in  the  store  in  order 
to  go  out  and  canvass  the  neighborhood  for 
talking  machine  prospects.  The  photograph 
shows  fifteen  hundred  dollars'  worth  of  Vic- 
trolas  disposed  of  in  one  day  by  Mr.  Gross. 
The  phonographs  were  lined  up  outside  the 


One  Day's  Sales  of  Victrolas 

store  as  shown,  for  the  purpose  of  advertising, 
and  as  a  result  this  young  gentleman  obtained 
fifteen  more  prospects. 

When  it  is  remembered  that  the  feat  was 
accomplished  during  a  period  when  talking 
machines  were  not  selling  with  remarkable 
rapidity,  we  are  inclined  to  give  Mr.  Gross  all 
the  more  credit. 

Makes  Will  on  Record 

Earl  H.  Reynolds,  Chicagoan,  has  set  a  fashion 
in  recording  of  wills.  We  use  the  word  record- 
ing literally.  After  dictating  his  wishes  into 
the  instrument,  two  attorneys  followed  by  dic- 
tating their  names  as  the  spoken  signatures  of 
witnesses.  James  E.  Callahan,  one  of  the  at- 
torneys, says  "the  voice  is  mightier  than  the 
pen."  The  judge  before  whom  a  phonographic 
will  is  offered  for  probate  can  tell  whether  the 
testator  was  strong  or  weak  from  the  tone  of 
his  voice  as  reproduced  by  the  sound.  He  can 
also  judge  whether  the  testator  was  of  ' sound 
and  reasoning  mind  from  the  fluency  or  lack 
of  fluency  evidenced  by  the  record. 

A  Children's  Hour 

The  Celeste  Music  Co.,  of  Pekin,  111.,  has 
worked  out  an  original  and  effective  plan  for 
interesting  the  children  of  its  clientele.  On 
Friday  and  Saturday  mornings  of  each  week 
throughout  the  Summer  months  the  children  of 
this  town  are  entertained  at  the  above  store.  A 
{Continued  on  page  133) 


^Vhen  in  the  market  for  Fibre  Needle  Cutters 
Always  get  our  prices 
Do  not  be  put  off  with  any  other  cutter 
Efficiency  is  our  first  object 

&  we  want  your  valued  orders 

Will  we  hear  from  you  soon? 

Allow  us  to  quote  you  on  a  quantity 

Do  not  wait  until  the  other  fellow  outsells  you 

Enter  your  order  at  once.  (Today.) 


WADE   &  WADE 

3807  LAKE  PARK  AVE.  CHICAGO,  ILL. 


132 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


An  Example 

Of  the  Dealers'  Helps  prepared  by 
Lyon  &  Healy 


A  set  of  four  envelope  enclosures  of  the  highest 
class  in  design  and  text.  Insert  one  in  every  state- 
ment or  letter  you  mail  to  a  customer.  They  are 
drawn  by  a  high-priced  artist,  printed  in  colors, 
and  carry  effective  sales  talks.  There  is  a  space 
for  imprinting  your  name  and  address. 

Lyon  &  Healy  Dealers'  Helps  Increase  Your  Sales 

All  of  the  Lyon  &  Healy  services  are  well  tested  and  tried.   We  use  them 
for  our  own  retail  trade — one  of  the  largest  in  the  country. 

They  are  sold  exclusively  to  the  MOST  PROGRESSIVE  VICTOR 
DEALER  in  each  city.  If  you  are  that  man,  write  for  a  complete  list  of 
our  services,  full  information  and  samples. 

LYON  &  HEALY 

Victrola  Distributors 

CHICAGO 


January  IS,  1921 


THE    TALKING    MACHINE  WORLD 


133 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  131) 


story  hour  with  educational  records,  both  mu- 
sical and  spoken,  is  the  attraction.  Mrs.  Julia 
A.  Cattron,  a  member  of  the  firm,  and  a  person 
who  has  had  several  years'  experience  in  both 
State  and  local  musical  club  work,  arranges  the 
programs.  These  are  made  as  educational  as 
possible  without  sacrificing  the  interest  of  the 
audiences.  The  benefit  to  the  firm  of  these 
pleasant  hours  given  the  children  accrues  in  the 
latter's  support  of  the  Celeste  Music  Co. 
Foils  Bandit 
C.  H.  Smith,  of  the  Smith  Piano  Co.,  on 
Wabash  avenue,  recently  had  an  exciting  ex- 
perience with  an  automobile  thief  who  attempted 
to  steal  his  auto  as  it  was  standing  in  front 
of  the  store.  Mr.  Smith  observed  the  bandit 
just  as  he  was  starting  up  and  gave  chase.  The 
man  was  caught  before  he  had  even  got  as  far 
as  Jackson  Boulevard,  and  turned  over  to  the 
police. 

Fire  on  "Row" 

At  6:30  o'clock  Monday  morning,  December 
27,  the  Chicago  fire  department  was  called  out 
to  extinguish  a  fire  in  the  basement  of  the  Adam 
Schaaf  establishment  on  Piano  Row.  The  blaze 
was  of  little  consequence  and  was  immediately 
brought  under  control.  An  overheated  furnace 
caused  by  a  sudden  change  in  the  weather  was 
responsible.  The  merchant  from  whom  we  ob- 
tained this  information  solemnly  asserts  that  he 
was  on  the  job  looking  for  customers  at  this 
early  hour  of  the  morning,  and  so  personally 
viewed  the  events. 

Fights  Excise  Tax 

The  Chicago  Piano  Club,  which  numbers 
among  its  membership  many  talking  machine 
men,  has  instituted  propaganda  to  combat  the 
proposed  excise  tax  legislation  under  contemplation 
in  Washington.  At  a  recent  regular  weekly  meet- 
ing Otto  Schulz,  president  of  the  National  Piano 
Manufacturers'  Association,  and  manufacturer 
of  Magnola  talking  machines,  spoke  regarding 
the  proposed  legislation,  which,  if  it  goes  into 


effect,  will  put  an  excise  tax  of  ten  instead  of 
five  per  cent  on  musical  instruments.  He  urged 
whole-hearted  effort  on  the  part  of  the  trade 
in  opposition  to  this  increase  in  tax,  pointing 
out  its  unfair  and  demoralizing  effect  upon  the 
industry.  After  considerable  discussion  it  was 
moved  and  carried  that  a  special  committee  be 
appointed  to  collect  such  data  as  the  members 
of  the  club  might  find  valuable  in  sending  to 
their  representatives  at  Washington. 

With  Play-All  Phonograph  Co. 

W.  G.  Laing  has  been  appointed  as  sales  man- 
ager of  the  Play-All  Phonograph  Co.,  located 
at  328  River  street,  this  city.  Mr.  Laing  has  had 
previous  connection  with  the  talking  machine 
industry,  but  during  the  past  two  years  has  been 
active  in  the  automobile  field.  Joseph  R.  Bean, 
formerly  with  the  Consolidated  Talking  Machine 
Co.,  of  this  city,  has  also  rejoined  the  Play-All 
organization. 

Granby  Executive  Here 

H.  H.  Shoemaker,  sales  manager  of  the 
Granby  Phonograph  Corp.,  paid  a  short  visit  to 
Chicago  during  the  latter  part  of  December  for 
the  purpose  of  conferring  with  his  Chicago  repre- 
sentative, R.  J.  Waters.  Mr.  Shoemaker  was 
decidedly  optimistic  in  his  1921  expectations,  but 
does  not  anticipate  a  big  opening  up  of  retail 
business  for  a  couple  of  months  yet.  "I  am  con- 
vinced that  the  phonograph  of  quality,  repre- 
senting dollar  for  dollar  value,  is  destined  to  sell 
in  ever-increasing  volume,"  he  said.  "We  are 
going  ahead  on  the  assumption  that  1921  will 
show  a  good  business.  We  were  receiving  or- 
ders, particularly  from  the  South,  right  up 
until  the  end  of  the  year." 

Music  Teachers  Meet  Here 

The  trade  will  note  with  interest  that  the 
Music  Teachers'  National  Association  held  its 
42nd  Annual  Convention  in  Chicago  on  Decem- 
ber 30.  The  association  has  not  held  a  meeting 
in  this  city  since  1888.  It  was  a  three-day  affair, 
starting  on  Wednesday,  December  29  and  end- 


ing Friday,  the  31st.  The  Hotel  La  Salle  was 
the  center  of  activities,  and  the  program  in- 
cluded some  very  interesting  speakers  on  highly 
interesting  subjects.  Music,  of  course,  is  play- 
ing a  more  important  part  in  the  curriculum  of 
schools  every  year.  The  talking  machine,  par- 
ticularly, has  its  place  in  the  grammar  school, 
and  the  doings  of  the  educators  should  be  of 
interest  to  the  trade. 

Petitioned  in  Bankruptcy 

E.  Buell  has  been  appointed  receiver  in  bank- 
ruptcy for  the  Shell-O-Phone  Talking  Machine 
Co.  of  Chicago.  A  petition  in  bankruptcy  was 
filed  on  December  IS  by  the  Oakville  Co.  of 
Oakville,  Conn.;  Modern  Method  Platers  Co.  of 
Milwaukee,  Wis.,  and  the  Wisconsin  Die  Casting 
Co.,  also  of  Milwaukee.  The  liabilities  listed 
totaled  $6,132.56.  There  were  no  assets  given. 
Van  and  Schenck  Entertain 

Van  and  Schenck,  famous  entertainers  of  the 
"Ziegfield  Follies  of  1920,"  amused  members  of 
the  Chicago  Piano  Club  at  their  noonday 
luncheon  on  Monday,  January  3.  The  Columbia 
Co.'s  Chicago  staff,  together  with  Harry  L. 
Schoenwald,  are  the  gentlemen  responsible  for 
bringing  this  attraction  to  the  Piano  Club. 
Manufacture  Excelsior  Pads 

The  H.  W.  Selle  Co.,  of  this  city,  has  built 
up  quite  considerable  business  in  the  talking 
machine  field  in  connection  with  the  manufac- 
ture of  excelsior  pads  for  packing.  The  com- 
pany has  been  in  the  business  of  manufacturing 
these  pads  since  1907,  but  it  was  only  recently 
that  its  talking  machine  business  has  grown  to 
its  present  proportions.  After  spending  some 
years  and  a  large  sum  of  money  in  experiment- 
ing, the  H.  W.  Selle  Co.  has  perfected  a  machine 
which  rapidly  and  effectively  turns  out  this  ar- 
ticle so  much  needed  for  the  shipping  of  talking 
machines. 

Cheney  Christmas  Advertisements 

The  Cheney  Talking  Machine  Co.  carried  an 
(Continued  on  page  135) 


Your  Account  With  Us 


Lateral 
Cut 


Lateral 
Cut 


=  Records 

Will  Be  an  Insurance  Policy  Against 

EMPTY  RECORD  SHELVES  LOSS  OF  CUSTOMERS 

LOSS  OF  PROFITS 

Record  Dealers  Reach  the  Acme  of  Wisdom 

WHEN  THEY  STOCK  UP  WITH  POPULAR  HITS  ON 


No  Waiting  for  Delayed  Shipments  When  You  Order  From  Us 

MAGNOLA  TALKING  MACHINE  COMPANY 


711  Milwaukee  Avenue 


OTTO  SCHULZ,  President 


CHICAGO,  ILL. 


134 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


Phonograph  Motors 


MODEL  7-2  L 


MODEL  7-2  L 


Silent — Self-Lubricating — Enclosed 

No  Tuning  is  Necessary 


Think  of  what  this  means  to  you.  Think  of 
the  time  and  money  you  have  spent  in  past 
years,  are  spending  now,  tuning  and  adjust- 
ing noisy  motors.  Think  of  the  business 
and  money  you  have  lost  and  realize  that 
now  it  is  unnecessary  for  you  to  do  any 
tuning  if  these  ENCLOSED  MOTORS  are 
used. 

If  you  have  to  correct  a  motor  when  it 
reaches  you,  someone  will  have  to  correct 
it  after  it  leaves  you.  If  it  didn't  stand  ship- 
ping shock  once,  it  won't  stand  it  again. 

The  basis  of  all  motor  trouble  is  faulty  de- 
sign. Even  perfect  workmanship  will  not 
offset  it.  Our  Engineers  knew  by  experi- 
ence the  weaknesses  of  the  open  type  motor, 
and  overcame  them  in  the  design  of  this 
ENCLOSED  MOTOR. 

All  delicate  parts  are  housed  in  a  rigid  rec- 
tangular casting.  This  keeps  out  dust  and 
dirt,  and  makes  it  possible  to  use  a  capillary 
oiling  system  which  is  automatic.  The  en- 
closed casting  protects  the  mechanism  in 
handling,  besides  being  so  rigid  that  motors 
can  be  shipped  any  distance  without  getting 


out  of  adjustment.  It  insures  your  finished 
instruments  reaching  your  jobbers,  dealers, 
and  customers  in  good  condition.  And 
although  the  driving  mechanism  is  in  the 
cabinet,  out  of  sight,  mechanical  excellence 
does  help  make  sales  to  the  customer.  The 
smooth,  easy  winding,  the  absolute  uniform- 
ity of  speed  and  the  utter  absence  of  noise 
or  vibration  are  eloquent  of  quality — fine- 


ness. 


Excepting  only  springs,  castings,  felts,  etc., 
we  make  every  part  of  this  motor  in  our 
own  factory,  where  we  can  and  do  control 
its  accuracy.  We  are  in  real  quantity  pro- 
duction, and  making  as  we  do  just  one  thing 
—PHONOGRAPH  MOTORS— enables  us 
to  make  better  motors.  This  is  a  highly  spe- 
cialized business — it  takes  concentration, 
experience,  capital,  and  fine  equipment — 
We  have  all  of  them. 

We  are  now  supplying  many  of  the  large 
Talking  Machine  manufacturers  with  these 
motors,  and  their  motor  troubles  are  over. 
If  you  want  to  see  the  end  of  YOUR  motor 
difficulties,  we  will  show  you. 


Supplied  in  2,  3  and  4  Spring  Models 
Felt  and  Velour  Table  Coverings,  Nickel  and  Gold  Finish 
Write  us  for  full  information,  details  of  design,  models,  prices,  etc. 


United  Manufacturing  Distributing  Co. 

LAKE  SHORE  DRIVEand OHIO  ST.    CHICAGO,  ILL. 


THE    TALKING    MACHINE    WORLD  135 


Repair  Parts 

For  All  and  Every  Motor  j 
That  Was  Ever  Manufactured 


We  can  supply  any  part.  The  largest  and  most 
complete  assortment  of  repair  parts — in  the 
United  States — on  hand,  for  old,  obsolete  and 
present-day  motors.  If  your  order  cannot  be 
filled  from  stock,  we  will  make  it  up  special. 

Special  prices  on  main  springs,  governor 
springs,  micas,  repair  parts,  motors,  tone  arms, 
steel  needles,  etc.,  in  quantity  lots. 

Expert  repairing  on  all  makes  of  phonographs 
and  motors. 


INCORPORATED  UNDER  TUB 
LAWS  OF  ILLINOIS 


-M-o 
SUCCESSORS^*"* 
Standard  Talking  Machine  Co. 
C 'nitcd  Talking  Machine  Co. 
Harmony  Talking  Mocking  Co. 
ONeillJamce  Co. 
A  retina  Co. 


gfi  Grade  Talfimd  MacJuhes,  Disc  I^cordb, 
Talking  Machine  Supplies,  Etc 

227-229  W.  Washington  St.,  Chicago,  111. 


MARK 

OLA." 


January  15,  1921 


FROM  OUR  CHICAGO  HEADQUARTERS 

(Continued  from  page  133) 

effective  Christmas  advertising  campaign  featur- 
ing its  various  models.  Chicago  newspapers 
have  contained  full-page  announcements  of  these 
artistic  instruments  illustrated  in  the  usual 
Cheney  style.  Cheney  dealers  throughout  the 
country  were  supplied  with  cuts  and  copy  for 
a  series  of  Christmas  advertisements  similar  to 
those  used  in  Chicago. 

New  Rockford  Store 

A.  G.  Ogren,  of  the  A.  G.  Ogren  Music  Co., 
Rockford,  111.,  was  a  visitor  to  Chicago  during 
the  latter  part  of  December  and  told  of  his  new 
store  in  Rockford.  The  formal  opening  for 
this  was  held  on  the  11th  of  the  month,  with 
special  music  provided  to  entertain  customers. 
The  feature  of  the  entertainment  was  a  number 
of  selections  by  a  harp-violin-cello  trio. 

"The  holidays  have  shown  quite  a  satisfactory 
trade  with  us,"  said  Mr.  Ogren,  "and  we  expect 
our  new  store  to  adequately  take  care  of  an 
increased  business  in  1921."  The  A.  G.  Ogren 
Music  Co.  handles  the  Victor  line. 

More  Repeater-Stops 

R.  P.  Hartenstein,  manager  of  the  Repeater- 
Stop  Co.,  reports  a  satisfactory  sale  of  Repeater- 
Stops  during  the  holiday  season.  "There  is  an 
increasing  demand  for  the  refinements  with 
which  to  equip  talking  machines,  and  we  look 
forward  to  a  highly  successful  year  in  point  of 
Repeater-Stops,"  he  said. 

Speed  in  Deliveries 

The  photograph  shows  one  of  the  Lyon  & 
Healy  high-speed  motor  trucks.  This  truck  has 
a  capacity  of  nine  pianos  or  forty  Victrolas,  and 
recently  made  a  record  by  traveling  210  miles 
from  Chicago  to  an  Indiana  town  and  return  in 


How  Lyon  &  Healy  Deliveries  Are  Made 


fourteen  hours,  or  at  a  rate  of  about  twenty-one 
miles  per  hour.  The  truck  contains  a  Packard 
motor,  equipped  with  a  special  body  designed  by 
Lyon  &  Healy's  traffic  department.  The  truck 
is  fitted  with  special  pneumatic  tires  ten  inches 
in  thickness  and  forty-four  inches  in  diameter. 
The  proud  chauffeur  claims  that  his  "limousine" 
rides  like  a  Pullman  car. 

Columbia  Doings 
A  Christmas  party  for  everyone  connected 
with  the  Chicago  office  of  the  Columbia  Grapho- 
phone  Co.,  with  their  wives,  sweethearts  and 
friends,  was  given  Monday  evening,  December 
27,  in  the  Stevens  Building.  The  feature  of  the 
evening  was  the  arrangement  of  the  program, 
and  the  announcements,  for  which  G.  MacNichol 
was  entirely  guilty.  D.  W.  Donahue,  who,  by 
the  way,  has  recently  come  with  the  Columbia, 


furnished  a  good  deal  of  the  humor  for  the 
party.  "Dinny"  can  tell  you  more  jokes  and 
ask  more  funny  questions  than  the  entire  or- 
ganization can  answer. 

A  grand  march,  led  by  Manager  J.  McKenna, 
was  very  impressive — can  you  imagine  grand 
marching  to  syncopated  music  of  the  "Stars  and 
Stripes  Forever,"  Mendelssohn's  Wedding 
March  and  Chopin's  Funeral  March?  An  imita- 
tion of  Frisco  was  given  by  A.  J.  Bell,  who  is 
indeed  a  great  dancer,  and  everyone  agrees  that 
some  day  "Bell"  will  stand  out  in  the  lights  of 
the  Palace  Theatre.    More  power  to  him. 

Miss  "Nubs"  Allan  and  "Lucky"  Wilber  en- 
tertained with  the  latest  songs  of  the  Feist  Co., 
including  "Feather  Your  Nest,"  "Grieving  for 
You"  and  "I'm  a  Little  Nobody  That  Nobody 
Loves." 

As  a  surprise  feature,  J.  Kapp  was  asked  to 
revive  "Look  What  My  Boy  Got  in  France." 
The  sales  talk  was  given  and  then  Kapp  sang  it. 
The  third  anniversary  of  this  song  is  coming 
shortly — watch  for  it.  Mr.  Smith  was  re- 
sponsible for  the  arrangement  of  the  entire 
party,  securing  the  accommodations  and  ap- 
pointing the  committees.  This  was  the  first 
party  the  Columbia  branch  ever  had.  Judging 
from  the  result — the  happy  looks  of  all  who  were 
there — it  was  a  tremendous  success. 

Convert  Concert  Hall 

The  concert  hall  of  the  Lyon  &  Healy  store 
was  used  during  the  holiday  season  as  a  talking 
machine  salon.  The  regular  machine  demonstra- 
tion space  on  the  first  floor  had  been  found  in- 


adequate to  take  care  of  the  holiday  rush.  Look- 
ing in  upon  L.  C.  Wiswell  and  his  energetic 
associates  during  the  weeks  before  or  after 
Christmas  one  would  hardly  gain  the  impression 
that  business  was  dull.  The  Lyon  &  Healy 
record  department  on  the  second  floor  was  taxed 
to  the  limit  during  the  holidays,  and  it  is  to  be 
regretted  that  some  of  the  calamity  howlers  in 
the  trade  could  not  have  been  taken  on  a  little 
sight-seeing  tour  through  the  department. 
Aeolian  Campaign  a  Success 

The  holiday  advertising  campaign  in  the  inter- 
ests of  Aeolian-Vocalion  in  Chicago  was  a  de- 
cided success.  According  to  H.  B.  Levy,  mid- 
Western  representative,  the  sales  total  in  this 
city  during  1920  was  brought  up  to  exceed  that 
of  the  year  previous,  largely  through  the  special 
efforts  of  holiday  campaigns.  The  Vocation 
business  of  Mandel  Bros,  was  increased  twenty 
per  cent,  which  is  quite  remarkable  when  it  is 
considered  that  the  year  previous  was  also  a 
good  one  for  this  house. 

The  holiday  offer  consisted  of  a  Christmas 
Club,  which  enabled  prospective  purchasers  to 
place  the  machine  in  their  homes  upon  the  pur- 
chase of  a  few  records.  There  were  generous 
clauses  in  the  contracts  given  the  purchasers, 
providing  protection  in  case  the  machines  were 
destroyed  by  fire,  etc.  There  was  also  a  life 
insurance  clause  giving  the  purchasers  a  clear 
bill  of  sale  in  case  the  latter  died  before  the 
machine  was  paid  for. 

(Continued  on  page  137) 


TRANSFER  NAME-PLATES 


We  make  the  Transfer  Name  -  Plates  and  Trade-Marks  for 
|j  .      the  largest  talking  machine  manufacturers  in  this  country  and 

If    ^  for  dealers  in  every  state. 


m 

£<j  YOUR  NAME,  Mr.  Dealer,  on  every  machine  brings  the  owner 

%  back  to  you   or  records  and  his  friends  to  you  for  a  machine. 

Samples,  Suggestions  and  Sketches  Furnished  Free 


THE  MEYERCORD  COMPANY,  CHICAGO 

Largest  Manulacturers  of     DEC  ALCOM ANI A 


Transfer  Name-Plates 


i  _   ^       .  .  ^ :  ....  ...  .  . 


136 


THE   TALKING    MACHINE  WORLD 


January  15,  1921 


UNIVERSAL 

MASTER  MOTOR  No.  20 


Three  Essentials  for  Your  Success  in  1921 


Your  success  as  a  manufacturer  of  or  dealer  in  phonographs  will  depend  upon  three 
things:  Your  selling  plans  and  methods,  the  mechanical  excellence  of  your  product  and 
the  amount  of  energy  and  enthusiasm  which  you  put  into  your  work. 

As  for  your  selling  methods  that  is  a  matter  entirely  within 
your  own  hands.  Our  place,  as  far  as  your  success  is  concerned, 
lies  in  our  ability  to  supply  you  with  a  phonograph  motor  which 
has  radically  new  and  novel  features,  making  it  unique  and 
interesting  from  the  standpoint  of  the  buyer  and  with  a  record 
of  past  achievement  which  makes  it  a  safe  and  sure  proposition 
for  the  manufacturer  and  dealer. 

As  for  the  enthusiasm  necessary  for  you  to  make  a  success 
of  1921,  that  is  entirely  up  to  you.  We  know,  however,  that  if 
you  have  not  yet  been  fortunate  enough  to  see  the  performance 
of  the  Universal  Enclosed  Master  Motor  you  will  become 
enthusiastic  over  it  the  moment  you  see  it  in  operation.  We  say 
see  advisedly,  for  silent  operation  is  an  accomplished  fact  with 
this  motor. 

Marshall  Field,  the  greatest  merchandising  genius  of  our 
times,  is  credited  with  this  bit  of  philosophy — "Buy  in  cold 
blood ;  sell  with  enthusiasm."  We  invite  you  to  buy  the  Universal 
Enclosed  Master  Motor  in  cold  blood — with  critical  eye  and 
ear — for  we  know  that  once  you  become  acquainted  with  it 
you  will  sell  it  with  enthusiasm. 

Write  for  Samples. 


Features  that  sell  the 

UNIVERSAL  MASTER 
MOTOR  No.  20 

Silent  operation. 
Sealed  in  dust-proof  (fool- 
proof) case. 

Perfect  lubrication  and  ac- 
cessible oiling  system. 

No  heavy  hanging  parts  to 
become  damaged  or  thrown 
out  of  adjustment  in  ship- 
ping. 

No  noisy  ratchet  winding 
mechanism. 

Gear  shafts  short  and  heavy 
— do  not  spring  when  under 
load. 

Governor  sets  vertically — 
the  correct  position  for  cen- 
trifugal governor. 

The  Drum  assembled  with 
spring  is  always  a  complete 
unit. 

Easily  and  quickly  installed. 


Universal  Stamping  &  Mfg.  Co. 

1917-1925  S.  Western  Ave.,  Chicago 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


137 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  135) 


The  same  sort  of  a  campaign  was  carried  on 
in  Milwaukee  by  the  Edmund  Gram  Piano  Co., 
agents  for  the  Vocalion  in  the  Cream  City.  By 
the  night  before  Christmas  they  had  exceeded 
their  Vocalion  sales  of  the  previous  year. 

"We  do  not  expect  a  phenomenal  increase  in 
1921,"  says  Mr.  Levy,  "but  look  for  a  good 
healthy  continuance  of  Vocalion  sales  through- 
out the  mid-West.  The  Vocalion  is  a  quality 
instrument  and  it  is  my  belief  that  quality  will 
sell  at  an  increasingly  greater  premium  in  the 
coming  year.  We  hear  a  lot  about  the  towns 
where  men  are  being  laid  off  by  the  thousands, 
but  less  publicity  is  given  to  the  towns  and  in- 
dustries where  men  are  being  taken  back." 
Death  of  Harrison  H.  Michael 
Harrison  H.  Michael,  traveling  representative 
for  the  Chicago  Talking  Machine  Co.  through 
Michigan,  Illinois  and  Indiana,  died  at  his  home 
in  this  city  on  January  1.  Mr.  Michael,  who  was 
formerly  with  the  Victor  Co.,  had  a  large  fol- 
lowing of  friends  throughout  the  country  who 
will  learn  with  great  regret  of  his  death. 
Closed  Great  Tonofone  Year 
The  R.  C.  Wade  Co,,  manufacturer  of  the 
Tonofone  needles,  closed  in  1920  one  of  the  best 
years  in  the  history  of  its  business.  The  demand 
for  Tonofone  needles  has  been  steadily  grow- 
ing throughout  the  country  and  dealers  every- 
where report  that  users  of  Tonofone  needles 
are  highly  pleased  with  the  tone  results  pos- 
sible from  the  records  through  the  medium  of 
this  needle.  Progressive  sales  plans  for  1921 
-are  now  under  way  and  it  is  certain  that  the 
Tonofone  will  be  a  tremendous  factor  in  the  in- 
dustry during  the  progress  of  the  year  so  re- 
cently opened. 

Stewart  Phonograph  in  Chicago 
A.  C.  Moreland,  sales  manager  of  the  Stewart 
Phonograph  Corp.  of  Buffalo,  was  a  visitor  to 
Chicago  this  month.  He  came  for  the  purpose 
of  aiding  in  the  establishment  of  a  Chicago  of- 
fice, which  is  to  be  in  charge  of  Lester  B.  Suf- 


fens.  The  location  of  the  office  has  not  yet  been 
decided  upon,  but  extensive  plans  are  being 
made  for  aggressive  representation  of  the 
Stewart  line  in  Chicago.  Mr.  Moreland  reports  a 
rapidly  improving  outlook  for  the  Stewart  ma- 
chine and  is  very  jubilant  over  certain  new  im- 
provements in  the  Stewart  product,  which  will 
make  it  more  successful  than  ever.  Mr.  Suf- 
fens  will  be  remembered  as  having  been  formerly 
with  the  Pathe  department  of  the  W.  W.  Kim- 
ball Co. 

Chicago  Furniture  Show 

Exhibitors  at  the  Chicago  Furniture  Market 
are  saying  that  the  furniture  show  which  opened 
Monday  of  last  week  is  drawing  as  many  visi- 
tors as  any  show  in  the  past  and  from  present 
indications  it  seems  that  there  will  be  a  record- 
breaking  attendance.  The  big  buildings  on 
Michigan  and  Wabash  avenues  which  house  the 
exhibits  of  nearly  five  hundred  manufacturers 
of  furniture  and  allied  lines  officially  threw  open 
their  doors  for  the  regular  mid-Winter  buying 
season  on  Monday  morning.  The  showing 
made,  which  can  only  be  mentioned  in  a  gen- 
eral way,  includes  not  only  the  standard  furni- 
ture designs,  but  an  increased  number  of  talk- 
ing machine  exhibits.  At  present  there  are  only 
a  ierv  of  the  well-known  houses,  such  as  Mandel, 
Vitanola,  the  Joseph  Knittel  Co.,  of  Peoria;  the 
Eagle  Wood  Turning  Co.,  who  have  their 
demonstration  booths  open.  But  it  is  said  by  the 
managers  of  the  building  that  before  the  end  of 
I  he  week  quite  a  number  of  talking  machine 
manufacturers  will  have  arrived  with  their  ex- 
hibits. It  is  also  believed  that  the  combined 
talking  machine  exhibits  of  both  the  Grand 
Rapids  show  and  the  Chicago  show  will  be 
much  larger  than  ever  before. 

Petition  for  Adjudication 

A  petition  for  adjudication  has  been  filed  in 
the  Chicago  Federal  Court  against  the  Genoa 
Piano  Co.,  which  manufactures  pianos  and  talk- 
ing machines  in  Genoa,  111.    The  affair  is  a 


EXCELSIOR  PADS 

The  most  satisfactory  packing  ma- 
terial for  packing  phonographs  for 
shipment.  Used  to  advantage  by  the 
largest  manufacturers.  Send  for 
prices  and  samples. 

H.  W.  SELLE  &  COMPANY 

M  anufacturers 
1000-1016  N.  Halsted  St.,    Chicago,  III. 


minor  one  both  from  a  business  and  financial 
standpoint. 

Good  Progress  in  Vitanola  Affairs 

The  affairs  of  the  Vitanola  Talking  Machine 
Co.  are  rapidly  approaching  a  very  satisfactory 
condition.  An  interesting  development  is  the 
report  that  the  equity  receivership  appointed 
some  time  ago  is  soon  to  be  discharged  upon 
order  of  the  court  and  the  affairs  of  the  company 
turned  over  to  its  officials.  A  statement  out- 
lining a  plan  which  it  is  believed  points  the  way 
to  a  satisfactory  development  of  the  financial 
affairs  of  this  corporation  has'  been  issued  by 
Referee  Wheclock,  who  has  been  in  charge  of 
the  company  since  the  equity  proceedings  in  the 
United  States  District  Court. 

A  feature  of  the  plan  is  the  proposed  sale  of 
the  recently  completed  plant  of  the  Vitanola  Co. 
at  Cicero  and  the  application  of  the  cash  pro- 
ceeds therefrom  to  the  immediate  needs  of  the 
business.  It  is  planned  to  operate  the  former 
factory  of  the  Vitanola  Co.  in  this  city  for 
manufacturing  purposes  as  soon  as  the  sale  of 
tlTe  Cicero  plant  has  been  approved  by  the 
receiver. 

An  agreement  covering  the  methods  under 
which  the  company  is  to  operate  has  been  drawn 
(Continued  on  page  138) 


ORDER  FROM  WADE 

HAVE  THE  HITS  WHEN  THEY  ARE  HITS 


"12th  Street  Rag" 


"MARGIE"  "FEATHER  Y0UR 


Records 

Cover  a  line  complete — 
Instrumental  Classics 
Vocal  Classics 
and  all  the  big 

HITS 


12-20  N.  MICHIGAN  AVE. 
CHICAGO,  ILL. 


SUPERIOR 
SERVICE 


NEST" 


Records 

Will  stimulate  your  busi- 
ness— Secure  this  wonder- 
ful line  in  your  locality. 

Do  this  today. 

Mail  in  the 

COUPON 


Wade  Talking  Machine  Co.,  12  to  20  N.  Michigan  Ave.,  Chicago,  111. 

Please  send  us  your  Dealer's  Proposition  on  ^^Kf^  Records 
We  handle 


(Insert 

lines 

carried) 

(Insert 

lines 

carried) 

(Write  name  and  address  plainly) 


138 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  137) 


up  between  the  Vitanola  Co.  and  its  creditors' 
committee  under  the  supervision  of  Receiver 
Wheelock.  This  committee  is  composed  of  men 
of  long-  experience  and  a  practical  knowledge 
of  the  talking  machine  industry. 

It  may  be  said  that  the  members  of  the 
Vitanola  Co.  have  had  the  confidence  and  sup- 
port of  both  the  receiver  and  the  creditors'  com- 
mittee and  they  have  all  worked  together  har- 
moniously to  the  end  of  putting  this  business  on 
its  feet  so  that  it  may  be  again  a  factor  in  the 
industry. 

Solar's  Unique  Outfit 

Solar's  Music  Shop,  Columbia  dealer  in  this 
city,  recently  budded  forth  with  a  very  striking 
automobile  truck,  as  may  be  seen  from  the  pic- 


This  unique  outfit  was  designed  and  built  by 
Frank  Solar,  proprietor  of  Solar's  Music  Shop. 
During  the  Summer  he  placed  a  D-2  Grafonola 
inside  of  the  big  model  and  gave  concerts  to 
crowds  in  front  of  moving  picture  theatres  and 
other  places.  The  smaller  instrument,  of  course, 
was  entirely  concealed. 

He  is  now  working  on  a  plan  so  that  he  can 
drive  down  the  principal  streets  of  Chicago  and, 
with  the  use  of  a  Magnavox,  provide  music  of 
considerable  volume  for  the  pedestrians  as  he 
passes  by.  To  this  end  he  is  working  on  a  plan 
to  suspend  the  working  parts  of  a  Grafonola 
inside  the  big  imitation  Grafonola  in  such  a 
manner  that  the  bumping  along  the  street  will 
not  affect  the  playing  ability  of  the  instrument 

Piano  Club  Grows 
More  and  more  talking 
machine  men  are  signing 
up  as  members  of  the 
Chicago  Piano  Club.  A 
concerted  effort  is  being 
made  to  interest  the  talk- 
ing machine  men  of  the 
city  in  the  club  and  its 
purposes.  President  M.  J. 
Kennedy  believes  that  the 
organization  has  a  real 
excuse  for  being  in  the 
co-operation  that  it  can 
give  its  members  and 
through  its  participation 
in  local  musical  affairs. 
The  membership  list  has 
mounted  steadily  since  the 
present  officers  outlined 
their  ambitious  campaign 
a  few  months  ago. 

The     regular  Monday 
Some  Stunt  in  Selling  Grafonolas  noon    meetings     at  the 

ture  herewith.  The  body  of  the  automobile  is  Illinois  Athletic  Club  have  increased  in  inter- 
painted  a  bright  yellow  and  the  large  reproduction  est  and  attendance  until  now  one  is  sure  of  see- 
of  the  Grafonola  is  finished  to  imitate  red  ma-  ing  a  large  number  of  members  of  the  local 
hogany,  which  makes  quite  a  brilliant  contrast.      trade  at  the  above  meeting  place  every  week. 


At  the  meeting  on  the  third  of  January  the 
Cl'ub  was  entertained  by  Van  and  Schenck,  of  the 
Ziegfeld  "Follies."  The  two  comedians  sang 
and  danced  to  one  of  the  largest  Monday  noon 
meetings  on  record,  the  total  attendance  num- 
bering sixty-six. 

New  Sacred  Records  Released 

The  Rodeheaver  Co.,  440  South  Dearborn 
street,  is  out  with  the  announcement  of  the  first 
release  of  'Rainbow  Sacred  Phonograph  Rec- 
ords." These  consist  of  selections  by  famous 
evangelistic  speakers  and  singers.  As  the  com- 
pany says  in  the  announcement,  "This  may  be 
the  day  of  'jazz,'  but  there  is  a  large  and  ever- 
increasing  element  which  is  seeking  gospel 
phonograph  music.  An  energetic,  country-wide 
advertising-  campaign  throughout  the  churches 
and  through  the  medium  of  religious  papers  and 
newspapers  has  been  organized." 

The  selections  will  include  male  and  female 
quartets  and  chorus  selections,  gospel  hymns 
and  anthems  and  selections  from  evangelistic 
talks  and  sermons. 

The  recording  laboratories  are  situated  at 
Winona  Lake.  Ind.,  which  has  long  been  famous 
as  a  center  of  evangelistic  effort.  The  company 
has  also  an  Eastern  branch  at  814  Walnut 
street,  Philadelphia. 

With  Music  Center 

Elbert  Hagerstrom  has  become  a  member  of 
the  sales  staff  of  the  Chicago  Music  Center, 
located  in  the  Leiter  Building,  at  State  and 
Van  Buren  streets.  The  Chicago  Music  Center 
operates  a  large  phonograph  department  and 
features  Columbia  Grafonolas  and  records. 
Great  Demand  for  Fibre  Needles 

With  the  enormous  demand  for  records,  which 
manufacturers  seem  unable  to  satisfy,  there  is 
necessarily  a  consequent  demand  for  needles, 
and  this  is  being  felt  to  good  purpose  at  the 
headquarters  of  the  B  &  H  Fibre  Mfg.  Co.  At 
no  time  in  the  history  of  this  well-known  manu- 
facturing institution  did  such  a  demand  exist 


Sterling 

All  that  thejname  implies 


It  is  made  for  the  purpose  of  giving  perfect 
rendition  of  both  Hill  and  Dale  and  Lateral  Cut 
Records.  What  does  a  Satisfied  Customer 
Mean  to  You? 


STERLING  DEVICES  COMPANY 

534  LAKE  SHORE  DRIVE  CHICAGO,  ILLINOIS 


January  IS,  1921 


THE    TALKING    MACHINE  WORLD 


139 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  138) 


for  fibre  needles,  and  this  is  indicative  of  the 
increasing  sales  of  records  throughout  the  coun- 
try. Although  the  B  &  H  Fibre  Mfg.  Co.  has 
increased  its  output  during  the  last  year,  it  is 
planning  for  a  still  further  output  of  fibre 
needles  during  1921. 

Elected  to  Steger  Board 
Charles  E.  Byrne,  advertising  manager  of 
Steger  &  Sons  Piano  Mfg.  Co.,  has  been  elected 
secretary  and  treasurer  of  this  concern.  Mr. 
Byrne  also  -takes  his  place  as  a  member  of  the 
board  of  directors.    C.  G.  Steger,  president,  in 


Charles  E.  Byrne 

commenting  on  the  matter,  said  that  Mr.  Byrne 
has  been  connected  with  the  company  for  ten 
years,  starting  as  advertising  manager,  and  had 
always  been  an  exceptionally  hard  worker. 
•  Faithful  service,  sheer  ability  and  unusual  capac- 
ity have  now  brought  him  deserved  promotion. 

He  has  made  a  thorough  study  of  the  music 
industry  and  is  a'  member  of  the  Chicago  bar. 
Mr.  Byrne  formerly  was  a  newspaper  man  and 
is  known  to  the  newspaper  fraternity  as  a  writer 
of  magazine  articles.  He  is  an  ex-president  of 
the  Loyola  University  Alumni  Association,  a 
member  of  the  City  Club,  the  Indiana  Society 
and  various  other  social  organizations. 

Mr.  Byrne's  promotion  to  the  post  of  secre- 
tary-treasurer comes  as  a  well-merited  reward 
for  his  splendid  ability  and  loyal  service. 
Prepare  Plans  for  Busy  Year 

The  Universal  Stamping  &  Mfg.  Co.,  of  this 
city,  have  prepared  plans  for  a  very  busy  year, 
and  are  now- working  on  a  number  of  orders 
for  motors  for  manufacturers,  which  indicates 
that  there  is  plenty  of  confidence  in  the  industry 
among  manufacturers  of  repute  who  realize  that 
the  talking  machine  is  a  staple  musical  instru- 
ment that  is  going  to  be  in  steady  demand  in 
1921  not  only  in  America  but  throughout  the 
world. 

Look  for  Increased  Volume  of  Business 

The  Brunswick-Balke-Collender  Co.,  well- 
known  manufacturer  of  Brunswick  phonographs 
and  records,  looks  forward  to  a  vastly  increased 
volume  of  business  during  1921.    In  discussing 


Edison  Diamond 
Amberolas-Plus  Service 

You  know  the  quality  of  Edi- 
son instruments.  Until  you 
have  placed  a  trial  order  with 
us    you    are    unfamiliar  with 

SERVICE.  

A  TRIAL  CONVINCES 

Our  Service  Covert  the  Country 

William  H.  Lyons 

Formerly  Jas.  I.  Lyons 
17  W.  Lake  St.  Chicago 


Order  From  This  Ad. 
Nupoint  Ass't 
100  Pkgs.  Assorted 
Dealer's  Price  $7.00 
Retail    Value  $15.00 

FREE!! 
Display  Stand  and 
Sample  Packages 
With  Each  Order 


PHONOGRAPH  SURGERY 

LET  US  CO-OPERATE  WITH  YOU 

We  Operate  the   Largest  and  Most  Up-to-date  Equipped 
Phonograph  Repair  Shop   in  the  West 

Have  You  a  Phonograph  Repair  Agency? 


Phonograph 

Motors 
Tone  Arms 
Records 
Hardware 
Needles  and 
Repair  Parts 
All  Makes 


Loud — Extra  Loud 
Medium 
50  Needles,  15  Cents 


Send  for  our  Catalog  and  Particulars.  It  Tells  You  What  Wt  Can  Do  for  You 

The  Co-Operative  Manufacturing  Company 


MAIN  OFFICE 

1867  Milwaukee  Avenue 


ALL  PHONES,  HUMBOLDT  3345 

CHICAGO 


SALES  OFFICE  &  SHOWROOM 

637  Milwaukee  Avenue 


the  outlook  Percy  L.  Deutsch,  secretary-treas- 
urer of  the  company,  said:  "We  are  very  glad  at 
this  time  to  say  that  while  the  retail  business  is 
not  as  good  as  we  anticipated  and  the  dealers 
are  somewhat  disappointed,  still  we  look  for  a 
vastly  increased  volume  in  Brunswick  phono- 
graph business  for  1921.  There  are  many  rea- 
sons for  this  opinion,  but  it  is  based  primarily 
upon  the  fact  that  hundreds  of  dealers  through- 
out the  country  have  stated  their  intention  of 
taking  on  the  Brunswick  phonograph  and  rec- 
ords as  early  in  the  year  1921  as  they  can  unload 
their  present  stock  of  other  makes  of  machines. 

"Of  course,  the  product  itself  is  appreciated 
by  the  trade  and  this,  together  with  the  enor- 
mous amount  of  advertising  we  have  put  behind 
it,  has  made  it  one  of  the  most  stable  lines  on 
the  market  to-day.  It  might  be  interesting  to 
know,  also,  that  our  volume  of  sales  for  1920 
will  be  practically  double  that  of  1919." 

Proposed  Victor  Dealers'  Association 
The  permanent  organization  of  the  proposed 
Victor  Dealers'  Association  will  be  consum- 
mated within  a  week  or  so  when  the  committee 
headed  by  R.  B.  Corcoran  will  meet  for  the 
purpose  of  drafting  a  constitution.  No  definite 
date  has  been  set  for  this  meeting.  It  is  ex- 
pected that  in  the  latter  part  of  the  month  the 
dealers  of  this  territory  will  be  called  upon  to 
formally  decide  whether  or  not  a  permanent 
organization  will  be  formed.  The  general  senti- 
ment is  in  favor  of  forming  an  organization 
because  of  its  great  possibility  for  good. 
Schaff  Bros.'  Effective  Window  Display 
The  Schaff  Bros.  Co.,  of  Huntington,  Ind.,  has 
been  featuring  some  very  attractive  windows 
during  the  past  few  weeks,  which  have  created 
much  favorable  comment  from  those  who  have 
had  the  privilege  of  inspecting  them.  The  left 
window  was  devoted  to  a  special  Christmas  dis- 


play in  which  Santa  Claus  and  his  reindeer  were 
the  most  thrilling  characters  in  the  famous  old 
story  that  interested  the  children  of  Huntington 
as  it  always  has  the  children  of  other  centuries. 

The  window  on  the  right  side  of  the  Schaff 
door  was  occupied  by  the  Binger  Window  Serv- 
ice, which  is  illustrated  herewith,  and  which 
showed  up  exceptionally  well  despite  the  fact 
that  the  window  is  comparatively  small.  The 
entire  display  reflects  the  greatest  possible  credit 


One  of  Schaff  Bros.  Co.  Windows 

on  the  executives  of  this  store  for  effectiveness 
and  artistic  completeness. 

Naturally,  Schaff  Bros.  Co.'s  retail  store  en- 
joyed a  most  excellent  business,  a  large  part 
of  the  credit  for  which  is  due  to  these  window 
displays. 

Visiting  Trade  in  Wisconsin 

S.  Aminoif.  of  the  sales  force  of  the  local 
headquarters  of  the  Emerson  Phonograph  Co., 
is  on  a  business  trip  to  Wisconsin.  He  expects 
to  make  more  than  three  hundred  calls  during 
his  present  trip.  During  his  previous  trip, 
which  he  closed  just  before  Christmas,  he  estab- 
lished fifteen  new  agencies. 


140 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  139) 


LAKESIDE  "F  &  L"  AUTOMATIC  STOP 


100% 
EFFICIENT 


Number  each  record  once  (which  takes  only  a 
3^4  minute),  thereafter  it  needs  no  setting,  and 
works  equivalent  to  a  non-set  stop. 

Without  a  doubt  the  best  automatic  stop  on 
the  market.    Use  it  on  any  machine,  electric  or 
Sample  with  full  instructions  $1.75 

Add  50  cents  for  electric  machine. 

We  are  recently  appointed 
distributors  of  the  famous 
Wall  Kane  Needles. 

We   are    distributors  of 
"Lyric"  records.  It  will  pay 
you  to  try  them. 

Let  us  supply  your  needs 
on  all  accessories.  Prompt 
shipments. 

LAKESIDE 
SUPPLY  CO. 

416  So.  Dearborn  Street 
CHICAGO,  ILL. 

Tel.  Harrison  3840 

PACIFIC  COAST  BRANCH 
WILLIAMS  BLDG. 
SAN  FRANCISCO,  CAL. 


HOW  A  CHICAGO  RETAILER  BUILT  UP  A  GREAT  BUSINESS 

The  Story  of  Edward  Greenstone,  Proprietor  of  the  Greenstone  Furniture  Co.,  Emphasizes  the 
Opportunities  for  the  Man  Who  Aspires — Tells  How  He  Has  Built  Up  His  Business 


Chicago,  III.,  January  6. — 'From  immigrant  to  in  a  little  frame  building  store  at  Milwaukee 

clerk  in  department  store,  and  thence  to  the  and   Western   avenues   nine   years   ago.  The 

ownership  of  one  of  the  foremost  retail  furniture  phrase  appears  in  street-car  cards,  in  circulars, 

and  talking  machine  businesses  in  Chicago,  runs  in  newspaper  advertising  and  in  every  sort  of 

the  stor}'  of  Edward  Greenstone,  proprietor  of  publicity  put  out  by  his  concern.    He  has  en- 


THE  PRESENT  GREAT  EMPORIUM  CONDUCTED  BY 


the  Edward  Greenstone  Furniture  Co.  and  of 
two  exclusive  talking  machine  stores.  The  story 
of  Mr.  Greenstone's  success,  according  to  his 
own  statement,  is  told  in  two  words:  the  "square 
deal" — which  has  furnished  the  keystone  to  his 
system  of  merchandising  and  advertising  dur- 
ing a  period  of  nine  years'  business  activity.  His 
success  offers  an  eloquent  testimonial  to  the 
correctness  of  the  policy  that  has  as  its  watch- 
word unswerving  honest}*,  just  as  does  that  of 
Marshall  Field  and  his  great  institution. 

"Square  Deal"  has  been  featured  by  Mr. 
Greenstone  since  the  inception  of  his  business 


deavored  to  stamp  it  upon  the  public's  mind 
indelibly  as  an  integral  part  of  all  Greenstone 
transactions,  so  that  the  inhabitants  of  that 
part  of  the  city  from  which  he  draws  his  trade 
will  instinctively  think  of  his  store  when  they 
think  of  purchasing  furniture  and  talking  ma- 
chines. 

Not  only  has  he  advertised  in  every  way  pos- 
sible the  "Square  Deal"  policy,  but  he  has  not 
made  the  mistake  of  failing  to  carry  out  his 
■advertised  policies  in  his  actual  business  trans- 
actions. The  policy  that  "the  customer  is 
always  right"  rules  in  Mr.  Greenstone's  estab- 


lishment. Salesmen  are  given  the  most  rigid 
instructions  never  to  misrepresent  goods  in  any 
way,  and  whatever  is  said  for  an  article  by  a 
salesman  is  always  backed  up  by  the  concern 
after  the  article  is  sold.  They  endeavor  to  please 
the  customer  and  avoid  friction  in  every  case. 
For  this  reason  the  giving  out  of  records  on 
approval  is  eliminated.  To  this  end,  also,  Mr. 
Greenstone  has  surrounded  himself  with  a  high- 
class  force  of  salespeople. 

"A  poor  salesman  is  the  most  costly  item  in 
the  world  to  the  owner  of  a  retail  business,"  he 
says.  -"I  would  rather  have  one  good,  tactful 
salesman  than  half  a  dozen  inferior  ones.  The 
kind  of  a  man  that  can  send  a  prospect  away 
possessed  of  an  agreeable  impression  of  the 
store  and  the  people  in  it,  whether  or  not  that 
prospect  eventually  purchases,  is  the  kind  of 
a  man  we  want.  To  my  mind  this  is  one  of  the 
greatest  essentials  of  salesmanship;  and  not 
the  mere  securing  of  a  name  on  the  dotted  line. 
The  salesman  of  this  kind  builds  up  that  mouth- 
to-mouth  advertising  which  rolls  up  larger  and 
larger  volumes  of  business  as  the  years  go  on." 

Mr.  Greenstone  is  a  firm  believer  in  the  ad- 
vantages of  the  corner  store.  All  of  his  estab- 
lishments are  located  on  busy  corners  where 
trade  naturally  gravitates.  He  contemplates  the 
opening  of  additional  stores  in  Chicago  in  the 
near  future  and  asserts  that  all  of  these  will  be 
on  prominent  corner  locations. 

House-to-house  advertising  of  the  proper  sort 
is  used  by  this  concern  extensively.  Mr.  Green- 
stone requires  that  every  bit  of  literature  going 
out  over  his  name  be  of  uniformly  high  quality. 
"The  matter  of  securing  the  proper  kind  of 
help  for  the  distribution  of  circulars  is  also 
important,"  he  remarked.  "We  pay  six  dollars 
per  thousand  for  the  distribution  of  circulars, 
where  we  could  pay  two  dollars  and  fifty  cents. 
We  do  this  because  we  wish  to  be  assured  of 
proper  delivery.  We  want  the  men  to  go  up  and 
rap  on  the  door,  hand  out  the  circular  and  thus 
secure  the  attention  of  the  householder." 

The  Greenstone  Talking  Machine  Co.  charges 
six  per  cent  interest  on  all  instalment  sales. 
It  does  this  in  competition  with  other  stores 
which  do  not.  and  succeeds  in  getting  a  larger 
volume  of  trade.  Ten  or  twelve  sales  per  store 
per  year  are  lost,  it  is  approximated,  in  this  way, 
which  is  not  enough  to  make  up  for  the  loss  of 
money  if  the  machines  were  not  sold  at  interest. 

Mr.  Greenstone  has  stores  in  Chicago  located 
as  follows:  an  exclusive  Columbia  store  at  Mil- 
waukee avenue  north  and  Robey;  a  Columbia 
and  Victor  store  at  Milwaukee  and  Armitage, 
and  the  main  store,  located  at  1315  Milwaukee 
avenue.  The  first  named  was  established  only 
several  months  ago  and  is  one  of  the  finest 
talking  machine  establishments  outside  of  the 
loop. 


Magnifies  SuuiiJ  50  Timet  j>»^<4 
ACME  SOUND   AMPLIFIER  V^^SfcM 

Enables  the  repairman  to  locate  the  precise  point  of  orlrfn 
uf  unnecessary  noise  in  the  motor  without  loss  of  time 
ur  useless  disorganization  of  the  mei-hanlsra  which  results 
from   guessing  or   the  Bense   of  hearing  alone. 

MAKES    EVERY    MOVING    PART  IMMEDIATELY 
ACCESSIBLE 

"Guesswork  Won't  Do" 

The  ACME  allows  a  test  with  the 
■a     drag  of  the  needle  throughout  the 


length  of  the  record. 


The 

Acme  Speed  Indicator 

— is  precision  made. 
— clears  the  tone  arm. 
— 1  ocates  motor 

troubles, 
—registers  78  and  80 
"The  repairman's  stethoscope."  revolutions. 
Made  by 

Acme  Engineering  &  Mfg.  Co. 

355  Union  Park  Court  CHICAGO 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


141 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  140) 


DOING  GOOD  EDUCATIONAL  WORK 

Miss  Elsa  Stein,  of  the  Lyon  &  Healy  Educa- 
tional Department,  Delivering  Many  Addresses 
Before  Educators,  Women's  Clubs,  Etc. 


Chicago,  III.,  January  4. — Among  those  who  are 
working-  hard  and  systematically  and  getting  re- 
sults in  a  campaign  for  placing  Victrolas  in  the 
schools  is  Miss  Elsa  Stein,  of  the  educational 
department  of  Lyon  &  Healy,  the  prominent 
Victor  wholesalers.  Miss  Stein  has  kept  in  close 
touch  with  educators,  with  women's  clubs  and 
other  organizations  whose  influence  is  calcu- 
lated to  help  the  cause  and  has  made  frequent 
addresses  before  such  bodies. 

Miss  Stein  has  prepared  an  elaborate  talk  on 


"The  Victrola  in  the  School"  suitable  for  prac- 
tically every  occasion,  in  the  course  of  which  she 
treats  from  various  angles  the  musical'  require- 
ments of  the  child  and  explains  just  how  those 
requirements  are  met  by  special  Victor  records. 
The  talk  is  made  more  interesting  by  the  demon- 
stration of  the  records  themselves.  She  explains 
the  possibility  of  utilizing  folk  songs  and  how 
through  the  Victrola  even  a  small  child  is  given 
an  understanding  of  the  works  of  the  great  com- 
posers. That  Miss  Stein's  work  is  effective  is 
indicated  by  the  excellent  results  that  it  brings. 


PERFECTS  NEW  ELECTRIC  MOTOR 


L.    P.    Valiquet,    Well-known    Inventor,  An- 
nounces Improved  Type  of  Electric  Drive 


The  Addison  Pellegrom-Golsom  Housefurnish- 
ing  Co.  has  opened  a  new  talking  machine  depart- 
ment in  its  attractive  store  in  Grand  Rapids, 
Mich. 


Chicago,  III.,  January  3. — L.  P.  Valiquet,  who  is 
known  throughout  the  industry  as  an  inventor 
and  who  has  been  connected  with  the  trade 
since  1898,  when  he  had  much  to  do  with  the 
development  of  the  Zon-O-Phone,  the  first  in- 
strument equipped  with  a  worm  screw  gov- 
ernor, has  recently  perfected  a  new  type  of 
electric  motor  for  talking  machines.  The  dis- 
tinctive feature  of  the  new  motor  is  a  double 
governor  control  operated  by  the  usual  disc 
indicator  on  the  motor  board,  which  practically 
(Continued  on  page  142) 


FOR  THE 
EDISON 


QUALITY  FIRST 


FOR  THE 
VICTOR 


AND  NOW  FOR         THE  COLUMBIA 
JUST  SAY  "Send  Samples  on  Approval" 


No.  1-E  Oro-Tone  Edison  Attachment 

For  Playing  All  Records  on  the  Edison 

Reproducers  Fitted  With  Special  Oro-Tone  Diaphragms 

Attached  in  a  second.  Needle  retains  perfect  center  in  playing  either  hill 
and  dale  or  lateral  cut  records.  NOTE — Operates  the  same  as  the  regular 
Edison  reproducer  with  the  raising  and  lowering  lever.  TONE  QUALITY 
— Full,  rich  and  glowing,  with  great  carrying  power  and  absence  of  metallic 
shrillness  and  surface  noises. 

Retail  Price,  Nickel  Plated,  $8.50.     Highest  Grade  Gold  Plate,  $12.50 


Illustrating  the  No.  I-E  Oro-Tone  attached  to  the 
Edison 


No.  LS-V  Oro-Tone  Victor  Attachment 

For  Playing  All  Records  on  the  Victor 

Reproducers  Fitted  With  Special  Oro-Tone  Diaphragms 

Attached  in  one  second.  Needle  retains  perfect  center  in  playing  either 
lateral  or  hill  and  dale  cut  records.  TONE  QUALITY — Deep,  rich  and 
mellow,  with  great  volume,  eliminating  thin  metallic  tones  and  surface  or 
needle  noises  on  the  records. 

Retail  Price,  Nickel  Plated,  $6.50.      Highest  Grade  Gold  Plate,  $9.50 


Illustrating  the  LS-V  Oro-Tone  attached  to  the 
Victor 


JP^T*  The  Impossible  Has  Been  Accomplished 

No.  I-C  Oro-Tone  Columbia  Attachment 

For  Playing  All  Records  on  the  Columbia 

Reproducers  Fitted  With  Special  Oro-Tone  Diaphragms 

Attached  in  one  second.  Needle  retains  perfect  center  in  playing  either  hill 
and  dale  or  lateral  cut  records.  TONE  QUALITY — Rich  and  musical  with 
splendid  volume  and  definition.  Surface  or  needle  noises  practically 
eliminated. 

Retail  Price,  Nickel  Plated,  $6.5»"       u:„u^  n. 

SEND  FOR— Copy  of 
Oro-Ton 


Gold  Plate,  $9.50 


Illustrating  the  No.  I-C  Oro-Tone  attached  to  the 
Columbia 


ribes  the  complete 


142 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  141) 


WHERE  CAN  THE 
REPEATER-STOP  BE  SECURED? 

DEALERS!  Start  the  new  year  right 
and  put  in  a  stock  of  Repeater-Stops, 
the  fastest  seller  on  the  market. 

The  following  is  a  partial  list  of  our 
distributors: 


Atlanta,   Ga  Southern  Sonora  Company 

Southern  Paramount  Co. 
Elyea  Company 

Baltimore.    Md  A-  Burdwise 

H.  K.  Eisenbrandt  Sons,  Inc. 
...Talking  Machine  Company 
.G.  T.  Williams  Co.,  Inc. 
.W.  D.  &  C.  N.  Andrews 
Buffalo  Talking  Machine  Co.,  Inc. 
.Chicago  Talking  Machine  Co. 
Lakeside  Supply  Company 

Cleveland,   Ohio  Cleveland  Talking  Machine  Company 

Denver,  Colo  Knight- Campbell  Music  Company 

Detroit,    Mich  Grinnell  Bros. 

El   Paso,  Tex  F.  G.  Billings  Piano  Co. 

Fargo,  N.  Dak  Stone  Piano  Co. 

Houston,    Tex  Southern  Drug  Co. 

Talking  Marhine  Company  of  Texas 
Indianapolis.   Ind  Stewart  Talking  Machine  Company 


Birmingham,  Ala.. 
Brooklyn,  N.  Y... 
Buffalo,    N.  Y.... 

Chicago,  III  


Jacksonville,  Fla. 


..John  A.  Futch  Company 
Florida  Talking  Machine  Company 


Kansas  City,  Mo  Wm.  Volker  &  Co. 

Richards  Conover  Hdw.  Co. 

Los  Angeles,  Cal  Western  Jobbing  &  Trading  Company 

Memphis,  Tenn  Hessig  Ellis  Drug  Co. 

0.  K.  Houck  Piano  Co. 


Milwaukee,  Wis. 


Minneapolis,  Minn. 

Mobile,  Ala  

New  Orleans,  La.". 
New  York,  N.  Y.. 


Omaha,  Nebr  

Philadelphia,  Pa  

Pittsburgh,  Pa  

Red  Lodge.   Mont. . 

Rochester,  N.  Y  

San  Francisco.  Cal. . 
Salt  Lake  City.  Utah 


St.  Paul,  Minn. . . 
Syracuse,   N.  Y. . . 

Tampa,  Fla  

Toledo,  Ohio  

Toronto,    Canada. . 


Washington,  D.  C. 
Wichita,  Kans  


.A.  G.  Kunde 
Godfrey  &  Sons 
.Beckwith  O'Neill  Company 
.W.  H.  Reynalds 
.Philip  Werlein,  Ltd. 

.Cabinet  &  Accessories  Co. 
Fulton  Talking  Machine  Co. 
Knickerbocker  Talking  Machine  Co. 
Bristol  &  Barber 
.A.  Hospe  Company 
Schmoller  &  Mueller  Piano  Co. 
.Penn  Phonograph  Co.,  Inc. 
Heath  &  Gorham 
.C.  C.  Mellor  Co.,  Ltd. 
The  Reed  Company 
Ball  Music  Company 
E.  J.  Chapman 
Walter  S.   Gray  Co. 
■Consolidated  Music  Co. 
Salt  Lake  Hardware  Co. 
John  Elliott  Clark  Co. 
W.  J.  Dyer  &  Bro. 
Gibson  Snow  Company 
Tampa  Hardware  Company 
Toledo  Talking  Machine  Co. 
The  Music  Supply  Company 
His  Master's  Voice  Co. 
Rogers  &  Fischer 
Eberhardt  Hayes  Company 


REPEATER-STOP  CO.,  115  So.  Dearborn  St.,  Chicago,  III. 


eliminates  any  variation  of  turntable  speed  due 
to  fluctuations  of  the  electric  current.  This 
problem  of  a  constant  turntable  speed  has  been 
one  of  the  worries  in  electric  motor  develop- 
ment. 

In  the  course  of  his  career  in  the  trade  Mr. 
Valiquet  has  been  associated  with  the  engineer- 
ing department  of  a  number  of  the  leading  com- 
panies, and  has  designed  and  built  several  types 
of  spring  motors  now  in  regular  use.  The  great- 
est work  was  the  development  of  the  Krasco 
enclosed  motor  for  which  he  holds  the  patent 
rights. 

THE  MANDEL  RECORD 

NOW  ONTHE  MARKET 

Further  Evidence  of  the  Growing  Strength  of 
the  Mandel  Organization — Something  of  the 
Men  Behind  This  Enterprising  House 

Chicago,  III.,  January  4. — The  Mandel  Mfg.  Co. 
is  one  of  the  concerns  in  the  talking  machine 
trade  which  face  the  future  full  of  faith  and 
confidence,  due  to  the  fact  that  the  company  has 
long  been  prepared  to  meet  any  situation  that 
may  develop  in  the  field.  The  reorganization 
of  the  company  was  effected  last  Summer,  fol- 
lowing which  the  concern  sought  out  all  weak- 
nesses, improved  the  product,  and  prepared  in 


Joseph  F.  Grossman 


every  way  possible  to  meet  conditions  in  a 
s&ne,  solid  manner  and  in  keeping  with  a  defi- 
nite policy. 

The  new  Mandel  organization  is  headed  by 
men  whose  past  experience  fits  them  to  pilot  a 
business-ship  through  a  rough  sea.  At  its  head 
is  Joseph  F.  Grossman,  president,  who  brings 
to  the  organization  a  vast  experience  gained 
through  sixteen  years  of  legal  experience  in  Chi- 
cago, where  he  has  been  closely  allied  with 
many  large  business  organizations.  During  the 
last  administration  of  ex-Mayor  Carter  H.  Har- 
rison Mr.  Grossman  was  assistant  corporation 
counsel.  His  legal  training  has  given  him  keen 
analytical  powers,  which  he  brings  to  his  new 
office  as  president  of  this  company.  He  gave 
up  his  legal  practice  to  assume  his  new  duties. 

Maurice  B.  Silverman  is  a  figure  well  known 
in  talking  machine  circles.  He  was  sales  mana- 
ger of  the  original  Mandel  organization  and  can 
boast  of  having  built  up  one  of  the  strongest 


phonograph  sales  staffs  in  the  business.  His 
experience  concerning  matters  in  the  phono- 
graph industry  dates  back  to  1915.  He  has  come 
in  personal  contact  with  phonograph  manufac- 
turers, dealers  and  jobbers,  and  has  studied  the 
point  of  view  of  each.  When  the  reorganization 
of  the  Mandel  Mfg.  Co.  took  place  he  was  made 
its  vice-president  as  well  as  sales  manager. 

John  H.  Hupp  was  also  associated  with  the 
original  Mandel  organization  as  credit  manager, 
and  was  retained  by  the  new  organization  and 


M.  B.  Silverman 


made  its  secretary.  Mr.  Hupp  has  had  a  varied 
experience  in  matters  relating  to  credits  and  was 
also  a  salesman.  His  knowledge  of  sales  has 
given  him  an  insight  into  the  inner  recesses  of 
the  merchants'  business,  and  he  is  intensely 
human  in  the  manner  in  which  he  handles  his 
accounts.  His  theory  is  not  to  curtail  exten- 
sions of  credit,  but  rather  to  put  the  dealer  in  a 


position  where  he  will  build  up  his  credit  and 
his  business. 

It  has  been  the  policy  of  this  company  to 
train  and  retain  its  organization  and  to  discour- 
age frequent  changes,  either  in  its  factory  or  in 


J.  H.  Hupp 

its  selling  division.  The  factory  personnel  con- 
sists of  men  who  have  been  allied  with  this 
organization  since  its  inception.  Raymond  T. 
Bell,  superintendent  of  works,  is  an  engineer  of 
vast  training  and  experience,  particularly  in  the 
phonograph  field.  He  served  in  several  impor- 
tant capacities  for  one  of  the  largest  phonograph 
manufacturers  in  the  world  and  brought  to  the 
Mandel  Mfg.  Co.  his  years  of  experience. 

After    several    months    of    preparation  the 
Mandel  record  is  now  a  reality.    The  first  re- 
lease,   consisting   of  thirty-two   selections,  was 
disH ibmed    in    January.     Mandel    records  are 
il  cut,  and  it  is  the  intention  of  the  corn- 
to  add  at  least  twenty  selections  to  its 
g  monthly.    When  the  first  announcement 
nade    to    Mandel    dealers    the    influx  of 
orders  indicated  that  this  was  just  what 
lealers  were  waiting  for. 
i  is  every  indication  that,  backed  by  good 
dise,     service     and     co-operation,  the 
Mfg.  Co.  will  retain  for  itself  a  definite 
'.  position  in  the  industry. 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


143 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  142) 


A  TIME  FOR  AGGRESSIVE  SALESMANSHIP,  SAYS  HOPKINS 

Sales  Manager  of  the  Columbia  Graphophone  Co.  Makes  Straight-from-the-shoulder  Talk  on  the 
Curative  for  Business  Ills — Cutting  Down  Sales  and  Advertising  Means  Slower  Trade 


Chicago,  III.,  January  7. — Some  straight-from- 
the-shoulder  remarks  that  are  timely  and  per- 
tinent were  uttered  by  George  W.  Hopkins,  sales 
manager  of  the  Columbia  Graphophone  Co.,  at 
a  recent  gathering  of  a  number  of  prominent 
business  executives  covering  many  lines  of  in- 
dustry in  this  city.  He  emphasized  the  fact  that 
now  is  the  time  for  real  salesmanship,  which 
can  demonstrate  itself  for  the  first  time  in  many 
years,  and  declared  that  with  the  greatest  crops 
ever  harvested  in  the  history  of  the  Nation, 
with  business  on  a  sound,  fundamental  basis, 
there  is  nothing  wrong  excepting  the  mental 
attitude  of  those  who  refuse  to  act  at  a  time 
which  calls  for  real  intelligent  and  direct  action. 

After  pointing  out  the  value  of  an  interchange 


George  W.  Hopkins 

of  ideas,  Mr.  Hopkins  said:  "The  trouble  with  a 
lot  of  us  sales  managers  is  that  we  like  to  sit 
in  our  office  at  a  big  mahogany  desk,  and  when 
a  salesman  has  something  to  tell  us  that  he  has 
gleaned  from  his  own  experiences  we  shut  him 
up  with  'I  know  better,'  instead  of  letting  him 
talk  and  get  his  story  off  his  chest. 

"You  can't  pour  enthusiasm  into  a  salesman 
when  he  is  full  of  bile,  or  something  else  that 
needs  to  get  out  of  his  system;  so  don't  forget 
that  you  are  not  only  his  business  'doc,'  but  his 
business  'daddy'  as  well,  and  that  he  is  per- 
fectly right  that  he  should  come  to  you  with 
his  story. 

"How  much  do  you  really  know  about  picking 
salesmen?  I  believe  that  75  per  cent  of  the 
failures  of  salesmen  are  chargeable  directly  to 
the  men  who  hired  them.  I  blame  myself  three- 
fourths  of  the  time  when  a  man  whom  I  have 
selected  falls  down  on  our  proposition,  for  the 
reason  that  I  have  either  hired  the  wrong  man 
or  I  have  failed  to  sell  him  our  sales  plan  so 
that  he  can  put  it  over. 

One  Alibi  Gone  by  the  Board 

"For  years  practically  every  institution  has 
been  face  to  face  with  a  condition  which  fur- 
nished a  constant  and  unanswerable  alibi  for  the 
sales  force  whenever  we  attempted  to  check 
up  the  work.  It  was  a  bunch  of  orders  in  front 
of  us  which  we  were  unable  to  fill.  In  conse- 
quence, a  lot  of  firms  made  the  mistake  of  allow- 
ing their  sales  organizations  to  run  down.  In 
some  cases  they  laid  off  almost  all  of  their 
men,  retaining  only  a  few. 

"My  sales  training  was  originally  in  the  biscuit 
game.  From  biscuits  I  went  into  chewing  gum, 
and  from  chewing  gum  to  music.  When  I  got 
into  the  music  game  I  had  before  me  practically 
all  of  the  copy  that  my  firm  as  well  as  its 
competitors  had  used  for  seventeen  years  back. 
An  analysis  of  this  copy  showed  that  85  per 
cent  of  these  advertisements  were  featuring 
classical  music.    Still,  it  was  a  well-known  fact 


that  popular  music  outsold  classical  music  ten 
to  one,  according  to  everyone  whom  I  asked 
about  the  subject. 

"I  immediately  made  the  major  point  of  Co- 
lumbia advertising  popular  music,  and  in  a  short 
time  we  jumped  to  the  front.  Our  increase  in 
sales  this  year  is  more  than  100  per  cent.  We 
are  literally  selling  tons  of  music.  I  mean 
exactly  what  I  say.  We  go  to  a  dealer's  store 
and  tell  him  that  we  want  him  to  sell  a  ton  of 
records,  all  of  one  popular  song,  and  that  we 
expect  him  to  sell  them  within  a  week,  without 
a  nickel's  worth  of  advertising  help  from  us. 
Not  Done  by  Cutting  Prices 

"But  it  isn't  done  by  price  cutting.  We  don't 
believe  in  price  cutting.  Columbia  phonographs 
will  continue  to  be  sold  at  the  same  prices  as 
heretofore.   Price  cutting  is  a  lazy  man's  method 


of  inducing  business,  and  does  not  build  for  per- 
manency or  profit. 

"We  have  kept  every  one  of  our  salesmen, 
and  when  the  period  of  hesitation  arrived,  about 
the  first  of  May,  we  had  our  entire  sales  force 
trained  and  ready  to  meet  the  situation.  The 
training  we  had  given  to  our  salesmen  during 
the  time  that  we  were  oversold  consisted  of 
nothing  more  or  less  than  making  retail  sales- 
men of  them,  by  sending  them  into  the  retail 
furniture  and  music  houses  and  having  them  put 
on  local  campaigns,  selling  phonographs  to  Mrs. 
Householder. 

"A  lot  of  dealers  at  first  resented  the  idea 
that  we  should  tell  them  how  to  run  their  phono- 
graph departments;  the  trouble  being  that  these 
dealers,  the  same  as  our  salesmen  and  the  same 
as  we  sales  managers,  had  become  inflated  and 
had  decided  that  the  wonderful  business  which 
they  had  enjoyed  during  the  past  few  years  was 
due  to  their  own  personal  management  and 
brains. 

(Continued  on  page  144) 


B.  B.  BLOOD 

ISHES  to  announce  to  the 
trade  that  both  Mr.  O.  J. 
Kloer  and  Mr.  B.  B.  Blood  have 
withdrawn  from  the  Jewel  Phono- 
parts  Co.  and  will  immediately 
begin  the  manufacture  of  all  new 
Blood  products — among  which  is 
a  non-infringing  tone  arm  that  will 
be  ready  about  February  15th. 

They  also  wish  to  take  this 
opportunity  of  thanking  the  trade 
in  general  for  its  patronage,  and 
they  will  strive  to  merit  a  continua- 
tion of  the  good-will  which  they 
have  enjoyed. 

Blood  &  Kloer 

460  West  Eric  St.  CHICAGO,  ILL. 


144 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


A  Better  Fibre  Needle  Cutter 

The  ALTO 


Retail 
Price 


$1.00 


ALTO  MFG.  CO. 


for  Less  Money 

Send  for  a  Sample  and 
Convince  Yourself 

Territory  open  for  distributors 


3801   Rokeby  Street,   Chicago,  Illinois 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  143) 


Dealers  Became  Very  Independent 

"The  big  business  which  retailers  enjoyed 
during  the  era  of  liberal  spending  entirely 
changed  a  lot  of  our  dealers.  Before  the  war 
they  were  live  wires,  hustlers.  They  went  out- 
side of  their  store  after  business.  They  made  it 
a  point  to  meet  desirable  customers  outside  and 


Lamps  Will  Light  the 
Way  to  More  Profits 
for  You 

OUR  NEW  CREATIONS -will  bring 
you  more  business. 

OUR  HIGH  STANDARD  QUALITY 
—will  make  satisfied  customers. 

OUR  LOW  PRICE -will  make  larger 
profits  for  you. 

Write  or  wire  now  for  our  new  catalog  No.  S 

EAGLE  WOOD  TURNING  CO. 

507  W.  MONROE  ST. 
CHICAGO       -       -      -  ILL. 


to  solicit  their  trade.  As.  business  improved 
they  withdrew  into  the  store  and  met  only  such 
customers  as  came  into  their  place  of  business. 
With  still  bigger  sales  they  left  the  floor  of 
their  salesrooms  and  hid  themselves  away  in  a 
little  eight  by  eight  office  with  a  frosted  glass 
door  and  the  word  'Private'  printed  in  letters 
six  inches  high. 

"But  last  May,  when  this  hesitation  period 
began,  the  buyer  opened  his  door  and  began 
to  take  an  interest  in  things  again.  Then  the 
salesman  whom  we  had  trained  through  retail 
work  was  able  to  explain  how  to  sell  a  ton  of 
records  in  one  week,  by  means  of  a  plan  that  was 
different,  and  that  actually  put  over  the  sales. 

"We  have  recently  sold  these  records  by  the 
ton  in  Chicago,  New  York,  Detroit  and  prac- 
tically every  other  large  city.  It  is  now  being 
done  throughout  the  United  States — one  dealer 
selling  a  ton  of  records  in  a  week — where  they 
never  dreamed  of  selling  even  one-tenth  of  a 
ton  of  music  in  a  week. 

Direct  to  the  Public 

"The  plan  was  simply  to  take  the  music  to 
the  public.  Five-ton  trucks  were  engaged.  They 
were  trimmed  exactly  as  big  windows  would 
be  trimmed  in  the  music  store.  They  were 
driven  through  the  streets  and  popular  music 
was  dispensed,  together  with  printed  matter 
which  carried  the  bold  statement  that  the  local 
music  house  would  sell  one  ton  of  certain 
records  within  a  week.  The  thing  went  over, 
and  went  over  big. 

"Salesmanship  is  coming  into  its  own  again. 
The  time  is  here  right  now  when  the  concern 
which  fails  to  build  up  a  strong  force  of  per- 
sonal salesmen  will  be  left  far  behind.  Within 
the  next  five  years  real  sales  ability  will  be  so 
highly  prized  that  salesmen  will  be  able  to  pick 
their  own  boss.  Will  they  pick  you?  Are  you 
keeping  your  organization  and  your  selling  plans 
up  so  that  you  can  sell  them  to  the  salesman 
who  is  really  worth  while? 

Here's  an  Optimistic  Note 

"Recently  I  talked  to  an  economist.  I  asked 
him  to  show  me  a  period  of  general  depression 
in  business  occurring  the  same  year  when  agri- 
culture afforded  a  wonderful  crop.  After  look- 
ing over  the  statistics  for  a  hundred  years  the 
economist  was  forced  to  admit  that  no  such 


parallel  was  to  be  found.  Never  before  have  we 
had  such  crops.  Never  before  have  consumers 
had  more  money  to  spend,  and  any  time  the 
consumer  has  mone3'  I  am  going  to  lie  awake 
nights  studying  how  to  get  it. 

"It  is  true  that  the  public  is  expecting  re- 
duced prices.  People  are  not  going  to  be  quite 
so  reckless  in  spending  their  money  and  I  am 
giad  of  it,  for  it  is  doubly  hard  to  keep  up  a 
sales  force  when  sales  are  to  be  made  without 
any  effort,  and  when  buying  is  done  without 
care.  The  past  few  years  have  been  trying  to 
the  real  salesman.  It  took  all  the  pep  out  of 
him  to  be  hobbled  because  demand  was  far 
ahead  of  production.  But  those  days  have 
passed. 

"Are  you  going  to  help  your  salesmen  by 
proving  to  them  that  there  is  nothing  wrong 
with  business  except  as  it  may  exist  in  their 
minds  or  in  the  mind  of  the  dealer?  Are  you 
going  to  prepare  them  so  that  they  are  equal 
to  the  occasion?  There  are  only  two  things 
necessary  to  sell  your  product  so  as  to  "bridge 
the  present  period  of  hesitation.  The  first  is 
quality.  No  business  that  is  worth  while  can 
carry  on  or  carry  through  unless  the  basis  of 
your  selling  talk,  advertising  copy  and  all  that 
you  do  is  quality.  The  other  thing  is  service. 
Don't  overlook  the  fact  that  the  humblest  em- 
ploye in  your  factory  can  hinder  or  help  your 
reputation  for  either  service  or  quality. 

Scores  Attitude  of  Daily  Newspapers 

"I  don't  think  the  newspapers  have  given  busi- 
ness a  square  deal.  With  one  hand  they  take 
money  for  space  advertising  copy  that  invites 
the  public  to  come  in  and  buy,  and  with  the 
other  they  write  the  most  damnable,  pessimis- 
tic lot  of  junk  that  you  ever  read.  The  result 
is  that  Mrs.  Consumer  merely  postpones  her 
buying,  frequently  with  the  false  hope  that  she 
is  going  to  get  her  needs  filled  at  much  lower 
prices. 

"What  we  need  is  safe  and  sane  optimism. 
Once  more  I  repeat:  'There  is  nothing  the  mat- 
ter with  this  countr3';  there  is  nothing  the  mat- 
ter with  business,  excepting  mentally.  The 
dealer  is  mentally  sick.  A  sick  man  can't  pre- 
scribe for  himself.  Your  sales  force  will  be  sick 
unless  you  have  provided  insurance  for  them 
while  they  were  well.  The  firm  which  has  shown 


THE  FERRO  AUTOMATIC 
STOP  is  the  best,  most  accurate 
automatic  stop  on  the  market. 

Its-operation  is  positive.  There 
is  no  guesswork  about  its  stopping 
the  motor  at  the  right  moment, 
all  the  time. 

It  is  a  combination  automatic 
stop  and  hand  brake — will  work 
properly  either  way. 

Order  a  sample  NOW 


FERRO  PHONOGRAPH  PARTS  CO.  1455  W.  Congress  St.,  Chicago,  ID. 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


145 


foresight  by  keeping  up  its  sales  organization 
can  be  compared  to  the  man  who  took  out  his 
life  insurance  while  he  was  well.  The  firm 
which  has  failed  to  do  so  will  find  that  it  is  a 
hard  job  to  get  life  insurance  when  you  are 
sick. 

"If  you  have  allowed  your  sales  organization 
to  become  weakened  go  back  to  your  office  and 
begin  to-day.  Make  a  careful  analysis  of  the 
conditions  out  in  the  field.  You  will  find  that 
there  is  absolutely  nothing  wrong.  Don't  try  to 
judge  by  what  your  competitors  are  doing. 
Go  out  in  the  field  and  analyze  the  possibili- 
ties that  your  line  has,  remembering  that  agri- 
cultural prosperity  was  never  greater  than  to- 
day and  that  this  is  the  real  basis  for  big  busi- 
ness." 


A.  D.  GEISSLER  ON  THE  OUTLOOK 


CANTON  TRADE  SHOWS  UP  WELL 


Despite    Bad    Situation   in   Automotive  Field, 
Talking  Machine  Sales  Are  Strong 


Canton,  O.,  January  8. — The  holiday  season  was 
a  fairly  active  one  with  the  retail  music  dealers 
of  Canton.  A  survey  of  the  trade  by  a  repre- 
sentative of  The  World  revealed  that  in  some 
instances  business  was  even  better  than  last 
year.  E.  H.  Woomer,  manager  of  the  Canton 
Phonograph  Co.,  in  discussing  Christmas  busi- 
ness, said:  "While  our  pre-Christmas  sales  were 
below  last  year's,  those  between  Christmas  and 
New  Year's  boosted  the  total  until  the  1919 
sales  were  passed  by  a  good  margin.  It  ap- 
pears many  who  received  money  for  Christmas 
invested  it  in  talking  machines  or  records." 

The  George  C.  Wille  Co.,  Market  avenue  N, 
reports  the  biggest  record  sales  in  the  history 
of  the  store  the  day  previous  to  Christmas, 
when  sales  aggregating  better  than  $1,000  were 
reported.  This  store  also  disposed  of  its  share 
of  talking  machines. 

S.  B.  Van  Fossen,  manager  of  the  A.  B.  Smith 
Piano  Co.'s  store  here,  declared  business  at  the 
store  was  much  heavier  than  last  yea.-  in  the 
face  of  the  industrial  depression  which  has  pre- 
vailed here  since  early  Fall. 

The  Alford  &  Fryar  Piano  Co.,  Klein  &  Hef- 
felman  and  the  D.  W.  Lerch  Co.  all  report 
phonograph  sales  satisfactory  during  the  holi- 
days. Records  sold  well  at  all  stores,  as  did 
player-piano  rolls.  These  concerns  view  the 
outlook  most  optimistically. 

Merchants  are  optimistic  as  to  the  future  and 
despite  the  slump  in  the  automotive  industry, 
which  affects  most  every  plant  in  the  Canton 
district,  a  steady  business  is  expected  after  the 
middle  of  this  month. 


C.  W.  SHUMWAY'S  NEW  POST 


C.  W.  Shumway,  formerly  northern  California 
manager  for  the  Western  Jobbing  _&  Trading 
Co.,  has  resigned  from  that  concern  and  has 
opened  an  exclusive  Sonora  shop  at  721  Mac- 
■  donald  avenue,  Richmond,  Cal.,  in  one  of  the 
best  sections  of  the  city. 


President  of  New  York  Talking  Machine  Co. 
Expresses  Confidence  on  What  1921  Holds  for 
the  Talking  Machine  Trade  of  This  Country 


Arthur  D.  Geissler,  president  of  the  New  York 
Talking  Machine  Co.,  Victor  wholesaler  of  New 
York,  and  also  of  the  Chicago  Talking  Machine 
Co.,  Victor  wholesaler  of  Chicago,  in  a  statement 
made  public  the  early  part  of  the  month  ex- 
presses great  confidence  in  what  1921  holds  for 
the  Victor  trade.    He  said  in  part: 

"To  a  great,  great  many  in  the  talking  ma- 
chine business  this  has  been  a  'blue'  Christmas. 
Because  the  Yuletide  of  1920  did  not  bear  with 
it  the  same  prosperity  and  opulence  of  1919  the 
contrast  has  been  made  to  seem  more  bitter  to 
the  great  majority  of  talking  machine  manu- 
facturers. 

"The  one  outstanding  exception,  not  only  in 
.the  talking  machine  industry  but  practically  in 
the  entire  industrial  world,  has  been  the  Victor 
Talking  Machine  Co. 

"The  dealers  and  jobbers  who  in  the  past 
have  put  their  whole  reliance  on  the  judgment 
of  the  Victor  Talking  Machine  Co.  and  its  direc- 
tors in  the  conduct  of  their  business  are_  to-day 
reaping  that  complete  satisfaction  of  mind 
which  must  come  from  knowing  that  1921  holds 
for  them  at  least  an  era  of  safe  and  sane  mer- 
chandising. 

"To-day  in  the  talking  machine  field  there  are 
many  men  and  concerns  that  are  doing  one  of 
two  things  mentally,  either  writhing  with  re- 
morse after  an  excess  of  expansion  or  ignoring 
the  validity  of  great  outstanding  facts  and  condi- 
tions. 

"Our  business  in  the  last  four  or  five  years 
has  come  too  easily.  Next  year  will  give  us 
all  an  opportunity  to  test  the  strength  of  our 
organization.  Personally,  I  welcome  the 
prospect  of  being  able  to  go  out  and  fight  for 
business  not  only  in  our  own  field,  but  unex- 
plored and  undeveloped  territories." 


FORWARD  STRIDES  OF  LAUZON 


The  Michigan  Phonograph  Co.,  of  Grand 
Rapids,  Mich.,  is  quite  optimistic  about  general 
business,  and  particularly  about  the  increasing 
popularity  of  the  Lauzon  phonograph.  The 
company  closed  a  very  satisfactory  year  in  1920 
and  broadened  out  its  business  not  only  at  home 
but  abroad.  The  capacity  of  the  plant  has  been 
increased,  and  a  number  of  new  period  styles 
of  exceeding  attractiveness  added  to  the  line. 
President  George  M.  Cook,  in  a  recent  talk, 
stated  that  a  number  of  plans  were  under  way 
for  a' further  development  of  this  business  dur- 
ing the  year,  particularly  in  the  way  of  new 
styles  that  will  win  the  attention  of  the  public. 


The  Lansing  Sales  Co.,  of  Boston,  has  an- 
nounced the  appointment  of  R.  Lipp,  who  re- 
cently arrived  from  Chicago,  to  succeed  P.  M. 
Perasky,  who  has  resigned. 


"The  Music  Without  the  Blur!' 

This  ideal  of  talking  machine  manufacture  is  attained 
more  nearly  than  by  any  other,  in  the  construction 
of  the 

MARVELOUS  MAGNOLA 

"Built  by  Tone  Specialists" 

"Magnola's  Tone  Deflector  eliminates  the  scratch" 


Wa.tckii\J  tke  Music  Come  Out 


We  w»nt  to  show  you  how  to  make  money  with 
MAGNOLA;  and  how  MAGNOLA  is  the  best  buy 
on  the  Talking  Machine  Market  to-day. 

Send  us  your  name  and  let  us  send  you  some  real 
Talker  Tips. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  8CHUL2.  Prmldent 
General  Offieet  Southern  Wholesale  Branch 

711    MILWAUKEE  AVENUE 
CHICAGO 


1530  CANDLER  BLDG. 
ATLANTA.  GA. 


CONSOLIDATION  UN  CANTON,  0. 

E.  H.  Woomer  Phonograph  Co.  Merged  With 
the  Geo.  C.  Wille  Music  Co.,  That  City 

Canton,  O.,  January  10. — One  of  the  most  im- 
portant deals  in  local  music  trade  circles  was 
the  announcement  this  week  of  the  merging  of 
the  E.  H.  Woomer  Phonograph  Co.  with  the 
George  C.  Wille  Music  Co.  Although  owned 
by  George  C.  Wille,  the  store  of  the  Woomer 
Phonograph  Co.,  Cleveland  avenue  SW.,  will 
continue  to  operate  by  its  former  policy  and 
E.  H.  Woomer  will  continue  as  manager.  The 
Woomer  store  handles  the  Brunswick  phono- 
graph and  the  same  make  of  records,  while  the 
Wille  store  has  been  established  here  for  about 
seven  years  and  is  one  of  the  best-known  retail 
music  houses  in  the  city. 


MAKING  "TALKERS"  IN  BUTTE 


M.  H.  Merrian  and  R.  T.  Newland,  who  con- 
duct a  music  shop  at  342  South  Main  street, 
Butte,  Mont.,  are  now  manufacturing  a  talking 
machine  in  that  city  which  they  hope  to  intro- 
duce to  the  trade  at  large  in  due  course.  This 
instrument  was  recently  displayed  by  the  Butte 
Chamber  of  Commerce  at  its  offices  and  at- 
tracted a  areat  deal  of  attention. 


Phono  Truck 

Not  only  an  Artistic  Delivery  Truck  Body,  but  a  Sensational 
Advertisement  as  well.    A  Great  Combination  that  will  save 
you  many  dollars  in  Advertising  and  Pay  for  itself. 
We  can  imitate  any  talking  machine  on  the  market  and  fit  it 
to  your  Auto  Body. 

It  Weathers  the  Weather  and  brings  you  trade. 

Write  for  particulars. 

ARTISTIC  CABINET  &  WOODWORKING  CO. 

1415  Custer  St.     (Near  Clyborn  and  SoathportSU.)      Phone  Divereey  1823      CHICAGO,  ILL. 


-  f-i'  i  ... , . 


r 


146 


THE    TALKING    MACHINE  WORLD 


January  IS,  1921 


Columbia  Dealers9  comments  on  Columbia  Sell- 
Service  Fixture  No.  8: 

"It  has  more  than  paid  for  itself  in  60  days." 
"Especially  essential  to  us  on  busy  days." 
"We  had  to  fill  the  fixture  up  three  different  times, 
which  means  that  between  350  and  400  records  were 
sold." 

Columbia  Graphophone  Co. 

NEW  YORK 


FINE  NEW  SHOP  IN  LOS  ANGELES 

Reed  &  Dady  Open  Elaborate  Quarters  on  Hol- 
lywood Boulevard  Devoted  Exclusively  to  the 
Display  and  Sale  of  Brunswick  Products 


Los  Angeles,  Cal.,  January  3. — Reed  &  Dady  re- 
cently opened  a  most  elaborate  exclusive 
Brunswick  phonograph  shop  at  6611  Hollywood 
boulevard,  this  city,  after  the  premises  had  been 
in  the  hands  of  expert  cabinet  men,  carpenters 
and  decorators  for  several  weeks. 

The  main  showrooms  and  salesrooms  are  on 
the  main  store  floor,  which  has  been  arranged  to 
represent  the  interior  of  a  typical  California 
bungalow,  with  the  front  set  off  by  casement 
windows  fitted  with  small  panes  of  glass.  A 
hallway  runs  through  the  center  of  the  bunga- 
low, and  the  whole  is  topped  by  a  tile  roof.  The 
sales  and  demonstration  rooms  on  each  side  of 
the  hall  are  attractively  decorated  and  furnished 
and  designed  to  permit  the  customer  to  enjoy 
privacy  when  purchasing.  The  carpets  and 
hangings  are  all  in  delft  blue. 


This  house  deals  exclusively  in  the  Bruns- 
wick products  and  is  showing  these  new 
musical  products  in  various  attractive  styles 
and  designs.  There  are  period  models, 
Colonials,  models  De  Luxe  and  other  kinds 
shown  in  various  finishes.  The  firm  also  car- 
ries all  releases  of  the  Brunswick  records  and 
its  record  department  has  been  so  designed 
that  there  will  be  no  warping  of  records  kept  in 
stock. 

The  proprietors  of  the  new  company  are: 
C.  J.  Reed,  Ronald  A.  Reed  and  H.  E.  Dady, 
and  the  staff  includes  Harry  James  Beardsley, 
well  known  in  Hollywood  musical  circles. 

INCORPORATED 

The  Piramida  Phonograph  Co.,  of  Brooklyn, 
was  recently  incorporated  at  Albany,  N.  Y.,  with 
a  capital  stock  of  $20,000  by  G.  B.  Glover,  N. 
Galpern  and  H.  L.  Williamson,  69  Eastern 
Parkway,  Brooklyn. 

It  is  better  to  wear  an  old  coat  than  to  borrow 
a  new  one. 


MONTGOMERY  BACK  IN  PITTSBURGH 

Returns  to  Talking  Machine  Field  in  That  City 
as  Wholesale  Representative  for  the  Phila- 
delphia Show  Case  Co. 


Pittsburgh,  Pa.,  January  8.— Wayne  D.  Mont- 
gomery, well  known  in  this  section  of  the  coun- 
try through  his  connection  with  the  local  branch 
of  the  Columbia  Graphophone  Co.  as  whole- 
sale representative,  has  again  returned  to  Pitts- 
burgh as  wholesale  representative  for  the 
Philadelphia  Show  Case  Co.,_  which  has  become 
jobber  for  the  Aeolian-Vocalion,  Vocalion  rec- 
ords and  Melodee  music  rolls  in  Pennsylvania. 

Mr.  Montgomery  was  largely  instrumental  in 
bringing  about  the  formation  of  the  Pittsburgh 
Talking  Machine  Dealers'  Association,  and  left 
the  trade  here  to  go  into  the  service.  He  served 
abroad  with  the  flying  corps,  and  upon  his  re- 
turn entered  the  industrial  truck  business. 


WITH  THE  EMERSON  ARTISTS 

Several  Leading  Lights  Appearing  in  Musical 
Productions  and  in  Vaudeville 


Walter  Scanlan,  the  Irish  tenor,  is  having  a 
successful  tour  in  his  new  play,  "Hearts  of 
Erin."  Newspapers  in  cities  where  he  has  ap- 
peared have  made  very  favorable  comments  and 
have  compared  him  with  the  world's  most  cele- 
brated Irish  tenors. 

Eddie  Cantor  continues  to  be  a  big  success  with 
the  Shubert  production,  "Midnight  Rounders." 
He  has  just  finished  four  weeks  in  Philadelphia, 
two  weeks  in  Baltimore  with  this  production,  and 
is  now  with  it  in  Boston  for  an  indefinite  period. 

Irving  and  Jack  Kaufman  are  being  headlined 
in  the  Keith  circuit  and  have  been  honored  by 
being  brought  back  to  New  York  territory  eight 
times  within  the  last  three  months. 

Arthur  Fields  is  being  headlined  in  the  Loew 
circuit,  a  unique  feature  of  his  tour  consisting  of 
a  film  showing  him  making  records  in  the  record- 
ing studios  of  the  Emerson  Co.  This  film  is 
exhibited  in  every  house  prior  to  and  during  his 
appearance. 


DOING  BIG  OKEH  RECORD  TRADE 

Toledo,  O.,  January  10.— The  Summit-Cherry 
market,  of  this  city,  now  harbors,  under  the 
management  of  R.  H.  Richards,  a  double  booth 
devoted  to  talking  machines  and  records.  The 
Master-tone  line  of  machines  is  handled  and 
the  Okeh  line  of  records.  The  Okeh  record 
business  has  already  grown  to  be  a  large  and 
active  enterprise.  Demand  for  Mamie  Smith 
numbers  has  been  particularly  large  and  Mr. 
Richards  has  expressed  himself  on  numerous 
occasions  as  being  very  enthusiastic  about  the 
line  and  well  pleased  with  his  merchandising 
policy  of  bringing  music  to  the  attention  of 
housewives  when  they  are  doing  their  mar- 
keting. 


When  Wisdom  is  not  at  home,  Silence  must 
stand  guard. 


At  Your  Service 

for 

1921 

and 

Thereafter 

The  William  Phillips 
Phono  Parts  Corp. 

Manufacturers  of 

TONE  ARMS 

and 

SOUND  BOXES 

of  proved  merits 
Write  us  for  prices  and  other  particulars 

145  West  45th  Street  New  York 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


147 


COUNTRY'S  BUSINESS  NOW  FACES  SHOW-DOWN  PERIOD    NEW  "MUSIC  SHOP"  IN  NEW  ORLEANS 


A  Clear  Analyzation  of  Business  Conditions  During  the  War  Period  and  a  Forecast  of  1921 
and  What  Is  Promised  for  the  Business  Man,  Offered  by  J.  Newcomb  Blackman 


L.  Grunewald  Co.  Formally  Opens  First  Branch 
Store  on  South  Rampart  Street 


Generally  speaking,  it  is  true  that  history  re- 
peats itself.  The  repetition  may  be  in  different 
form,  but  the  fact  that  there  is  no  certainty 
as  to  the  time,  manner  or  result  of  its  repetition 
often  causes  a  disregard  of  the  fact  and  a  lack 
of  preparation  for  the  inevitable. 

This  country  was  not  prepared  for  war  and 
in  keeping  with  the  foregoing  statement  disre- 
garded what  might  be  termed  the  handwriting 
on  the  wall.  We  relied,  as  usual,  on  the  fact 
that  we  were  an  undefeated  nation  apparently 
capable  of  meeting  any  emergency  and  willing 
to  assume  the  cost  of  victory. 

Permanently  profitable  business  is  transacted 
with  due  regard  for  the  laws  of  economics,  while 
modern  war  is  conducted  with  an  utter  disre- 
gard of  economy. 

The  immediate  need  was  for  men  and  war 
material.    Cost  was  disregarded  almost  entirely. 

Demand  for  several  years  has  so  exceeded 
supply  that  the  outbidding  process  left  the  cost 
of  labor  and  material  at  the  termination  of  the 
war  extremely  inflated.  Corresponding  defla- 
tion must  follow. 

We  are  now  experiencing  the  show-down  pe- 
riod. Never  was  there  a  better  time,  however, 
to  analyze  and  capitalize  our  experiences. 

Discussing  the  talking  machine  business,  and 
particularly  the  Victor,  what  does  a  review  of 
the  last  few  years  reveal?  The  Victor  Co.  was 
the  first  to  offer  its  services  to  the  Government. 
Acceptance  required  an  immediate  and  increas- 
ing curtailment  of  regular  production. 

Had  the  war  continued  no  doubt  the  Govern- 
ment would  have  realized  the  unfairness  of 
allowing  the  patriotism  of  men  and  concerns  to 
be  selfishly  capitalized  by  others.  Many  grasped 
the  opportunity  to  enter  the  manufacturing 
field. 

In  my  judgment,  the  greater  part  of  1921  will 
see  everybody  resuming  their  natural  places  in 
the  business  world  and  the  "reaping"  will  be 
largely  according  to  our  "sowing."  Is  this  not 
what  we  face  in  meeting  the  show-down  period 
of  1921? 

There  will  be  more  failures  among  manufac- 
turers and  the  trade  in  general.  The  extreme 
curtailment  of  the  purchasing  public,  following 
a  recklessness  of  expenditure,  has  resulted  in 
discriminating  buyers. 

As  merchants  we  must  be  willing  to  do  less 
business  and  make  less  money  for  a  short  time 
if  by  that  process  we  can  quickly  return  to 
normal. 

Refusal  to  reduce  prices  of  commodities  or  to 


accept  a  lower  wage,  in  some  cases,  only  re- 
sults in  the  shutting  down  of  factories,  the  un- 
employment of  thousands  and  an  added  determi- 
nation on  t'he  part  of  the  buying  public  to  ex- 
tremely curtail  purchases. 

The  business  man  or  the  employe  who  meets 
the  inevitable  a  little  ahead  of  the  other  fellow 
will  hold  his  business  or  his  job.  The  tempo- 
rary sacrifice  will  be  extremely  small  compared 
to  the  permanent  benefit. 

I  am  not  advocating  reduced  prices  or  ex- 
treme methods  except  where  absolutely  neces- 


New  Orleans,  La.,  January  10. — The  "Music 
Shop,"  the  South  Rampart  street  branch  of  the 
L.  Grunewald  Co.,  held  a  formal  opening  re- 
cently and  began  the  actual  business  of  selling 
"everything  in  the  musical  line."  The  store  is  at 
600  South  Rampart  street. 

The  branch  is  managed  by  Louis  A.  Guenard, 
who  was  connected  with  the  piano  department 
of  Grunewald's  for  the  last  five  years.  A  number 
of  floral  offerings  were  made  by  friends  and 
employes  of  the  store.  The  Music  Shop  forms 
one  of  the  brightest  spots  in  that  section  of  the 
city.  Its  interior  is  white  throughout  and  as  it 
is  situated  on  a  corner  there  is  plenty  of  light. 
A  complete  line  of  talking  machines,  pianos  and 
musical  instruments  is  handled  by  the  shop  and 
shortly  a  sheet  music  department  is  to  be  added. 


EXPANSION  WITH  U=SAV=Y0UR  CO. 


Distributors  Well  Pleased  With  the  Dressing- 
Local  Post  Office  Feels  Business  Growth 


J.  Newcomb  Blackman 

sary.  Naturally,  the  merchandise  which  has  had 
very  little  advance  can  have  little  or  no  reduc- 
tion at  the  moment.  Neither  should  the  em- 
ploye who  has  been  faithful,  and  in  many  cases 
at  the  sacrifice  of  a  larger  salary,  be  expected  to 
suffer  a  reduction,  but  should  be  rewarded  now 
by  having  his  position  and  the  salary  insured. 

There  is  no  general  rule  that  can  be  applied 
except  that  the  deflation  should  be  in  propor- 
tion to  the  inflation  in  every  case. 

Concluding,  the  show-down  period  in  the  talk- 
ing machine  business  indicates  a  "survival  of  the 
fittest" — fewer  manufacturers,  wholesalers  and 
retailers. 

We  will  return  to  quality  and  workers  will 
succeed  shirkers. 

The  talking  machine  business  for  1921  will  be 
both  promising  and  profitable  to  many,  but  not 
to  all,  and  those  who  are  preparing  to  meet  1921 
conditions  ought  to  be  extremely  optimistic, 
for  I  am  firmly  convinced  they  will  be  amply  re- 
warded. 


Warren,  Mass.,  January  7. — The  U-Sav-Your 
Mfg.  Co.,  manufacturer  of  U-Sav-Your  dress- 
ing for  the  Victrola,  reports  the  enlargement  of 
its  distributing  organization  by  the  addition  of 
several  well-known  jobbers. 

Collings  &  Co.,  Victor  distributor  of  Newark, 
M.  J.,  is  making  a  drive  this  month  on  the 
sale  of  U-Sav-Your  with  very  satisfactory  re- 
sults. This  company  reports  that  the  dealers 
it  has  sold  this  dressing  to  have  found  the 
dressing  entirely  satisfactory  and  have  reor- 
dered in  a  substantial  manner. 

As  a  result  of  the  popularity  of  U-Sav-Your 
dressing,  the  post  office  at  Warren,  Mass.,  has 
been  raised  from  third  class  to  second  class  as 
the  U-Sav-Your  Mfg.  Co.  is  doing  business  not 
only  all  over  the  United  States  of  America  but 
with  a  number  of  foreign  countries  as  well. 


BEHYMER  SELECTS  THE  BRUNSWICK 

It  is  announced  that  L.  E.  Behymer,  im- 
presario, known  throughout  the  South  and  West 
for  his  successful  handling  of  the  Pacific  Coast 
concert  tours  of  the  world's  greatest  artists,  has 
chosen  a  style  120  Brunswick  phonograph  for 
his  studio. 


The  Greater  New  York  Talking  Machine  Co., 
Manhattan,  has  been  incorporated  with  capi- 
tal stock  of  $10,000  by  I.  Ehrlich.  M.  M.  Alpert 
and  L.  Levin. 


Piknik  Prospects  in  Your  Community 

Sell  Every  School  a  Piknik  and  Open  Up  the  Largest  Field  of  Prospects 

The  Piknik  is  perfectly  adapted  to  every  requirement  of  the  school  room, 
where  for  the  greater  part  of  the  year  it  is  daily  before  the  pupil,  the  real 
buying  factor  in  the  home. 

The  name  suggestion,  "PIKNIK,"  not  only  stamps  itself  indelibly  on  the 
pupil's  mind  but  conjures  up  pictures  the  lure  of  which  creates  the  purchase 
desire.  Supplement  this  with  the  beautiful  tone  and  other  appealing  features  of 
the  Piknik  and  you  have  a  combination  that  draws  business. 

Every  Y.  M.  C.  A.  summer  school  or  camp,  fraternal  organization,  dancing 
school,  business  school,  etc.,  will  give  the  Piknik  its  stamp  of  approval. 

It  is  the  highest  class  portable  phonograph.  It  is  built  to  win  friends  and 
repeat  business.  . 

W rite  for  Particulars 

PIKNIK  PORTABLE  PHONOGRAPH,  Inc.  Lakewood,  New  Jersey 

^^^^^^^^^^  


148 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


PART  SCREWED  INTO 
MOTOR  SHAFT 


Motor  and  Spring  Safety  Device 


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PATENTS  APPLIED  FOR. 


(PATENTS  APPLIED  FOR) 


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RETAIL  PRICE  $3.75 
LIBERAL  DISCOUNTS  TO  THE  TRADE 


IMPOSSIBLE  TO  OVERWIND  THE  MOTOR 

When  sufficiently  wound,  the  handle  automatically  ceases 
to  wind.  Thus,  any  child  can  wind  the  talking  machine 
with  safety. 

A  Simple  Fool-Proof  Device 
— Fills  a  Long-Felt  Want — 

Can  be  attached  by  anyone  in  a  few  minutes. 

NOW  READY  FOR  VICTOR  MACHINES 

Territory  Open  to  Jobbers  and  Dealers 

PHONOGRAPH  SPECIALTIES  MFG.  CO. 

67-69  Fleet  St.  Jersey  City,  N.  J. 


FOR  AMERICAN  MUSIC  FESTIVAL 


C  N.  Andrews  a  Member  of  Advisory  Board  of 
National  American  Music  Festival  to  Be  Held 
in  Buffalo  During  First  Week  of  October 


Buffalo,  N.  Y.,  January  3. — Curtis  N.  Andrews, 
of  the  house  of  W.  D.  and  C.  N.  Andrews,  Vic- 
tor wholesalers,  is  one  of  a  group  of  prominent 
men  of  Buffalo  who  have 
been  appointed  members 
of  the  advisory  board  of 
the  National  American 
Music  Festival,  which  is 
to  be  held  here  during 
the  week  of  October  3-8, 
1921. 

For  many  years  past  . 
this  music  festival  has 
been  held  in  Lockport, 
N.  Y.,  and  has  become 
one  of  the  recognized 
important  musical  events 
in  the  East.  The  festi- 
val, however,  has  outgrown  Lockport,  and 
through  the  efforts  of  prominent  musicians  and 
music  lovers  of  Buffalo  a  plan  was  formulated 
to  underwrite  the  festival  and  bring  it  to  this 
city.  The  advisory  board  and  others  have 
pledged  $25,000  annually  to  insure  the  presen- 
tation of  the  festival  here. 

The  festival  is  designed  to  feature  the  Ameri- 
can-born artist  and  composer,  as  well  as  the 
American  language,  and  during  the  festival  con- 
tests among  musicians  and  composers  will  be 
held,  with  suitable  awards  to  stimulate  interest. 


TRADE  NEWS  FROM  NEW  ORLEANS 

Business  Uneven,  but  Retail  Sales  Are  Fair — 
Columbia  Activity — Diamond  Disc  Reports 
Progress — To  Attend  Jobbers'  Meeting — 
News  of  Month  Worthy  of  Record 


C.  N.  Andrews 


CONTRIBUTED  A  UNIQUE  FLOAT 

Noblesville,  Ind.,  January  3. — Clarke,  Brock  & 
Co..  Sonora  dealers  of  this  city,  recently  con- 
tributed a  unique  float  to  the  local  industrial 


New  Orleans,  La.,  January  5.— No  two  persons 
in  the  talking  machine  business  in  New  Orleans 
have  the  same  thing  to  say  about  business  con- 
ditions and  since  the  correspondent  does  not 
audit  their  books  just  how  business  really  is 
remains  a  secret.  One  man  says:  "Business  got 
worse  and  worse  and  now  it's  'worser'."  An- 
other says:  "We're  doing  the  biggest  business 
ever."  "1  don't  know,"  reports  another,  and 
so  it  goes. 

The  writer's  own  private  idea,  publicly  ex- 
pressed, is  that  the  wholesale  business  isn't  so 
much,  but  that  the  retail  sales  are  good,  due 
probably  to  the  large  crowds  on  the  streets, 
attracted  to  the  retail  section  by  price-slashing 
sales  on  cloths  and  clothing  being  held  by  vari- 
ous stores  in  that  business. 

The  Columbia  branch,  managed  by  A.  B. 
Creal,  assisted  by  H.  P.  Wise,  reports  that  the 
house-to-house  canvass  was  very  successful. 
The  Times-Picayune,  the  morning  paper,  gave 
a  party  to  a  number  of  its  friends  on  the  evening 
of  December  29  and  Mr.  Wise  furnished  the 
music  for  dancing  and  other  activities  with  a 
Grafonola. 

The  Diamond  Disc  Shop,  the  retail  depart- 
ment of  the  Diamond  Music  Co.,  which  handles 
the  Edison  in  this  territory  as  jobbers,  reports 
the  best  business  in  its  history.  Wholesale  sales- 
men started  out  January  2  and  3  determined  to 
be  optimistic  and  try  to  imbue  others  with  the 
same  feeling.  L.  T.  Donnelly,  manager  of  the 
Diamond  Music  Co.,  declares  that  there  is  busi- 
ness to  be  had  and  hard  work  and  advertising 
will  get  it. 

"People  must  eat  and  be  clothed  and  the 
South  certainly  has  the  cotton  for  clothing,  so 
there  is  and  will  be  money  to  be  spent.  Our 
1920  business  showed  a  good  lead  over  1919. 
We  expect  a  third  more  business  in  1921." 

Mr.  Donnelly  is  going  to  the  jobbers'  meet- 
ing in  Montreal  February  10.  He  says  things 
may  be  a  little  slow  for  the  first  three  months, 
but  he  expects  his  company  to  more  than  make 
up  for  the  slowness  in  the  following  nine 
months. 


Artistic  Float  with  Magnavox 

parade.  The.  Sonora  on  the  rear  of  the  float 
was  equipped  with  a  Magnavox,  so  that  those 
watching  the  parade  were  favored  with  some 
attractive  music. 


George  Clay  Cox,  of  Rochester.  N.  Y.,  whose 
manufacturing  interests  in  the  talking  machine 
industry  have  been  extensive  and  varied,  was 
recently  called  to  Virginia,  111.,  on  account  of 
the  death  of  his  sister  in  that  city. 


SONORA  CHANGES  IN  ATLANTA 


Atlanta,  Ga.,  January  5. — R.  V.  Emmert,  who 
formerly  covered  Georgia  for  the  Southern 
Sonora  Co.,  Sonora  distributor  located  in  this 
city,  has  recently  resigned  and  left  for  the 
Pacific  Coast.  Wm.  A.  Rawson,  secretary  of 
the  company,  will  henceforth  handle  the  south- 
ern half  of  the  State,  and  Ernest  Milburn,  a 
talking  machine  man  of  some  five  years'  experi- 
ence, will  cover  the  northern  part  of  Georgia. 
Chas.  J.  Rey  will  take  care  of  the  city  of  At- 
lanta. Van  B.  Smith  will  continue  to  cover 
Florida,  and  Seymour  Herzfeld  will  handle  Ala- 
bama as  usual. 


GEO.  MEYER  OPENS  REPAIR  SHOP 

George  Meyer,  for  a  number  of  years  con- 
nected with  J.  J.  Cavanaugh,  well-known  ex- 
clusive Victor  dealer  of  Brooklyn,  N.  Y.,  has 
gone  into  the  talking  machine  repair  business 
on  his  own  account  with  headquarters  at  137 
Lawrence  street,  Brooklyn. 


ON  A  VISIT  TO  CHICAGO 


A.  D.  Geissler,  president  of  New  York  Talk- 
ing Machine  Co.,  New  York,  and  Chicago  Talk- 
ing Machine  Co.,  Chicago,  left  the  "early  part 
of  the  month  for  Chicago.  He  was  accompanied 
by  Mrs.  Geissler.  He  plans  to  make  his  home 
in  the  Windy  City  for  the  next  few  months, 
centering  his  business  activities  on  the  affairs 
of  the  Chicago  Talking  Machine  Co.  and  en- 
gaging in  a  series  of  conferences  with  his  asso- 
ciates there,  D.  A.  Creed,  W.  C.  Griffith  and 
G.  P.  Ellis. 


A  charter  of  incorporation  has  been  granted 
to  the  International  Mica  Corp.  at  Albany,  N.  Y., 
for  the  purpose  of  operating  mica-bearing  prop- 
erties. The  authorized  capital  of  the  company  is 
$50,000  and  the  incorporators  are  G.  A.  Smith, 
F.  J.  Saxton  and  P.  A.  Hauser,  of  45  West  34th 
street,  New  York  City. 


BRUNO 


L.  F.  Geissler,  formerly  general  manager  of 
the  Victor  Talking  Machine  Co.,  plans  to  de- 
part soon  for  Florida,  where  he  and  Mrs.  Geiss- 
ler will  spend  the  greater  part  of  the  Winter 

season. 


Selling  a  man  a 
Victor  is  like  rolling 
off  a  log.  It's  easy. 
Selling  him  a  carload 
of  records,  that's  easy 
too,  but  it  means  a 
bit  more  of  your  time, 
and  it's  worth  it. 

BRUNO 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


149 


A  Message 

From  the  Fred.  Gretsch  Mfg.  Co. 

For  1921 

Telling  why  it  is  essential  for  the  music  dealer 
to  make  a  good  connection  for  the  coming  year. 

Under  the  exceptional  conditions  of  the  past  years,  the  Gretsch  standard  of 
quality  and  true  production  of  instruments  has  been  maintained. 

The  Gretsch  organization  has  been  fortunate  in  meeting  the  heavy  demands 
of  its  many  dealers.  With  the  prospects  of  improvement  of  conditions  during  the 
coming  year,  Gretsch  Service  will  be  more  efficient  than  ever  before. 

The  Gretsch  instrument  is  tried  and  true.  As  you  know  that  we  manufacture 
a  large  variety  of  musical  merchandise,  we  can  offer  you  the  best  prices.  . 

If  you  are  not  handling  our  merchandise  ask  us  for  full  particulars. 
Do  not  fail  to  send  for  our  price  list. 

A  FEW  OF  OUR  SPECIALTIES: 

La  Tosca  Violin  Strings  Koholas  &  Co.  Ukulele 

20th  Century  Violin  Cases  The  Banjo  Ukulele 

20th  Century  Drums  Rex  Flat  Back  Mandolins 

20th  Century  Bells  Rex  Banjo  Mandolins 

20th  Century  Music  Stands  Rex  Guitars 

Eagle  Brand  Pitch  Pipes  Rex  Violins 

Rex  Banjos  Gretsch  Cornets 

Cello  Banjos  Gretsch  Saxophones 

Rex  Strings  Gretsch  Bugles 

and 

THE   VIOLAPHONE   TALKING  MACHINE 

With  the  Violin  Tone 


THE  FRED.  GRETSCH  MFG.  CO. 


MUSICAL  INSTRUMENT  IVAKERS 
Since  1883 


54-82  BROADWAY  BROOKLYN,  N.  Y. 


150 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


PUBLISHED  BY  THE 
HOUSE  THAT  PUT  OVIR 


ARTo  RECORDS 


The  ARTo  girl  with  dainty  dangling  feet, 
Silken-clad  ankles,  youthful  and  neat. 
Smilingly  sits  and  sings  and  swings. 
While  to  her  ARTo  Roll  and  Record  clings. 


Into  the  Home — 

ARTo  Music  Rolls  bring  JOY 
ARTo  Phonograph  Records  bring 
AMUSEMENT 

ARTo  Profit-Sharing  Certificates 
bring  PROSPERITY 


$l°HRTophlignrcahpHRecords$l00 

THE  LATEST  SONG  AND  DANCE  HITS 

for  FEBRUARY,  1921 

[My  Mammy.    Baritone  Solo  Ernest  Hare 

9040  j  Bright  Eyes.    Tenor  Solo  Arthur  Hall 

„„,„  i  Oh  Gee!    Say  Gee!    You  Ought  to  See  My  Gee  Gee. 

9039  J     Tenor  Solo   Billy  Jones 

Rosie.  Make  It  Rosy  for  Me.    Tenor  Solo. nil  y  Joms 

{I  Never  Knew  I  Could  Love  Anybody  Like  I'm  Lov- 
ing You.    Fox-trot.    Chorus  Sung  by  Bob  Miller, 
Society  Symphonic  Orchestra 
Why    Don't    You?     From    "Mtsr."  Introducing: 
"Feather  Your  Nest."    Medley  Fox-trot, 
Selvin's  Novelty  Orchestra 
/-You  Oughta  See  My  Baby.   Fox-trot.   Choruses  Sung 

V    by  Jack  Landauer  AKTo  Dance  Orchestra 

0„,, J  Just  Snap  Your  Fingers  at  Care.    From  "Greenwich 
au3/>;     village   Follies   of   1920."     Introducing:  "Love 
j     Flower."    Medley  Fox- trot, 

l_  Selvin's  Novelty  Orchestra 

(  Beautiful    Faces    Need    Beautiful    Clothes.  Intro- 

an-ifij     ducing:  "Rock-a-Bye,  Lullaby,  Mammy."  Med- 

)     ley  Fox-trot  Ernie  Cutting's  Melodists 

I  Rose.     Fox-trot  Ernie   Cutting's  Melodists 

i  Left  All   Alone  Again   Blues.    From   "The  Night 

onalJ     Boat."    Fox-trot.  .Joseph  Samuel's  Dance  Orchestra 

3U*  ]  Bo-La-Bo.    Egyptian  Fox-trot, 

I  Raderman's  Dance  Orchestra 

Ask  for  the  Complete  Catalog  of  ARTo 
Records 

THE  ARTo  CO. 


ARTo  Word  Rolls  $1.00 
VOCo  Word  Rolls  85c. 

1320  April  Showers  Bring  May  Flowers.  Fox-trot. 
1327  Becky  From   Babylon.  Fox-trot. 

1319  Bright  Eyes.  Fox-trot. 

1332  Congo  Nights.  Fox-trot. 

1334  Down  By  the  O-H-l-O,  O-My-O.  One-st*p. 

1323  Give  Me  a  Million  Beautiful  Girls.  But  Give  Me  Them 
One  at  a  Time.  One-step. 

1329  Good-Bye.    From  "Lady  Billy."  Fox-trot. 

1321  In  the  Heart  of  Dear  Old  Italy.    Waltz  Song. 
I32B  Just  a  Week  From  To-day.  Fox-trot. 

1326  Love  Bird.  Fox-trot. 

1330  Look  for  the  Silver  Lining.    From  "Sally."  Fox-trot. 

1324  My  Mammy.  Fox-trot. 

1331  Nightingale.  Fox-trot. 

1318  Oh  Gee!    Say  Gee!    You  Ought  to  See  My  Gee  Gee 
From  the  Fiji  Isle.  Fox-trot. 

1316  Rose  I  Call  Sweetheart,  The.  Ballad. 
1315  Rosie.  Make  It  Rosy  for  Me.  Fox-trot. 

1322  Somebody  Like  You.  Fox-trot. 

1333  Strut,  Miss  Lizzie.  Fox-trot. 

1317  You  Oughta  See  My  Baby.  Fox-trot. 

1325  Yokohama  Lullaby.  Fox-trot. 

STANDARD  MUSIC  ROLL  CO. 

Factories:  Orange,  N.  J. 
New  York  Office:  1604  Broadway 


VICTOR  CO.  SECURES  INJUNCTIONS 


Preliminary  Injunction  Granted  by  Federal 
Court  in  Chicago  Against  Columbia  Phono- 
graph Cabinet  Co.  and  Harmonola  Talking 
Machine  Co.  for  Alleged  Patent  Infringement 


Chicago,  III.,  January  11. — Judge  Fitzhenry,  in 
the  United  States  District  Court  here,  has 
granted  a  preliminary  injunction  in  favor  of  the 
Victor  Talking  Machine  Co.  and  against  the 
Columbia  Phonograph  Cabinet  Co.,  Axel  Nord- 
lund,  Royal  Nordlund.  et  al. 

The  Victor  Co.  brought  action  on  the  charge 
of  infringement  by  the  defendants  of  patents 
No.  814786,  claims  one  and  forty-two,  No. 
814848,  claims  seven,  nine,  ten  and  eleven,  and 
English  patent  No.  947227,  claims  twenty-nine 
and  thirty-seven. 

The  court  granted  a  preliminary  injunction 
on  claims  two  and  forty-two,  upon  the  plaintiff 
giving  bond  of  $5,000  to  secure  the  defendants 
under  the  provisions  of  the  Clayton  Act.  The 
defendants  were  granted  leave  at  any  time  for 
good  cause,  upon  three  days'  notice,  to  move  to 
advance  the  trial  of  the  main  case.  The  attor- 
neys for  the  Victor  Co.  were  Brown,  Boettcher, 
&  Dienner,  and  William  H.  Kenyon.  The  de- 
fense was  represented  by  Wilkerson,  Huxley, 
Byron  &  Knight. 

The  same  court  also  granted  a  preliminary 
injunction  in  favor  of  the  Victor  Co.  against  the 
Harmonola  Talking  Machine  Co.,  Sidney 
Schrayer  &  Co  ,  et  al.,  on  the  same  patent  claims, 
and  under  the  same  conditions,  i.  e.,  that  plain- 
tiffs give  bond  of  $5,000,  and  that  defendants  be 
granted  leave  to  move  to  advance  the  trial  of 
the  main  case. 


SPECIAL  DELIVERY  RULING 


Receipts  Will    No  Longer  Be  Required  by  Mail 
Carriers 


Special  delivery  mail  will  be  delivered  in  fu- 
ture without  requiring  receipts  and  will  be  left 
in  the  regular  mail  receptacles  when  personal 
delivery  cannot  be  accomplished,  according  to 
an  announcement  yesterday  by  Postmaster 
Thomas  G.  Patten,  which  explains  that  this  serv- 
ice is  changed  in  accordance  with  amended  pos- 
tal regulations. 

It  points  out  that  special  delivery  is  intended 
to  expedite  the  mail  and  that  the  registry  sys- 
tem is  provided  to  insure  safety.  Mail  contain- 
ing currency  or  articles  of  value  should  be  regis- 
tered and  postal  money  orders  should  be  used 
to  make  remittances  instead  of  coin  or  currency. 


COOPERSTOWN  VOCALION  CONCERT 


Cooperstown,  N.  Y.,  January  3. — On  the  14th  and 
15th  of  December  Bundy  &  Cruttenden  gave  a 
very  splendid  invitation  concert  at  their  store 
in  this  city.  In  spite  of  the  inclement  weather 
the  concert  was  very  well  attended  and  a  great 
deal  of  enthusiasm  expressed  over  the  splendid 
reproduction  of  various  artists'  renditions.  All 
o;  the  numbers  were  played  on  the  Aeolian- 
Vocalion,  though  various  types  and  makes  of 
records  were  used  to  demonstrate  the  versa- 
tility of  the  Votalion,  as  well  as  splendidly  dem- 
onstrating the  use  of  the  Graduola.  A  feature 
of  the  concert  was  a  luncheon  served  with  the 
compliments  of  the  Aeolian  Co.,  the  food  and 
service  being  obtained  from  the  American  Le- 
gion Restaurant,  of  Cooperstown.  During  inter- 
mission in  both  concerts  a  little  discourse  was 
given  by  Jerome  B.  Sabath,  traveling  repre- 
sentative of  the  Aeolian  Co.,  on  the  mechanical 
and  laboratory  work  of  making  records. 


COLUMBIA  LINE  IN  ROCHESTER 


The  Palace  Columbia  Shop,  of  Rochester, 
N,  Y.,  has  secured  the  agency  for  the  full  Co- 
lumbia line  of  Grafonolas  and  records  formerly 
held  in  that  city  by  Arthur  W.  Oster.  Mr.  Davis, 
the  proprietor  of  this  establishment,  proposes  to 
establish  a  chain  of  retail  stores  covering  adja- 
cent cities.  D.  A.  Little  is  manager  of  this  new 
Columbia  store. 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


151 


L&\NI»WOKl[yMIISI 


GATHERING  TO  DECIDE  UPON  BEST  MUSIC  FOR  THE  MOVIES 

Association  of  Musical  and  Motion  Picture  Managers  to  Convene  in  New  York  to  Consider 
the  Question  of  Suitable  Music  to  Go  With  Films  in  Moving  Picture  Theatres 


The  Associatibn  of  Musical  and  Motion  Pic- 
ture Managers  will  convene  in  New  York  over  ' 
a  three-day  period,  commencing  January  24,  for 
the  proposed  purpose  of  "securing  the  best  in 
music  and  applying  it  nationally  throughout  the 
United  States  in  conjunction  with  picture 
theatres  and  with  a  further  object  of  inaugurat- 
ing a  booking  office  for  the  purpose  of  supplying 
artists  with  engagements  in  many  theatres  of 
the  country,  thus  protecting  the  mutual  inter- 
ests of  those  concerned." 

Other  objects  of  the  organization  will  be  for 
the  purpose  of  "defining  the  value  of  music  as  a 
national  institution  in  its  application  to  pictures 
and  bringing  it  up  to  a  higher  standard."  The 
headquarters  will  be  at  the  Hotel  Astor  and  the 
meetings  are  scheduled  to  take  place  in  both  the 
Capitol  and  Rialto  theatres  on  alternate  days  of 
the  week. 

The  organization  is  sponsored  by  Charles  D. 
Isaacson,  editor  of  the  music  department  of  the 
New  York  Globe,  who  has  long  been  a  pioneer 
in  progressive  musical  activities. 

According  to  Mr.  Isaacson,  much  interest  has 
been  manifested  in  the  movement  and  a  re- 
sponse has  been  received  from  over  one  hun- 
dred representative  exhibitors  of  the  country 
who  have  signified  their  intention  of  attending. 
These  interested  parties  include  the  heads  of  the 
largest  chain  theatres  extending  from  coast  to 
coast. 

Prominent  figures  in  American  music  are  to 
attend  the  gatherings  and  these  will  include 
Henry  Hadley,  the  composer;  Artur  Bodanzky, 
of  the  Metropolitan  Opera  House,  and  Paul 
Eisler,  his  assistant.  Others  who  are  scheduled 
to  take  an  active  part  in  the  discussions  are  Carl 
Joseph  Brail,  Hugo  Reisenfeld  and  S.  L. 
Rothapfel. 

E.  C.  Mills,  chairman  of  the  board  of  direc- 
tors of  the  Music  Publishers'  Protective  Asso- 
ciation, has  been  invited  to  address  the  gather- 
ings and  has  accepted. 

While  this  move  will  no  doubt  tend  towards 
the  general  elevation  of  musical  taste,  and  can 
be  looked  upon  with  gratification  by  all  those 
interested  in  such  progress,  there  is  some  dis- 
senting opinion  in  the  popular  publishing  field 
regarding  this  particular  movement.  While  this 
opinion  is  not.  directly  antagonistic,  .there  seems 
to  be  a  feeling  that  the  channels  now  open  for 
publicity  to  popular  songs  through  the  medium 
of  motion  picture  houses  will,  to  a  large  extent, 
be  closed  to  popular  works.  The  popular  pub- 
lishers, of  course,  cannot  look  with  pleasure 
upon   the   elimination  of  any  field   that  gives 


popularity  to  their  numbers.  They  admit  that 
few  of  their  issues  are  of  a  permanent  character, 
and  thus  must  be  capitalized  in  a  comparatively 
short  space  of  time.  All  of  this,  of  course,  must 
be  interesting  to  the  talking  machine  dealer  who 
really  gets  his  quick  turnovers,  as  far  as  records 
are  concerned,  from  the  sale  of  popular  songs 
and  dance  music. 

The  publishers  themselves  have  been  instru- 
mental in  late  months  in  assisting  and  encourag- 
ing booking  offices  whose  purpose  was  to  fur- 
nish singers  for  motion  picture  houses.  Their 
interest,  however,  did  not  extend  to  the  dicta- 
tion of  what  should  be  sung  by  those  whom 


they  booked;  rather  it  was  a  case  of  letting  the 
exhibitor  select  the  type  of  singer  who  would 
please  his  public.  So  far  this  move  has  been  a 
success,  and  the  publishers  have  looked  forward 
to  extending  such  work.  At  no  time  have  they, 
the  publishers,  endeavored  to  program  the 
strictly  novelty  songs  in  motion  picture  houses, 
at  least  not  through  any  organization,  and  in 
instrumental  form  where  orchestrations  are 
used  novelties  are  arranged  for  through  a  par- 
ticular department  of  each  publisher.  All  angles 
of  the  situation  are  to  be  thrashed  out  at  the 
coming  meetings,  and  it  does  not  appear  that  the 
new  organization  in  question  is  endeavoring  to 
arrange  the  musical  programs  from  a  central 
source.  After  all,  it  will  be  the  local  exhibitor 
and  his  audience  who  will  judge  the  merits,  or 
rather  the  popularity,  of  the  plans  to  be  put 
into  being  after  the  convention. 


A  QUINTET  WHO  SUCCESSFULLY  PURVEY  "JAZZ"  MUSIC 

Original  Dixieland  Jazz  Band,  Now  Making  Victor  Records,  Has  Had  Interesting  and  Lively 

Career  Both  in  This  Country  and  Abroad 


The  announcement  that  the  original  Dixieland 
Jazz  Band  is  making  records  for  the  Victor 
Talking  Machine  Co.  recalls  the  uninterruptedly 
successful  and  notable  career  of  this  lively  and 


introduce  this  form  of  cacophony  to  our  Euro- 
pean brethren.  So  impressed  was  Albert  De 
Courville,  manager  of  the  London  Hippodrome, 
that  he  booked  them  as  a  special  feature  in  the 


Original  Dixieland  Jazz  Band 

wide-awake  organization.  To  them  is  due  in  "Joybells"  show  there,  and  here  the  "Dixieland- 
large  measure  the  extraordinary  popularity  that  ers"  played  for  four  solid  months.  They 
"jazz"  has  achieved,  not  only  in  America,  but  created  a  furore  also  at  the  exclusive  club  of 
in  Europe  as  well,  where  it  was  the  first  to  (Continued  on  page  153) 


The  Crooning  Jtccnlighi 'S*n£Hi€ 

Alabama 
.Moon 

Olive  Kline  ^Xlsie  BaHei' 

VICTOR  RECORD 

JST2  45203 


152 


THE   TALKING   MACHINE  WORLD 


Januaky  IS,  1921 


o 


DEALER1 


and 


RECORDS 

jord  mm 


Biggest  selling  Record 
and  Roll  successes. 
The  most  played  num- 
bers in  the  country. 
Every  dealer  should 
get  in  quick. 


«« 


CARESSES 


99 


The  sensational  society  fox-trot  of  America 


"PALESTEENA" 

The  tremendous  big  musical  comedy  fox- trot  song  hit 


"I'M  A  LONESOME  LITTLE  RAINDROP" 

Fox-trot — the  sensational  hit  of  the  Greenwich  Village  Follies 


SWEET  LITTLE  STRANGER" 

The  sensational  fox-trot  hit  of  "Jim  Jam  Jems" 


OH  MY  GOODNESS 

The  tremendous  fox-trot  hit 


99 


BY  THE  PYRAMIDS 

^Ever-popular  fox-trot  song 


ALL  PROM  THE  GREAT  MUSIC  HOU?E  of 

HAPIRO  BERNSTEIN  &$* 

BROADWAY  AT  H7ih  ft.  .  NEW  YORK 


January  15,  1921 


THE   TALKING   MACHINE  WORLD 


153 


"~lts  sweeping  the  Country! 


Honolulu  eyes 

One  most  beautiful  Waltz  Melody 

in  years       "Published by  LEO.  FEI  ST  inc  T 

-~    ~  J        '  FEIST    BLDG.  gjp 

. -^^g^'      A_/       _  NEW  YORK^ 


(3^^  c<?^/  <7C  wrong . 
wilk  anu  Feist  Sona. 


SUCCESSFUL  PURVEYORS  OF  JAZZ     HANDLING  POPULAR  MUSIC  EASILY 

(Continued  from  page  151) 


the  "400,"  known  as  Martens,  to  which  royalty 
and  aristocracy  repaired  to  refresh  their  bored 
and  jaded  nerves.  Their  success  was  so 
marked  that  the  club  was  renamed  the  Dixie 
Club  in  their  honor.  For  a  year  and  a  half  after 
this  the  organization  played  at  another  famous 
London  night  club,  the  exclusive  Rector's,  of 
that  city,  and  this  year  found  them  once  more 
back  in  New  York.  A  tour  of  the  Keith  houses 
in  New  York  and  elsewhere  immediately  fol- 
lowed, and  then  came  the  present  exclusive  con- 
tract for  their  appearance  at  the  "Folies 
Bergere,"  New  York's  famous  resort,  for  which 
the  ordinary  attractions  of  the  Great  White  Way 
carry  no  message.  Prior  to  their  departure  abroad 
early  in  1919  the  Original  Dixieland  Jazz  Band 
had  made  a  number  of  talking  machine  records, 
including  the  popular  "Livery  Stable  Blues," 
"Bluein'  the  Blues,"  "Tiger  Rag"  and  others. 
Their  new  Victor  recordings  are  sure  of  a  big 
demand. 

The  Dixieland  Jazz  Band  is  composed  of  the 
following:  D.  J.  LaRocca,  cornet;  Eddie  Ed- 
wards, trombone;  Larry  Shields,  clarinet;  An- 
thony Acarbaro,  drums,  and  J.  Russell  Robin- 
son, pianist. 


OPENS  STORE  IN  FORDHAM 


The  Excel-O-Phone  Talking  Machine  Co.  has 
recently  opened  a  new  talking  machine  shop  at 
12  East  Fordham  road,  New  York.  This  new 
shop  will  carry  a  line  of  Lawson  phonographs 
and  Gennett  records,  also  the  Lawson  piano.  A 
repair  department  is  to  be  installed  which  will 
take  care  of  all  kinds  of  repair  work  under  the 
supervision  of  an  expert  mechanic.  R.  W.  Man- 
gam,  the  proprietor,  will  have  active  charge. 


Introduction  of  "Self-service"  Rack  Simplifies 
the  Problem  for  Those  Dealers  Who  Hesitate 
at  the  Cost  of  a  Sheet  Music  Department 


From  time  to  time  it  has  been  suggested  in 
various  quarters  that  some  plan  be  devised  for 
supplying  with  talking  machine  records  printed 
slips  bearing  the  lyrics  of  the  song  featured  on 
the  record.  As  a  matter  of  fact,  one  or  two 
manufacturers  "and  dealers  tried  out  the  plan 
only  to  discover  that  by  so  doing  they  violated 
the  Copyright  Law  in  that  song  lyrics  are  pro- 
tected under  that  law.  It  has  been  demonstrat- 
ed, however,  that  there  is  a  more  or  less  sub- 
stantial demand  for  printed  words  of  the  sheet 
music  of  songs  offered  in  record  form. 

Quite  a  number  of  talking  machine  deal- 
ers have  installed  stocks  of  sheet  music  to 
meet  this  apparent  demand  from  record  buyers, 
but  there  are  other  dealers  who  hesitated  to  take 
this  step  because  they  felt  that  it  meant  the 
tying  up  of  capital  in  sheet  music  that  would 
prove  popular  for  only  a  limited  period.  Some 
retailers  have  compromised  by  stocking  only 
standard  and  operatic  sheet  music,  which  is  sal- 
able to  a  greater  or  less  degree  year  in  and 
year  out. 

During  the  past  year  there  has  been  devised  a 
method  whereby  dealers  can  carry  popular 
works  in  limited  quantities  and  on  a  basis  that 
requires  little  or  no  salesmanship.  Under  this 
plan  a  rack  is  provided  to  hold  about  fifty  dif- 
ferent selections  with  all  the  title  pages  plainly 
in  view.  The  rack  is  about  six  feet  long,  twelve 
inches  wide  and  sets  close  against  the  wall, 
thereby  occupying  little  floor  space.  With  the 
titles  showing  the  customer  in  most  cases  makes 
his  own  selection,  which  puts  the  system  on  a 
"self-service"  basis. 


While  it  is  true  that  most  popular  numbers 
prove"  active  sellers  for  only  a  comparatively 
short  period  the  dealer  need  not  stock  up  on 
them  heavily,  for  there  are  a  number  of  music 
jobbers  who  can  place  in  his  hands  additional 
copies  of  the  more  salable  numbers  overnight 
as  they  are  needed. 

Since  the  elimination  of  the  ten-cent  store  as 
a  factor  in  the  distribution  of  popular  music,  the 
dealer  carrying  popular  prints  need  not  fear 
greatly  the  competition  of  the  old  days  and  in 
addition  the  retail  prices  allow  a  sufficient  mar- 
gin of  profit  to  justify  any  dealer  in  placing 
such  goods  in  stock.  If  any  talking  machine 
dealer  feels  the  need  of  additional  revenue  this 
field  and  its  plan  is  worthy  of  investigation. 


MUSICIAN  AND  SALESMAN 


Sales  Director  of  the  Fred  Gretsch  Mfg.  Co.  Is 
an  Accomplished  Musician 


A.  Preveti,  in  charge  of  sales  promotion  work 
for  the  Fred  Gretsch  Mfg.  Co.,  musical  instru- 
ment manufacturer,  Brooklyn,  is  a  musician  o'f 
rare  ability  as  well  as  an  able  sales  director. 
Mr.  Preveti  is  a  capable  performer  on  no  less 
than  ten  different  instruments  and  is  in  great 
demand  for  band  and  orchestra  work  in  Brook- 
lyn, New  York  and  the  metropolitan  district. 
He  is  busy  every  night  with  engagements.  His 
wide  knowledge  of  instruments  and  the  art  of 
playing  them  stands  him  in  good  stead  in  his 
work  with  the  Gretsch  organization.  He  cannot 
be  accused  of  not  practicing  what  he  preaches, 
for  all  his  professional  work  is  done  with  Rex 
and  Twentieth  Century  instruments,  the  well- 
known  brands  of  the  Fred  Gretsch  Mfg.  Co. 


Landau's  new  store  at  Wilkes-Barre,  Pa.,  is 
making  a  beautiful  display  of  Victors. 


\\v/  I  "  i 

v«  ft  -18fl 


CONGO  NIGHTS 

SENSATIONAL  FOX-TROT 

VVOBW    By  AASAf-IC  oy 

RUBEy  COWAN  VIOLINSKy 

MOSCOW  BROS. 


mm 


Published  ay 
MACK. 


STARK  e/  COWAN 

MUSIC  PUB.INC.  2$4  W.46-ST.  NI.Y 


~  J^mtfrtds/itehcocA'f 

umw  koo  mo 


154 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


?£lmbersial  Self -Service  Record  Display  ors 


THE  SILENT  SALESMAN 

"Every  dealer  has  records  in  stock  that  he  would 
like  to  move.  Place  a  dozen  or  more  of  the  number  on 
a  table  or  rack  in  the  front  of  your  store  where 
customers  can  look  them  over  and  select  one  or  more 
to  be  played. 

A  slow-moving  record  may  have  more  music  value 
than  those  records  around  which  popular  demand  is 
centered. 

Remember  that  the  Victor  Company  passed  on  the 
desirability  of  the  record  before  it  was  pressed  for  sale. 

Give  your  customers  a  chance  to  sell  records  to 
themselves. 

This  plan  is  not  experimental.  Stores  that  have 
tried  it  record  good  results." 

(The  above  is  a  copy  of  an  advertisement  of  the  New  York  and  Chicago 
Talking  Machine  Companies  appearing  in  an  issue  of  The  Talking  Machine 
World.) 


No.  550 


Now  is  the  time  to  increase  your  sales  and  cut  out  your  overhead. 

Make  every  bit  of  your  store,  booth  or  window  space  produce 
more  business. 

Universal  Displayors  are  effective  salesmen — they  earn  their  cost 
in  a  week,  but  keep  on  earning  profits  for  years. 


Our  line  now  contains  more  than  fifty 
different  models.  Displayors  made  of  all 
steel  and  guaranteed  for  ten  years,  finished 
in  two  coats  of  ebony  enamel,  double  baked, 
that  will  harmonize  with  the  most  beautiful 
decorative  scheme. 


No.  567 


Untbersial  jf  ixture  Corporation  1 


33  WEST  23rd  STREET 
NEW  YORK,  N.  Y. 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


155 


Umbersial  Displayors  Increase  Business  and  Reduce  Selling  Cost 


Practically  All  Distributors  Throughout  the  United  States  Handle  Our  Line 

Ask  your  jobber  to  send  you  a  catalogue.  He  knows  if  you  install  Universal 
Displayors   your   record  business   will  increase. 

The  day  of  "allotment"  has  passed.  The  problem  now  is  to  sell  records  and  dispose 
of  slow-moving  numbers. 


Umuersfal  Jftxture  Corporation  1 


33  WEST  23rd  STREET 
NEW  YORK,  N.  Y. 


156 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


TALKER  EXHIBITS  AT  GRAND  RAPIDS  FURNITURE  MARKET 

Feature  of  the  January  Market  Was  the  Firmness  in  Prices  of  Talking  Machines,  Which  Were  Much 
in  Evidence— Some  Concerns  Which  Were  Represented  at  This  Great  Display 


Grand  Rapids,  Mich..,  January  7. — The  first 
few  days  of  the  furniture  market  indicate  that 
the  register  of  out-of-town  merchants  will  be 
great.  However,  in  spite  of  this  the  general 
opinion  is  that  buying  will  be  light.  Most  of  the 
merchants  are  here  for  the  purpose  of  finding 
out  whether  or  not  prices  are  being  reduced, 
in  furniture  lines  their  expectations  are  being 
met,  with  cuts  as  high  as  33  per  cent  being  fre- 
quently evident,  but  there  have  been  practically 
no  reductions  in  talking  machines,  for  which 
reason  the  buying  of  these  instruments  is  natur- 
ally slow. 

This  very  fact — the  stability  of  talking  ma- 
chine prices — is,  however,  one  of  the  most  grati- 
fying features  of  the  present  market  from  a 
talking  machine  man's  standpoint.  It  is  having 
the  effect  of  increasing  the  confidence  of  deal- 
ers for  the  reason  that  it  goes  to  show  talking 
machine  prices  have  not  been  high  and  will  re- 
main stable  in  the  midst  of  general  furniture 
reductions. 

The  talking  machine  exhibits  are  not  as 
numerous  this  year  as  in  years  past,  and  cer- 
tain of  the  furniture  concerns  that  have  been 
manufacturing  cabinets  or  complete  machines 
are  gradually  withdrawing  from  the  field. 
Nevertheless,  the  older,  better-known  names 
continue  as  prominent  as  ever.  One  of  the 
new  developments  is  that  of  a  combination  talk- 
ing machine  and  davenport,  called  the  "Dav- 
enola,"  manufactured  by  the  Andy  Mouw  Co., 
of  Grand  Rapids.  As  a  davenport  this  piece  of 
furniture  admirably  conceals  the  reproducing 
apparatus  and  as  a  talking  machine  its  tone  is 
excellent.  The  turntable,  motor,  tone  arm  and 
amplifier  are  located  under  one  arm  of  the 
davenport,  while  a  compartment  for  records  is 
under  the  other.  The  Davenola  is  exhibited  on 
the  first  floor  of  the  Klingman  Building. 

On  the  sixth  floor  of  the  same  building  is 


located  the  Starr  Piano  Co.'s  exhibit.  This  is 
in  charge  of  District  Manager  W.  H.  Huttie  and 
A.  L.  Jewett,  traveling  representative. 

Kesner  &  Jerlaw  are  exhibiting  on  the  fourth 
floor  of  the  Klingman  Building.  Their  complete 
line  of  Sonata  instruments  is  shown,  together 
with  a  new  model  of  combination  library  table 
and  talking  machine.  This  last  has  proven  ex- 
ceedingly popular  with  furniture  buyers  and  dur- 
ing the  coming  year  Kesner  &  Jerlaw  plan  to 
feature  it  conspicuously.  This  firm  also  plans 
to  bring  out  a  number  of  other  new  models, 
but  await  more  opportune  conditions.  Both  M. 
L.  Kesner  and  N.  Jerlaw  were  on  hand  to  greet 
visiting  dealers. 

The  Delpheon  Talking  Machine  Co.  exhibited 
on  the  fourth  floor  of  the  Keeler  Building,  with 
Harry  P.  Crouch  in  charge.  The  fibre  ampli- 
fying chamber  and  the  special  Delpheon  auto- 
matic stop  were  features  that  attracted  the  at- 
tention of  visiting  merchants. 

The  Cheney  Talking  Machine  Co.  exhibited 
at  its  factory  headquarters  at  423  Monroe  ave- 
nue, with  W.  A.  McMahon  receiving  visitors. 
F'rof.  Forrest  Cheney  was  also  on  hand  to  meet 
his  friends  in  the  trade.  The  complete  Cheney 
line  of  uprights,  art  consoles  and  special  art 
models  was  on  display  with  the  numerous  pat- 
ented features  of  this  line  calling  forth  much 
favorable  comment  from  dealers. 

The  Widdicomb  talking  machines  were  ex- 
hibited in  the  factory  at  Fifth  and  Dewey  streets, 
with  J.  G.  Griswold  and  M.  A.  Guest  greet- 
ing visiting  merchants.  The  complete  Widdi- 
comb line  of  both  uprights  and  consoles  was 
shown.  The  usual  Widdicomb  luncheons,  fa- 
mous for  their  gustatory  excellence,  attracted 
the  customary  noonday  gatherings.  Automobiles 
bearing  the  name  Widdicomb  were  at  the  Hotel 
Pantlind  to  transport  dealers  to  and  from  the 
plant. 


The  Michigan  Phonograph  Co.  exhibited  at 
its  store  on  Campau  square  and  caused  some- 
what of  a  furor  among  buyers  of  talking  ma- 
chines by  its  showing  of  two  new  console 
models  to  retail  for  $150  and  $160.  In  addition 
to  the  regular  line  of  machines  there  were  also 
exhibited  a  universal  master  model  enclosed 
motor  and  a  Saal  special  open  motor,  as  well  as 
a  complete  line  of  tone  arms,  reproducers  and 
attachments  made  by  the  Sterling  Devices  Co., 
of  Chicago.  Geo.  M.  Cook,  assisted  by  H.  W. 
Knoblauch,  was  in  charge. 

Charles  W.  Kalder  exhibited  at  his  salesroom 
on  Fountain  and '  Division  streets  a  complete 
!ine  of  Elite  machines,  phonograph  motors  and 
accessories.  Mr.  Kalder  has  obtained  the  job- 
bing rights  in  his  territory  for  the  L'Artiste  line 
of  instruments,  which  was  also  exhibited. 

The  Grand  Rapids  Brass  Co.  exhibited  in  its 
offices  on  Scribner  street.  A  complete  display 
of  phonQgraph  hardware  was  shown  visiting 
dealers. 


COURT  ASSESSES  HEAVY  FINE 


Chas.  E.  Garvin  and  Garvin-Brown  Co.  Fined 
$22,150.20  on  Charge  of  Violating  Injunction, 
Brought  by  Victor  Talking  Machine  Co. 


Chicago,  III.,  January  8. — Judge  Fitzhenry,  in  the 
United  States  District  Court  here,  has  handed 
down  a  decision  in  an  action  brought  by  the 
Victor  Talking  Machine  Co.,  Camden,  N.  J., 
against  Garret  W.  Woodward,  Charles  E.  Gar- 
vin, doing  business  under  the  trade  name  and 
style  of  Garvin  Furniture  Co.,  et  al.,  for  viola- 
tion of  an  injunction  issued  in  March,  1918,  fin- 
ing Garvin  and  the  Garvin-Brown  Co.  the  sum  of 
$22,150.20,  of  which  sum  $20,150.20  is  to  be  paid 
to  the  plaintiff,  and  all  unpaid  taxable  costs  of 
suit  assessed  at  the  date  of  the  entry  of  the  order 
and  which  may  hereafter  accrue.  August  Hurt, 
one  of  the  defendants,  was  fined  $500,  and  the 
case  against  Josephine  Garvin,  another  de- 
fendant, was  dismissed.  The  court's  decision 
followed  a  report  of  the  Master  in  Chancery. 


Records         Sell  Records 

Records 

The  records  are  famous  and  so  are  we! 

Tie  up  with  us,  the  livest  record  distributor.    Let  us  help 
double  your  sales  profits. 

We  can  take  you  over  the  top  to  success. 

Our  driving  power  to  prosperity  is  enforced  by  hearty  co- 
operation, quick  shipments  and  a  stock  large  enough  to  fill 
all  orders. 

Don't   forget  OKelL  Records  and  Kennedy-Green!  The 
two  names  are  the  cornerstone  of  your  success. 

All  communications  are  welcome.    Write  today! 


KENNEDY-GREEN 


1865  Prospect  Ave.,  Cleveland,  Ohio 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


157 


Columbia  Dealers'  comments  on  Columbia  Sell- 
Service  Fixture  No.  8: 

"Has  earned  its  cost  several  times  over." 

"As  essential  to  every  Columbia  dealer  as  his 
demonstration  hearing  room." 

"People  just  naturally  cannot  help  operating  it." 

"Sold  records  that  we  had  in  stock." 


Columbia  Graphophone  Co. 

NEW  YORK 


PRESCOTT  TELLS  OF  THE  TRADE  SITUATION  IN  GERMANY 

Prominent  Talking  Machine  Expert  Returns  Frjm  Visit  to  Germany  and  Holland — Great  Ac- 
tivity in  "Talker"  Trade  in  Germany— Interesting  Review  of  the  Situation 


P.  J.  BURNS'  NEW  POST 

Edison     Sales     Manager    Joins  Metropolitan 
Forces  as  Sales  Promotion  Manager 


P.  J.  Burns,  until  recently  sales  manager  of 
the  Amberola  Department  at  the  Edison  Labora- 
tories, has  resigned  that  position  to  become  sales 
promotion  manager  for  The  Phonograph  Cor- 
poration of  Manhattan,  Edison  jobbers  for  New 
York  City  and  the  metropolitan  district. 

Mr.  Burns  has  been  associated  with  the  Edison 
Laboratories  in  various  capacities  for  miore  than 


P.  J.  Burns 
a  decade  and  brings  to  his  new  position  a  wealth 
of  experience  gained  through  close  application 
to  his  numerous  responsibilities  during  that 
time.  Back  in  1907,  several  years  before  the 
advent  of  the  New  Edison  disc,  he  joined  the 
Edison  organization  to  become  an  office  boy 
and  junior  clerk.  Promotion  followed  rapidly, 
and  in  August,  1919,  after  having  devoted  sev- 
eral years  to  various  phases  of  sales  promotion 
work  at  the  Orange  laboratories,  he  went  on  the 
road  to  act  as  territorial  supervisor  in  the  Do- 
minion of  Canada.  The  Amberola  Department, 
of  which  he  was  in  charge  during  the  past  ten 
months,  has  shown  remarkable  results  under  his 
careful  guidance. 

Asked  for  a  statement,  Mr.  Burns  remarked: 
"There  is  no  doubt  about  the  possibilities  of  the 
New  Edison  in  the  metropolitan  district.  The 
immense  population  of  this  district  is  in  touch 
with  the  best  in  art  and  music  and  it  is  merely 
a  matter  of  time  and  education  before  the  re- 
creation of  music  is  fully  recognized.  I  am 
glad  that  my  new  duties  will  provide  the  oppor- 
tunity to  co-operate  with  the  local  dealers  in 
serving  the  music-loving  public  of  New  York 
City  and  its  environs." 


B.  R.  Stacy  and  C.  E.  Pool,  of  Marshfield,  Ore., 
have  arranged  to  open  a  new  piano  and  talking 
machine  store  in  the  Lauridsen  Block,  Port 
Angeles,  Wash. 


F.  M.  Prescott,  whose  interesting  contribu- 
tion in  last  month's  World  on  the  existing  trade 
situation  in  Germany  attracted  such  general 
attention,  returned  recently  to  his  home  in 
Riverdale,  N.  J.,  after  a  short  but  very  strenu- 
ous time  visiting  important  personages  and  cen- 
ters in  Germany  and  Holland. 

In  a  chat  with  The  World,  Mr.  Prescott  re- 
marked that  the  leading  industries  in  Germany, 
and  particularly 'the  talking  machine  trade,  are 
enjoying  a  very  large  measure  of  prosperity, 
and  the  contrast  between  the  conditions  there 
and  the  slowing  up  of  trade  in  America  was 
noticeably  evident  on  his  return  from  abroad. 

"Despite  the  tremendous  taxation  the  Ger- 
mans seem  determined,"  said  Mr.  Prescott,  "not 
only  to  'do  business,'  but  to  get  their  share  of 
the  world's  trade,  and  they  are  working  to  that 
end  in  a  very  vigorous  way.  The  money  situa- 
tion, owing  to  the  general  use  of  paper  cur- 
rency, seems  to  enable  the  manufacturers  to 
expand,  to  employ  ample  labor,  pay  good  wages, 
and  better  still,  pay  good  dividends. 

"Of  course  there  is  a  lot  of  misery  among 
the  very,  very  poor,  but  in  the  main  conditions 
in  Germany  as  far  as  prices  and  living  are  con- 
cerned, are  considerably  better  than  in  New 
York — in  fact,  a  comparison  would  hardly  be 
fair,  because  everything  is  tremendously  low- 
priced,  judging  from  present  money  exchange 
standards. 

"The  talking  machine  industry  of  Germany  is 
largely  concentrated  in  Berlin  and  since  the  war 
there  has  been  a  steady  'getting  together'  of 
manufacturers  with  the  result  that  there  are 
fewer  companies  but  a  greatly  increased  out- 
put of  talking  machines  and  particularly  of  rec- 
ords. A  great  many  of  the  record  companies 
in  Berlin  have  their  eyes  upon  the  American 
market,  and  it  is  not  improbable  that  German 
records  will  figure  in  our  domestic  trade  at  an 
early  date. 

"The  compulsory  eight-hour  day  now  existent 
in  every  line  of  industry,  as  against  the  ten-hour 
day,  is  not  popular  with  manufacturers,  neither 
is  the  law  giving  a  council  of  workmen  in  the 
factory  virtually  the  management  of  the  plant. 
In  other  words,  the  employes  are  a  factor  as 
important  as  the  employer  or  capitalist  in  pro- 


duction. Of  course  this  is  part  of  the  Socialist 
regime  which  employers  would  like  to  have 
eliminated,  but  which  will  remain  unless  there 
is  a  change  of  government." 

Mr.  Prescott  is  one  of  the  old-time  talking 
machine  men  of  this  country,  who  has  also 
played  a  part  internationally  because  he  was 
one  of  the  founders  of  the  Odeon  record  in 
Germany — in  fact,  there  are  few  men  so  widely 
known  in  the  record  field  as  this  globe  trotter, 
who,  although  somewhat  retired  from  really 
active  work,  still  keeps  in  close  touch  with  af- 
fairs in  the  industry. 


ENLARGE  SONORA  TERRITORY 

Southern  Sonora  Co.,  Atlanta,  to  Cover  North 
and  South  Carolina  as  Well  as  Present  Terri- 
tory of  Alabama,  Georgia  and  Florida 


Atlanta,  Ga.,  January  8. — The  Southern  Sonora 
Co.,  which  has  been  distributing  the  Sonora 
line  through  Alabama,  Georgia  and  Florida  with 
great  success,  has  now  arranged  to  act  as  Sonora 
distributor  in  the  States  of  North  and  South 
Carolina  also,  according  to  announcement  made 
by  E.  N.  Upshaw,  president  of  the  company. 

James  M.  Brown  will  represent  the  company 
in  South  Carolina,  and  W.  W.  Stanley  will  cover 
North  Carolina.  Mr.  Stanley  has  had  much  ex- 
perience traveling  for  a  talking  machine  line. 

The  Southern  Sonora  Co.  also  distributes 
Emerson  records  through  the  States  of  Ala- 
bama, Georgia  and  Florida,  but  this  distributing 
contract  does  not  take  in  North  and  South 
Carolina. 

According  to  Mr.  Upshaw,  conditions  through- 
out the  South  give  promise  of  improvement  dur- 
ing the  Spring  months.  Dealers  in  the  larger 
towns  reported  a  very  good  holiday  business, 
but  dealers  in  the  smaller  communities  experi- 
enced no  unusual  demand. 


The  Brownie  Music  House,  Port  Angeles, 
Wash.,  handling  pianos  and  talking  machines, 
has  been  remodeled  in  a  very  attractive  manner. 
The  offices  have  been  moved  to  a  balcony  in 
order  to  provide  more  wareroom  space. 


pat  Dec  1. 
1919 — i  other 
patent*  appl'd 
for. 


The  New  Automatic  Cover  Support 

Noiseless  in  Operation 
Foolproof  in  Construction 
Made  With  Both  Bent  and  Flexible  Hinges 
Heavily  Nickel  Plated  or  Specially  Finished  to  Order 

Send  $1  for  3  samples — one  of  each  model 
WRITE  FOR  CATALOGUE 

A.  F.  Zega  Mfg.  Co. 


Main  Office: 
810  Broad  Street 
Room  601 

NEWARK,  N.  J. 


Factory : 

77-81  Mill  Street 
BLOOMFIELD,  N.  J. 


■ 


158 


THE   TALKING   MACHINE  WORLD 


January  IS,  1921 


NEW  OFFICERS  OF  CIROLA  CORP.     EXCELLENT  PROSPECTS  IN  CANADA 


At  a  recent  election  of  officers  Max  Gordon 
was  elected  president  of  the  Cirola  Phonograph 
Corp.  of  New  York  City,  succeeding  L.  Dresd- 
ner.  Otto  Gressing  was  appointed  general 
sales  manager.  Through  the  acquisition  of  the 
manufacturing  facilities  of  the  Birdsong  Co.,  of 
Xewark,  N.  J.,  manufacturers  of  tone  arms  and 
accessories,  the  production  of  Cirolas  has  been 
materially  increased.  The  Xewark  plant  will  be 
operated  in  addition  to  the  Cirola  factory  in 
Philadelphia. 


VOCALION  ARTISTS  TO  TOUR 


Rosa  Raisa  and  Giacoma  Rimini,  exclusive 
Yocalion  artists  and  members  of  the  Chicago 
Opera  Co..  started  on  a  tour  on  January  ll  that 
will  include  Chicago.  Boston  and  Cincinnati. 


E.  C.  Scythes,  manager  of  the  Aeolian  Co. 
branch  in  Toronto,  Can.,  has  been  spending 
several  days  at  Aeolian  Hall,  New  York.  He 
reports  that  general  business  conditions  in 
Canada  are  much  improved,  that  the  panicky 
season  is  over,  and  that  he  expects  to  have  a 
very  successful  year  with  the  Vocalion. 


BRANCH  MANAGERS  IN  NEW  YORK 


H.  B.  Levy,  manager  of  the  wholesale  Vo- 
calion department  of  the  Aeolian  Co.  branch  in 
Chicago,  and  E.  M.  Wheatley,  manager  of  the 
Yocalion  Co.,  Boston,  were  among  the  recent 
visitors  to  Aeolian  Hall,  New  York. 


The  dealer  who  works  hardest  will  get  the 

best  results  in  1921. 


J.  C.  RAY  IN  GOOD  HEALTH 


Former  Assistant  to  H.  L,  Willson  Now  Located 
in  Los  Angeles 


J.  C.  Ray,  for  many  years  a  right-hand  man 
to  H.  L.  Willson,  general  manager  of  the  Co- 
lumbia Co.,  is  enjoying  much  better  health.  He 
left  New  York  some  time  ago  for  Los  Angeles, 
where  he  has  been  getting  along  splendidly.  He 
recently  took  over  considerable  territory  for 
the  Columbia  branch  at  Los  Angeles, 


INCORPORATED 


Among  recent  incorporations  under  the  laws 
o*'  the  State  of  New  York  is  the  William  Phillips 
Phono  Parts  Corp.,  with  a  capital  of  $50,000. 
The  incorporators  are  S.  Abrams,  H.  Stern  and 
W.  Phillips,  41  Bennett  street,  New  York  City. 


VICTOR  DISTRIBUTORS 

Cohen  &  Hughes.  Washing-ton,  D.  C. 
Florida  Talking  Machine  Co., 

Jacksonville,  Fla. 
Lyon  &  Healy,  Chicago,  111. 
Cohen  &  Hughes,  Baltimore,  lid. 

B.  F.  Droop  &  Sons  Co.,  Baltimore,  Md. 
Eastern  Talking  Machine  Co., 

Boston.  Mass. 
Beckwith  O'Neill  Co.,  'Minneapolis,  Minn. 
J.  W.  Jenkins'  Sons  Music  Co., 

Kansas  City.  Mo. 
Schmelzer  Arms  Co.,  Kansas  City.  Mo. 
W.  D.  &  C.  N.  Andrews,  Buffalo,  N.  Y. 
Perry  B.  Whitsit  Co.,  Columbus,  Ohio. 
1'enn  Phonograph  Co..  Philadelphia,  Pa. 
Badger  Talking  Machine  Co.,  Milwaukee. 
Stewart  Talking  Machine  Co., 

Indianapolis.  Ind. 
Beynalds  Music  House.  Mobile.  Ala. 
Talking  Machine  Co.,  Birmingham,  Ala. 
H.  A.  Weymann  &  Son,  Philadelphia,  Pa. 
Geo.  D.  Ornstein  Co..  Philadelphia.  Pa. 
Rudolph  Wurlitzer  Co..  Chicago,  111. 
W.  J.  Dyer  &  Bro..  St.  Paul,  Minn. 
Clark  &  Jones  Piano  Co.,  Birmingham,  Ala. 
Knight-Campbell  Music  Co.,  Denver,  Colo. 
Horton-Gallo  Creamer  Co., 

New  Haven,  Conn. 
E.  F.  Droop  &  Sons  Co.,  Washington.  D.  C. 
Rudolph  Wurlitzer  Co..  Cincinnati,  Ohio. 
Collin  gs  &  Co.,  Newark,  N.  J. 
Buffalo  Talking  Machine  Co..  Buffalo,  N.  Y. 
W.  D.  Andrews  Co..  Syracuse,  N.  Y. 
Toledo  Talking  Machine  Co.,  Toledo.  Ohio. 
W.  F.  Frederick  Piano  Co..  Pittsburgh,  Pa. 
J.  Samuels  &  Bros.,  Providence.  R.  I. 
O.  K.  Houck  Piano  Co.,  Memphis,  Tenn. 
W.  G.  Walz  Co..  El  Paso,  Texas. 

C.  C.  Moller  &  Co.,  Pittsburgh.  Pa. 
Elyea  Talking  Machine  Co.,  Atlanta.  Ga. 
Philip  Werlein,  Inc.,  New  Orleans,  La. 
Cressey  &  Allen,  Portland,  Me. 

H.  Eisenbrandt  &  Son,  Baltimore,  Md. 
Gately-Haire  Co.,  Inc.,  Albany,  N.  Y. 
Elmira  Arms  Co.,  Elmira,  N.  Y. 
Charles  H.  Ditson  Co.,  New  York,  N.  Y. 
Musical  Instrument  Sales  Co., 

New  York.  N.  Y. 
Standard  Talking  Machine  Co., 

Pittsburgh,  Pa. 
Badger  Talking  Machine  Shop, 

Milwaukee,  Wis. 

EDISON  DISTRIBUTORS 

Denver  Dry  Goods  Co.,  Denver,  Colo. 
Pardee  Ellenberger  Co.,v  New  Haven,  Conn 
Phonographs.  Inc..  Atlanta.  Ga. 
Diamond  Music  Co.,  New  Orleans.  La. 
Pardee  Ellenberger  Co.,  Boston,  Mass. 
Harger  &  Blish.  Des  Moines,  Iowa. 
American  Phonograph  Co.,  Gloversville,  N.Y 
Phonograph  Co..  Milwaukee.  Wis. 
American  Phonograph  Co.,  Albany,  N.  Y. 
Phonograph  Corporation,  Chicago,  111. 
Lawrence  H.  Lucker,  Minneapolis.  Minn. 


to  wind  your  phonograph 

The  following  jobbers  are  distributing  this  remarkable  electric  device: 


Silvertone  Music  Co.,  St.  Louis,  Mo. 
Phonograph  Co.,  Cincinnati,  Ohio. 
Phonograph  Co.,  Cleveland,  Ohio. 
Girard  Phonograph  Co.,  Philadelphia,  Pa. 
Buehn  Phonograph  Co..  Pittsburgh,  Pa. 
Proudfit  Sporting  Goods  Co.,  Ogden,  Utah. 
Kipp  Phonograph  Co.,  Indianapolis,  Ind. 
American  Phonograph  Co., 

Gloversville,  N.  Y. 
W.  A.  Meyers,  Williamsport,  Pa. 
C.  B.  Haynes  Co.,  Inc.,  Richmond,  Va. 

PAT  HE  DISTRIBUTORS 

John  A.  Futch  Co.,  Jacksonville,  Fla. 
Fuller  Morrison  Co.,  Chicago,  111. 
Hallet  &  Davis  Piano  Co.,  Chicago,  111. 
W.  W.  Kimball  Co.,  Chicago,  111. 
National  Piano  Co.,  Baltimore,  Md. 
Wm.  Volker  Co.,  Kansas  City,  Mo. 
Wright  &  Wilhelmy  Co.,  Omaha,  Nebr. 
Paths  Freres  Phonograph  Co., 

New  York  City. 
Fischer  Co.,  Cleveland,  Ohio. 
Pittsburgh  PathSphone  Co.,  Pittsburgh,  Pa. 
Buffalo  Wholesale  Hairdware  Co., 

Buffalo,  N.  Y. 
Harbour  Longmire  Phonograph  Co., 

Oklahoma  City,  Okla. 
Salt  Lake  Hardware  Co., 

Salt  Lake  City,  Utah. 
R.  B.  Broyles  Furniture  Co., 

Birmingham.  Ala. 
Western  Phonograph  Co., 

San  Francisco.  Cal. 
Interstate  Phonograph  Co., 

Philadelphia,  Pa. 
Gray  &  Dudley  Hardware  Co., 

Nashville.  Tenn. 
G.  Sommers  &  Co.,  St.  Paul,  Minn. 
PathSphone  Shop,  Rochester,  N.  Y. 
F.  P.  May  Hardware,  Co.,  Washington,  D.  C. 
Western  Phonograph  Co.,  Los  Angeles,  Cal. 
Wm.  Volker  &  Co.,  Denver,  Col. 
John  A.  Futch  Co.,  Atlanta.  Ga. 
Bristol  &  Barber,  New  York.  N.  Y. 
Rochester  Phonograph  Co.,  Rochester,  N.  Y. 
John  A.  Futch  Co.,  Charlotte,  N.  C. 
Wm.  Volker  &  Co.,  Houston,  Texas. 

STARR     PIANO     COMPANY— All  Branches 
and  Distributors 

BRUNSWICK  DISTRIBUTORS 

Kraft,  Bates  &  Spencer,  Inc., 

Boston,  Mass. 
Butler  Bros.,  Chicago,  111. 
Brunswick-Balke-Collender  Co., 

Seattle,  Wash. 
Brunswick-Balke-Collender  Co.. 

Los  Angeles,  Cal. 
SONORA  DISTRIBUTORS 
Western  Jobbing  &  Trading  Co., 

Los  Angeles,  Cal. 
Minneapolis  Drug  Co.,  Minneapolis,  Minn. 
Smith.  Kline  &  French  Co., 


Philadelphia,  Pa. 
COLUMBIA  WHOLESALERS  Everywhere 
CANADIAN  DISTRIBUTOR— His  Master'.  Voice,  Ltd.,  Toronto,  Canada 

29  W.  35th  St.    J0NES-M0TR0LA,  Inc.,    New  York 

DETROIT— LOS  ANGELES— KANSAS  CITY,  MO. 
Jobbers — Write  us — We  have  a  wonderful  proposition  to  offer  you 


Yahr  &  Lange  Drug  Co.,  Milwaukee,  Wis. 
Hessig  Ellis  Drug  Co.,  Memphis,  Tenn. 
Strevell-Paterson  Hardware  Co., 

Salt  Lake  City,  Utah. 
Southern  Sonora  Co.,  Atlanta,  Ga. 
Southern  Drug  Co.,  Houston,  Texas. 
C.  J.  Van  Houten  &  Zoon,  Chicago,  111. 
Alexander  Drug  Co.,  Oklahoma  City,  Okla. 
Sonora  Distributing  Co.,  Dallas,  Texas. 
Philadelphia  Show  Case  Co., 

Philadelphia,  Pa. 

MISCELLANEOUS 
A.  C.  Becker  Co.,  Chicago,  111. 
Empire  Talking  Machine  Co.,  Chicago,  111. 
F.  C.  Henderson  Co.,  Boston.  Mass. 
National  Phonograph  Co..  Pittsburgh,  Pa. 
Hoeffler  Piano  Co.,  Milwaukee,  Wis. 
American  Phonograph  Co.,  Burlington,  Va. 
E.  R.  Godfrev  &  Sons  Co.,  Milwaukee.  Wis. 
Gilbert  Bros.  Mfg.  Co..  Wichita,  Kansas. 
Associated  Furniture  Manufacturers, 

St.  Louis.  Mo. 
Wiley   B.   Allen   Co..    San    Francisco,  Cal.. 

and  branches. 
Cabinet  &  Accessories  Co.,  New  York  City. 
Plaza  Music  Co..  New  York  City. 
Emerald  Co..  Birmingham,  Ala. 
O.  J.  De  Moll  &  Co.,  Washington,  D.  C. 
Wade  Talking  Machine  Co.,  Chicago,  111. 
Wilson-Broadway  Music  Co.,  Chicago,  111. 
New  Orleans  Furniture  Co., 

New  Orleans,  La. 
Sanford,  Chamberlain  &  Albers  Co., 

Knoxville,  Tenn. 
Commonwealth   Edison  Co.,   Chicago.  111. 
Cheney  Talking  Machine  Co.,  Chicago.  111. 
A.  G.  Kunde  Music  Co..  Milwaukee,  Wis. 
H.  T.  Gratz,  Louisville,  Ky. 
Adora  Phonograph  Co.,  Detroit,  Mich. 
Federal  Talking  Machine  Co., 

Pittsburgh,  Pa. 
Electric  Supply  Co.,  Memphis,  Tenn. 
Waltham  Piano  Co.,  Milwaukee,  Wis. 
Tiffany  Phonograph  Sales  Co.,  Cleveland.  O. 
Grand  Talking  Machine  Co.,  Brooklyn,  N.  Y. 
Electric  Appliance  Co.,  San  Francisco,  Cal. 
Universal  Phonograph  &  Supply  Co., 

New  York,  N.  Y. 
Lansing  Sales  Co.,  Boston,  Mass. 
New  England  Supply  &  Equip.  Co., 

Boston,  Mass. 
Esco  Music  &  Accessories  Co., 

Brooklyn,  N.  Y. 
Walters  &  Barry  Corp..  Buffalo,  N.  Y. 
Sterling  Roll  &  Record  Co., 

Cincinnati.  Ohio. 
Northwest  Phonograph  Jobbers,  Inc., 

Spokane.  Wash. 
Scott  Weighing  Machine  Co.. 

Topeka,  Kansas. 

BROOKS  MFG.  CO.,  Saginaw,  Mich. 

BRUNSWICK-BALKE-COLLENDER  CO. 
Branches  Everywhere 


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■ 


January  IS,  1921 


THE   TALKING   MACHINE  WORLD 


159 


pi«iiinffliiiiiiiiiiiiiiiiiinw 

THE  TALKING  MACHINE  WORLD  SERVICE 
A  DEPARTMENT  DEVOTED  TO  PROMOTING  RETAIL  SALES 

iiiiuiiiiiiiiniiiiiiiiiiiiuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 


Be  "Up  and  Doing"  Instead  of  "Down  and  Out" 


FEBRUARY  is  almost  upon  us !  The  shortest  month  in  the  year, 
yet  the  greatest  month  for  birthdays  of  American  patriots.  As 
I  look  back  over  what  I  studied  about  Georgie  and  Abe,  I  can  only 
remember  one  characteristic  which  both  possessed  in  common  to  a 
great  degree,  and  that  one  characteristic — their  untiring  desire  to 
work  and  to  be  of  service. 

Work  and  service,  mixed  together  for  about  half  a  man's  life- 
time, is  the  best  formula  in  the  world  for  success.  Washington  and 
Lincoln  and  thousands  of  others  whose  names  do  not  appear  in 
history  have  proven  that  this  is  true. 

Reports  now  in  on  1920  holiday  business  show  that  merchants 
who  went  after  business  aggressively  made  a  good  showing,  and  that 
those  whose  policy  was  passive  did  not  fare  very  well.  Don't  be 
passive !   Push  for  sales  !   Confidence  and  courage  are  needed  ! 

*  *  * 

A TRAVELING  representative  of  one  of  the  large  talking  machine 
companies  stopped  in  at  our  office  the  other  day  and  told  us  the 
following  interesting  story :  Recently,  while  visiting  a  city  in  Ohio, 
it  was  necessary  for  him  to  call  on  a  certain  talking  machine  dealer 
on  whom  he  had  not  previously  called.  On  mounting  a  street-car  he 
asked  the  conductor  if  he  happened  to  know  where  Smith's  store  was. 
The  reply  was  "Get  off  at  Henry  street,  and  it's  just  300  steps."  When 
the  car  stopped  and  he  got  off,  he  inquired  again  from  a  passerby. 
This  man  pointed  in  the  direction  off  the  main  street  and  said,  "Just 
300  steps  up  there." 

Of  course  the  eternal  question  mark  presented  itself  as  to  why 
both  parties  said  "300  steps."  On  visiting  the  store,  the  representative 
learned  that  the  proprietor,  realizing  that  he  was  off  the  main  street, 
had  taken  this  slogan :  "Just  300  steps  off  Main  street."  The  result 
was  that  although  the  store  was  not  visible  from  the  main  thorough- 
fare, practically  everyone  had  become  acquainted  with  it.  The  pros- 
perous business  which  the  establishment  was  enjoying  was  proof  of 
the  pie. 

The  moral  of  the  little  story  is  that  after  all  it  is  a  wise  plan  to 
advertise  where  you  are,  and  to  put  your  store  on  the  "main  street 
mind"  of  the  buyers,  regardless  whether  it  is  on  the  principal 
thoroughfare  or  not. 

*  *  * 

THE  street  vender  who  cries  his  wares  to  the  public  as  he  moves 
along  has  after  all  a  pretty  good  sales  idea  behind  his  proposition, 
in  that  he  gets  about  and  brings  his  merchandise  to  the  attention  of  a 
greater  number  of  people  than  if  he  remained  in  one  place. 

Several  companies  have  had  the  same  sales  idea,  when  they  have 
put  the  following  plan  into  their  business :  Equipping  several  of  their 
salesmen  with  small  handbags  which  contain  the  month's  releases  of 
records,  they  sent  these  men  to  call  on  their  list  of  clients  who  had 
slowed  up  in  the  buying  of  records.  On  going  to  the  prospective 
customer's  home  they  offered  to  demonstrate  the  records.  The  idea 
was  most  successful.  Not  only  did  they  sell  a  large  number  of 
records,  but  they  also  managed  to  secure  a  large  amount  of  work  for 
the  repair  department.  To-day  these  same  companies  send  their  men 
out  on  regular  schedules  of  appointments  to  the  homes  of  these 
people,  where  they  play  over  the  releases  and  sell  a  considerable 
number  before  they  leave. 

*  *  ♦ 

SOME  people  believe  that  when  sales  begin  to  drop  off  on  one  of 
the  articles  which  they  are  selling,  they  should  devote  all  their 
sales  efforts  towards  pushing  that  product,  so  as  to  keep  up  the  sales. 
On  the  other  hand,  there  is  such  a  thing  as  following  the  line  of  least 
resistance — the  line  which  takes  the  least  sales  effort  to  make  the 
bell  on  the  cash  register  ring. 

Recently,  the  public  has  slowed  up  in  buying  high-priced  articles. 
The  buying  of  anything  which  involves  a  very  considerable  investment 
has  been  postponed  until  prices  drop.  Yet,  on  the  other  hand,  the 
public  continues  to  buy  liberally  where  the  investment  is  small.  There- 
fore, at  this  time — push  your  record  sales,  build  up  your  repair 
department,  feature  your  accessories.  In  other  words,  push  those 
things  which  do  not  mean  a  heavy  investment  to  the  public.  By 
pushing  these  ends  of  your  business,  you  will  get  cash  sales  which 
are  advantageous  at  this  time. 


UNDER  present  business  conditions  it  is  highly  important  to 
get  people  to  visit  your  store.  In  every  line  of  business  we 
find  establishments  inducing  the  public,  by  one  means  or  another, 
to  make  such  visits.  Department  stores  are  running  sales  to  attract 
the  public.  Other  establishments  are  giving  free  exhibitions  of 
imported  merchandise  and  art,  or  are  offering  some  special  induce- 
ment, which  will  bring  the  people  to  their  store.  The  talking  machine 
dealer  should  also  attract  the  public  to  his  establishment. 

Concerts  are  probably  one  of  the  best  means  of  attracting  the 
public  to  your  store.  If  you  use  this  plan  do  not  fail  to  give  the 
concerts  proper  publicity,  through  advertising,  through  cards  in  your 
window  and  through  direct  mail  contact  with  your  prospects.  Bring- 
ing people  into  your  store  not  only  affords  an  opportunity  to  secure 
the  names  of  new  prospects,  but  it  keeps  the  people — young  and 
old — in  your  city  thinking  about  talking  machines,-  records  and 
musical  instruments  of  all  kinds. 

*  *  * 

IT  may  not  be. out  of  place  at  this  time  to  say  a  word  on  advertising. 
Too  many  people  today  are  cutting  down  their  expenses  at  the 
wrong  end.  If  your  business  has  slowed  up,  under  no  conditions  cut 
down  on  your  advertising.  After  all,  advertising  is  a  tonic  for  your 
business.  It  is  the  medicine  with  which  to  rejuvenate  sales.  It  is  the 
voice  of  your  firm  to  the  public.  The  less  the  tendency  of  the  people 
to  visit  your  store,  the  more  you  should  advertise  in  order  to  visit 
them  and  induce  them  to  visit  your  establishment. 

However,  see  to  it  that  your  advertisements  are  tuned  to  meet 
current  conditions.  Be  sure  that  coupon  ads  are  plentiful.  They  are 
opportune,  because  you  will  need  new,  live  names  to  work  on.  Make 
reprints  of  these  advertisements  and  mail  them  to  your  general  pros- 
pect list  by  first  or  third  class  mail.  The  idea  of  this  is  to  secure  new 
fresh  names  that  are  live  prospects  at  this  time.  Do  not  feature  cut 
prices.  Our  survey  of  the  last  ninety  days  indicates  that  the  wisest 
course  lies  in  featuring  quality  and  terms.  Advertising  cut  prices  in 
most  cases  only  serves  to  postpone  buying.  It  makes  your  customers 
feel  bigger  sales  are  coming.  However,  be  sure  that  you  do  not , 
feature  small  payments  and  long-time  sales.  Credit  isn't  going  to  be 
easy  to  secure,  in  fact  hasn't  been  for  some  time.  But  if  you  adver- 
tise unusually  liberal  terms  you  will  get  that  kind  of  business — for 
the  words  of  the  prophet,  "As  ye  sow,  so  shall  ye  reap,"  are  still  true. 

This  is  no  time  to  sit  around  and  say,  "Business  is  dull."  Busi- 
ness is  just  as  bright  and  big  as  you  make  it. 

*  *  * 

FEBRUARY  offers  a  good  chance  to  sell  some  extra  records. 
There  is  nothing  better  than  a  record  as  a  Valentine  gift.  During 
the  two  or  three  weeks  prior  to  St.  Valentine's  Day  we  suggest  that 
in  every  letter  or  circular  you  send  out  there  be  a  small  printed 
circular  enclosed,  bringing  attention  to  the  public  of  this  fact.  With 

nothing  more  than  a  slip  on  which  is  printed  "A  Record 

makes  an  ideal  Valentine,"  you  will  call  public  attention  to  the  value 
and  adaptability  of  a  record  as  a  Valentine.  We  would  also  suggest 
that  your  window  be  decorated,  prior  to  St.  Valentine's  Day,  in  such 
a  way  as  to  appropriately  carry  out  the  Valentine  theme. 

If  you  push  this  idea  this  year  it  will  increase  your  sales  and 
also  educate  the  American  people  to  the  idea,  so  that  in  following 
years  Valentine's  Day  will  mean  heavy  record  sales  for  you.  This 
idea  may  also  be  profitably  applied  to  music  rolls. 

T"*  VERYTHING  comes  to  him  who  waits"  is  an  old  saying — 
l  i  but  the  dealer  who  waits  for  customers  is  going  to  have  plenty 
of  time  to  twiddle  his  thumbs.  To-day  it  is  a  case  of  getting  out 
after  the  customer,  instead  of  waiting  for  the  customer  to  come  in. 
Increase  your  outside  sales  force ;  enlarge  your  prospect  list,  either 
through  the  telephone  book,  directories,  or  pushing  door-bells.  The 
successful  merchant  to-day  realizes  that  his  store  is  only  the  center 
of  his  business,  and  that  the  arms  of  it  must  extend  throughout  the 
whole  city.  "Opportunity  knocks  but  once."  Therefore,  knock  on 
the  doors  of  your  townspeople  and  get  the  opportunity  instead  of 
waiting  until  the  opportunity  gets  you. 


EDITOR'S  NOTE — Mr.  Gordon,  who  writes  this  monthly  page,  is  also  director  of  "The  Talking  Machine  World  Service." 
Mr.  Gordon  will  publish  on  this  page  any  good  ideas  submitted  by  you  for  the  benefit  of  the  trade,  and  also  answer  any  ques- 
tions you  ask  him  concerning  merchandising  problems.   Use  this  department  as  much  as  you  like.    It  is  intended  to  serve  you. 


160 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


VICTOR  CO.  SECURES  INJUNCTION  AGAINST  WANAMAKER 

In  Decision  Recently  Issued  U.  S.  District  Court   Holds  That  Victor  Patents  Have   Been  In- 
fringed by  John  Wanamaker  and  Issues  Order  for  an  Injunction  and  an  Accounting 


Judge  Augustus  N.  Hand  in  the  United  States 
District  Court  for  the  Southern  District  of  New 
York,  on  December  4,  handed  down  a  decision 
granting  an  injunction  and  accounting  in  the 
action  brought  by  the  Victor  Talking  Machine 
Co.  against  John  Wanamaker,  New  York,  on 
the  charge  of  infringing  Patents  Nos.  814,786 
and  814,848.  In  issuing  the  injunction  the  court 
upheld  four  of  the  five  claims  made  under  the 
two  patents. 

Inasmuch  as  the  case  has  been  of  considerable 
interest  to  the  trade  at  large,  the  decision  of  the 
court  is  published  herewith  in  full: 

This  is  a  suit  for  infringement  of  Letters  Patent  Nos. 
814,786  and  814,848.  The  application  for  each  patent  was 
filed  February  12,  1903,  and  the  patents  were  each  issued 
on  March  13,  1906.  The  claims  at  issue  are  42,  2  and  36 
of  Patent  No.  814,786,  and  7  and  11  of  Patent  No.  814,848. 
These  claims  are  as  follows: 

Of  No.  814,786: 

"42.    A   talking   machine,   comprising  a  tapering  sound- 


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conveyor,  means  for  attaching  sound  reproducing  means  to 
the  small  end  thereof  and  horn  coupling  and  supporting 
means  with  which  the  other  end  of  said  conveyor  is  mov— 
ahly  connected. 

"2.  In  a  talking  machine,  an  amplifying  horn  proper, 
a  record  support,  a  tapering  sound  tube  movable  independ- 
ently of  the  amplifying  horn  proper  and  supported  to  move  in 
a  given  plane  parallel  with  said  record-support,  a  sound  box 
mounted  upon  and  communicating  with  the  small  end  of 
said  tube  and  movable  independently  thereof  toward  and 
away  from  the  record-support,  said  horn  and  tube  com- 
municating and  supporting  means  at  the  communicating  por- 
tion of  said  horn  and  tube. 

"36.  In  a  talking  machine,  a  record  support,  a  hollow 
sound-conducting  arm  movable  in  a  given  plane  parallel  with 
said  support,  and  a  sound  box  mounted  upon,  communicat- 
ing with  and  movable  independently  of  said  arm, 
toward  and  away  from  the  record-support,  said  sound  box 
being  movable  upwardly  and  to  the  other  side  'of  its  point 
of  support,  whereby  it  may  be  supported  in  an  inoperative 
position  by  contact  with  said  arm  or  a  portion  thereof." 

Of  No.  814,848: 

"7.  An  amplifying  horn,  comprising  a  continuously  tap- 
ering tube  having  a  joint  to  allow  a  movement  of  one  end 
of  said  horn  in  relation  to  the  other,  said  horn  being  sup- 
ported at  said  joint. 

"II.  An  amplifying  horn,  comprising  a  tapering,  curved, 
tube,  said  tube  being  pivoted  on  a  substantially  vertical 
axis  to  allow  a  horizontal  movement  of  the  smaller  end  of 
said  tube,  the  curved  portion  of  said  horn  connecting  sec- 
tions thereof  lying  in  substantially  parallel  planes,  said  axis 
passing  through  or  adjacent  said  curved  portion." 

I  shall  first  allude  to  the  question  of  infringement.  It 
was  held  by  Warrington,  J.,  in  the  case  of  Gramophone 
Co.,  Ltd.,  vs.  Ruhl,  heard  in  the  English  Chancery  Divi- 
sion, that  a  tone  arm  which  was  not  substantially  tapering 
did  not  come  within  the  claims  of  the  British  patent  that 
seem  to  have  been  identical  with  those  under  considera- 
tion. But  it  is  stated  that  the  tone  arm  of  the  defend- 
ant in  that  case,  while  smaller  in  the  area  where  it  joined 
the  sound  box  than  it  was  where  it  joined  the  upper  part 
of  the  horn,  attained  the  difference  by  a  sudden  enlargement. 
A  diagram  of  that  tone  arm  is  shown  in  the  opinion  of  the 
Court  of  Appeals,  which  likewise  held  there  was  no  in- 
fringement. 

Judge  Sessions,  in  the  case  of  Victor  Talking  Machine  Co. 
vs.  Cheney  Talking  Machine  Co.,  decided  August  5,  1920, 
held  that  the  tone  arm  of  the  defendant  in  that  case  was 
tapering  and  did  infringe  claim  42  of  Patent  No.  814,786, 
but  that  the  horn  as  a  whole  did  not.  infringe  claims  7  or 
11  of  Patent  No.  814,848,  because  it  was  neither  continu- 
ously tapering  nor  had  it  a  tapering  curved  tube.    He  said: 

"That  portion  of  the  tube  lying  between  the  tone  arm 
and  the  orchestral  sections,  which  is  approximately  of  the 
same  length  as  the  tone  arm  itself,  is  of  constant  and  slight- 
ly less  diameter  than  the  larger  end  of  the  tone  arm." 

Evidently  the  variation  from  a  continuous  taper  was  far 
greater  than  in  the  horn  and  tone  arm  of  the  defendant  in 
suit,  and  the  tube  of  the  Cheney  machine  may  be  regarded 
not  as  curved,  but  with  rectangular  joints. 

The  British  Court  of  Appeals,  in  passing  on  this  very 
question  in  the  case  of  Gramophone  &  Typewriter,  Ltd.,  vs. 
Ullmann,  held  that  unsubstantial  variations  in  continuous 
tapering  would  not  avoid  infringement  and  Judge  Learned 
Hand  reached  the  same  conclusion  in  his  opinion  filed  Janu- 
ary 14,  1913,  in  the  case  of  Victor  Talking  Machine  Co. 
vs.  Hoschke. 

None  of  the  cases  have  held  that  so  small  a  deviation 
from  a  continuous  taper  as  the  four  to  five  inches  of  tone 
arm  next  the  sound  box,  and  the  three  and  one-quarter 
inches  farther  along  the  tube  of  defendant's  horn,  is  a 
sufficient  variance  to  avoid  the  claims  in  suit.  I  find  a 
clear  infringement  and  regard  the  only  real  question  as 
that  of  validity. 

The  records  before  Judge  Learned  Hand  in  the  Lind- 
strom  and  Hoschke  cases  and  before  Judge  Sessions  in  the 
recent  Cheney  case  were  practically  the  same  as  that  now 
presented  except  for  the  Winne  alleged  prior  use,  the  Mil- 
ler patent  and  the  Columbia  taper  tone  arm.  There  is, 
however,  the  significant  further  addition  to  the  present  rec- 
ord consisting  of  the  testimony  of  complainant's  own  expert 
to  the  effect  that  the  ordinary  hearer  could  not  distinguish 
between  the  sounds  from  a  tapered  tone  arm  and  those 
from  one  with  parallel  sides.  Undoubtedly  the  complainant's 
expert,  Mr.  Hunter,  insisted  that  careful  experiments  would 
show  a  superiority  of  tone  in  a  machine  having  a  tapering 
tone  arm.  The  evidence  of  the  practical  abandonment  of 
the  first  Johnson  machine  having  a  tone  arm  with  parallel 
walls  and  the  immediate  success  in  the  trade  of  the  later 
form  of  instrument  with  a  tapering  arm  is  a  tribute  to  the 
utility  of  the  talking  machine  described  in  the  patents  in 
suit.  This  argument  from  commercial  success  has  been 
enough  to  satisfy  Judge  Learned  Hand,  Judge  Sessions  and 
at  least  one  and  perhaps  two  English  Courts  of  Appeal 
that  a  tapering  tone  arm  in  combination  with  the  other 
elements  present  in  the  claims  under  consideration  was  suf- 
ficiently novel  and  useful  to  be  patentable.  I  doubt  the 
conclusion  of  Justice  Warrington  in  the  case  of  Gramo- 
phone Co.  vs.  Ruhl,  supra,  to  the  effect  that  an  improve- 
ment in  tone  which  can  only  be  detected  by  trained  experts 
does  not  involve  an  advantage  to  the  public  which  justifies 
a  patent.  In  the  first  place,  even  if  no  class  but  well- 
trained  musicians  could  detect  the  advantage,  I  can  see  no 
reason  for  saying  that  it  is  not  useful.  Furthermore,  I  think 
it  possible  that  even  the  average  man  may  have  a  real  pref- 
erence for  sounds  which  he  has  not  training  or  concentra- 
tion consciously  to  compare  with  those  less  pleasing.  The 


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unanimous  opinion  of  so  many  judges,  as  well  as  the  com- 
mercial success  of  the  tapering  tone  arm  as  soon  as  it  was 
put  on  the  market,  and  the  apparent  abandonment  of  the 
non-tapering  tone  arm,  are  most  persuasive.  The  point  is  a 
close  one,  but  I  am  of  the  opinion  that  the  results  achieved 
by  the  Johnson  device  in  suit  should  outweigh  the  evidence 
of  some  experts  that  a  tapering  tone  arm  affords  no  advan- 
tage, and  even  the  admission  of  Mr.  Hunter  that  the  superi- 
ority of  its  tone  cannot  readily  be  detected.  I  find  no  ref- 
erence in  the  patents  which  seem  to  have  been  before  the 
courts  in  former  litigations  which  literally  meets  the  com- 
bination described  in  the  patents  in  suit  and  agree  with  the 
judges  who  have  heretofore  passed  on  the  question  that  the 
patent  is  valid  so  far  as  the  art  is  concerned  that  they 
appear  to  have  had  before  them  in  the  prior  litigations. 

There  remains  the  consideration  of  the  new  prior  art. 
I  think  the  construction  of  slot  machines  by  Abner  Tis- 
dell  prior  to  any  date  of  invention  claimed  by  Johnson  is 
established  by  a  number  of  witnesses  who  impressed  me  as 
credible.  I  do  not  understand  it  to  be  disputed  that 
Abner  Tisdell  came  to  No.  lOli'A  Gates  avenue,  Brooklyn, 
about  March,  1900.  There  seems  to  be  no  doubt  that  Tis- 
dell constructed  a  twelve-record  machine  with  a  tapering 
tone  arm  during  that  year,  or  the  early  part  of  the  next, 
but  these  events  happened  about  twenty  years  ago;  work 
was  done  on  the  machines  covering  a  period  of  a  number 
of  years  and  Winne,  for  whom  they  were  made  by  Abner 
Tisdell,  testified  that  the  latter,  in  1900,  was  at  1013K 
Gates  avenue,  "doing  work  for  me  building  parts  of  slot 
machines,  experimental  work."  (Record  page  376).  In 
1915  Winne  testified  as  follows  about  the  first  twelve-record 
machine: 

"*  »  *  we  saw  certain  things  were  faulty.  I  could 
not  state  exactly  how  long  we  worked  on  these  improve- 
ments, but  I  would  say  it  was  at  least  two,  if  not  three, 
years  after  this  first  machine  was  constructed  that  we  con- 
tinued the  building  of  these  machines."  (Record  pp.  414, 
415.) 

Winne  then  added  that  it  would  be  pretty  hard  to  tell 
then  what  things  they  found  faulty  and  that  they  worked 
on  improvements  at  least  two,  if  not  three,  years  after  the 
first  machine  was  made.  (Record  page  414.)  Another  place, 
Winne  said  the  defects  were  "just  the  coin  mechanism." 
(Record  page  380.) 

Lather,  who  worked  on  the  machines  both  at  the  Gates 
avenue  and  Myrtle  avenue  shops  of  Abner  Tisdell,  testi- 
fied, in  1915,  that  the  first  twelve-record  machine  was  a 
sort  of  experiment  and  was  not  a  success  for  the  purpose 


8RUNO 


1  he  Victor 
not  only  the 
talking 
it 

is  the  "World's 
Musical  Instru- 


machine,  but 


BRUNO 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


161 


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Amplifiers 

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nounced our  tone  unsurpassed  by  any  ma- 
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DRIVES  CAR  INTO  STORE 

Philadelphia  Autoist  Brings  Up  in  Show  Win- 
dow of  Victor  Record  Store 


FAMOUS  SINGERS  RECORDS 


FILE  PETITION  IN  BANKRUPTCY 

Creditors    Take    Action    Against  Independent 
Talking  Machine  Co.,  of  Manhattan 


Philadelphia,  Pa.,  January  7.— An  automobile 
driven  by  Joseph  B.  Cox  clipped  off  part  of  the 
glass  window  of  the  Victor  Talking  Machine 
Record  Store  at  52d  and  Chestnut  streets  to- 
day, and  came  to  a  stop  in  the  doorway. 

Cox  was  driving  east  on  Chestnut  street  and 
Sacks,  a  policeman,  alleges  he  lost  control  of 
the  machine  as  he  approached  52d  street.  The 
car  first  took  the  sidewalk  at  the  northwest 
corner  of  52d  and  Chestnut  streets,  then  got 
back  on  the  pavement  and  swerved  to  the  north- 
east corner,  where  it  crashed  into  the  window. 
Curiously  enough,  the  entire  window  was  not 
broken,  but  the  car  just  smashed  a  hole  in  the 
■side  of  the  pane  big  enough  to  permit  it  to  go 
through. 


of  an  automatic  slot  machine  (Record  page  431),  and  added 
that  it  was  four  or  five  years  later  that  the  other  machines 
were  constructed.  He  also  said  that  the  twelve-record  ma- 
chine was  a  secret  before  it  was  completed.  (Record  page 
433.) 

I  think  such  evidence  as  this  from  a  man  who  was  helping 
Abner  Tisdell  develop  the  slot  machines  shows  a  failure 
to  comply  with  the  well-established  rule  that  a  prior  use 
must  be  established  by  clear  testimony  and  beyond  a  rea- 
sonable doubt.  I  think  the  witnesses  were  reputable  and 
truthful,  but  lack  of  clear  documentary  evidence  or  physical 
exhibits  showing  date  of  reduction  to  practice  leaves  the 
question  whether  the  Tisuell  conception  was  reduced  to  suc- 
cessful practice  or  was  in  public  use  before  the  date  of 
Johnson's  application  problematical.  As  the  proof  stands,  the 
trials  can  only  be  regarded  as  experimental  prior  to  an  even 
later  date. 

The  tapering  tone  arm,  which  appears  in  the  Miller 
reissue  patent,  cannot  be  regarded  as  anticipating  that  fea- 
ture of  the  Johnson  patent.  The  matters  in  interference  did 
not  relate  to  a  tapering  tone  arm.  The  affidavits  of  Miller 
furnish  the  only  evidence  of  the  date  of  his  conception,  and 
his  sketch  dated  December  2,  1900,  showing  a  talking  ma- 
chine with  a  tapering  arm,  does  not  establish  that  date  by 
documentary  evidence,  for  Miller  does  not  state  when  the 
date  was  placed  on  the  sketch.  Moreover,  th?  language 
of-  his  specification  nowhere  describes  or  claims  such  an 
element  as  a  tapering  tone  arm,  but  only  shows  a  diagram 
of  such  an  arm.  There  is  no  reason  to  suppose  that  this 
feature  was  a  part  of  Miller's  conception.  I  do  not  regard 
claim  37  of  the  Miller  reissued  patent  No.  12963  as  call- 
ing for  a  tapering  tone  arm.  It  is  applicable  to  an  ampli- 
fier having  a  tone  arm,  either  with  parallel  sides,  as  shown 
in  Figure  4,  or  with  tapering  sides  as  shown  in  "Figure  1, 
and  makes  no  claim  to  any  special  shape. 

As  for  the  Columbia  defense,  the  date  is  too  late.  I 
think  it  clear  that  Johnson's  conception  was  at  least  prior 
to  the  Summer  of  1902,  and  that  dies  were  made  and  suc- 
cessful devices  constructed  embodying  his  invention  during 
that  Summer  of  the  character  of  Exhibit  18.  The  Colum- 
bia device  appears  to  have  originated  in  Hinkley's  sketch 
in  October.  This  was  rapidly  followed  by  reduction  to 
practice,  but  of  a  later  date  than  Johnson,  who  proceeded 
steadily  from  the  early  Summer  of  1902  until  he  put  his 
talking  machine  on  the  market  in  the  Spring  of  1903  and 
filed  the  applications  for  his  patents  on  February  12,  1903. 

On  the  whole  case  I  hold  all  the  claims  in  issue  valid 
and  infringed  except  claim  36  of  Patent  No.  814,786.  That 
is  not  limited  to  a  tapering  tone  arm.  I  regard  it,  there- 
fore, as  showing  no  invention  over  the  Elfering  or  John- 
son and  Denison  prior  patents.  The  only  modifications  of 
claim  36  in  suit  are  obvious  equivalents.  Victor  vs.  Edi- 
son, 229  Fed.  999;  American  Graphophone  Co.  vs.  Gimbel, 
240  Fed.  971. 

The  complainant  is  entitled  to  an  interlocutory  decree  ad- 
judging all  the  claims  in  issue,  except  36,  supra,  valid  and 
infringed,  and  providing  for  an  injunction  and  an  ac- 
counting.   The  suit  as  to  claim  36  should  be  dismissed. 

(Signed)  Augustus  N.  Hand, 

District  Court. 

January  4lh,  1921. 

Kenyon  &  Kenyon  were  attorneys  for  the  Vic- 
tor Co.,  and  Dunn,  Goodlett,  Massie  &  Scott  for 
the  defendants. 


A  petition  in  bankruptcy  was  filed  on  Janu- 
ary 6  against  the  Independent  Talking  Machine 
Co.,  of  Manhattan,  Inc.,  manufacturers  of 
phonographs  and  supplies  at  12  East  Forty- 
second  street,  New  York,  by  the  Mica  & 
Micanite  Supply  Corp.,  the  Martini-Kuhn  Corp. 
and  the  Sandler  Paper  Box  Co.  It  is  reported 
that  the  liabilities  of  the  concern  are  about 
$250,000,  with  assets  of  about  $50,000. 

On  January  7  Judge  Hand,  in  the  United 
States  District  Court,  appointed  Arthur  Y.  Dal- 
zie!  receiver  for  the  company,  under  bond  of 
$10,000. 


The  Music  Box,  Inc.,  of  Beverly,  Mass.,  has 
been  incorporated  to  deal  in  phonographs. 


Schwartz,  Kramer  &  Jelling,  Brooklyn,  N.  Y., 
have  been  incorporated  with  a  capital  stock  of 
$10,000  to  deal  in  phonographs.  The  incor- 
porators are  W.  J.  Jelling,  M.  Kramer  and  J.  R. 
Schwartz. 


Famous  Singers  Records,  Manhattan,  with  a 
capital  of  $50,000,  was  incorporated  at  Albany, 
N.  Y.,  last  week  by  J.  M.  Ranko,  M.  W.  Rappa- 
port,  F.  A.  Lappen,  135  West  116th  street. 

WANTED — Salesmen  for  splendid  side  line, 
all  over  the  country.  Pocket  sample.  Ten  to 
twenty  dollars  daily  easily  made.  Demonstra- 
tion requires  few  minutes  only.  Write  Puritone, 
Room  1408,  347  Fifth  avenue,  New  York  City. 


U-SAV-YOUR 

{Reg.  U.  S.  Pat.  Off.) 

Confidence 

OU  must  have  perfect  confidence  in  the  article  you  sell  or  you 
"fool  yourself"  and  you  lose  customers. 

Collings  &  Company,  New  Jersey  Victor  Distributors,  are  selling 
thousands  of  dollars'  worth  of  our  wonderful  cleanser  and  dress- 
ing. They  believe  as  we  do — There  is  nothing  better  on  the 
market. 


Blank  &  Company  sell  a  "polish"  they  make  because  one  of  their 
men  in  the  workshop  "got  up"  a  mixture,  and  now  wonder  why 
they  are  not  receiving  a  repeat  business. 

Blank  No.  2  has  a  "lot"  of    polish  and  when  that  is  gone 

then  they  will  put  in  U-sav-your. 

Blank  No.  3  are  interested  only  in  their  own  polish. 

We  want  your  confidence.  Try  "U-sav-your" — test  it  to  your 
heart's  content — then,  if  you  find  it  is  the  best  you  ever  saw — 
stock  it — but  first  sell  yourself  a  bottle,  and  you  will  point  with 
pride  to  your  U-sav-your  business,  having  confidence  in  your 
goods  and  yourself. 

U-sav-your  feeds  the  wood,  gives  it  life — wondrous,  beautiful  life. 

Purchase  from  your  Victor  Distributor,  or  write  direct  to  us.  Dis- 
count very  attractive.    Repeat  business  guaranteed. 


U-SAV-YOUR  MFG.  COMPANY 


33  Perkins  Avenue 


Warren,  Mass. 


162 


THE   TALKING   MACHINE  WORLD 


January  15,  1921 


Delivery  Service 

Beginning  with  the  New 
Year,  adequate  stock  of 
Stephenson  Precision- 
Made  Motors,  Tone- Arms 
and  Sound  Boxes  will 
be  carried  in  Newark, 
Toronto  and  Chicago,  and 
will  be  sold  F.  O.  B.  these 
points. 

This  step  is  in  line  with  the  Stephen-' 
son  policy — to  back  the  Stephenson 
Precision-Made  Motor  with  every 
possible  service. 

STEPHENSON 

DIVISION 

DE     CAMP     &.    SLOAN  INC. 

One  West  Thirty-fourth  Street 
JS[ew  Ybrii  City 


MANUFACTURERS  OF  THE  STEPHENSON  PRECISION -MADE  MOTORS  AND  TONE  ARM  AND  SOUND  BOX 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


163 


TO  ARGUE  VICTOR=STARR 

SUIT  ON  FEBRUARY  5TH 


WHY  ENCOURAGE  PESSIMISM? 


Actual  Arguments  in  the  Case  to  Be  Heard  in 
the  U.  S.  District  Court  on  That  Date  Follow- 
ing Taking  of  Testimony  Last  Month 


The  important  suit  brought  by  the  Victor 
Talking  Machine  Co.,  Camden,  N.  J.,  against 
the  Starr  Piano  Co.,  Richmond,  Ind.,  charging 
infringement  of  the  Johnson  patents  covering 
the  making  of  lateral  cut  talking  machine  rec- 
ords, will  come  up  for  argument  before  Judge 
Learned  Hand  in  the  U.  S.  District  Court,  New 
York,  on  February  5. 

Testimony  in  the  case  was  taken  during  the 
last  two  weeks  in  December,  this  feature  con- 
suming something  like  eight  days.  The  interest 
of  the  trade  at  large  in  the  suit  was  evidenced 
by  the  number  of  talking  machine  men  who  were 
regular  attendants  at  the  court  during  the  taking 
of  the  testimony.  Numerous  technical  experts 
were  called  by  both  sides. 

Kenyon  &  Kenyon  appeared  as  counsel  for 
the  Victor  Co.,  while  Kerr,  Paige,  Cooper  & 
Hayward  appeared  in  like  capacity  for  the  de- 
fendant. 


HOLMES  TO  JOIN  SHULTZ  BROS. 


Former  Territorial  Supervisor  for  Edison 
Laboratories  to  Become  Connected  with 
Edison  Jobbers  in  Omaha,  on  February  First 


Announcement  has  just  been  made  that  H.  R. 
Holmes,  formerly  territorial  supervisor  for  the 
Edison  Laboratories  and  recently  engaged  in 


H.  R.  Holmes 

sales  promotion  work  for  the  Edison  organiza- 
tion, will  soon  become  field  representative  for 
Shultz  Bros.,  Edison  jobbers  in  Omaha,  Neb. 
He  will  probably  take  up  his  duties  on  Febru- 
ary 1. 

Mr.  Holmes  has  been  connected  with  the 
Edison  Laboratories  in  various  capacities  for  a 
number  of  years  and'  is  splendidly  equipped  to 
assume  the  various  responsibilities  which  will  go 
with  his  new  position.  It  is  a  policy  at  the 
Ed  ison  Laboratories  to  introduce  men  of  the 
live-wire  type  into  the  sales  department,  where 
they  absorb  all  the  Edison  policies  and  gain 
familiarity  with  every  phase  of  the  Edison  busi- 
ness before  they  are  appointed  to  the  various 
supervisorships. 


The  American  Home  Recorder,  Inc.,  220  Mar- 
ket street,  Newark,  N.  J.,  -  manufacturer  of  a 
home  recorder,  was  recently  placed  in  the  hands 
of  a  receiver.  Arthur  T.  Vanderbilt,  a  well- 
known  Newark  lawyer,  was  appointed  by  the 
court  to  take  charge  of  the  affairs  of  the  com- 
pany. 

WANTED— Salesmen  for  splendid  side  line, 
all  over  the  country.  Pocket  sample.  Ten  to 
twenty  dollars  easily  made  daily.  Demonstra- 
tion requires  few  minutes  only.  Write  Puritone, 
Room  1408,  347  Fifth  avenue,  New  York  City. 


Some   Timely    Words    From    A.   J.  Kendrick 
Which  Are  Worthy  of  Consideration 


A.  J.  Kendrick,  sales  manager  for  the  Bruns- 
wick-Balke-Collender  Co.'s  phonograph  depart- 
ment, has  mailed  out  to  the  trade  a  common- 
sense  little  announcement  regarding  prices, 
which  reads: 

"What  is  the  matter  with  the  Associated 
Press  and  the  newspapers?  Why  do  they  print 
scarehead  announcements  about  price  reduc- 
tions, factories  closing,  and  exaggerated  reports 
of  people  thrown  out  of  employment? 

"You  may  remember  that  when  the  cotton 
spinning  mills  of  the  East  closed  their  doors 
the  newspaper  columns  were  filled  with  double- 
headed  announcements  about  overstocks  and 
prices  coming  down.  Contrast  those  announce- 
ments with  the  little  five-line  press  report 
printed  to-day,  of  five  of  these  mills  resuming 


business  at  Greenwood,  S.  C,  and  form  your 
own  conclusions.  The  report  is  as  follows: 
'The  five  cotton  mills  in  Greenwood  County  are 
now  operating  full  time,  after  having  curtailed 
production  for  several  weeks.  With  one  excep- 
tion the  plants  have  day  and  night  shifts.' 

"The  space  given  to  this  is  exactly  one-half 
inch.  Another  example:  'According  to  a  custom 
which  has  prevailed  with  us  for  many  years,  all 
of  our  factories  shut  down  wholly  or  in  part  on 
December  1  for  inventory-taking  purposes.  This 
is  the  usual  custom  in  all  furniture  factories.' 

"The  Associated  Press  gave  this  incident  sev- 
eral inches  of  broadcast  publicity.  We  consider 
it  reasonably  good  free  advertising,  but  what  is 
the  idea?    Can  you  solve  the  riddle? 

"All  of  our  factories  will  resume  immediately 
after  the  first  of  the  year,  as  1921  will,  in  our 
opinion,  be  a  record-breaker  in  all  of  our  vari- 
ous lines.  Our  sales  during  the  first  eleven 
months  of  1920  show  an  increase  of  42  per  cent. 
December  showed  a  still  further  improvement." 


JANUARY,  1921 


POPULAR  VOCAL 

^  (  Kentucky   ( Little- Fier) .     Baritone.   Orch.   accomp  Ernest  Hare 

~l  00     1  ''ve  Got  the  Blues  for   My  Kentucky  Home   (Gaskill).     Male  Quartet,  Orch. 

(       accomp   The  Harmonizers 

21 194  J  The  St.  Louis  Blues  (Handy).    Tenor,  Orch.  accomp  Al.  Bernard 

1  uu     \Midnight  Moon    ( Hare-Schafer-  Bernard ) .     Baritone.   Orch.   accomp.  ..  Ernest  Hare 

21195  f Broadway  Rose  (West-Fried-Spencer).    Baritone,  Orch.  accomp.  ......  Elliott  Shaw 

85        Beautiful    Annabell    Lee    ( Bryan- Mehlinger- Meyer) .      Tenor    and  Baritone. 

(.       Orch.  accomp    Lewis  James  and   Elliott  Shaw 

21196  / sioninf>  (Cool-Bridges).     Male  Trio,   Orch  accomp  Orpheus  Trio 

.85      )  1    Want  to   Go   to  the   Land    Where  the   Sweet   Daddies   Grow  (Moran-Von 

(.       Tilzer).     Soprano,    Orch.    accomp    Marjie  Dow 

DANCE 

31170  (  Pa'es,eena  (Conrad-Robinson).    Fox-trot  Joe  Johnson's  Novelty  Dance  Orch. 

.85     ]        a  Lonesome  Little  Raindrop  (Hanley).  Fox-trot, 

(  Joe  Johnson's  Novelty  Dance  Orch. 

31 171  I  Feather  Your  Nest  (Kendis-Brockman).    Fox-trot  Regal  Novelty  Dance  Orch. 

1-00    \You're  Just  Like  a  Rose  (Hubbell).    Fox-trot  Eddie  Kuhn  and  His  Orch. 

,    (Margie  (Conrad-Robinson).    Fox-trot.    Intro.:  "Singing  the  Blues."  (Orch.) 
I  u0  <  Tennessee  Ticklers 

(Caresses  (Monaco).     Fox-trot.     (Orch.)  Tennessee  Ticklers 

31173     Darling   (Schonberg).     Fox-trot  Harvey's  Xylophone  Band 

100     Show  Me  How   (Creamer-Layton).     Fox-trot  Broadway   Dance  Orch. 

HAWAIIAN 

61114    (Naughty  Waltz  (Levy).    Waltz  Hawaiian  Singing  Guitars 

.85      \  Sweet  Luana  (Burt-Zamecnik)   Hawaiian  Singing  Guitars 

INSTRUMENTAL 

51146    /Alice,  Where  Art  Thou?  (Ascher).    Violin.  Flute  and  Piano  Mendelssohn  Trio 

'-u0     (Canzonetta  (Op.  6)  (A.  d'Ambrosio).    Violin  Solo  Irving  Weiss 


OPERAPHONE  CO.  inc.,  LONG  ISLAND  CITY,N. 


Edison  Amber ola  Message  No.  13 


Mr.  Phonograph  Dealer: 

With  a  line  of  instruments  that 
sells  at  very  moderate  prices,  and 
yet  satisfies  the  musical  desires  of 
the  most  fastidious,  the  5,100 
merchants  who  handle  the  New 
Edison  Diamond  Amberola  are 
well  fortified  to  meet  the  new 
conditions  of  the  New  Year. 


THOMAS  A.  EDISON,  Inc. 

AMBEROLA  DEPARTMENT 

ORANGE,  N.  J. 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


165 


£W]iiiiiiiniuiiiiiiiniiiDM 

1     THE  VISION  I 

J      Devoted  to  the  Interest  of  the  Educational  g 
Work  Being  Conducted  by  the  Talking 

Machine  Dealers  and  Jobbers  || 

luiUUII!lll!lllll!lllllllllllllllllll]l!IIIIIU|]l!lllllllllllllllllllllllll!» 

The  Victor  Talking  Machine  Co.,  educational 
department,  announces  in  its  February  supple- 
ment the  first  of  a  series  of  recordings  of  the 
principal  scenes  from  the  dramas  of  Shake- 
speare by  E.  H.  Sothern  and  Julia  Marlowe,  the 
recognized  masters  of  interpretative  Shakespeare 
roles.  The  numbers  announced  are  12-inch  Red 
Seal  recordings  of  The  Balcony  Scene,  "Romeo 
and  Juliet,"  Parts  I  and  II. 

The  use  of  the  Magnavox  in  schools  has  been 
attracting  considerable  attention.  Millburn 
(N.  J.)  High  School  has  a  Victrola  placed  in 
the  principal's  office  connected  to  several  mag- 
nifying electric  horns  in  various  parts  of  the 
building.  In  marching,  the  music  begins  simul- 
taneously in  all  parts  of  the  building  for  the 
passing  of  periods  or  dismissal.  This  does  away 
with  the  necessity  for  the  formerly  omnipresent 
school  bell. 

$     3)e     $  ♦ 

An  interesting  use  of  the  Victrola  is  found  in 
the  Fox  Hills  (N.  Y.)  Base  Hospital,  where 
many  Victor  artists  have  appeared  to  cheer  the 
boys  during  the  past  season.  The  wounded  men 
hear  the  artist,  then,  by  donation  from  some 
benefactor,  the  records  are  procured  so  they 
first  "hear  the  artist,  then  hear  their  Victor 
records." 

$    %    ♦  ♦ 

Caroline  Hobson,  educational  director  of 
Stewart  Talking  Machine  Co.,  Indianapolis,  Ind., 
reports  splendid  results  in  school  work  through- 
out the  whole  State. 

3|e     3|e     a|c  3|e 

May  Cloud,  educational  director  of  Putnam- 
Page  Co.,  Peoria,  111.,  central  Illinois  Victor 
jobber,  is  enthusiastic  over  the  prospect  of 
again  receiving  Princess  Watahwaso,  interpreter 
of  original  Indian  melodies,  on  her  Western 
tour. 

"Listening  Lessons  for  Little  Children,"  the 
attractive  $1  children's  book  with  annotated  rec- 
ords and  a  complete  primary  teaching  course 
for  the  Victrola  for  mothers  or  teachers,  has 
gone  into  its  third  edition. 

:fs    -  $  ♦ 

The  Columbia  Graphophone  Co.  educational 
department  has  been  represented  at  many  State 
teachers'  meetings  this  year. 

£       J|E       i|G  3fc 

Lillian  Wood,  educational  director  for  the 
C.  C.  Mellor  Co.,  Pittsburgh,  Pa.,  Victor  jobber, 
attended  the  Pennsylvania  State  Teachers'  Con- 
vention during  the  holidays.  A  feature  of  the 
program  was  the  speech  on  "Music  and  Educa- 
tion," by  Dr.  J.  C.  Finnegan,  State  superintendent 
of  schools.    Dr.  Hollis  Dann,  Cornell  Univer- 


sity School  of  Music,  is  now  State  supervisor 
of  music  for  Pennsylvania. 

Dealers  are  always  hitting  upon  new  schemes 
to  interest  people  in  the  educational  uses  of 
their  factory's  product.  Window  displays  of 
schoolrooms,  with  blackboards,  benches  and 
other  furniture  borrowed  from  local  furniture 
houses,  are  now  beginning  to  make  their  appear- 
ance. In  every  case  the  window  fails  unless  a 
school  instrument  with  record  on  turntable  and 
soundbox  down  is  evident  in  the  central  por- 
tion of  the  picture. 

*       *  * 

The  Columbia  Co.  has  prepared  a  special  book- 
let to  foster  a  love  of  the  best  music  in  school 
and  home.  Knowing  that  the  proper  way  to 
begin  is  with  the  children,  the  company  has 
contributed  toward  their  education  a  set 
of  eight  records,  comprising  thirty-two  selec- 
tions of  the  world's  best  music  so  fitted  to  their 
needs  that  this  love  for  music  is  created  and 
made  permanent. 

The  pamphlet  embodies  the  actual  work  of 
teaching  in  the  Horace  Mann  School,  Teachers' 
College,  Columbia  University,  and  has  the  hearty 
endorsement  of  Professor  Patty  S.  Hill,  director 
of  kindergarten  and  primary  departments,  under 
whose  personal  direction  these  records  were 
made.  Their  value  lies  in  the  fact  that  well- 
known  compositions  of  great  artists  have  been 
remade  for  the  child  mind  and  need,  preserving 
at  the  same  time  the  charm,  quality  and  integrity 
of  the  original  music. 

^ 

'  Sally  Hamlin,  the  youthful  recitationist,  who 
has  made  some  of  the  most  delightful  Victor 
recordings  of  James  Whitcomb  Riley  and 
Eugene  Field  poems,  is  now  giving  a  course  of 
entertainments  every  night  in  the  school  year 
in  New  York  City  schools.  Part  of  her  pro- 
gram is  devoted  to  John  Alden  Carpenter's 
pianologues  and  part  to  poetry.  In  the  latter 
she  uses  a  M-XXV  Victrola  and  orchestral  rec- 
ords to  provide  synchronized  musical  accom- 
paniment. 

Not  to  be  outdone  by  the  East,  the  Far  West 
has  taken  hold  of  educational  work  with  great 
gusto.  Sherman-Clay  Co.  (San  Francisco,  Cal.) 
has  a  strong,  live  educational  staff. 

if:      if    '  ♦  ♦ 

L.  W.  Inman,  educational  director  for  Sanger 
Bros.,  Victor  jobbers,  Dallas,  Tex.,  has  done  re- 
markably good  work  in  the  State,  bringing  the 
lesson  of  ihe  advantages  of  school  business  be- 
fore hundreds  of  schools  and  dealers  this  year. 

A  beautiful  poster,  listing  attractive  school 
records,  is  the.  product  of  the  Cleveland  Talk- 
ing Machine  Co.  (Cleveland,  Ohio),  Victor 
jobber.  Miss  Grazella  Pulliver,  educational 
director,  is  doing  splendid  work  in  this  field. 

Helen  Colley,  educational  director  Emanuel 
Blout  (Victor  jobber),  New  York,  has  an- 
nounced a  series  of  New  York  City  school  con- 


CRYSTAL  EDGE 

MICA 

DIAPHRAGMS 

The  Standard  of  Quality 

PHONOGRAPH  APPLIANCE  CO. 

174  Wooster  St.,  New  York 

certs  by  the  popular  Victor  artist,  Princess 
Watahwaso.  The  management  of  the  Princess 
is  under  direction  of  Franklin  G.  Dunham,  Dit- 
son  Building,  10  East  Thirty-fourth  street,  New 
York  City. 


MME.  HEMPEL  HEARD  IN  RECITAL 

Capacity    Audience    at    Carnegie    Hall  Shows 
Great  Enthusiasm  Over  Soprano's  Work 


Frieda  Hempel,  soprano  of  the  Metropolitan 
Opera  Co.,  and  noted  Edison  artist,  sang  at 
Carnegie  Hall,  New  York,  on  January  5  before 
a  capacity  audience  who  evinced  great  enthusi- 


Frieda  Hempel 

asm.  The  affair  was  advertised  as  Mme.  Hem- 
pei's  only  New  York  recital  this  season,  al- 
though she  has  appeared  in  company  with  other 
artists.  Robert  Gayler,  who  is  also  connected 
with  the  Edison  organization,  presided  at  the 
organ  during  Mme.  Hempel's  recital. 


FILE  SCHEDULES  IN  BANKRUPTCY 

Supreme  Phono  Parts  Co.,  Inc.,  at  145  West 
Forty-fifth  street  and  145  Lafayette  street,  New 
York,  has  filed  schedules  in  bankruptcy,  with 
liabilities  of  $36,886  and  assets  of  $12,076,  main 
items  of  which  are  stock,  $7,000;  accounts,  $5,- 
972;  machinery,  $500,  and  deposits  in  banks, 
$298. 


MASTER   WAX  BUSINESS  BLANKS 

The  Wax  and  Novelty  Company 

67-69  Paris  Street,  Newark,  N.  J. 

Will  continue  the  business  hitherto  carried  on  by  me  at  16  West 
39th  Street,  New  York.  All  work  will  be  done  under  my  personal 
supervision. 

I  will  be  able  also  to  work  out  special  problems  in  connection  with 
record  making  for  anyone  needing  experienced  advice  or  assistance. 

F.  W.  MATTHEWS 


166 


THE    TALKING    MACHINE  WORLD 


January  IS,  1921 


% 


GLANTZ  AND  HIS  LAUGHING  SAX 

Saxophone  Specialist  Became  Popular  Over 
Night  Through  His  Work  on  "Dardanella" 
Record — Has  Won  Great  Popularity  Since 


There  is  apparently  one  sure  way  for  a 
musician  to  become  popular  with  the  public, 
and  that  is  through  the  medium  of  phonograph 
records,  for  in  many  respects  the  recording  art 
demands   distinctiveness   and   originality    to  a 


Glantz  Back  From  Canadian  Campaign 

great  degree.  In  this  connection  the  career  of 
Xathan  "Laughing"  Glantz  is  interesting,  for 
his  saxophone  specialties  have  been  heard 
through  the  medium  of  several  makes  of  rec- 
ords, and  it  is  not  exaggerating  to  any  degree 
to  say  he  is  one  of  the  best-known  saxophone 
artists  to-day. 

Mr.  Glantz  obtained  his  recognition  among 
record  buj-ers  through  his  playing  of  the  saxo- 
phone in  the  Okeh  record  of  "Dardanella,"  and 
both  "Dardanella"  and  Mr.  Glantz  are  said  to 
have  become  popular  over  night  in  record  form, 
the  Okeh  being  the  first  record  of  "Dardanella" 
on  the  market. 

Glantz  did  the  laughing  sax  on  this  record 
with  the  Rega  Orchestra,  which  is  famous  for 
its  original  interpretation  and  clever  recording 
tricks.  Through  "Dardanella"  and  other  rec- 
ords, Glantz  and  his  laughing  saxophone  became 
famous  with  thousands  of  record  users. 

Recently  Glantz  went  to  Canada  to  record  for 
the  Berliner  Gramophone  Co.,  and  the  accom- 
panying picture  shows  Glantz  returning  to  the 
United  States  after  a  hard  day's  work  in  Can- 
ada loaded  with  Canadian  exchange,  sufficient 
apparently  to  crowd  his  saxophone  out  of  the 
case. 

Mr.  Glantz  is  now  playing  for  practically 
ali  the  record  companies  and  with  different  or- 
chestra combinations.    His  latest  hit  is  "Hindoo 


Hop,"  an  Okeh  record  of  a  number  written  by 
Sol.  P.  Levy,  composer  of  "The  Naughty  Waltz." 

The  Okeh  records  made  by  Glantz,  in  com- 
pany with  the  Rega  Orchestra,  include  "Rose," 
"Nightingale,"  "A  la  Paree,"  "Margie,"  "Hum- 
ming" and  "Caresses." 


TONOFONE  JOBBERS  IN  NEW  YORK 


Cabinet  &  Accessories  Co.  and  Robt.  Clifford  to 
Push  Well-known  Tonofone  Needles 


NEW  COLUMBIA  CO.  PRESIDENT 


Van  Horn  Ely  Succeeds  Francis  S.  Whitten  as 
Head  of  That  Company — Latter  Becomes 
Chairman  of  Board  of  Directors  of  Company 


Van  Horn  Ely,  who  has  been  a  director  and 
member  of  the  executive  committee  of  the  Co- 
lumbia Graphophone  Co.  for  several  years  past, 
was  elected  president  of  this  institution  at  a 
meeting  of  the  directors  held  January  5.  He 
succeeds  Francis  S.  Whitten,  who  was  elected 
chairman  of  the  board  of  directors  of  the  Co- 
lumbia Graphophone  Co. 


The  Cabinet  &  Accessories  Co.,  145  East  34th 
street,  New  York,  and  Robert  Clifford,  who  is 
manager  of  the  Cardinal  Phonograph  Co.'s  New 
York  branch,  106  E.  19th  street,  have  been  ap- 
pointed jobbers  for  the  Tonofone  needles  made 
by  the  R.  C.  Wade  Co.,  Chicago.  These  two 
well-known  concerns  intend  to  pursue-  a 
vigorous  campaign  to  the  end  that  the  Tono- 
fone needle  and  its  merits  are  brought  to  the 
attention  '  of  a  large  constituency  in  the  me- 
tropolis and  throughout  the  East.  These  deals 
were  consummated  by  E.  H.  Wade,  manager  of 
sales,  who  is  at  present  visiting  the  trade  in 
New  York.  Reports  from  Chicago  are  to  the 
effect  that  business  with  the  R.  C.  Wade  Co. 
is  of  remarkable  volume  these  days. 


MODERN  OLA 

The  instrument  unique 

MODERNOLA 

A  home  delight  to  Ear  and  Eye 

MODERNOLA 

Beauty—  Tone — Utility 

MODERNOLA 

Satisfaction  for  dealer  and  customer 


Send  your  orders  now; 


Apply  immediately  for  agency 


Exclusive  Eastern  Distributors 

JksTERN  PhONO^APH 
(bl^PO^ATiON 

GEO.  SEIFFERf 


PRESIDENT 

Office  and  Showrooms 


101  West  20th  Street    )  _.    ,   A  „  , 

100  West  21st  Street    \       Gorner  Slxth  Avenue>  New  York 


Telephone  Chelsea  2044 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


16? 


FRANK  J.  COUPE  HONORED 


Sales  Manager  of  Sonora  Co.  Elected  Vice- 
president  at  Annual  Meeting  This  Week — 
Present  Officers  of  Company  Re-elected 

At  the  annual  meeting  of  the  board  of  direc- 
tors of  Sonora  Phonograph  Co.,  Inc.,  New  York 
City,  held  the  second  week  in  January,  all  of. 
the  present  officers  in  this  prominent  institu- 
tion   were    re-elected.     They   are    as  follows: 


irann  J.  v^oupe 

George  E.  Brightson,  president;-  L.  C.  Hasell, 
vice-president;  John  Herzog,  second  vice-presi- 
dent; Joseph  Wolff,  treasurer;  E.  H.  Jennings, 
secretary  and  assistant  treasurer;  A.  C.  Valeur, 
assistant  treasurer. 

A  new  addition  was  made  to  the  officerial 
board  in  the  person  of  Frank  J.  Coupe,  sales 
manager  of  the  company,  who  was  elected  to 
the  office  of  vice-pre-sident. 


FEATURING  THE  MANDEL  LINE 


The  Standard  Woodenware  Co.,  of  Los  Ange- 
les, Cal.,  has  obtained  the  exclusive  distributing 
agency  for  the  Mandel  phonograph  in  California, 
Arizona  and  Nevada.  An  intensive  campaign 
has  been  started  to  distribute  this  popular  in- 
strument. This  company  will  also  handle  the 
Mandel  records  which  have  been  just  introduced 
to  the  trade. 


FULTON     (Model  35) 

Mahogany,  16x16x10  in.,  double  spring  motor, 
universal  tone  arm.  Back  casting  and  metal  horn. 
Discount  according  to  quantities. 

True-tone,  Cleartone,  Brilliantone  and  Puretone 

Needles  in   metal  boxes  or  packages  at  50  cents 

per  M.  Discount  in  large  quantities.  Truetone 
Needles  come  200  to  a  metal  box. 

Double  and  triple  spring  Motors,  Tone-arm, 
Auto  Stops,  Repeater  Stops,  etc.  Phono  parts  and 
accessories,  as  Motors,  Tone-arms,  Sound  Boxes, 
Cabinets  and  Cabinet  hardware.  Repair  parts 
for   all  makes. 

Distributors  of  the  Arto  Music  Rolls  and  Arto 
Phonograph  Records. 

Cash  with  order 

FULTON  TALKING  MACHINE  CO. 

253-255  Third  Ave.,  New  York  City 

Between  20th  and  21st  Streets 


TRADE  SITUATION  IN  CINCINNATI 

Baldwin  Business  Shows  Immense  Gain — Otto 
Grau  Improves — Anderson  Doing  Good  Work 
With  Wurlitzer  Co. — Columbia  News 

Cincinnati,  O.,  January  10. — Talking  machines 
were  among  the  most  popular  of  the  holiday 
purchases  in  Cincinnati  last  month  and  without 
exception  all  dealers  reported  satisfactory  sales. 

Manager  Sherman  B.  McLaughlin,  of  the 
Baldwin  Co.,  who  only  recently  added  a 
talking  machine  department,  reported  that  the 
entire  stock  of  both  records  and  machines  had 
been  sold  out.  The  special  finishes  seem  to  be 
popular  with  customers  this  year  and  took  the 
lead  over  mahogany.  All  sales  were  made  on 
either  the  cash  basis  or  10  per  cent  and  the 
balance  in  one  year,  which  insures  an  excep- 
tionally high-class  trade.  The  Baldwin  Co.'s 
window  for  the  holidays  was  unique  and  made 
quite  a  hit.  It  showed  a  large,  comfortable  liv- 
ing room  with  a  big  old-fashioned  mantel  and 
stocking  hung  beside  the  fireplace.  There  were 
big  comfortable  chairs  and  other  furnishings 
that  made  such  a  room  attractive.  In  one  cor- 
ner there  was  a  talking  machine  and  beside  it 
a  life-sized  Santa  Claus  holding  a  record.  There 
was  no  advertising  matter  to  detract  from  the 
scene,  but  the  window  brought  the  trade. 

The  Otto  Grau  Co.  has  made  some  improve- 
ments in  its  talking  machine  department.  New 
enclosed  record  racks  have  been  installed  and 
the  front  of  the  store  has  been  given  over  to 
this  line.  This  move  has  greatly  increased  the 
trade  in  records.  The  sale  of  talking  machines 
for  the  holidays  last  month  showed  an  increase 
of  over  30  per  cent  over  the  1919  sales,  accord- 
ing to  Vice-President  F.  J.  Volz. 

S.  T.  Sigman,  manager  of  the  talking  machine 
department  of  the  Wurlitzer  Co.,  Victor  dis- 
tributors, has  started  a- .drive  on  accessories  and 
plans  to  make  this  the  big  feature  for  the  pres- 
ent. The  sales  department  of  the  Wurlitzer  Co. 
has  been  greatly  strengthened  by  the  addition 
to  its  staff  of  C.  R.  Anderson,  formerly  with  the 
Indianapolis  Talking  Machine  Co.,  who  came  to 
the  Wurlitzer  Co.  late  last  year  as  city  sales 
manager.  Mr.  Anderson  -will  be  remembered 
by  the  trade  as  the  man  who  invented  the  ampli- 
phone  used  to  hear  records  over  the  telephone. 

The  Columbia  Graphophone  Co.  has  just  com- 
pleted a  model  shop  in  its  office  which  is  de- 
signed to  show  dealers  how  their  stores  should 
be  arranged  to  make  them  attractive  to  cus- 
tomers and  increase  sales.  There  are  hearing 
rooms,  record  racks,  counters,  show  windows 
and  electric  signs,  in  fact,  everything  that  can 
be  used  to  make  an  attractive  salesroom.  This 
feature  is  expected  to  prove  of  great  value  to 
dealers  in  enabling  them  to  see  some  of  the  faults 
in   their  methods  of  displaying  and  selling. 


VICTOR  RECORDS  BY 

LA  SCALA  ORCHESTRA 


S.  A.  SHERMAN  REBUILDING 


New  York  Dealer  Whose  Store  Was  Destroyed 
by  Fire  Plans  Bigger  and  Better  One 


S.  A.  Sherman,  whose  establishment  at  2138 
Third  avenue,  near  116th  street,  New  York,  was 
destroyed  by  fire,  as  reported  elsewhere  in  this 
issue,  is  now  rebuilding  his  entire  establishment, 
which  he  owns,  and  intends  to  have  one  of  the 
most  attractive  stores  handling  Victor  talking 
machines  and  records  in  the  city.  Mr.  Sherman 
is  most  appreciative  of  the  many  courtesies 
shown  him  by  the  members  of  the  trade. 
■  ■■■■■  ■ 


WE  Will  Buy  for  Cash 
Job  Lots  of  Machines, 
Records,  Motors,  Tone 
Arms,  Parts,  and  Every- 
thing in  the  Talking  Ma- 
chine Line. 

Keen  Talking  Machine  Supply  Co. 

49  N.  10th  ST.,        PHILADELPHIA,  PA. 


Victor  Co.  Announces  That  Famous  Orchestra 
Under  Baton  of  Toscanini  Will  Make  Vic- 
tor Records — Now  Touring  the  United  States 


The  La  Scala  Orchestra  of  Milan,  Italy,  under 
the  baton  of  Maestro  Arturo  Toscanini,  one  of 
the  world's  greatest  conductors  in  the  sym- 
phony and  operatic  field,  arrived  in  this  country 
during  the  past  month  and  is  now  on  tour.  Dur- 
ing the  appearance  of  this  famous  organization 
in  New  York  it  scored  the  highest  praise  from 
our  leading  critics,  not  alone  on  account  of  the 
superb,  masterful  leadership  of  Toscanini,  but 
the  band  itself  is  one  which  ranks  with  the  great 
musical  organizations  of  the  world. 

In  connection  with  the  arrival  of  the  La  Scala 
Orchestra  the  announcement  has  just  been 
officially  made  by  the  Victor  Talking  Machine 
Co.  that  the  La  Scala  Orchestra,  under  the  baton 
of  Toscanini,  will  make  records  for  the  Victor 
Co.  during  its  present  visit  to  America.  This 
announcement  will  undoubtedly  arouse  the 
liveliest  interest  among  dealers  and  also  users 
of  Victor  records  throughout  the  country,  for 
everyone  recognizes  that  Toscanini  and  his  band 
will  be  introduced  in  a  fittingly  artistic  manner 

i 

through  the  medium  of  these  records. 

There  are  few  figures  in  the  musical  world 
capable  of  exciting  more  interest  than  this  great 
Italian  conductor  whose  triumphs  have  been 
pretty  well  divided  between  Europe  and  Amer- 
ica. During  the  World  War  he  was  honored  for 
valor  for  his  wonderfully  inspiring  work  in  di- 
recting military  music  and  concerts  for  the 
Italian  army,  and  his  work  was  recognized  not 
only  . by  the  Italian  Government,  but  aroused  tre- 
mendous popularity  among  the  men.  In  New 
York,  of  course,  Toscanini's  great  work  as  con- 
ductor of  the  Metropolitan  Opera  Orchestra 
before  he  left  for  the  war  has  made  him  a  great 
favorite. 

The  records  of  the  La  Scala  Orchestra  will 
have  a  tremendous  interest  for  everybody  who 
loves  music  and  its  traditions,  for  the  La  Scala 
Theatre  is  the  traditional  home  of  the  great 
Italian  opera,  and  here  it  is  that  many  of  the 
world's  most  famous  artists  made  their  debut. 


JAMES  F.  BOWERS  RETIRES 

President  of  Lyon  &  Healy  Gives  Up  Active 
Work — A  Notable  Figure  in  the  Industry 


Chicago,  III.,  January  12. — James  F.  Bowers, 
who  recently  celebrated  his  fiftieth  year  of  serv- 
ice with  Lyon  &  Healy,  this  week  retired  from 
the  presidency  of  this  institution.  Mr.  Bowers 
has  long  been  identified  with  the  music  industry 
in  all  its  ramifications,  having  served  as  presi- 
dent of  the  New  York  Piano  Manufacturers'  As- 
sociation and  also  as  president  of  the  National 
Association  of  Talking  Machine  Jobbers. 

With  the  retirement  from  active  service  of 
Mr.  Bowers  will  go  the  best  of  wishes  of  an  army 
of  friends  throughout  the  industry  for  his  wel- 
fare and  happiness. 


A.  C.  Ireton,  general  manager  of  Edison 
Fhonographs,  Ltd.,  San  Francisco,  is  sending 
out  a  letter  on  business  conditions  which  abounds 
in  facts  that  should  lead  the  dealer  to  a  sane, 
courageous  course  on  business  advancement. 


Everlasting  Decora- 
tive Flowers  and 
Plants,  Vines  and 
Garlands 

My  illustrated  catalogue 
in  colors  No.  35,  free  for 
the  asking;  write  for  it 
today. 

Frank  Netschert 

61  Barclay  St.,    New  York 


168 


THE   TALKING   MACHINE  WORLD 


January  IS,  1921 


JERSEY  DEALERS  HEAR  J.  G.  PAINE     THE  FEBRUARY  AMBEROLA  DISPLAY 


Large  Attendance  at  Luncheon  Given  by  Victor 
Dealers  of  New  Jersey  January  11 


Unusually  Attractive  Window  Treatment  Pre- 
pared for  Use  of  Amberola  Dealers 


The  Victor  dealers  of  New  Jersey  held  a 
luncheon  at  the  Robert  Treat  Hotel,  Newark, 
N.  J.,  at  noon  on  Tuesday  of.  this  week.  As 
special  guest  of  the  occasion,  John  G.  Paine  of 
the  legal  department  of  the  Victor  Talking  Ma- 
chine Co.  attended. 

The  educational  department  of  the  Victor 
Talking  Machine  Co.  contributed  as  an  enter- 
tainment feature  the  services  of  Princess 
Watahwaso,  mezzo-soprano,  who  has  made  a 
series  of  records  of  Indian  songs,  dances  and 
folk-lore,  who  was  accompanied  at  the  piano  by 
Mrs.  R.  E.  Williams.  Her  program  was  roundly 
applauded. 

The  leading  address  was  made  by  John  G. 
Paine,  who  said  in  part:  "I  bring  you  the  con- 
gratulations of  the  Board  of  Directors  of  the 
Victor  Talking  Machine  Co. — a  message  from 
headquarters."  Following  which  Mr.  Paine  told 
the  dealers  of  a  series  of  plans  making  for 
future  progress  of  the  Victor  Co.  He  told  of 
the  increased  production  which  would  be  re- 
ceived through  the  enlargements  of  the  present 
factories  in  both  talking  machine  and  record 
plants.  Speaking  of  the  present  business  situation 
he  called  the  gathering's  attention  to  the  revival 
of  business  which  can  be  visualized  by  the  smoke 
outpouring  from  factory  chimneys  in  plants 
which  in  a  recent  period  were  shut  down. 

He  further  stated  that  while  it  was  true  that 
the  Victor  Talking  Machine  Co.  hardly  needed 
a  revival  of  business  in  order  to  sell  its  product 
— as  a  matter  of  fact  the  plants  are  running  at 
full  capacity — the  company  feels  that  the  time 
has  arrived  when  it  can  consider  further  ex- 
pansion on  a  large  scale.  He  spoke  of  the  lure 
during  the  past  two  years  to  cheapen  the  product 
in  order  to  increase  production,  but  to  which  the 
Victor  organization  did  not  succumb.  The  high 
ideals  of  Ihe  company  as  to  quality  were  ad- 
hered to  throughout  that  period  and  new  de- 
velopments of  the  company  would  be  along  the 
same  high  standard  lines — quality. 

Among  those  who  attended  were:  Franklin 
G.  Dunham,  of  the  educational  department  of 
the  Victor  Talking  Machine  Co.;  Robert  C. 
Hopkins,  Victor  representative  for  northern 
New  Jersey;  J.  A.  Bliesenick,  of  Hahne  &  Co., 
Newark,  N.  J.;  G.  S.  Welch,  W.  S.  Beebe,  Har- 
rison, N.  J.;  O.  M.  McCollum,  Rahway,  N.  J.; 
Thomas  K.  Henderson,  of  Munger  &  Long, 
Camden,  N.  J.;  Clark  M.  Price,  Jersey  Music 
Co.,  Bloomfield,  N.  J.;  H.  N.  Truesdell,  Irving- 
ton,  N.  J.;  Daniel  F.  Egan,  of  E.  S.  Applegate  & 
Co.,  Trenton,  N.  J.;  R.  H.  Veale,  James  Mc- 
Garry,  H.  A.  Glasser,  G.  A.  Barlow's  Sons  Co., 
Trenton,  N.  J.;  T.  B.  Roche,  of  Collings  &  Co., 
Newark,  N.  J.;  C.  J.  Collins,  Mathushek  &  Sons 
Piano  Co.,  Jersey  City,  N.  J.;  Eli  Zion,  of  the 
Union  Talking  Machine  Co.,  Elizabeth,  N.  J.; 
George  F.  Porepp,  White  Star  Music  Co.,  Jer- 
sey City,  N.  J.;  S.  Wolfson,  of  Bayonne,  N.  J.; 
Leo  Schlein,  Jersey  City  Talking  Machine  Co  , 
Jersey  City,  N.  J.;  A.  Galuchie,  Jersey  City, 
N.  J.;  J.  L.  Spillane,  Collings  &  Co.,  Newark, 
N.  J.;  Charles  J.  Honsberger,  Armstrong  Piano 
Co.,  Newark,  N.  J.;  C.  L.  Johnston,  Blackman 
Talking  Machine  Co.,  New  York;  Irwin  Moser, 
Camden,  N.  J.;  L.  W.  Collings,  of  Collings  & 
Co.,  Newark,  N.  J.;  Beall  McCandless  and  E.  P. 
Perkins,  of  the  Elizabeth  Talking  Machine  Co., 
Elizabeth,  N.  J.;  Fred  G.  Loeffler,  Union  Hill, 
N.  J.;  Louis  Frey,  Carlstadt,  N.  J.;  Robert  Brun- 
ner,  Acme  Muisc  Co.,  Rutherford,  N.  J.;  Albert 
Leon,  Perth  Amboy,  N.  J.;  A.  Landay,  Pater- 
son,  N.  J.;  E.  Bainbridge,  Paterson,  N.  J.;  Geo. 
L.  Hirtzel,  Jr.,  Elizabeth,  N.  J.;  L.  L.  Spencer, 
Pearsall  &  Co.,  New  York;  Frederic  Barlow,  of 
G.  A.  Barlow's  Son  Co.,  Trenton,  N.  J.;  Joseph 
W.  Schwetz,  Knickerbocker  Talking  Machine 
Co.,  New  York;  B.  H.  Roth,  West  New  York, 
N.  J.;  J.  J.  Davin,  Reinicke-Ellis  Co.,  New  York; 
Otto  Goldsmith,  Cabinet  &  Accessories  Co., 
New  York;  J.  Donlan,  Ridgewood  Talking  Ma- 
chine Co.,  Ridgewood,  N.  J.;  N.  Alexander, 
Long  Branch,  N.  J. 


The  Edison  Amberola  window  display  for 
February  is  unusually  attractive  and  should 
make  a  strong  appeal  to  Edison  Amberola  deal- 
ers, as  well  as  to  the  public,  with  a  consequent 
good  effect  upon  sales.    The  display  emphasizes 


Hoffay  Phonograph! 
Resurrectone  Reproducers 

Airtight  Tone- Arms 
Famous  the  World  Over. 

HOFFAY  PHONOGRAPH  CO. 
59  4th  Ave.        New  York  Cilj 


in  the  United  States  are  at  present  equipped  with 
Amberolas,  and  at  the  bottom  of  the  window 
display  is  a  strip  reading 
appropriately:  "Hear  the 
Instrument  That  Is  Sat- 
isfying Millions."  In  the 
display  the  three  large 
units  are  handsomely 
lithographed  in  colors  to 
represent  triumphal 
arches,  the  centerpiece 
showing  the  Edison  cyl- 
inder phonograph  with 
its  background  of  multi- 
tudes, while  the  two  side 
cards  enumerate  some  of 
the  Amberol  records  for 
February. 


The  H.  S.  Barney  Co., 
217  State  street,  Sche- 
nectady, N.  Y.,  are  scoring 
great  success  in  their  ef- 
forts to  bring  to  the  chil- 
dren of  that  city  a  great- 
er appreciation  of  music. 
They  are  giving  an  hour 
Window  Combines  Attractiveness  With  Practicality  each   day   to  this  good 

particularly  the  fact  that  several  million  homes     work  and  are  building  up  a  good  prospect  list. 


MAIN  SPRINGS 

Guaranteed  to  be  made  of  the  highest  grade 
carbon  steel  procurable.  Prices  quoted  are 
possible  only  because  of  our  immense  pur- 
chasing and  distributing  powers. 

 Lots  of  

1        6       12      25      50  100 
each  each  each  each  each  each 

No.  28    34"x.022x9   feet,  for   Carola,   Triton,  Melo- 

phone,  etc.,  pear  shape  hole  ••  $  .40  $  .38  $  .37  $  .35  $  .33  $  .31 

No.  29  34"x.022xl0  feet,  for  small  Columbia,  Univer- 
sal, Heineman,  Harmony,  Vanophone,  Pathe, 

pear  shape  . .,  •  •    .45     .43     .42     .40     .38  .35 

No.  30    %"x.022xi0  feet,  for  Blick,  Wonder,  Premier, 

Meisselbach,  Nos.  9  and  10,  square  hole....-    .50     .47     .46     .44     .42  .40 

No.  31  l"x. 025x9  feet,  for  Swiss  motors,  small  Colum- 
bia, Stewart,  pear  shape  hole  60     .54     .52     .50     .48  .45 

No.  32    l"x.020xl3  feet,  for  small  Victor,  pear  shape 

hole  ••  ••   .60     .54     .52     .50     .48  .45 

No.  33    l"x.025xl2  feet,  for  Pathe,  Heineman,  Mandel, 

Aeolian,  Meisselbach,  Vitanola,  pear  shape  hole    .75     .70     .67     .60     .55  .50 

No.  34    l"x.025xl4   feet,    for    Sonora,    Saal,  Thomas, 

Silvertone,  oblong  hole    .....  .    .80     .75      .70     .65     .60  .55 

No.  35  l"x.028xl0  feet,  for  all  styles  Columbia  ma- 
chines, pear  shape   •  ■  60     .54     .52     .50     .48  .45 

No.  36    1  "x.025x9    feet,    for    Meisselbach,    No.  12, 

Thomas,  oblong  hole   •  •  .......    .60     .54     .52     .50     .48  .45 

No.  37  l"x.025xl6  feet,  for  Meisselbach,  Saal,  Thomas, 
Silvertone,   Modernola,    Rishell,  Widdicomb, 

Sonora,  oblong  hole  .........  •  90     .85     .83     .80     .75  .70 

No.  38    l"x.025x!6  feet,  for  Vitanola,  pear  shape  90     .85     .83     .80     .75  .70 

No.  39    l"x.028xll    feet,  for  Edison   Standard,  pear 

shape   •  •   .65     .59     .57     .53     .50  .47 

No.  40    1  3/16"x.028xl6   feet,    for    Heineman,  Pathe, 

Rex,  pear  shape  •  • .  •  •  95     .90     .88     .85     .80  .75 

No.  41    lI/£"x.027x25  feet,  for  Edison  Diamond  Disc, 

pear  shape  hole  . .  ■  .   2.00    1.80    1.70    1.65    1.55  1.50 

(If  the  above  are  desired  in  assorted  sizes,  the  quantity  price  will  be  allowed.) 

Write  for  our  latest  catalogue,  now  on  the  press,  containing  hundreds 
of  needed  repair  parts.    Ask  for  catalogue  W. 

EVERYBODY'S  TALKING  MACHINE  CO. 


38  North  Eighth  Street 


PHILADELPHIA,  PA. 


Exclusive  Distributors  for  the  General  Phonograph  Corporation 


January  IS,  1921 


THE   TALKING   MACHINE  WORLD 


169 


A  MOST  EFFECTIVE  MEANS  FOR  DISPLAYING  LITERATURE 


How  the  Brunswick  Circular  Holder  Operates 


The  Brunswick-Balke- 
Collender  Co.,  623  -  633 
South  Wabash  avenue, 
Chicago,  111.,  is  now  intro- 
ducing the  new  Bruns- 
wick phonograph  cir- 
cular holder  which,  as 
illustrated,  contains  eleven 
pockets  for  circulars  or 
other  literature  —  three 
sets  of  circulars  on  each 
side,  two  on  each  end  and 
one  set  on  top.  The  en- 
tire top  of  the  holder 
swings  on  a  pivot,  the  base 
being  of  wood.  The  ex- 
posed parts  of  the  holder 
are  made  in  correct  repre- 
sentation of  mahogany, 
with  the  lettering  printed 
in  gold.  The  total  height 
is  11 inches,  while  the 
height  of  the  panels  hold- 
ing the  circulars  is  2>Y\ 
inches.  The  holder,  which 
is  11 inches  long  and 
9%  inches  over  all,  is  a 
great  convenience  to  visit- 
ing customers,  and  will 
undoubtedly  have  a  great 
vogue  with  dealers.  It  is 
sold  at  a  very  reasonable 
price  to  the  trade. 


KANSAS  CITY  DEALERS  MAKE  GOOD  START  IN  NEW  YEAR 


Active  Post  Holiday  Business — Wunderlich  and  Other  Dealers  Tell  of  Conditions — Some  Re- 
movals— World  Representative  Discovers  Section  Where  Sales  of  "Talkers"  May  Be  Made 


Kansas  City,  Mo.,  January  8. — The  talking  ma- 
chine business  during  the  month  of  January 
has  started  with  a  rush  in  this  city  and  locality. 
With  the  immense  holiday  demand  satisfied 
there  seems  to  have  been  a  large  percentage  of 
the  business  carried  over  into  the  new  year. 
One  of  the  most  prominent  dealers  declared  that 
it  was  his  belief  that  this  situation  was  the  result 
of  the  expectancy  of  the  public  for  lower  prices 
at  the  first  of  the  year.  The  prices  did  not  drop 
as  they  expected,  but  the  promises  of  talking 
machines  for  Christmas  presents  had  to  be  kept; 
henee  the  result  has  been  a  very  greatly  in- 
creased business  for  the  month  of  January,  a 
usually  dull  one  in  the  trade  here. 

Harry  Wunderlich,  of  the  Wunderlich  Music 
Co,  in  comparing  the  business  of  1920  with 
that  of  1919,  said:  "Now  that  the  year  1920  has 
passed  the  books  can  be  made  to  show  an  exact 
and  just  comparison.  All  the  propaganda  to 
encourage  early  buying  during  the  1920  holiday 
season  brought  only  small  results,  due  to  the 
fact  that  the  public  generally  labored  under  the 
impression  that  prices  of  all  goods  would  de- 
crease. The  holiday  season  was  one  mad  rush 
of  delayed  shopping  everywhere,  and  the  talk- 


ing machine  establishments  suffered  as  all  other 
business  houses  did  in  having  the  trade  that 
should  have  been  extended  over  a  three-week 
period  crowded  into  three  or  four  days.  The 
business  of  1920  equaled  that  of  1919  regardless 
of  the  conditions  that  existed  in  the  trade,  and 
most  houses  showed  an  increase  over  that  of 
the  1919  season.  The  thought  now  is  for  the 
coming  year,  and  after  carefully  analyzing  the 
conditions  as  they  now  appear  it  is  safe  to 
say  that  the  year  will  bring  the  greatest  success 
to  the  talking  machine  dealers  that  the  in- 
dustry has  ever  enjoyed." 

E.  S.  Hall,  of  the  Hall  Music  Co.,  was  forced 
to  move  again;  this  time  from  1002  Grand  ave- 
nue to  the  Arlington  Building  on  Tenth  street 
because  of  the  expiration  of  lease. 

The  Smith,  Barnes  &  Strohber  Piano  Co.'s 
branch  here  has  been  endeavoring  to  interest 
parents  in  musical  merchandise  for  children, 
with  unprecedented  success.  One  method  of 
increasing  the  attention  of  the  elders  through 
the  children  and  the  building  of  a  huge  prospect 
list  prior  to  the  holiday  trade  was  the  offering 
of  prizes  for  the  best  prospect  list  of  names 
submitted  by  children. 


C.  V.  Bissell,  manager  of  the  local  store  of 
the  Starr  Piano  Co.,  reports  that  the  business 
during  the  past  season  has  been  extremely  good 
and  that  he  is  making  every  preparation  for  a 
greater  trade  during  the  coming  year. 

H.  E.  Meyer,  of  the  H.  E.  Meyer  Music  Co., 
which  until  recently  occupied  salesrooms  in  the 
,  Altman  Building,  moved  to  the  old  location  of 
the  wholesale  department  of  the  Columbia 
Graphophone  Co.  at  1017  McGee  street,  follow- 
ing the  removal  of  the  Columbia  wholesale  or- 
ganization to  larger  quarters  in  the  new  whole- 
sale district  of  the  city.  Mr.  Meyer  has  also 
added  the  Emerson  line. 

Down  in  the  southern  part  of  Missouri  quail 
hunting  has  been  extremely  good,  as  the  repre- 
sentative for  The  World  can  justly  testify  after 
a  month's  hunting  trip  in  the  foothills  and  hills 
of  the  Ozarks.  But  quail  is  not  the  only  sport 
that  would  bring  good  results  in  that  section  of 
the  country,  for  there  reside  thousands  of  in- 
habitants that  are  good  prospects  for  talking 
machines,  pianos  and  other  musical  instruments 
that  are  unhunted  and  on  whom  there  is  no 
closed  season.  However,  the  dealers  in  the 
larger  towns  in  the  southern  part  of  the  State 
seem  to  look  upon  these  prospects  as  either  un- 
desirable or  else  they  have  enjoyed  such  a  tre- 
mendous business  without  going  outside  their 
own  establishments  to  get  it  that  they  have  not 
thought  of  them  at  all. 

And  right  here  is  where  the  mail-order  house 
gets  in  its  work  that  encourages  more  than  one 
talking  machine  and  piano  dealer  to  resort  to 
real  cuss-words.  The  expedition  took  the  writer 
to  several  inland  towns  of  from  ten  to  1,000 
inhabitants.  These  are  towns  where  a  musical 
instrument  has  to  be  transported  from  the  rail- 
way station  by  either  team  and  wagon  or  motor 
truck  distances  of  from  three  to  thirty  miles. 
"Too  far!"  is  perhaps  the  cry  that  the  lazy 
dealer  might  put  forth,  but  not  so  with  some 
organizations,  for  here  we  find  the  old  reed 
organ  in  all  its  sanctified  glory  and  never  a  talk- 
ing machine  with  even  a  worn-out  record  to 
raise  a  cry  of  protest. 

Occasionally  we  found  a  piano,  but  that  was 
so  rare  that  it  was  indeed  remarkable.  It  was 
in  a  village  thirteen  miles  from  a  railroad  that 
boasted  some  sixty  inhabitants,  a  town  of  music- 
loving  human  beings,  such  as  exist  in  Rome, 
Egypt,  Hawaii  or  the  United  States,  but  this 
instrument  was  one  of  me  cheap  variety  of  the 
mail-order  house  that- saw  its  best  day  the  day 
it  was  shipped,  and  not  a  talking  machine  in  the 
entire  community,  less  than  one  hundred  and 
fifty  miles  from.  Kansas  City  and  less  than  fifty 
miles  from  the  metropolis  of  the  Southwest, 
Missouri,  Springfield,  which  boasts  several  talk- 
ing machine  establishments. 

The  season  of  1921  will  find  more  than  one 
talking  machine  establishment  making  plans  for 
the  broadening  of  its  business,  to  acquire  a 
greater  selling  radius,  and  the  very  best  advice, 
as  we  can  see  it,  is  to  look  upon  your  own  streets 
and  within  your  own  county  and,  perhaps,  you 
will  find  it. 


THE  PHONOSTOP—  The  Stop  That  Stops  Them  All 


Victor,  Columbia,  Pathe,  Edison,  even  the  Lyric.  Try 
all  other  stops  if  you  wish  to,  but  eventually  come  to  us 
for  the  PHONOSTOP,  the  first  and  the  most  efficient; 
therefore  the  best.  You  can  set  it  "in  the  dark  as  well 
as  the  light."    The  children  operate  it  perfectly. 


Order  early- 
Llljshi 
^promptly 


Made  Right        Acts  Right        Stays  Right 

THE  PHONOMOTOR  CO.  -  roc^earvennuye 

WESTERN  REPRESENTATIVES:  CHICAGO 
Harry  Engel,  McClurg  Building,  and  Jewel  Phonoparts  Co.,  630  W.  Washington  Street 


170 


THE    TALKING   MACHINE  WORLD 


January  15,  1921 


EASTERN  PHONOGRAPH  CORPORATION 

GEO.  SEIFFERT,  Pres. 

WHOLESALE  DISTRIBUTORS 

OFFICES  AND  SHOWROOMS 
101  West  Twentieth  St.  100  West  Twenty-first  St. 

Cor.  Sixth  Avenus 


Telephone:  Chelsea  2044 


NEW  YORK 


THOMAS  VOCALION  RECORDS  GROW  IN  POPULARITY 

The  Aeolian  Co.  reports  that  the  Vocalion  eral  times  over,  and  a  stand  with  a  liberal  sup- 
records  of  John  Charles  Thomas,  the  light  opera  ply  of  his  records  was  installed  in  the  lobby  of 
star,  are  in  great  demand  in  ever}'  city  where     the  theatre  so  that  patrons  might  make  their 


John  Chas.  Thomas  and 

he  is  appearing  in  one  of  the  leading  roles  in 
"Apple  Blossoms,"  the  successful  operetta.  In 
Philadelphia,  when  "Apple  Blossoms"  was  show- 
ing, the  dealers  sold  out  of  Thomas  records  sev- 


24  Hour  Service 

Largest  and  best  equipped  shop  in  New  York 

We  call  for  and  deliver  in  New  York 

Outside  of  New  York,  Send  by  Express 
or  Parcel  Post 

W.  BAHR 

336  East  87th  Street         New  York 

Tel.  Lenox  7156 


Apple  Blossom  Chorus 

record  purchases  when  homeward  bound. 

"Apple  Blossoms"  is  now  playing  in  Boston, 
where  it  has  been  installed  for  a  long  run.  In 
that  city  the  Vocalion  has  been  placed  in  the 
lobby  of  the  theatre  where  it  -  plays  Thomas 
records  before  and  after  the  performance  and 
during  the  intermission.  The  result  has  been 
a  heavv  record  demand. 


Allen  C.  Robinson  has  purchased  the  con- 
trolling interest  in  the  Bergstrom  Music  Co., 
Honolulu.  H.  I.,  Victor  wholesaler,  and  has 
succeeded  W.  D.  Adams  as  president. 

WANTED — Salesmen  for  splendid  side  line, 
all  over  the  country.  Pocket  sample.  Ten  to 
twenty  dollars  easily  made  daily.  Demonstra- 
tion requires  few  minutes  only.  Write  Puritone, 
Room  1408,  347  Fifth  avenue,  New  York  City. 


MEETING  PROBLEMS  SQUARELY 

E.  O.  Rockwood,  Columbia  Credit  Manager, 
Finds  Business  Men  Ready  to  Work  Together 
to  Further  Best  Interests  of  the  Trade 


E.  O.  Rockwood,  general  credit  manager  of 
Columbia  Graphophone  Co.,  who  recently  re- 
turned from  a  Western  trip,  remarked  to  The 
World: 

"My  trip  covered  the  sections  of  the  country 
where  the  company's  business  comes  in  closest 
contact  with  those  who  produce  from  the  soil 
and  who  at  this  time  are  the  cause  of  a  tre- 
mendous amount  of  frozen  credit  by  their  failure 
to  move  the  last  crop  that  they  produced.  The 
result  of  holding  back  the  crops  for  higher  prices 
is  observable  in  many  directions  and  its  effect 
is  generally  well  understood.  The  effect  is 
probably  temporary.  The  credit  situation  is 
essentially  sound,  as  there  are  assets  in  view  to 
liquidate  outstanding  credits. 

"The  situation,  however,  has  given  occasion 
for  another  demonstration  of  the  red-blooded 
way  in  which  the  agricultural  and  banking  inter- 
ests of  the  country  look  a  situation  in  the  face 
and  refuse  to  be  either  discouraged  or  de- 
pressed. I  consider  it  a  wonderful  demonstra- 
tion of  the  courage,  strength  and  sagacity  of 
our  farming  and  financial  interests  and  a  factor 
of  tremendous  constructive  importance  that  the 
farmers  and  bankers  are  getting  together  for 
conference,  for  mutual  understanding  by  each 
of  the  other's  position,  requirements  and  out- 
look, and  seeking  by  conference  to  arrive  at  a 
practical  policy  that  will  relieve  present  condi- 
tions to  the  greatest  advantage  of  all  con- 
cerned and  with  protection  to  those  most  likely 
to  be  hurt. 

"The  extent  and  effect  of  these  conferences  are 
very  great  and  will  be  felt  in  a  short  time.  The 
'state  of  mind'  most  to  be  desired  having  been 
effected  results  are  bound  to  follow  quickly.  The 
spirit  is  permeating  to  the  most  remote  com- 
munities. A  conspicuous  example  of  this 
'get-together'  effort  may  be  seen  in  the  recent 
movement  to  form  a  hundred-million-dollar 
corporation  to  foster  exports." 

STATEMENT  OF  THE  OWNERSHIP,  MANAGEMENT, 
CIRCULATION,  ETC.,  REQUIRED  BY  THE  ACT 
OF    CONGRESS    OF   AUGUST    24,    1912,    of  THE 
TALKING  MACHINE  WORLD,  published  monthly  at 
New  York,  N.  Y.,  October  1,  1920. 
State  of  New  York  \ 
County  of  New  York*53, 

Before  me,  a  Notary  Public  in  and  for  the  State  and 
county  aforesaid,  personally  appeared  J.  B.  Spillane,  who, 
having  been  duly  sworn  according  to  law.  deposes  and 
says  that  he  is  the  Editor  of  The  Talking  Machine  World 
and  that  the  following  is,  to  the  best  of  his  knowledge 
and  belief,  a  true  statement  of  the  ownership,  management 
(and  if  a  daily  paper,  the  circulation),  etc.,  of  the  aforesaid 
publication  for  the  date  shown  in  the  above  caption,  required 
-by  the  Act  of  August  24,  1912,  embodied  in  section  443.  Pos- 
tal Laws  and  Regulations,  printed  on  the  reverse  of  this 
form,  to  wit: 

1.  That  the  names  and  addresses  of  the  publisher,  editor, 
managing  editor  and  business  managers  are:  Publisher, 
Edward  Lyman  Bill,  Inc.,  373  Fourth  Ave.,  New  York 
City;  Editor,  J.  B.  Spillane.  373  Fourth  Ave.,  New  York 
City:  Managing  Editor,  J.  B.  Spillane,  373  Fourth  Ave., 
New  York  City;  Business  Manager,  none. 

2.  That  the  owners  are:  (Give  names  and  addresses  of 
individual  owners,  or,  if  a  corporation,  give  its  name  and 
the  names  and  addresses  of  stockholders  owning  or  holding 
1  per  cent  or  more  of  the  total  amount  of  stock.)  Edward 
Lyman  Bill,  Inc.,  373  Fourth  Ave..  N.  Y.  City;  Caroline  L. 
Bill,  New  Rochelle,  N.  Y.J  T.  B.  Spillane,  373  Fourth  Ave, 
N.  Y.  C. ;  J.  Raymond  Bill,  '373  Fourth  Ave.,  N.  Y.  City; 
B.  B.  Wilson,  373  Fourth  Ave..  N.  Y.  City:  Carleton 
Chace,  373  Fourth  Ave.,  N.  Y.  City;  E.  P.  Van  Harlingen, 
209  So.  State  St.,  Chicago,  111. 

3.  That  the  known  stockholders,  mortgagees,  and  other 
holders  owning  or  holding  1  per  cent  or  more  of  total 
amount  of  bonds,  mortgages,  or  other  securities  are:  (If 
there  are  none,   so   state.)  None. 

4.  That  the  two  paragraphs  next  above,  giving  the 
names  of  the  owners,  stockholders,  and  security  holders, 
if  any,  contain  not  only  the  list  of  stockholders  and  security 
holders  as  they  appear  upon  the  books  of  the  company  but 
also,  in  cases  where  the  stockholder  or  seeurity  holder  ap- 
pears upon  the  books  of  the  company  as  trustee  or  in 
any  other  fiduciary  relation,  the  name  of  the  person 
or  corporation  for  whom  such  trustee  is  acting,  is  given; 
also  that  the  said  two  paragraphs  contain  statements  em- 
bracing affiant's  full  knowledge  and  belief  as  to  the  cir- 
cumstances and  conditions  under  which  stockholders  and 
security  holders  who  do  not  appear  4ipon  the  books  of  the 
company  as  trustees,  hold  stock  and  securities  in  a  capacity 
other  than  that  of  a  bona  fide  owner;  and  this  affiant  has 
no  reason  to  believe  that  any  other  person,  association,  pr 
corporation  has  any  interest  direct  or  indirect  in  the  said 
stock,  bonds,  or  other  securities  than  as  so  stated  by  him. 

5.  That  the  average  number  of  copies  of  each  issue 
of  this  publication  sold  or  distributed,  through  the  mails 
or   otherwise,   to   paid    subscribers   during   the   six  months 

preceding  the  date  shown  above  is   .     (This  information 

is  required  from  daily  publications  only.) 

(Signed)    J.  B.  SPILLANE. 
Sworn  to  and  subscribed  before  me  this  1st  day  of  October, 
1920. 

(Seal)       Eugene  R.  Falck,  Notary  Public  No.  6,  N.  Y.  Co. 

(My  commission  expires  March  30,  1922.) 


January  IS,  1921 


THE    TALKING    MACHINE  WORLD 


171 


THE  TALKING  MACHINE  RECORD  IS  AN  IDEAL  VALENTINE      THE  maintenance  OF  QUALITY 


The  Columbia  Graphophone  Co.,  New  York,  is  lithograph  record  envelope  has  been  issued,  the 
conducting  a  very  extensive  campaign  to  educate  pictorial  side  of  which  is  illustrated  herewith, 
the  American  public  to  the  fact  that  talking  ma-  On  the  flap,  on  the  reverse  side  of  the  envelope, 
chine  records  in  general,  and  Columbia  records     appears  the  following  appropriate  poem: 

To  My  Valentine 
I  would  that  I  could  sing 

to  you, 
As  knights  of  old  were 

wont  to  do, 
But  ah!  my  song,  how- 

e'er  sincere, 
Would       scarce  bring 

pleasure  to  your  ear, 
And    so    I    know  you'll 

pardon,  friend. 
If  1   this  worthier  min- 
strel send. 

This  envelope  makes 
an  extremely  attractive 
and  altogether  season- 
able container  for  Val- 
entine records.  A  fur- 
ther part  of  this  cam- 
paign lies  in  the  fact  that 
the  Columbia  national 
advertising  in  the  maga- 
zines and  newspapers 
will  be  devoted  to  the 
Valentine  theme  in  Feb- 
ruary. This  means  that 
millions  of  people  will 
have  the  idea  of  sending 
records  for  Valentines 
brought  to  their  atten- 
tion. The  Dealer  Serv- 
ice Department  of  -the 
Columbia  Co.  has  also 
prepared  two  extremely 
attractive  window  dis- 
Columbia  Eight-color  Lithograph  Record  Envelope  plays,  featuring  the  same 

in  particular,  make  ideal  Valentines.  In  support  idea,  which  is  certain  to  appeal  to  a  large  army 
of  this  campaign  a  very  handsome  eight-color      of  progressive  dealers. 


This  Will  Be  the  Mainstay  of  the  Dealer  During 
1921,  Says  Jerome  Harris,  of  C.  Bruno  & 
Son,  Inc. — Building  Up  Business  Prestige 


That  maintenance  of  quality  will  reap  its  re- 
ward during  the  coming  year  is  the  opinion  of 
Jerome  Harris,  secretary  of  C.  Bruno  &  Son, 
Inc.,  Victor  wholesalers,  New  York  City. 

"The  closing  months  of  1920  demonstrated 
beyond  the  question  of  a  doubt  that  the  buying 
public  had  confidence  in  the  trade-marked 
article  of  merchandise,"  said  Mr.  Harris.  "It  is 
only  a  matter  of  sound  business  logic  that  a 
linn  which  has  spent  a  vast  fortune  in  the 
building  up  of  its  business  prestige,  and  which 
prestige  is  represented  by  its  trade-mark,  would 
allow  nothing  to  happen  that  would  destroy 
confidence  in  that  trade-mark.  Throughout  the 
coming  year  the  demand  for  all  merchandise, 
and  in  mentioning  merchandise  I  am  particu- 
larly thinking  of  talking  machines  and  records, 
will  undoubtedly  continue  on  a  sound  and 
healthy  basis— in  other  words,  reach  a  normal 
basis.  The  purchaser  will  be  insistent  upon 
merchandise  of  proven  merit  and  value.  I  know 
of  no  better  guide  in  the  selection  of  merchan- 
dise than  a  trade-mark  that  has  .stood  for  qual- 
ity. The  dealer  who  sells  such  merchandise  has 
his  business  built  on  a  rock  foundation  and  can 
feel  absolutely  secure  in  devoting  his  efforts 
and  resources  to  its  distribution.  We  can,  there- 
fore, safely  predict  an  excellent  year  for  the 
Victor  retailer." 


GREAT  CROWD  AT  OPENING 


Over  1,300  people  attended  the  recent  opening 
of  the  "Arthora,"  37  Atlantic  street,  Stamford. 
Conn.,  a  new  Victor  shop  owned  by  Otto  and 
Albert  Ruckgraber.  In  connection  with  the 
opening  there  was  a  concert,  the  principal 
artists    being    the    Biltmore    Hawaiian  Sextet. 


SB 


TRY  THEM  AND  BE  CONVINCED 

ANNOUNCEMENT 

The  Mutual  Phono  Parts  Mfg.  Co. 

Successors  to  the  Mutual  Talking  Machine  Co. 

Announce  the  continuance  of  the  business  formerly 
conducted  by  the  Mutual  Talking  Machine  Co.,  with 
offices  and  factory  located  at 

149-151    Lafayette  Street 
New  York 


We  want  to  call  particular  attention  at  this  time  to  our  new  tone  arm 
(No.  3)  and  our  No.  5  sound  box,  which  have  been  adopted  by  some  of  the 
most  prominent  manufacturers.    Also  the  complete  former  line  improved. 

Ask  for  prices  and  samples 


172 


THE   TALKING   MACHINE  WORLD 


January  15,  1921 


m 


IMPORTANT  NOTICE 

TO  THE 

AMERICAN  TRADE 


The  Sterno  Manufacturing  Company 


19  CITY  ROAD 


LONDON,  E.  C.  ENGLAND 


Manufacturers  of  the  world  known  COMPACTOPHONE— the  most 
complete  portable  gramophone  extant — beg  to  announce  the  conclusion 
of  arrangements  for  the  EXCLUSIVE  SELLING  RIGHTS  IN 
THE  UNITED  STATES  OF  THE 

High  Grade  Motors  Mantyctured  Mermod  Freres  s2S££d 


WONDERFUL  MECHANISM 

These  motors  represent 
the  acme  of  workman- 
ship and  quality.  Each 
part  is  made  to  the  finest 
gauge  limits  and  as- 
sembled to  run  with  the 
precision  of  a  watch  — 
silent  and  true.  Messrs. 
Mermod  Freres  is  an 
old  established  Swiss 
manufacturer.  Back  of 
their  motors  are  years 
of  hard  practical  experi- 
ence. The  experimental 
stage  was  left  behind  a 
decade  or  more  ago.  Re- 
liability and  quality  are 
therefore  assured. 


DIFFERENT  MODELS 

Mermod  Freres  motors 
comprise  several  types — 
single  and  double  spring 
worm  and  pinion-geared 
drive,  the  very  latest  and 
scientific  method  of  con- 
struction. 

CONSULT  US 

Before  placing  your 
orders  elsewhere  consult 
us  as  to  prices  and  terms 
of  trading.  We  are  out 
for  quick  shipments 
and  prompt  delivery 
direct  from  the  factory 
to  the  buyer. 

SPECIAL  TERMS  TO  JOBBERS 


Within  the  near  future  it  is  proposed  to  establish 

A  CENTRAL  DISTRIBUTING  DEPOT  IN  NEW  YORK 

Meanwhile  trade  inquiries  should  be  directed  to 


THE  STERNO  MANUFACTURING  CO. 

19  CITY  ROAD   LONDON,  E.  C,  ENGLAND 


January  15,  1921 


THE   TALKING   MACHINE  WORLD 


173 


CONFIDENCE  AND  OPTIMISM  UPPERMOSTgJN  [BALTIMORE 

Wonderful  Record  Business  Being  Done — Leading  Jobbers  and  Dealers  Are  Determined  to  Make 
1921  as  Good  a  Business  Year  as  the  Year  Just  Closed — News  of  the  Trade 


Baltimore,  January  7. — Confidence  and  optimism 
form  the  atmosphere  that  pervades  the  talking 
machine  business  in  this  territory.  Jobbers  and 
di  alers  all  forecast  a  year  of  big  business.  This 
confidence  is  not  confined  to  any  one  line,  but 
men  handling  the  various  makes  of  machines  in 
this  territory^  all  echo  the  same  view. 

With  all  of  the  cry  of  hard  times  and  tight 
money  there  was  a  marked  increase  in  cash 
business  done  in  December.  A  canvass  of  the 
trade  shows  that  the  time  payment  business 
done  was  of  a  very  safe  nature  in  the  vast  ma- 
jority of  cases. 

A  wonderful  record  business  was  done  by  all 
of  the  dealers.  The  Columbia  and  Victor  deal- 
ers were  well  supplied  with  records,  although 
there  was  not  quite  sufficient  to  handle  the 
business  of  the  latter  lines.  The  Vocalion  and 
the  Brunswick,  as  well  as  the  Emerson  records 
all  showed  fine  business. 

"It  was  a  fine  season  for  business,"  declared 
William  S.  Parks,  manager  of  the  Columbia  for 
this  territory,  "and  the  year's  close,  despite  the 
business  depression  that  lasted  for  several 
months,  was  ahead  of  the  previous  year. 
Through  our  house-to-house  campaign  we  have 
managed  to  cut  our  stock  in  our  dealers'  hands 
down  to  a  very  small  amount.  In  fact,  the  stock 
on  hand  in  the  hands  of  the  dealers  at  this  time 
is  smaller  than  for  a  long  period.  This  means 
that  the  future  holds  a  big  husiness  for  us  and 
the  year  1921  will  surely  be  a  banner  one.  It 
may  not  start  off  this  month  or  next  month 
with  a  tremendous  stride  of  buying,  but  before 
the  Summer  gets  well  under  way  the  business 
is  bound  to  be  here."  Mr.  Parks  has  recently 
made  a  tour  of  his  territory  and  found  condi- 
tions good.  Mr.  Parks  visited  the  Eastern  shore 
of  Maryland  and  was  particularly  impressed 
with  the  three  stores  of  the  Eastern  Shore  Music 
Co.  in  Cambridge,  Salisbury  and  Crisfield.  This 


chain  is  part  of  the  system  being  established  by 
the  company  of  which  W.  T.  Sibbett,  formerly 
of  the  road  sales  staff  of  the  Columbia,  is  the 
head. 

W.  C.  Roberts,  manager  of  E.  F.  Droop  & 
Sons  Co.,  says:  "Business  went  ahead  well  in  1920 
over  the  previous  year  and  had  it  been  possible 
to  obtain  the  goods  there  is  no  telling  how 
good  the  business  would  have  been.  Machines 
and  records  are  coming  along  well  and  the  de- 
mand for  the  Victor  lines  is  still  strong.  I  am 
looking  forward  to  1921  being  a  great  year  with 
a  large  increase  in  business,  providing,  of  course, 
we  are  able  to  obtain  the  product.  I  think 
we  will." 

A.  J.  Boden,  of  Sanders  &  Stayman,  Vocalion 
representatives,  said  business  showed  very  fine 
and  the  year  of  1921  is  going  to  be  a  banner 
one. 

Elmer  J.  Walz,  manager  of  the  wholesale 
Victor  department  of  Cohen  &  Hughes,  was 
well  pleased  with  the  way  business  came  to  a 
close  for  the  year.  "While  product  came  along 
better  toward  the  end  of  the  month  and  all  of 
the  dealers  received  an  equal  share,"  declared 
Mr.  Walz,  "there  is  plenty  of  opportunity  to 
sell  machines  and  especially  records,  if  we  can 
continue  to  get  them.  This  is  going  to  be  a 
great  year.  The  trade  is  on  its  toes  and  work- 
ing out  plans  of  business  building  and  we  are 
all  set  for  big  business  and  we  are  going  to 
do  it." 

Eddie  Rosenstein,  of  the  Clark  Musical  Sales 
Co.,  Emerson  distributors,  said  business  with 
them  was  exceptionally  good  and  he  is  looking 
forward  to  a  continuance  of  the  business  during 
the  coming  year,  when  he  expects  to  see  big 
production  in  records  and  machines. 

C.  D.  Messenger,  whose  Victrola  business  is 
located  in  North  Baltimore,  in  what  is  known 
as  the  residential  section,  says  business  with 


him  showed  125  per  cent  increase.  This  is  the 
way  he  described  business  keeping  up:  "New 
Year  morning  I  came  down  into  the  store  to 
look  around  and  had  determined  that  we  would 
not  open  for  business  because  it  was  our  wed- 
ding anniversary.  While  in  the  store  someone 
looking  in  saw  me  and  knocked  hard  and  long 
and  finally  not  being  able  to  get  out  without 
sneaking  out  and  probably  making  an  old  cus- 
tomer angry  I  opened  the  door.  In  a  little  while 
my  wife  had  to  come  in  and  help,  ^and  it  was 
four  o'clock  before  we  managed  to  close  up,  and 
I  did  $270  worth  of  record  business.  I  am  going 
to  enlarge  my  business  and  generally  improve 
my  store  this  year." 

Rayburn  Clark  Smith,  president,  and  G.  A. 
Lyons,  district  representative  of  the  Unit  Con- 
struction Co.,  were  visitors  to  Baltimore  during 
the  month.  Both  men  expressed  the  view  that 
this  is  going  to  be  a  great  year  for  the  talking 
machine  business. 

A  CAMPAIGN  OF  CONFIDENCE 

Artistic    Supplements    Emphasizing   the  Great 
Activity  of  the  Victor  Plant  Attract  Attention 

The  New  York  Talking  Machine  Co.  and 
Chicago  Talking  Machine  Co.,  Victor  whole- 
salers in  New  York  and  Chicago  respectively, 
have  recently  been  conducting  a  very  far-reach- 
ing and  intensive  campaign  emphasizing  the  fact 
that  the  Victor  factory  is  working  overtime. 
Tens  of  thousands  of  colored  supplements  have 
been  issued  by  direct  mail  and  through  the  trade 
press,  picturing  the  Victor  factory  at  night  with 
the  lights  burning,  in  evidence  of  the  fact  that 
intensive  production  is  going  on  at  the  Victor 
plant  at  this  time,  when  so  many  factories  in 
this  and  other  industries  are  shutting  down  for 
more  or  less  definite  periods  and  working  on  a 
part  time  basis.  The  working  overtime  idea  is 
nicely  presented  in  such  a  way  as  to  bring  out 
the  value  of  the  dealers  linking  up  with  these 
two  prominent  wholesaling  institutions  of  the 
Victor  industry. 


THE  VICTOR  TALKING  MACHINE  COMPANY 

Has  acquired  control  of 

THE  GRAMOPHONE  COMPANY,  Ltd. 

of  Great  Britain 


We  believe  The  Gramophone  Company  will  be  a  tre- 
mendous success,  and  have  procured  a  limited  amount  of 
Gramophone  Company  Limited  Ordinary  Stock,  which 
we  offer  subject  to  prior  sale  or  change  in  price  at  $7 
per  share 

Write  for  further  information 

BOENNING,   GARRISON   &  CO. 

BANKERS   &  BROKERS 

MEMBERS   PHILADELPHIA  STOCK  EXCHANGE 
904-9  Stock  Exchange  Building  Philadelphia,  Pa. 


174 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


WORLD'S  CLASSIFIED  ADVERTISING 

Any  member  of  the  trade  may  forward  to  this  office  a  "Situation"  advertisement 
intended  for  this  Department  to  occupy  a  space  of  four  lines,  agate  measure,  and  it  will 
be  inserted  free.  Replies  will  also  be  forwarded  without  cost.  Additional  space  will 
be  at  the  rate  of  25c.  per  line.  If  bold  faced  type  is  desired  the  cost  of  same  will  be 
25c.  per  line.    Rates  for  all  other  classes  of  advertising  on  application. 


FACTORY  MANAGER— Young  married 
man,  with  three  years'  experience  as  assistant  to 
phonograph  factory  manager,  thorough  knowl- 
edge of  production,  motor  installation,  upfitting, 
cabinet  work,  time  system  and  cost  of  reduction, 
also  experienced  as  salesman,  wants  position 
aicng  these  lines  where  ability  and  earnest  ef- 
fort will  be  rewarded..  Box  "885,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New 
York  City. 

WANTED — Thoroughly  experienced  manager 
and  superintendent  for  phonograph  cabinet  fac- 
tory. Location  New  York  State.  Address  with 
full  particulars,  past  experience,  reference,  etc. 
Confidential.  Box  "882,"  care  The  Talking  Ma- 
chine World,  373  Fourth  Ave.,  New  York  City. 

POSITION  WANTED— Successful  repair- 
man, managing  the  service  department  of  four 
chain  stores  for  large  well-known  firm,  wishes 
to  communicate  with  a  firm  who  can  offer  a 
position  requiring  skill,  energy  and  salesman- 
ship. Is  expert  on  any  standard  machine  and 
can  sustain  a  sales  force.  Would  prefer  whole- 
sale firm.  Am  familiar  with  dealers'  service 
problems  and  can  give  pleasing  service.  Accus- 
tomed to  training  repairmen  quickly  and  thor- 
oughly. Reliable  references.  Box  "884,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New 
York  City. 

WANTED — A  No.  1  salesmen  who  know  the 
trade  meaning  of  the  word  salesmanship  and 
who  have  been  waiting  for  an  opportunity  to 
demonstrate  it  can  find  a  position  where  the 
return  for  their  efforts  will  be  commensurate 
with  their  ability.  The  right  men  will  be  given 
an  opportunity  to  earn  from  $10,000  to  $20,000 
per  year.  Box  "887,"  care  The  Talking  Machine 
World,  373  Fourth  Ave.,  New  York  City. 

WANTED — A  real  sales  manager  for  a  talk- 
ing machine,  a  man  who  has  had  a  high,  suc- 
cessful experience  in  this  field.  A  high-grade, 
big-caliber  man.  None  other  need  apply.  Ad- 
dress for  appointment  Box  "889,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New 
York  City. 

WANTED — We  have  an  opportunity  for  sev- 
eral high-class  men  to  establish  themselves  in  a 
permanent  connection  with  us.  We  are  promot- 
ing a  new  and  original  sales  campaign  in  New 
York  and  vicinity,  and  we  desire  the  services  of 
several  high-class  men  to  call  on  dealers  with 
this  new  sales  proposition.  We  are  one  of  the 
leading  established  manufacturers  of  talking 
machines  and  records,  nationally  advertised  and 
recognized  as  a  leading  line  by  the  better  class 
of  dealers.  High-class  men  of  experience  pre- 
ferred, but  will  consider  college  men  or  men 
who  have  made  good  in  their  respective  spheres. 
Address  Box  "891,"  care  The  Talking  Machine 
World,  373  Fourth  Ave.,  New  York  City. 

WANTED — Furniture  and  phonograph  sales- 
men to '  handle  our  line  on  commission  basis. 
American  Talking  Machine  Co.,  Inc.,  Blooms- 
burg,  Pa. 

POSITION  WANTED— Recording  expert 
with  broad  technical  experience  wishes  situation. 
Can  organize  and  manage  recording  and  plating 
laboratory.  Address  Box  "893,"  care  of  The 
Talking  Machine  World,  373  Fourth  avenue, 
New  York  City. 

WANTED — Salesmen  for  splendid  side  line, 
all  over  the  country.  Pocket  sample.  Ten  to 
twenty  dollars  daily  easily  made.  Demonstra- 
tion requires  few  minutes  only.  Write  Puritone, 
Room  1408,  347  Fifth  avenue,  New  York  City. 

POSITION  WANTED — Expert  with  portable  recording 
set  will  do  lateral  recording  for  the  trade.  New  York  or 
elsewhere.  Terras  on  application.  Address  Box  "894,"  care 
The  Talking  Machine  World,  373  Fourth  Ave.,  New  York 
City. 


FOR  SALE 

An  exclusive  Columbia  Grafonola  store,  in  city 
of  twenty-five  thousand  in  Connecticut.  This  store 
is  beautifully  equipped  with  six  paneled  hearing 
rooms,  record  racks  and  show  case  to  match ;  fine 
location  and  doing  good  business.  Will  sell  at  in- 
ventory, about  $10,000.00.  The  stock  new  and  clean. 
This  is  an  exceptional  opportunity;  good  reason  for 
selling.  Box  "888,"  care  of  The  Talking  Machine 
World,  373  Fourth  avenue,  New  York  City. 


For  Sale — Elegant,  Clean,  New  Stock 

Business  opportunity  worth  while 
Piano  and  general  musical  merchandise.  Business 
located  in  Wichita,  Kansas.  Present  owner  wishes 
to  retire  from  active  selling  end  of  business  and 
will  contract  with  the  purchaser  of  this  establish- 
ment to  carry  all  instalment  paper  on  very  at- 
tractive basis.  Will  require  about  $18,000  to  $20,000  • 
to  handle  deal.  Might  consider  selling  half  interest 
to  thoroughly  reliable  experienced  piano  man.  Have 
good  lease  and  elegant  location.  Fully  equipped  in 
every  respect.  Doing  good  business.  Address  Mr. 
Wyotte  Alvin,   1444  Park  place,  Wichita,  Kansas. 


VICTOR  AGENCY  FOR  SALE 

For  $5,000.  Merchandise  extra.  Reply 
to  Box  "892,"  care  of  The  Talking  Ma- 
chine World,  373  Fourth  avenue,  New 
York  City. 


FOR  SALE 

Victrolas,  Victor  Red  Seal  Records,  Vic- 
tor and  Columbia  Records.  Anything  re- 
quired in  the  phonograph  line  at  reduced 
prices.  Mandell  &  Co.,  88  Rivington 
street,  New  York  City. 


FOR  SALE 

Complete  shop  for  manufacturing  phono- 
graph diamond  points,  with  my  newly  in- 
vented automatic  polishing  machine  for 
12  pieces  at  a  time.  Address  Heifer,  Box 
286,  Oyster  Bay,  N.  Y. 


FOR  SALE 

A  good,  live  music  store  in  a  live  town  of  seven 
thousand  people.  No  competition.  The  store  will 
invoice  for  four  thousand  five  hundred  dollars.  In- 
vestigate.    Longmont  Music  Co.,  Longmont,  Cal. 


WANT  TO  BUY 

Phonograph  and  music  roll  stores  in  Eastern  sec- 
tion from  Maine  to  Georgia.  Give  full  particulars. 
Box  "SSI,"  care  of  The  Talking  Machine  World,  373 
Fourth  avenue,  New  York  City. 


YOUNG  MAN  with  eight  years'  experience  wishes  to 
connect  with  some  reliable  concern  as  either  salesman  or 
manager.  Box  "886,"  c/o  The  Talking  Machine  World, 
373  Fourth  Ave.,  New  York  City. 

POSITION  '  WANTED— Wholesale  piano  and  phono- 
graph salesman  of  several  years'  experience  will  be  open 
for  position  after  January  15,  1921.  For  the  past  three 
years  I  have  been  traveling  for  one  of  the  largest  standard 
makes  of  phonographs  in  the  country.  First-class  refer- 
ences on  request.  Address  J.  H.  Keller,  745  Jefferson 
Ave.,   Scranton,  Pa. 

POSITION  WANTED  as  manager  retail  phonograph 
department  or  store.  Prefer  East  Atlantic  States.  Larger 
Northern  or  Southern  cities.  Fully  experienced  and  com- 
petent to  handle  any  place  offered.  Best  of  references. 
Experience  all  makes.  Address  E.  E.  T.,  85  East  Fifth 
St.,  Atlanta,  Ga. 

POSITION  WANTED  A  manufacturer  of  high-grade 
phonograph  cabinet  of  exclusive  design  and  features  de- 
sires to  join  forces  with  a  manufacturer  of  high-grade 
phonograph  motors.  Box  "890,"  c/o  The  Talking  Ma- 
chine World,  373  Fourth  Ave.,  New  York  City. 


Monthly  Price  List 

of 

Main  Springs 

2    in.  x  .022  x  16  ft.,  Meisselbach  No.  18.  .Each  $1.50 

iy2  in.  x  .027  x  21  ft.,  for  Edison  Disc  Each  1.50 

1  K  in.  x  .022  x  17  ft.,    reg.    Victor  Each  0.75 

1%  In.  x  .022  x  17  ft.,  Victor  new  style. .  .Each  0.75 

1  3/16  in.  x  .025  x  16  ft.,  Heineman  No.  44   0.90 

1     in.  x  .025  x  12  ft.,  Heineman  No.  33  &  77. . .  0.50 

1     in.  x  .028  x  10  ft.,  for  Columbia  Each  0.50 

1     in.  x  .020  x  13  ft.,  Victor   Each  0.50 

1    in.  x  .020  x  13  ft,  Victor  new  style... Each  0.50 

%  in.  x  .023  x  10  ft  Each  0.38 

H  in.  x  .023  x  10  ft.,  oval  hole   Each  0.35 

5^  in.  x.022  x  8  ft.,  for  Swiss  motor.. .  .Each  0.30 

%  in.  x  .025  x  11  ft.,  for  Edison   Each  0.30 

MICA  DIAPHRAGMS 

1  23/32  in.  Victor  Ex.  Box,  first  grade. Each  0.15 

1%  in.,  new  Victor  No.  2,  very  best.. Each  0.18 

1  31/32  in.,  for  Sonora.,  Each  0.20 

2  3/16  in.,  for  Columbia  No.  6  Each  0.25 

2  9/16  in.,  for  Pathe  or  Brunswick  Each  0.45 

SAPPHIRES  AND  STEEL 
NEEDLES 

Path<5,  very  best  loud  tone,  genuine  Each  0.15 

Pathe,  soft  tone   Each  0.18 

Edison,  very  best,  medium  tone  Each  0.18 

Edison,  very  best,  loud  tone  Each  0.15 

Edison,  genuine  diamond  Each  1.90 

Steel  needles,  all  tones  Per  1,000  0.50 

ATTACHMENTS 

in  Gold  or  Nickel-plated 

Kent  attachments  for  Victor  arm  Each  0.25 

Kent    attachments    for    Edison     with  C 

box   Each  2.50 

Kent    attachments    without    box    for  Edi- 
son  Each  1.60 

Victor,  Universal   old  style  Each  l.is 

MOTORS 

No.  1  Single  Spring  with  10-inch  turntable  2.75 
No.  2  Double  Spring  with  12-inch  turntable  6.00 
No.  3  Double  Spring  with  12-inch  turntable  9.00 

TONE  ARMS 

No.  K  with  sound  box  Each  $3.25 

No.  E  with  sound  box,  very  loud  Each  6.00 

No.  M  with  sound  box,  very  loud  Each  4.90 

SOUND  BOXES 

No.  B  1  Bliss  Sound  Box,  fit  Victor. .  .Each  $1.75 

No.  B  Balance,  fit  Victor  Each  0.75 

No.  C  Balance,  fit  Victor  Each  1.00 

No.  F  Favorite,  fit  Victor  Each  1.90 

No.  F  Favorite,  fit  Columbia  Each  1.90 

No.  P  Favorite,  fit  Victor  Each  2.00 

No.  G  Glory,  fit  Victor  Each  3.25 

CABINET  HARDWARE 

Automatic,  nickel-plated  lid  support.  .Each  0.30 

Highly  nickel-plated  needle  cups  Per  100  1.50 

Covers  for  cups   Per  100  0.75 

Highly  gold-plated   Per  100  7.00 

Cover  gold-plated   Per  100  5.00 

Piano  Hinges,  15%-in.  long,  nickel-plated. 

Each  0.25 

REPAIR  PARTS 

Columbia  driving  shaft,  No.  1177S  Each  0.50 

Columbia  bevel  pinion,  No.  12333  Each  0.90 

Columbia  bevel  pinion,  latest  style  Each  0.90 

Columbia  bevel  pinion,  No.  3189  Each  .0.35 

Columbia  worm  gear  No.  6409  Each  0.30 

Columbia  Stylus  bar  Each  0.50 

Columbia  driving  gear  ratchet  No.  2152  Each  0.20 

Columbia  cranks   Each  0.45 

Columbia  governor  weights  Each  0.10 

Columbia  governor  shaft,  No.  3004.... Each  0.40 

Columbia  governor  bearing,  No.  11923.. Each  0.25 

Columbia    governor    springs  Per  100  1.00 

Columbia   governor   screws  Per  100  1.00 

Columbia   barrel  screws,   No.  2621..  Per  100  1.00 

Columbia  so'dbox  thumb  screws  Per  100  1.50 

Victor  cranks,  short  or  long  Each  0.45 

Victor  Stylus  bar  (needle  arm)  Each  0.35 

Victor  governor  springs   Per  100  1.00 

Victor  governor  screws   Per  100  1.00 

Victor  governor  balls,  new  style  Each  0.10 

Turntable  felts,  10  in.,  round  Each  0.15 

Turntable  felts,  12  in.,  round  Each  0.20 

Motor  bottom  gear  for  Triton  motor.. Each  0.20 
Terms,  Net  Cash — Mail  Remittance  With  Order 


FAVORITE  MFG.  CO. 

1506  DeKalb  Ave.,  Brooklyn,  N.  Y. 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


175 


TALKING  MACHINE  WORLD  CLASSIFIED  ADVERTISING— (Continued  from  page  174) 


YOU  CAN  MAKE  MORE  MONEY 

By  making  your  own  polish  to  sell  or  use.  Simple  anil 
inexpensive,  yielding  100  %  profit.  Used  and  endorsed  fur 
years  by  leading  manufacturers  and  dealers.  Can  be  guar- 
anteed in  every  way.  Formulae  and  instructions  never 
before  sold  at  any  "  price,  sent  on  receipt  of  $2.00.  Money 
refunded  if  not  satisfactory.  Music  Trades  Service  Ituveuu, 
453  Briar  place,  Chicago.  111. 


WANTED 

Victor  or  Columbia  store  in  or  near  New 
York  City.  Quick  buyer  and  cash  waiting. 
Address  Mermelstein,  506  West  137th  St., 
New  York  City. 


FOR  SALE 

1,100  etched  aluminum  name  plates  of 
registered  trade-mark  "Centrola."  Price 
for  trade-mark  and  above  plate,  $200.  Ad- 
dress John  Huthwaite,  28  Rockaway  ave- 
nue, Brooklyn,  N.  Y. 


FOR  SALE  OR  ROYALTY 

The  latest  and  best  improvement  in  phonograph  cases. 
A  combination  in  a  cabinet  in  which  the  doors  open 
and  disappear  into  the  cabinet  when  the  lid  is  lifted 
to  insert  the  record  without  touching  the  doors.  No 
knobs  or  hardware  on  outside  of  case.  Would  give 
exclusive  right  to  the  proper  party.  Can  try  it  out 
beforehand  as  to  selling  qualities,  but  must  act  at  once. 
Address  C.  B.  Landis,   1718  Park  Ave.,  Philadelphia,  Pa. 


What  Have  You  to  Sell  in  Records? 

Will  clean  up  your  stock.  Write  at  once.  Buy 
any  make  disc  or  cylinder  records.  Pay  cash.  Give 
full  details.  Job  in  records,  albums,  steel  and  sap- 
phire needles  always  on  hand.  The  Benjamin  Weil 
Co.,  20  South  Second  street,  Philadelphia,  Pa. 


FOR  SALE 


Quantity  of  high-grade  fourteen -inch  record  albums,  new 
and  in  perfect  condition.  Also  quantity  of  10  in.,  12  in. 
and  14  in.  PatlnS  record  envelopes  on  which  is  printed  the 
Pa  the  trade- mark  and  advertising.  Will  entertain  any 
reasonable  offer.  Box  "883,"  care  of  The  Talking  Machine 
World,  373  Fourth  avenue.  New  York  City. 


MUSIC  STORE 

For  sale,  on  account  of  pressure  of  other  business, 
we  will  sell  our  beautiful,  well  appointed  store  at 
inventory,  about  $10,000.  Located  in  west  Penn- 
sylvania. We  handle  high-class  standard  lines;  no 
near  competition;  the  only  exclusive  music  store  in 
this  section.  A  little  gold  mine  for  some  one. 
With  this  store  goes  a  beautiful  furnished  apart- 
ment. Write  or  wire  Box  "876,"  care  The  Talking 
Machine  World,  373  Fourth  Ave.,  New  York  City. 


THIS  IS  YOUR  OPPORTUNITY 

Exclusive  Edison  (Disc  and  Cylinder)  and  Brunswick 
phonograph  business  for  sale.  Also  carry  line  of  small 
mus'cal  goods,  sewing  machines  and  supplies.  A  big 
opportunity  for  a  live  wire.  Business  in  A-l  condition 
now  and  making  money.  Good  reason  for  selling.  If 
interested  write  or  call  and  see  me ;  will  be  pleased  to 
answer  inquiries.  Address,  No.  955  Grove  St.,  Mead- 
ville.  Pa. 


RECORDS  PRESSED 

With  or  without  your  stock. 

STOCK  ROLLED  or 
BLANKED  or  BOTH 

Brooklyn,  N.  Y.  Plant  now  prepared 
to  accept  additional  contracts,  large  or 
small.  Densite  Products  Mfg.  Co., 
311-313-315  Ellery  St.,  Brooklyn,  N.  Y. 


CABINETS 

Complete  or  in  the  white.  Beautiful 
designs  in  all  sizes.  Oak,  Mahogany 
or  Walnut  for  immediate  delivery.  Send 
for  circular.  EVERETT  HUNTER 
MFG.  CO.,  McHenry,  111. 


An  advertisement  in  this  Classified  Section  of  The  Wotld  reaches  the  largest  number  of 
talking  machine  trade  readers  in  the  world. 


WITH  THE  TRADE  IN  PORTLAND 


General  Business  Keeps  Up  in  Good  Shape- 
Appearances  of  Artists  Help  Record  Sales- 
Some  Recent  Changes  in  the  Trade 


Portland,  Ore.,  January  6. — Taking  everything 
into  consideration  the  year  1920  wound  up  in 
good  shape  in  the  talking  machine  trade  in  this 
section  of  the  country,  and  there  is  every  indica- 
tion that  the  business  will  remain  active  for  a 
long  time  to  come. 

Big  business  is  being  done  at  Hyatt's.  The 
advertisements  of  this  firm  have  caused  con- 
siderable attention  and  have  had  an  excellent 
effect  upon  its  trade.  C.  A.  Alphonse,  general 
manager,  says  the  concerts  given  by  the  various 
artists  who  have  appeared  in  this  city  this 
season  have  materially  increased  the  sales  of 
high-class  records  of  all  makes.  Hackett, 
Amato,  Scotti  and  other  big  artists  have  called 
attention  by  their  recitals  to  their  records,  and 
the  sales  show  the  appreciation  of  the  public. 
The  Victor  shortage  is  still  felt,  but  the  Hyatt 
Talking  Machine  Co.  has  always  had  one  of  the 
best  supplies  of  records  of  all  kinds  in  the  city, 
so  the  record  department  is  kept  very  busy. 
The  company  has  quite  a  novel  and  interesting 
method  of  attracting  custom  on  Saturday.  Right 
outside  of  the  store  entrance  is  a  Toledo  scale 
and  the  first  five  persons  getting  weighed  on  that 
day  who  weigh  a  certain  determined  weight 
have  the  privilege  of  entering  the  store  and 
selecting  a  record. 

Mr.  Hyatt  has  sold  some  handsome  Bruns- 
wick period  models  and  also  some  very  fine 
Edisons.  The  Elks  staged  a  big  entertainment  for 
needy  children  at  Christmas  and  it  is  reported 


NEEDLES 

WE  MANUFACTURE 

Diamond  needles  for  Edison 
Sapphire  needles  for  Edison 
Sapphire  needles  for  Pathe 

in  stock  ready  for  delivery 
MERMOD  &  CO.,  874  Broadway,  N.  Y. 


that  Santa  Claus  bore  a  very  close  resemblance 
to  C.  A.  Alphonse. 

Charles  Hackett,  tenor,  who  appeared  in  con- 
cert at  the  Heilig  Theatre,  made  a  big  hit,  and 
the  Columbia  records  of  the  big  tenor  are  in 
great  demand. 

Four  handsome  $295  Edison  machines,  Chip- 
pendale model,  were  among  the  sales  made  by 
M.  C.  Collins,  manager  of  the  talking  machine 
department  of  Reed,  French  &  Co.  Shipments 
of  new  Edison  and  Victor  records  have  been 
received  and  the  record  department  is  showing 
signs  of  a  very  active  and  successful  trade.  Miss 
Meighen,  in  charge  of  the  record  department, 
says  they  are  congratulating  themselves  over  the 
announcement  of  the  Edison  people  that  they 
will  have  all  the  new  hits  out  each  month,  as  the 
call  for  the  latest  dance  music,  songs,  and  so 
forth,  is  a  big  one. 

Miss  Acevia  Bennett  is  keeping  up  her  repu- 
tation as  a  first-class  saleswoman.  She  is  now 
with  the  McCormick  Music  Co.  A  big  business 
in  Columbias  as  well  as  in  Victors  has  been  done 
by  the  house.  One  of  Miss  Bennett's  sales  last 
Saturday  was  a  $275  Victor.  Mr.  McCormick 
reports  a  good  demand  for  Columbia  Grafonolas, 
of  which  they  have  a  fine  stock  on  hand. 

Since  the  Perry  Music  Co.  and  the  Pacific 
Phonograph  &  Record  Exchange  Co.  have  com- 
bined forces,  business  has  been  quite  active  at 
the  store  on  upper  Washington  street.  The 
talking  machine  business  is  better  than  it  has 
been  for  some  time.  Cremonas  are  selling  very 
well.  This  machine  is  well  advertised  and  is 
growing  in  popular  favor.  The  Stradivara  and 
New  Comfort  are  also  carried  by  the  Perry  Co. 

E.  W.  Moody,  in  charge  of  the  Pacific  Coast 
Phonograph  Co.,  is  well  satisfied  with  the  prog- 
ress the  business  has  made  since  moving  into 
its  new  location.  They  have  been  fortunate 
in  securing  a  number  of  needed  records. 


VOLIVA  BANS  JAZZ  RECORDS 

Chicago,  III.,  January  10. — By  an  edict  promul- 
gated to-day  by  Wilbur  Glenn  Voliva,  overseer 
and  virtual  ruler  of  Zion  City,  111.,  all  phono- 
graph discs  which  record  music  of  the  variety 
known  as  "jazz"  are  to  be  summarily  confiscated 
and  destroyed  by  fire  as  unholy  and  disagree- 
ably noisy.  Next! 


MUTUAL  CO.  SCHEDULES 


Mutual  Talking  Machine  Co.,  Inc.,  New  York, 
at  145  West  Forty-fifth  street  and  151  Lafayette 
street,  has  filed  schedules  in  bankruptcy,  with 
liabilities  of  $27,558  and  assets  of  $14,266,  main 
items  of  which  are  stock,  $7,500;  accounts,  $4,- 
255,  and  Liberty  bonds,  $1,550. 


The  referee  in  bankruptcy  announces  that 
the  first  dividend  in  the  matter  of  the  World 
Phonograph  Co.,  bankrupt,  will  be  declared 
January  20.  ■  ...  — 


M.  W.  Brand,  who  has  been  engaged  in  the 
retail  "music  business  in  Sheboygan,  Wis.,  for 
over  thirty  years,  selling  pianos,  talking  ma- 
chines, etc.,  has  closed  his  store  and  will  con- 
duct his  business  from  his  home,  1946  North 
6th  street. 


"Does  It  Play  All  Records?" 

Certainly  MAGNOLA  does;  and  without  any  extra 
attachments,  too.  This  is  only  one  feature,  albeit  a 
most  important  one,  in  the  thoroughly  up-to-date  equip- 
ment of  the  MARVELOUS  MAGNOLA. 

MAGNOLA  "Built  by  Tone  Specialists" 


Watcl\ii\J  tKe  Music  Come  Out 


May  we  send  you  our  handsome  illustrated  catalog 
chock  full  of  information  concerning  the  wonderful 
construction  system  of  Magnola  and  the  beauties  of 
its  musical  results,  its  artistic  appearance  and  its 
morlr i  jte  price? 

Send  your  name  and  let  us  tell  you  morel 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHUL2.  President 
General  OnVes  Southern  Wholesale  Branch 


711    MILWAUKEE  AVENUE 
CHICAGO 


1530  CANDLER  BLOG. 
ATLANTA,  GA. 


176 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


EUROPEAN  HEADQUARTER 

LUI\^^  ™       mil      2GR.&SHAM  BLDG..BASINGHALL  ST..  E.C.LONDON  £ 


W.  LIONEL  STURDY,  MANAGER 


Survey  of  1920  Business  Results  Proves  Dis- 
appointing to  Members  of  Gramophone  Co. — 
Various  Conditions  That  Served  to  Interfere 
With  Trade  Progress— Planning  Co-operation 
in  Publicity — Some  Interesting  Developments 
in  Association  Progress — Columbia  Co.  Plans 
Orchestral  Program — Sinkler  Darby  Honored 
by  Gramophone  Co.  Associates — New  Vocal- 
ion  Record  Factory  Starts  Operating— Ex- 
hibition of  Foreign  Products— What  the  Lat- 
est Record  Lists  Have  to  Offer 


The  old  year  has  passed  out,  leaving  behind 
the  thought  with  most  of  us  that  it  has  been 
altogether  disappointing  in  a  commercial  way. 
If  the  opening  months  of  1920.  with  their  high 
promise  of  good  trade,  had  been  maintained  the 
year  would  have  closed  very  differently  than 
actually  was  the  case.  We  were  all  looking  for- 
ward to  a  continuance  of  those  prosperous  sales 
conditions  prevalent  during  the  war  period  and 
had  every  good  reason  to  expect  a  bumper  year. 
But  it  was  not  to  be.  Certain  classes  of  trade 
collapsed  very  suddenly,  this  condition  being  par- 
ticularly applicable  to  the  gramophone  industry. 
From  February  onwards  sales  slackened  to  a 
degree  hitherto  foreign  to  our  industry.  Through- 
out the  Summer  months  it  became  really  seri- 
ous, and  at  last  the  truth  had  to  be  faced,  that 
the  public  were  not  buying.  Expensive  pub- 
licity was  maintained  by  at  least  the  leading 
record  concerns  with  little  result  upon  sales. 
September  and  October  were  unusually  flat  from 
the  viewpoint  of  trade  and  it  was  not  until  well 
into  November  that  things  began  to  move  in  the 
right  direction.    Even  then  trade  was  much  below 


par,  though  sales  increasingly  improved  through- 
out the  month  of  December,  only  reaching  some- 
thing like  normal  during  the  Christmas  rush 
week.  Altogether  1920  has  been  a  very  lean  year 
and  to  it  the  British  gramophone  trade  says  good- 
bye without  regret. 

There  is  much  to  explain  the  parlous  state  of 
industry  of  the  past  year  in  the  way  of  labor 
strikes,  high  cost  of  general  commodities,  and 
that  feeling  of  unrest,  universal  in  its  action  and 
effect,  all  of  which  culminate  in  disturbance  of 
trade  and  much  unemployment.  These  are  causes 
far  more  likely  to  adversely  affect  the  gramo- 
phone industry  than  most  others,  and  particularly 
so  when  the  retail  section  falls  into  a  1920  chan- 
nel of  pessimism.  We  must  all  realize  that  a 
special  effort  will  be  necessary  to  the  maintenance 
of  trade  this  year,  because  a  bunch  of  last  year's 
troubles  may — very  probably  will — remain  with 
us  for  yet  a  considerable  time.  .  Business  de- 
velopment will  require  more  than  ever  an  intelli- 
gent handling  if  we  are  to  make  a  satisfactory 
showing.  Much  depends  on  the  dealer,  upon 
whose  local  enterprise  and  energy  rests  to  a 
great  extent  the  progress  of  the  gramophone  in- 
dustry in  the  New  Year.  The  manufacturers 
and  factors  may  be  relied  upon  to  keep  things  on 
the  move,  but  however  much  they  advertise  and 
circularize  and  systematize,  I  shall  always  pin  my 
faith  to  the  belief  that  the  real  foundation  of 
progressiveness  in  trade  rests  upon  the  men  who 
are  in  direct  touch  with  the  public.  That  is  why 
I  urge  distributors  to  avail  themselves  of  every 
reasonable  opportunity  of  linking  up  their  efforts 
locally  with  the  national  efforts  of  the  manufac- 
turers. 


In  this  connection  I  happened  upon  some  in- 
teresting data  the  other  day  when  chatting  with 
the  publicity  director  of  a  well-known  firm.  For 
some  time  he  has  been  working  upon  an  educa- 
tional plan  among  dealers  with  the  object  of 
convincing  them  of  the  value  to  be  derived  by 
linking  up  with  the  firm's  publicity  in  provincial 
centres.  Complete  stereos  of  stock  advertise- 
ments (pierced  for  the  dealer's  name  and  address) 
were  offered  free  for  use,  it  was  suggested,  in 
local  journals.  As  a  result  of  persistent  effort 
over  500  dealers  are  now  using  this  publicity  idea 
with  excellent  and  sales-increasing  results.  Local 
dealers  in  each  town  take  space  under,  over,  or 
adjacent  to  the  company's  national  advertise- 
ment in  the  local  paper.  All  this  is  practical  sales 
work  that  is  cumulative  in  its  effect,  and  all  to  the 
permanent  good  of  the  talking  machine  industry. 
It  is  more  of  this  kind  of  _  co-operation  among 
manufacturers  and  their  dealers  that  I  hope  will 
be  a  strong  feature  of  1921  trade.    It  is  essential. 

The  Christmas  trade  rush  meant  a  high-speed 
effort  among  the  staffs  of  the  wholesale  houses. 
At  it  night  and  day  one  factor  told  me,  and  with 
truth,  if  the  state  of  his  warehouse  was  any 
criterion.  As  in  this  case,  so  everywhere  I 
went  were  to  be  seen  crowds  of  dealers'  messen- 
gers clamoring  for  fulfilment  of  averagely  good- 
sized  record  orders  and  machines.  For  the  trans- 
port of  machines  all  sorts  of  vehicles  were  under 
requisition,  from  the  motor  lorry  to  the  humble 
cycle-carrier.  A  good  week  was  the  verdict  of 
all  the  factors. 

In  records  there  appeared  to  be  a  persistent  call 
for  instrumental  and  particularly  Christmasy  de- 
scriptive and  dance  numbers.    Current  vocal  hits, 


'His  Master's  Voice' 

— the  trade-mark  that  is  recognized 
throughout  the  world  as  the 

HALL-MARK  OF  QUALITY 


'His  Master's  Voict" 


Copyright 


This  intensely  human  pic- 
ture stands  for  all  that  is 
best  in  music 

— it  is  the  "  His  Master's  Voice  " 
trade-mark,  and  it  brings  to  you, 
no  matter  where  you  are,  the 
very  best  music  of  every  kind, 
sung  and  played  by  the  world's 
greatest  artists  —  the  greatest 
singers,  pianists,  violinists,  or- 
chestras and  bands — all  enshrined 
in  the  unequalled  "  His 
Master's  Voice" 
records 


DENMARK :  Skandlnarlsk  Grammophon-Aktl- 
eselskab,  Frlhavned,  Copenhagen. 

FRANCS:  Cle.  Franchise  da  Gramophone,  118 
Boulevard  Richard  Lenoir.  Place  «e  la  Repub- 
llque,  Paris. 

SPAIN:  Compafila  del  Gram6fono,  56-58  BalmeB. 
Barcelona. 

SWEDEN:  Skandinavlska  Grammophon-Aktle- 
bolaget,  Drottnlng  Gatan  No.  47,  Stockholm. 

RUSSIA :  The  Gramophone  Co.,  Ltd.,  45,  NeYgky 
Prospect,  Petrograd  (Petersburg) ;  No.  1 
Solyanka,  Solyanol  Dvor.  Moscow;  9,  Golorlnsky 
Prospect,  Tlfflls;  Nowy-Swlat  30,  Warsaw;  U 
Mlchallovskaya  Ulitea,  Baku. 

INDIA:  The  Gramophone  Co.,  Ltd.,  138,  Bal- 
Haghatta  Road,  Calcutta;  7,  Bell  Lane,  Fort, 
Bombay. 


Great  Britain  : 


AUSTRALIA:  S.  Hoffnung  &  Co.,  Ltd.,  Sole 
Concessionaries  of  The  Gramophone  Company. 
Limited,  163,  Pitt  Street,  Sydney. 

NEW  ZEALAND:  Gramophoolnm,  Ltd.,  118-120 
Victoria  Street,  Wellington. 

SOUTH  AFRICA:  Darter  &  Sons,  Post  Box  174. 
Capetown;  Mackay  Bros.,  Post  Box  251,  Johannes- 
burg; Mackay  Bros.  &  McMahon,  Post  Box  418, 
Durban;  Ivan  H.  Haarburger,  Post  Box  105. 
BloemfoDteln ;  Franz  Moeller,  Post  Box  108,  Bast 
London;  B.  J.  Bwlns  &  Co.,  Post  Box  88,  Queens- 
town;  Handel  House,  Klmberley;  Laurence  & 
Cope,  Post  Box  132,  Buluwayo;  The  Argus  Co., 
Salisbury. 

EAST  AFRICA:  Bayley  *  Co.,  Lourenxo 
Marques. 

HOLLAND:  American  Import  Co.,  22a,  Amsterd 
Veerkade,  The  Hague. 

ITALY:  A.  Bossl  &  Co.,  Via  Oreflcl  2,  Milan. 

EGYPT  (Alse  for  the  8»ndan,  Greece  and  th* 
Ottoman  Empire) :  K.  Fr.  Vogel,  Post  Box  414, 
Alexandria. 


The  Gramophone  Company.  Ltd. 


HAYES 


MIDDLESEX 


ENGLAND 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


177 


is 


carols  and  such-like  were,  of  course,  in  big  de- 
mand. Many  dealers  around  town  were  featur- 
ing albums  oi  records  as  Christmas  presents. 
These  contained  sets  of  records  covering  com- 
plete operas,  and  in  some  cases  albums  were  put 
up  containing  a  dozen  mixed  records  of  vocal, 
orchestral  and  band  selections,  or  to  customers' 
choice — a  very  good  idea  which  found,  favor. 

Based  upon  the  disappointments  of  last  year's 
trade  most  of  us  are  sanguine  enough  to  believe 
in  the  probability  of  an  improvement  in  1921.  To 
that  end  let  us  all  heartily  subscribe  by  action 
rather  than  word. 

Latest  Association  News 

From  C.  E.  Timms,  the  secretary  of  the  above 
association,  comes  the  following  report: 

"The  regular  monthly  meetings  of  the  general 
committee  x>f  the  association  have  been  fully  at- 
tended, and  in  addition  other  special  meetings 
have  recently  been  necessary  to  deal  with  mat- 
ters of  urgency  and  great  interest  to  the  trades 
represented. 

"The  following  houses  have  recently  applied 
for,  and  been  elected  to,  membership:  Keith 
Prowse  &  Co.,  Ltd.,  Standard  Manufacturing 
Co.  (Acton),  Ltd.,  The  Limit  Engineering  Co., 
Spring  Motors,  Ltd.,  Alfred  Graham  &  Co., 
Gramostyles,  Ltd. 

"The  association's  representatives  elected  to 
serve  on  the  Federation  of  British  Music  Indus- 
tries comprise:  H.  J.  Cullum,  M.  B.  E.;  Herbt. 
W.  Dawkins,  A.  J.  Mason,  W.  Manson,  Frank 
Samuel,  Louis  Sterling,  C.  E.  Timms,  secretary. 


FROM  OUR  LONDON  HEADQUARTERS — (Continued  from  page  176) 


"The  monthly  publication  of  statistics  of  im- 
ports and  exports  is  proving  one  of  the  most 
valuable  of  the  association's  activities,  and  this 
feature  has  been  adopted  by  kindred  societies. 

"On  the  question  of  railway  rates  and  condi- 
tions earnest  endeavors  have  been  and  are  being 
made  direct  with  the  railway  authorities  and  in 
collaboration  with  the  federation  to  secure  a 
modification  of  the  present  unsatisfactory  state 
of  affairs,  particularly  in  regard  to  the  convey- 
ance of  gramophone  records  by  passenger  train. 
Representations  on  the  subject  have  also  been 
made  to  the  Ministry  of  Transport,  and  in  the 
event  of  no  concession  being  granted  members, 
many  of  whom  have  already  furnished  valuable 
information  on  the  subject,  will  be  asked  to  sup- 
ply details  necessary  to  prepare  a  case  for  presen- 
tation to  the  railway  rates  advisory  committee. 
The  immediate  concession  desired  is  that  gramo- 
phone records  be  conveyed  by  passenger  train  at 
company's  risk,  or,  alternatively,  that  if  con- 
veyed as  at  present  by  passenger  train  at  owner's 
risk  they  be  accepted  at  the  owner's  risk  rate 
instead  of,  as  now,  at  the  company's  risk  rate. 

"The  interests  of  the  trade  in  regard  to  the 
proposed  British  Empire  Exhibition  in  1923  are 
being  cared  for,  and  representations  on  the  ques- 
tion of  the  guarantee  fund  from  the  industry,  in 
accordance  with  the  general  scheme,  have  been 
made  to  the  federation. 

"All  manufacturing  houses  in  membership  have 


"PERFECT 
POINTS" 


BRITAIN'S  BEST 

Gramophone  Needle 

(Guaranteed  made  from  High  Carbon  Steel) 
IS  MADE  BY 

W.  R.  STEEL,  of  REDDITCH, 

Head  Office  and  Works— QUEEN  ST. 


Scientifically  pointed,  Hardened  and  Tem- 
pered on  the  latest  up-to-date  machinery  and 
plant  by  skilled  craftsmen  only. 


RESULT: 

A  FIRST  QUALITY  NEEDLE  far  ahead  of 
anything  of  pre-war  quality 

INQUIRIES  SOLICITED 

Special  Quotation*  for  Quantities 


Manufacturer  of  all  Kinds  of  Sewing  Needles 


recently  had  an  opportunity  of  expressing  their 
views,  to  be  conveyed  to  the  proper  authority, 
on  the  question  of  fair  conditions  for  imports 
into  this  country. 

"In  the  recently  published  report  to  the  Board 
of  Trade  by  the  Merchandise  Marks  Committee, 
the  evidence  furnished  by  this  association  re- 
ceives considerable  prominence,  and  the  recom- 
mendations made  are  extraordinarily  good.  This 
matter  is  now  being  dealt  with  on  behalf  of  the 
whole  music  industry  by  the  federation,  which 
will  make  any  requisite  further  representations 
on  this  important  subject. 

"A  mission  to  Germany  to  inquire  into  and 
report  as  to  trade  conditions,  etc.,  there  will 
shortly  be  dispatched  under  the  auspices  of  the 
federation,  and  these  gentlemen  have  been  fur- 
nished with  full  particulars  regarding  the  infor- 
mation required  by  the  gramophone  and  small 
goods  (musical  instrument)  industry.  The  infor- 
mation, when  obtained,  will  be  conveyed  to  mem- 
bers through  the  usual  channels." 

The  Columbia  Orchestral  Program 
For  the  1920-21  season  the  Columbia  Co.  has 
secured  the  exclusive  recording  services  of  such 
famous  conductors  and  orchestras  as  Sir  Henry 
J.  Wood  and  the  New  Queen's  Hall  Orchestra, 
Alick  Maclean  and  the  New  Queen's  Hall  Light 
Orchestra,  Sir  Thomas  Beecham  and  the  Beecham 
Symphony  Orchestra,  Albert  Coates  and  the  Lon- 
don Symphony  Orchestra,  Hamilton  Harty  and 
the  Halle  Orchestra.  The  cream  of  orchestral 
talent  allied  to  gramophonic  art — an  irresistible 
combination!  And  on  the  revue  and  musical 
comedy  side  Columbia  seems  to  have  "claimed" 
a  very  exclusive  association — the  company  that 
delivers  the  goods  with  a  vengeance! 

An  Associate  of  Emile  Berliner 
A  complimentary  luncheon  and  presentation 
was  recently  made  to  Sinkler  Darby  upon  the 
occasion  of  the  relinquishment  of  his  position  as 
one  of  the  recording  "angels"  of  the  Gramophone 
Co.,  Ltd.,  after  no  less  than  twenty-one  years' 
service.  Many  friends  and  colleagues  were  pres- 
ent. Mr.  Darby's  connection  with  the  talking 
machine  industry  dates  back  to  1895,  when  he 
became  associated  with  Emile  Berliner,  who  at 
that  period  was  successfully  grappling  with  the 
problem  of  disc  reproduction  and  manufacture. 
At  this  excellent  school  Mr.  Darby  gained  wide 
knowledge  and  experience  and  in  1899  he  was 
retained  by  the  newly-born  Gramophone  &  Type- 
writer Co.  During  an  unbroken  twenty-one  years' 
association  with  the  "His  Master's  Voice"  he 
counts  to  his  credit  the  recording  of  the  voices 
and  playings  of  many  of  the  great  artists  whose 
glorious  art  has  during  this  period  passed  into  the 
realms  of  commerce  in  the  shape  of  records.  Mr. 
Darby  proposes  to  re-enter  business  life  after  a 
period  of  complete  rest. 

Special  Propaganda  by  "His  Master's  Voice" 
At  this  time  of  the  year  many  of  the  British 
gramophone    companies    develop    along  special 
lines  in  their  sales  appeal  to  the  general  Christ- 
(Continued  on  page  178) 


178 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


FROM  OUR  LONDON  HEADQUARTERS — (Continued  from  page  177) 


mas  present-bmnng  public.  Additional  and  wide- 
spread publicity  efforts  are  the  order  of  the  day. 
This  is  particularly  applicable  to  the  "His  Mas- 
ter's Voice"  Co.  Among  special  advertising 
propaganda  was  a  $6,000  front  page  advertise- 
ment in  London's  most  widely  circulated  jour- 
nal, devoted  to  "A  Christmas  Message  to  Every 
Music  Lover."  That  message  told  of  the  bound- 
less joy  of  gramophone  music  this  Christmas- 
tide.  Many  of  the  "His  Master's  Voice"  models 
were  illustrated,  with  price  and  description,  while 
pictures  of  dancing  couples  and  romping  chil- 
dren, of  course,  in  company  with  Nipper,  visual- 
ized the  value  of  musical  entertainment.  A 
really  pleasing  and  most  telling  advertisement. 

Another  useful  effort  by  this  company  was 
the  production  of  appropriately  designed  adver- 
tisement stereos  for  their  dealers'  local  use. 
These  are  supplied  free  and  quite  a  goodly  num- 
ber were  used. 

In  addition  to  the  usual  batch  of  monthly  is- 
sues the  "His  Master's  Voice"  made  ample  pro- 
vision in  the  way  of  dance  records,  a  special  list 
having  been  provided.  There  are  also  records  of 
the  chief  items  _  from  the  musical  comedy  "A 
Night  Out." 

Gramophone  Retail  Dealers'  Association 

A  recent  committee  meeting  of  the  above  asso- 
ciation considered  various  designs  of  a  badge 
for  issue  in  the  form  of  a  transfer  to  be  used  by 
members  on  their  windows  and  in  other  suitable 
ways.  By  a  majority  choice  a  design  resembling 
a  record  with  the  title  of  the  association  around 
the  edge  was  adopted.  It  is  thought  that  where 
the  design  is  displayed  the  buying  public  will 
place  their  confidence.  Members  will  also  be 
supplied  with  a  framed  certificate  to  hang  in 
their  showrooms. 

The  committee  will  now  sit  regularly  on  the 
first  Tuesday  each  month  at  233  Regent  street, 
London,  for  the .  purpose  of  dealing  promptly 
with  matters  requiring  consideration  as  affecting 
members  of  the  association. 

A  general  meeting  is  called  for  January  26  to 
approve  rules  and  discuss  among  other  things 
the  ethics  of  and  questions  relating  to  the  hire 
purchase  system  of  trading.  In  particular  it  is 
desired  to  reach  common  agreement  as  to  scale 
of  deposits  and  deferred  payments. 

The  foregoing  indicates  a  real  progressive 
spirit  which  augurs  well  for  the  future  suc- 
cess of  the  retail  association  movement.  Unity  is 
strength.  The  combined  support  of  at  least  1,000 
dealers  will  make  for  the  exercise  of  an  influence 
to  the  solid  good  of  every  section  of  the  gramo- 
phone industry.  Get  together,  dealers,  and  join 
up! 

Electric  Gramophone  Motors 

In  the  provision  of  electrically  driven  mecha- 
nism for  gramophones  we  are  unquestionably  far 
behind  the  U.  S.  A.  Until  quite  recently  nothing 
of  the  kind  was  known  here.  It  is  satisfactory 
to  record,  however,  the  almost  simultaneous  in- 
troduction of  two  such  motors,  one  made  by  Elec- 
tric Gramophone  Motors,  Ltd.,  of  which  more 


will  be  heard  later  on,  and  one  by  W.  H.  Rey- 
nolds (1915),  Ltd.  The  latter  is  called  a  "Moto- 
phon"  and  is  said  to  be  the  result  of  no  less  than 
ten  years'  continuous  research  and  experiment. 
Direct  or  alternating  current  on  any  voltage  will 
suit  the  Motophon.  It  has  a  direct  drive  and  is 
minus  gears,  running  perfectly  silent.  For  this 
useful  invention  Messrs.  Reynolds  have  secured 
the  sole  selling  rights  throughout  the  world.  An 
electric  motor  has  been  much  sought  after  on  this 
side  and  Reynolds'  introduction  is  ahead}'  the 
talk  of-  the  trade.  Dealers  have  accorded  it  a 
warm  welcome,  and  it  is  not  too  much  an  antici- 
pation that  sales  will  quickly  reach  substantial 
proportions.  It  may  be  remarked  that  under  test 
the  Motophon  ran  for  500  hours  consecutively, 
using  up  current  equalling  only  that  of  a  20-watt 
lamp. 

Aeolian  New  Record  Factory  at  Work 

As  previously  reported,  the  activities  of  the 
Aeolian  Co.,  Ltd.,  have  for  some  time  past  been 
concentrated  upon  the  production  of  a  new  record 
called  the  Vocalion.  The  first  impressions  from 
the  factory  are  now  in  the  hands  of  the  trade. 
By  all  reports  the  new  disc  has  found  immediate 
favor  by  reason  of  its  musical  qualities.  My  own 
observations  confirm  the  belief  that  the  Vocalion 
will  quickly  acquire  a  firm  place  among  records 
of  standing,  for,  apart  from  tonal  merit,  there  is 
an  evident  determination  on  the  manufacturing 
side  to  produce  a  perfect  record  in  all  respects. 
The  material  used  makes  for  an  absence  of  grit- 
tiness  and  consequent  lessening  of  surface 
scratch,  and  the  good  finish  of  the  record  is  an- 
other feature  that  will  appeal.  A  very  artistically 
designed  label  is  used. 

Adequate  preparation  has  enabled  the  com- 
pany to  come  out  with  something  like  170  rec- 
ords, which,  as  a  preliminary  canter,  is  decidedly 
good.  And  of  the  titles  every  known  class  of 
music  seems  to  have  been  catered  to  in  quite  a  nice 
variety.  There  are  records  of  operas,  musical 
comedies,  revues,  foxtrots,  dance  numbers,  sacred, 
standard  ballads,  representing  a  very  careful 
choice  of  selections  that  may  be  regarded  as 
permanent  favorites. 

Another  feature  of  interest  is  the  goodly  num- 
ber of  high-class  artists  and  musical  organiza- 
tions who  have  signed  on  for  "Vocalion"  record- 
ing. I  notice  such  names  as  Albert  Sammons 
(violin),  Archibald  Joyce's  Dance  Orchestra, 
Band  of  H.  M.  1st  Life  Guards,  Lenghi-Cellini, 
Lionel  Tertis,  George  Baker,  Madie  Scott.  Frank 
St.  Leger,  Destournel,  to  mention  only  a  few. 
These  are  sufficient  to  show  that  the  Vocalion 
people  have  planned  their  productions  on  a  high 
plane  of  artistic  merit. 

The  records  are  in  size  ten  inches  and  twelve 
inches,  single  and  double-sided,  prices  varying 
from  4s.  6d.  to  8s.  retail.  In  conclusion  a  meas- 
ure of  praise  is  due  to  the  designer  of  the  com- 
pany's publicity  literature,  which,  throughout,  is 
conceived  upon  a  very  artistic,  not  to  say  expen- 
sive, level.  Large  spaces  have  been  taken  in  the 
chief  London  and  provincial  newspapers,  maga- 


zines, etc.,  to  advertise  the  Vocalion  productions 
— records  and  machines. 

Exhibition  of  Foreign  Products 

A  great  exhibition  of  foreign  goods  may  now 
be  inspected  in  London.  It  comprises  no  less 
than  100,000  samples  of  articles  made  abroad,  and 
a  library  of  some  13,000  foreign  catalogs.  This 
great  commercial  exhibition  has  been  organized 
by  the  Overseas  Trade  Department  of  the  Board 
of  Trade,  the  object  being  to  show  by  practical 
demonstration  what  British  manufacturers  have 
to  meet  in  the  way  of  competition.  On  the  plea 
that  what  others  can  do  British  labor  and  capi- 
tal can  also  do,  the  exhibition  will  serve  to  en- 
lighten our  manufacturers  and  help  them  to  a 
study  and  emulation  of  foreign  effort.  Samples 
may  be  borrowed,  and  every  practical  assistance 
is  officially  afforded  that  British  firms  may  regain 
and  develop  their  pre-war  standing  in  the  mar- 
kets of  the  world.  It  is  regarded  as  a  most 
beneficent  scheme. 

More  Prize  Band  Zonophone  Records 

The  St.  Hilda  Colliery  Grand  Championship 
Band  has  made  further  records  for  the  British 
Zonophone  Co.,  Ltd.  Typical  examples  of  fine 
recording  are  the  two  new  records  just  an- 
nounced. No.  2073  carries  two  particularly  at- 
tractive musical  items — "Chimes  of  Joy"  and 
"Kilties'  Kourtship" — intermezzo,  one-step.  No. 
2074  is  also  in  big  demand — "Dinah's  Holiday" 
and  "Pat's  in  America."  Other  notable  band 
contributions  to  this  list  are  2075,  "Whirligig," 
selection  1  and  2,  a  big  London  success,  and 
"Kentucky,"  fox-trot,  with  which  is  coupled  "City 
of  Laughter,"  waltz,  introducing  excerpts  from 
some  recent  musical  items.  These  two  discs  will 
stand  out  as  brilliant  examples  of  the  work  of 
the  Black  Diamond  Band. 

Another  instrumental  that  is  likely  to  prove  a 
ready  seller  at  this  period  is  No.  2077,  "God  Gave 
Me  Wonderful  Dreams"  and  "Tulip  Time,"  both 
prettily  rendered  by  the  Royal  Cremona  Orches- 
tra. There  are  a  number  of  good  vocals  itemized, 
and  a  special  call  will  doubtless  be  made  for  No. 
T2078,  "One  Little  Hour"  and  "Milissa,"  sung 
by  the  popular  lyric  tenor,  Sydney  Coltham. 

In  addition  to  the  foregoing  the  British  Zono- 
phone Co.  features  titles  appropriate  to  the  fes- 
tive season  in  goodly  and  choice  variety. 
Trade  News  in  Brief 

It  is  announced  that  the  next  music  trade  con- 
vention will  be  held  at  the  Thanet  town  of  Rams- 
gate.  Accommodation  has  been  booked  at  the 
Granville  Hotel  for  the  convention  period  of 
May  24  to  30  inclusive. 

The  government  is  taking  a  keen  and  practical 
part  in  the  development  of  British  trade  overseas. 
At  the  instance  of  the  Department  of  Overseas 
Trade  a  handbook  has  been  published  dealing 
succinctly  with  the  splendid  organization  and 
valuable  official  service  at  the  disposal  of  British 
firms  desirous  of  wooing  the  markets  of  the 
world.  It  is  really  a  most  helpful  guide  to  the 
propagation  of  overseas  trade. 

At  the  Kingsway  Hall  is  exhibited  a  concert 
gramophone  bearing  the  terribly  unnatural  name 
of  the  "Naturafone." 


AUSTRALIA. 

Herbert  G.  Polyblank, 
SYDHEY, 

N.S.W. 

BELGIUM. 

P.  Carton, 
Rue  Karel  Ooms,  11, 
ANVERS. 

ITALY. 

G.  Menaboni, 
Via  S.  Sebastiano  2, 
LIVORNO. 

SPAIN. 

Ernesto  Yerdu, 

ALICANTE. 

ENGLAND. 

A.  Waite  &  Co.,  Ltd., 
15-17  Figtree  Lane, 
SHEFFIELD. 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


179 


EDISON  BELL 


CABLE 
•PHONOKINO. 
LONDON " 


ARE  THE  GREATEST  VALUE  FOR  MONEY  PRODUCED  IN  GREAT  BRITAIN 

TEN  INCH  DOUBLE  SIDED  NEEDLE  CUT 

PLAY  ON  ALL  GRAMOPHONES 


Catalogue  contains  4000  Titles  by  the  Premier  Artistes,  Instrumentalists,  Orchestras  and  Bands 

of  the  British  Empire 


DEALERS  PREPARED  TO  DO  BUSINESS  ARE  INVITED  TO  COMMUNICATE  WITH! 

Proprietors  and  Manufacturers,  J.  E.  HOUGH,  Ltd.,  62  Glengall  Road,  London,  S.  E.  15,  England 


Cylinder  enthusiasts  this  side  have  recently 
been  cheered  with  the  news  that  good  consign- 
ments of  Blue  Amberols  are  now  arriving.  By 
the  way,  there  is  but  one  concern  here  that  makes 
a  cylinder  record.  And  among  disc  records  all 
are  of  the  lateral  type  except  one — Pathe. 

H.  M.  Trade  Commissioner  at  Toronto  has 
arrived  in  London,  and  is  prepared  to  advise 
British  firms  as  to  the  good  prospects  of  trading 
with  Canada. 

In  the  New  Year  Edens  Osborne,  the  Belfast 
factor,  will  remove  to  larger  premises  at  4  Col- 
lege Square  North.  His  growing  business  is  un- 
doubtedly the  result  of  good  service  and  good 
advertising.  Irish  gramophone  trade  is  said  to 
be  quite  good  despite  all  the  turmoil  there. 

The  Federation  of  British  Music  Industries  will 
hold  their  annual  dinner  on  January  27  at  the 
Hotel  Cecil.  The  star  guest  of  the  evening  will 
be  a  personage  of  high  note. 

At  the  recent  advertising  exhibition,  attended, 
by  the  way,  by  hundreds  of  thousands  of  the 
general  public,  a  number  of  advertising  agents 
handling  musical  appropriations  exhibited  a  sam- 
ple of  the  product  of  their  clients.  An  "His 
Master's  Voice"  cabinet  gramophone  and  a  player 
of  the  British  Autoplayer  Co.  made  excellent  dis- 
play on  the  Holford  Bottomley  stand,  and  the 
Meerloo  Publicity  Service  associated  with  their 
work  a  miniature  of  a  Chappell  grand  piano. 
There  was  a  free  lucky  dip,  among  the  prizes 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  178) 


being  a  Harper  piano  and  a  Broadwood  cabinet 
gramophone — an  excellent  draw  to  a  most  fas- 
cinating exhibition. 

Rebirth  of  the  Luxury  Tax  Proposition 

It  is  now  mooted  in  well-informed  quarters 
that  the  Chancellor  of  the  Exchequer  has  by  no 
means  abandoned  the  idea  of  a  luxury  tax.  He 
has  even  gone  so  far  as  to  appoint  a  committee 
to  inquire  into  the  possibility  of  such  a  tax  being 
made  sufficiently  wide  in  its  scope  to  replace 
the  excess  profits  duty.  There  is  no  occasion 
for  nervousness,  but  there  is  occasion  to  watch 
very  closely  that  the  matter  is  not  carried  too 
far  without  strong  protest  by  the  trade. 

Sued  for  Alleged  Breach  of  Contract 

Owing  to  bad  trade  during  periods  of  last  year 
quite  a  few  gramophone  firms  were  compelled  to 
postpone  delivery  acceptance  of  parts  or  acces- 
sories. In  most  cases  that  have  been  advised  a 
satisfactory  compromise  was  reached  between  the 
parties  concerned,  the  incidence  of  bad  trade 
being  mutually  recognized  as  sufficient  grounds 
upon  which  to  adjust  matters.  But  one  or  two 
instances  have  been  brought  to  my  notice  where 
acceptance  of  good's,  under  contract,  have  been 
refused  on  the  ground  of  deliveries  not  being  up 
to  sample,  or  on  the  grounds  of  actual  damage. 
These  are  but  incidents  of  everyday  trade,  and 
more  often  than  not  can  be  settled  amicably  out 


VALENTINE  WINDOW  DISPLAY  FOR  COLUMBIA  DEALERS 


of  court.  Each  side  must  adopt  the  good  policy 
of  give  and  take.  Otherwise  disputes  would  be 
endless. 

A  recent  instance  where  the  parties  fell  foul 
of  each  other  was  that  in  which  William  Cooper 
Bros.,  Ltd.,  a  large  gramophone  firm  of  London, 
were  sued  by  Cowton  Bros.,  cabinet  makers,  to 
recover  damages  through  defendants'  alleged 
failure  to  complete  a  contract  for  gramophone 
cabinets.  Plaintiff  maintained  that  a  verbal  order 
was  given  by  Mr.  Jeffs,  of  Cooper  Bros.,  for 
200  leg  cabinets  at  22s.  each,  of  which  they  ac- 
cepted delivery  of  eighty-six  and  refused  to  take 
the  balance.  Giving  evidence  for  the  defense, 
Mr.  Jeffs  repudiated  ever  giving  an  order  for 
200,  and  further  stated  that  a  number  of  the 
cases  had  warped.  The  judge  commented  upon 
the  fact  that  no  letter  of  complaint  had  been  sent 
to  the  plaintiff  company.  Evidence  was  given  by 
Mr.  Barton,  director  of  the  Invicta  Record  Co., 
and  Francis  Nottingham,  of  the  Rex  Gramophone 
Company,  bearing  upon  alleged  defects  of  plain- 
tiff's work. 

After  considerable  argument  between  counsel 
and  the  judge  his  Honor  said  that  there  had  evi- 
dently been  a  breach  of  contract  as  to  the  200 
purchase,  and  he  awarded  plaintiff  £28  10s.  dam- 
ages (and  costs),  representing  a  rate  of  5s.  each 
for  the  114  cabinets  which  were  left  on  plain- 
tiff's hands. 


RECENT  CURRYJNSTALLATIONS 

Boston,  Mass.,  January  7.— Frank  B.  Curry, 
manufacturer  of  the  Curry  soundproof  booths 
and  record  filing  equipment,  reports  that  de- 
spite dull  times  he  has  made  several  important 
installations  in  New  England.  Among  these 
installations  is  new  equipment  for  the  Worces- 
ter store  of  M.  Steinert  &  Sons  and  the  Lowell 
store  of  the  New  England  Phonograph  Co.  Mr. 
Curry  has  also  been  awarded  the  contract  for 
the  alterations  in  the  former  Kraft.  Bates  & 
Spencer's  retail  store  now  occupied  by  F.  C. 
Henderson  &  Co. 


BUBBLE  BOOKS  POPULAR 

During  the  Christmas  period  the  Bubble 
Books  put  out  by  Harper  &  Bros.,  New  York, 
were  tremendous  favorites  with  buyers  of  holi- 
day presents  and  there  can  be  no  questio  l  that 
these  little  records  do  much  to  increase  interest 
in  talking  machines  in  general. 


Artistic  Display  Prepared  by  Columbia  Co.'s  Dealer  Service  Department 


Horn,  Hornless  and  Table-Grand 

GRAMOPHONES 

FOR 

EXPORT 

P!eaee  State  Your  Requirement* 

REX  GRAMOPHONE  CO.  2  Elizabeth  Place 
RiTington  Street,  LONDON.  E.C.  2,  England 

Cable  Addrca  "Lyrecodac,  London" 


180 


THE    TALKING    MACHINE  WORLD 


January  IS,  1921 


LATEST  PATENTS 


RELATING  ToTALKING 


RECORDS 


Washington,  D.  C,  January  8. — Indicator  for 
Phonograph  Reproducers.  Joseph  Wolff,  as- 
signor to  the  Sonora  Phonograph  Co.,  New 
York.    Patent  No.  1,350,763. 

This  invention  relates  to  indicators  for  posi- 
tioning the  reproducers  of  talking  machines. 
The  objects  are  to  provide  visual  means  where- 
by the  reproducing  stylus  may  be  placed  in 
the  proper  position  in  the  record  groove,  where- 
by the  operator  will  not  be  compelled  to  watch 
the  point  of  the  stylus  when  starting  the  ma- 
chine. 

Further  objects  are  to  provide  an  indicator 
which  wall  not  interfere  with  the  operation  of 
the  machine,  and  which,  when  not  in  use,  will 
be  practically  concealed  from  view;  to  provide 
means  to  indicate  the  point  in  the  record  groove 
corresponding  to  the  stylus  position  on  said 
i  ecord  groove,  and  also  the  provision  of  means 
of  the  character  described,  simple  in  construc- 
tion, inexpensive  to  manufacture  and  so  designed 


and  constructed  that  it  ma3"  be  readily  and  easily 
attached  to  disc  talking  machines  now  in  gen- 
eral use. 

Figure  1  is  a  plan  view  of  a  talking  machine 
with  the  cover  removed  and  with  the  inven- 
tion applied.  Fig.  2  is  a  rear  elevation  of  a 
sound  box  with  the  invention  affixed  to  the 
tone  arm,  and  Fig.  3  is  a  similar  view  of  a 
modification. 

Talking  Machine.  George  H.  Isley,  Worcester, 
Mass.    Patent  No.  1,355,081. 

The  present  invention  relates  to  talking  ma- 
chines, and  more  particularly  to  such  machines 
which  are  adapted  to  play  continuously,  by  the 
use  of  a  multiplicity  of  records,  the  latter  being 
brought  progressively  by  mechanical  means  into 
position  for  playing  by  the  tone-producing  mech- 
anism of  the  machine.  The  invention  of  the 
present  application  resides  in  certain  improve- 
ments and  refinements  upon  a  machine  of  similar 
type  which  is  shown  and  described  in  prior  co- 
pending application  Serial  No.  108,342,  filed  July 
10,  1916, 

Figure  1  is  a  plan  view  of  a  machine  embody- 
ing the  present  invention,  certain  parts  being 
broken  away  to  disclose  more  fully  the  construc- 
tion; Fig.  2  is  a  transverse  sectional  view  thereof 
partly  on  the  line  2 — -2  of  Fig.  1,  disclosing  in- 
teriorly the  operating  mechanism  of  the  machine; 


Fig.  3  is  a  central  sectional  view  of  the  tone  arm 
support  and  associated  parts;  Fig.  4  is  a  section 
on  the  line  4^4  of  Fig.  2;  Fig.  5  is  a  section 
on  the  line  5 — 5,  Fig  2;  Fig.  6  is  a  fragmentary 
detail  view  showing  the  governing  mechanism  of 


the  machine,  and  Fig.  7  is  a  fragmentary  detail 
view  showing  a  modified  cam  construction. 

Controlling  Means  for  Gramophones.  Charles 
A.  Fisk,  Arrotsford,  Quebec,  Canada.  Patent  No. 
1,354,961. 

This  invention  relates  to  improvements  in 
means  for  controlling  or  regulating  the  tone  and 
volume  of  sound  produced  by  gramophones,  and 
the  object  of  the  invention  is  to  provide  a  simple, 
inexpensive,  durable  and  easily  adjusted  means 


\         '3  / 

/ 

IS 

13 

/"  //  \ 

Fig.  2 


Fig  / 


by  which  the  sound  produced  by  a  gramophone 
may  be  regulated  as  to  tone  and  volume. 

The  device  consists  briefly  of  a  horn  which 
may  be  built  into  the  casing  of  a  gramophone 
or  otherwise  suitably  located,  having  separate 
sounding  boxes  surrounding  it.  The  tone  arm 
of  the  gramophone  leads  into  the  horn  and  is 
provided  with  an  adjustable  diaphragm.  Various 
sound  regulating  means  may  be  mounted  in  the 
horn. 

Figure  1  is  a  vertical,  longitudinal,  sectional 
view  of  the  device;  Fig.  2  is  a  front  elevation. 

Talking  Machine  Apparatus.  Albert  J.  Swing 
and  Albert  S.  King,  Cincinnati,  O.  Patent  No. 
1,355,711. 

This  invention  relates  to  improvements  in 
talking  machines.  One  of  its  objects  is  to  pro- 
vide an  improved  combination  of  sound  trans- 
mitting mechanism  to  preserve  and  transmit  all 
of  the  sound  reproduced  by  the  diaphragm. 
Another  object  is  to  provide  in  combination  with 
a  transmitting  diaphragm  a  horn  or  megaphone 
the  inner  end  of  which  from  a  point  close  to 
the  diaphragm  is  subdivided  into  a  plurality  of 
separate  tubular  compartments,  and  which  merge 
into  a  common  compartment  at  different  points 
between  the  inner  and  outer  ends  of  the  horn. 
Another  object  is  to  provide  an  improved  horn. 

Figure  1  is  a  diagram  partly  in  section  through 
a  talking  machine  apparatus  embodying  the 
improvements;  Fig.  2  is  an  enlarged  sectional 
view  of  the  diaphragm  casing  and  tone  arm 
detached;  Fig.  3  is  a  cross  sectional  diagram 


through  a  modified  form  of  tone  arm  divided 
into  three  compartments;  Fig.  4  is  a  section 
on  line  v — v  of  Fig.  2;  Fig.  5  is  a  section  on  line 
z — z  of  Fig.  2;  Fig.  6  is  a  section  on  line  x — x 
of  Fig.  2. 

Apparatus  for  Recording  and  Reproducing 
Sound.  Richard  S.  Arthur,  New  York.  Patent 
No.  1,355,523. 

This  invention  relates  more  especially  to  the 
transmission  of  motion  to  the  record,  in  sound 
recording  and  reproducing  machines,  so  as  to 
cause  the  same  to  travel  beneath  the  stylus 
of  the  sound  box,  and  the  objects  of  the  inven- 
tion are  to  prevent  the  transmission  of  vibra- 
tions and  tremors  to  the  record  from  the  driving 
apparatus,  and  thus  improve  the  quality  of  the 
sound.  It  will  be  understood  that  in  many  sound 
recording  and  reproducing  machines,  and  par- 
ticularly the  less  expensive  ones,  there  is  con- 
siderable irregularity  in  the  movement  pro- 
duced by  the -motor,  which  is  transmitted  to  the 
record,  if  the  connection  is  a  rigid  one,  and 


detrimentally  affects  the  sound  reproduction. 
The  objects  of  the  invention  are  to  remedy  this 
and  to  provide  a  resilient  or  yielding  connection 
between  the  motor  and  the  record  which  shall 
turn  it  with  sufficient  positiveness  and  at  the 
same  time  absorb  any  slight  irregularities,  such 
as  vibrations  or  tremors,  and  give  the  record  a 
perfectly  smooth  and  uniform  motion;  to  do 
this  simply  and  inexpensively,  and  to  obtain 
other  advantages  and  results  as  may  be  brought 
out  in  the  following  description. 

Figure  1  is  an  elevation  of  a  cylinder  machine 
of  ordinary  and  well-known  construction  illus- 


trating  the  application  of  the  invention  thereto; 
Fig.  2  is  a  section  through  the  cylinder  and  rec- 
ord thereon. 

Reproducer  for  Talking  Machines.  John  W. 
Kaufmann,  Baltimore,  M'd.    Patent  No.  1,354,197. 

This  invention  is  an  improvement  in  repro- 
ducers, and  has  for  its  object  to  provide  a  new 
and  improved  connection  between  the  needle  and 
the  diaphragm  controlling  lever,  which  will  elimi- 
nate the  usual  rigidity  between  these  parts  and 
which  will  intensify  the  movement  of  the  needle 
during  its  transmission  to  the  diaphragm  of  the 
talking  machine. 

In  the  drawings:  Figure  1  is  a  perspective 
view  of  the  improved  reproducer;  Fig.  2  is  a 
similar  view  of  the  holding  bracket  for  the  trans- 
mission member;  Fig.  3  is  a  similar  view  of  the 
diaphragm  controlling  lever;  Fig.  4  is  a  perspec- 


live  view  of  one  of  the  connecting  brackets;  Fig. 
5  is  a  longitudinal  section;  Figs.  6  and  7  are 
views  similar  to  Fig.  5,  showing  modified  con- 
structions; Fig.  8  is  a  side  view  showing  a  modi- 
fied form  of  needle  holder. 

Combined  Table  Light,  Fan  and  Phonograph. 
Peter  R.  Gonsky,  Detroit,  Mich.,  assignor  to  the 
Endlessgraph  Mfg.  Co.,  New  Jersey.  Patent 
No.  1,359,053. 

This  invention  has  for  an  object  to  provide  a 
,j.W9.oo3.  construction     in  a 

stand  and  mechan- 
ism whereby  the  ap- 
pliance may  be  used 
as  a  gramophone, 
fan  and  reading 
light  combined, 
adapted  to  be  set 
upon  any  suitable 
horizontal  surface, 
and  utilized  for  its 
various  functions  in 
an  efficient  manner, 
without  interference 
of  one  with  another. 
It  is  an  important 
object  to  give  a  construction  of  this  char- 
acter in  which  the  shaft  for  the  rotating  table 
of  the  gramophone  may  be  employed  to  rotate 
and  drive  the  fan,  and  an  additional  interposed 


January  15,  1921 


THE    TALKING    MACHINE  WORLD 


181 


LATEST  PATENTS  RELATING  TO  TALKING  MACHINES  AND  RECORDS— (Continued  from  page  180) 


flexible  shaft  connection  employed,  without  inter- 
fering with  the  proper  use  of  the  appliance  for 
the  rapid  emplacement  and  removal  of  the  record 
disc.  A  further  aim  is  to  give  novel  improve- 
ments in  the  structural  details  and  elements  of  an 
appliance  of  this  character,  whereby  its  manu- 
facture will  be  facilitated,  its  use  made  efficient, 
and  its  action  also.  A  further  important  aim  is 
to  utilize  a  lamp-motor  base  as  a  sound  amplifier. 
Another  important  aim  is  to  give  a  novel  means 
for  raising  and  lowering  a  fan  connection  from 
engagement  with  the  gramophone  main  shaft. 

According  to  the  drawings  Figure  1  is  an  ele- 
vational  view  of  one  embodiment  of  the  invention. 
Fig.  2  is  a  detail  of  a  flexible  shaft  connection. 

Sound  Box  Attachment.  Wm.  H.  Fraser,  New 
York.    Patent  No.  1,358,719. 

One  of  the  objects  of  the  invention  is  to  pro- 
vide the  sound-box  of  a  sound  reproducing 
machine  with  a  simple  and  efficient  mechanism,  in 
the  form  of  an  attachment,  to  modify  the  sound. 

Another  object  of  the  invention  is  to  so  con- 
struct the  sound-modifier  that  it  can  be  con- 
veniently mounted  upon  sound-boxes  and  the 
sound-modifying  member  brought,  at  will,  into 
operative  or  inoperative  position. 

A  further  object  of  the  invention  is  to  so  con- 
struct the  attachment  that  it  serves  at  the  same 
time  as  a  protecting  means  for  the  diaphragm  of 
the  sound-box. 

Figure  1  represents  a  portion  of  a  talking 
machine,  provided  with  a  sound-box  constructed 
in  accordance  with  the  present  invention';  Fig.  2 
is  a  front  elevation  of  the  improved  sound-box; 


□ 


ctia.2.      ^        ctia  3. 


Fig.  3  is  a  section  taken  on  line  3 — 3  of  Fig.  2; 
Fig.  4  is  a  section  taken  on  line  4 — 4  of  Fig.  3,  on 
a  larger  scale;  Fig.  5  is  a  front  elevation  of  the 
sound-modifying  element  of  the  attachment;  and 
Fig.  6  is  a  perspective  view  of  a  mechanism  in 
engagement  with  the  sound-modifying  element. 

Phonograph.  Wm.  P.  Dalrymple,  Chicago,  111. 
Patent  No.  1,358,709. 

This  invention  relates  to  improvements  in 
phonographs,  and  among  the  objects  of  the  inven- 
tion are  to  provide  a  light,  portable,  simple  and 
efficient  mechanism  which  may  be  made  in  com- 
pact form  so  as  to  occupy  a  small  space;  it  being 
contemplated  that  the  device  may  be  made  small 
enough  in  size  to  be  carried  in  the  pocket. 

In  general  terms  the  device  comprises  a  hous- 
ing or  case,  preferably  oval  in  form,  with  all  of 
the  operative  mechanism  arranged  within  it,  and 
the  running  parts  mounted  in  a  frame  adapted  to 
slide  endwise  within  the  housing  or  case;  where- 
by the  rotative  disc  which  carries  the  sound 
record  travels  in  a  straight  line  from  one  end  of 
the  casing  to  the  other  to  carry  a  fixed  stylus  in 
a  spiral  line  over  the  surface  of  the  sound  record. 

Figure  1  is  a  top  plan  view  showing  the  com- 
plete instrument.  Fig.  2  is  a  view  of  the  instru- 
ment in  side  elevation  with  a  small  portion  of  the 
side  wall  of  the  casing  broken  away  to  disclose 
the  parts  within.  Fig.  3  is  a  horizontal  section 
on  the  line  3 — 3  of  Fig.  4  looking  downward. 

REPAIRS 


All  Makes  of  Talking  Machine* 
Repaired  Promptly  and  Efficiently 


ANDREW  H.  DODIN 

28  Sixth  Avenue  New  York 

TELEPHONE,  SPRING  1194 


Fig.  4  is  a  vertical  longitudinal  section  on  the 
line  4= — 4  of  Fig.  3.  Fig.  5  is  a  horizontal  section 
on  the  irregular  line  5 — 5  of  Fig.  4  looking  down- 
ward. Fig.  6  is  a  horizontal  section  on  the  line 
6 — 6  of  Fig.  4  looking  downward.    Fig.  7  is  a 


fragmentary  view  in  end  elevation  showing  a 
portion  of  the  casing  with  the  winding  stem  or 
bar  extending  through  it.  Fig.  8  is  a  fragmentary 
view  in  axial  section  through  the  cylinder  of  a 
dash  pot  comprising  a  part  of  the  device.  Fig.  9 
is  a  top  plan  view  showing  a  modified  form  of  the 


device.  Fig.  10  is  a  vertical  section  on  the  line 
10 — 10  of  Fig.  9.  Fig.  11  is  a  view  showing  the 
modified  form  of  the  device  in  a  horizontal  section 
taken  immediately  below  the  cover  of  the  housing. 
Fig.  12  is  a  longitudinal  vertical  section  on  the 
line  12 — 12  of  Fig.  11.  Fig.  13  is  a  transverse 
vertical  section  taken  on  the  line  13 — 13  of  Fig.  11. 

Sound  Amplifier.  John  E.  Christensen,  Chi- 
cago, 111.    Patent  No.  1,358,706. 

This  invention  relates  to  sound  amplifiers  or 
horns  employed  in  connection  with  phonographs 
and  other  sound  reproducing  machines,  and  its 
object  is  to  provide  a  horn  of  novel  and  improved 
construction  and  design  whereby  the  sounds  are 


=}0 


rendered  soft  and  mellow,  and  all  harsh  noises  are 
eliminated  or  reduced  to  a  minimum. 

In  the  drawing  Figure  1  is  a  longitudinal  sec- 
tion of  the  horn,  and  Fig.  2  is  a  cross-section 
thereof. 

Stylus  Holder  for  Talking  Machines.  Frederick 
E.  Joss,  Brooklyn,  N.  Y.,  assignor  to  the  Lekto- 
phone  Corp.,  Delaware,  Md.  Patent  No.  1,359,995. 

This  invention  relates  to  talking  machines,  and 
in  particular  to  machines  of  the  Hopkins  type, 
in  which  the  vibrations  of  the  stylus,  during  its 
travel  along  a  phonic  line,  are  transmitted  to  a 
conical  diaphragm  of  large  area,  freely  supported 
in  unconfined  air,  in  a  manner  to  move  the  entire 
conical  portion  of  the  diaphragm  bodily. 

According  to  the  present  invention  the  former 
universal  mounting  of  the  stylus  holder  is  sim- 


Hand   Books  on  Patents,  Trade  Marks,  etc..  sent 

free.  Our  74  years  of  experience,  efficient  service, 
and  fair  dealing,  assure  fullest  value  and  protec- 
tion to  the  applicant.  The  Scientific  American 
should  be  read  by  all  Inventors. 
MUNN  &  CO.,  617  Woolworth  Bldg..  N.  Y. 
Tower  Bldg..  Chicago.  625  F  St..  Washington,  D  C. 
Hobart  Bldg..  582  Market  St..  San  Francisco.  Cal. 


plified,  and  at  the  same  time  improved,  by  utiliz- 
ing a  stylus  holder  which,  instead  of  being  made 
in  two  parts,  as  before,  consists  of  a  single  part 
only  which  is  mounted  in  the  supporting  bar  and 
connected  with  the  transmission  rod  in  such  a 
manner  that  it  can  adapt  itself  with  equal  facility 
to  both  types  of  vibrations.  In  this  way,  the 
actual  cost  of  construction  is  decreased,  while  any 
danger  of  the  stylus-carrying  part  of  the  holder 
working  loose  upon  the  base  of  the  holder  is 
avoided,  so  that  a  more  effective  construction  is 
provided  than  the  one  formerly  utilized. 

Figure  1  is  a  side  elevation  of  the  improved 
stylus  holder,  applied  to  a  supporting  bar,  the 
latter  appearing  in  dotted  lines;  Fig.  2  is  a  front 
view,  but  the  bar  is  shown  herein  in  full  lines; 
Fig.  3  is  a  perspective  view  of  the  holder;  Figs. 
4  and  5  are  horizontal  and  vertical  sectional  views 


taken,  respectively,  on  line  4 — 4  of  Fig.  2  and  5 — 5 
of  Fig.  4,  looking  in  the  direction  of  the  arrows; 
and  Fig.  6  is  a  f ragmen tal  vertical  sectional  view 
on  a  reduced  scale,  showing  the  diaphragm 
mounted  on  the  supporting  bar  and  connected  to 
the  transmission  rod. 

Phonograph  Cabinet.  Nils  Herman  Cedar- 
quist,  Alhambra,  Cal.    Patent  No.  1,359,791. 

Phonograph  cabinets  of  the  so-called  "cabinet 
type"  are  commonly  constructed  with  a  box 
divided  into  two  compartments.  The  upper  one 
is  open  at  the  top  and  disposed  therein  is  a 
phonograph  motor  mechanism.  The  lower  com- 
partment has  a  horn  or  amplifier  built  in,  and  is 
connected  to  the  reproducer  or  sound  box  by  a 
tone  arm.  It  is  common  practice  to  build  up  the 
amplifier  of  wood  or  metal.  Wood  amplifiers 
have  certain  disadvantages  due  to  the  inherent 
quality  of  such  material  in  absorbing  vibration. 
Metal,  on  the  other  hand,  has  natural  periods  of 
vibration  which  accentuate  certain  tones  and 
destroy  the  natural  quality  of  the  sound.  It  is 
the  primary  object  of  the  invention  to  provide  an 
amplifier  which  does  not  absorb  or  accentuate 
vibration.  Another  object  of  this  invention  is  to 
provide  an  amplifier  of  the  character  described 


with  a  wall  which  serves  to  direct  air  vibration 
and  acts  as  a  sounding  board,  whereby  the  ampli- 
fier may  be  built  of  wood.  A  further  object  of 
this  invention  is  to  provide  a  wall  of  the  character 
described  which  has  its  greatest  amplitude  of 
vibration  adjacent  the  mouth  of  the  horn. 

Figure  1  is  a  front  elevation  of  a  phonograph 
cabinet  with  a  portion  in  section  showing  the 
amplifier;  Fig.  2  is  an  enlarged  section  taken  on 
the  line  2 — 2  of  Fig.  1  showing  the  amplifier: 
Fig.  3  a  perspective  view  of  the  sounding  board. 

LESLEY'S 
PATCHING  VARNISH 

dries  in  10  seconds,  flows  without  showing  the 
lap.  With  it  damaged  varnish  can  be  repaired  in- 
visibly and  permanently.  Complete  Repair  Out- 
fit, $3.50;  1  quart,  $1.90;  1  pint,  $1.00. 

LESLEY'S  CHEMICAL  CO.,  MFR. 

10  So.  New  Jersey  Street,  Indianapolis,  Ind. 
DISTRIBUTORS: 

MOONET-MPEILEE-WARD  CO.  Indianapolis,  Ind. 

BALDWIN-MILLER   CO.  Indianapolis,  Ind. 

SONOBA  DISTRIBUTING  CO.  Dallas,  Texas 

LANSING   SALES  CO.  Boston  11,  Mass. 


182 


THE    TALKING    MACHINE  WORLD 


January  15,  1921 


^RECORD  BULLETINS/^ 


February,  1921 


VICTOR  TALKING  MACHINE  CO. 

POPULAR  SONGS 

18712  Oh  Gee!   Say  Gee!  You  Ought  to  See  My  Gee 

Gee  From  the  Fiji  Isle  Billy  Murray 

My  Home  Town  Is  a  One-Horse  Town, 

Roberts  and  Harmonizers  Quartet 
18710  Broadway  Rose, 

Henry  Burr  and  Peerless  Quartet 

Mother's   Lullaby  Sterling  Trio 

18705  When  You're  Gone  I  Won't  Forget, 

Peerless  Quartet 

There's  a  Vacant  Chair  at  Home,  Sweet  Home, 

Charles  Harrison 

18709  I'm  a  Lonesome  Little  Raindroo .  .Victor  Roberts 
For  Every  Bov  Who's  on  the  Level, 

Roberts  and  Harmonizers  Quartet 
DANCE  RECORDS 
35704  Tust  Snap  Your  Fingers  at  Care — Darling — Med- 
ley Fox-trot. Paul  Whiteman  and  his  Orchestra 
Caresses — Medley  Fox-trot, 

Paul  Whiteman  and  his  Orchestra 
18716  My  Isle  of  Golden  Dreams — Waltz. 

Blue  and  White  Marimba  Band 
Let  the  Rest  of  the  World  Go  By— Waltz, 

Ferera-Franchini 
18715  If  You  Could  Care— Medley  Waltz, 

Joseph  C.  Smith's  Orchestra 
Happv — One-step.  .  .Joseph  C.   Smith's  Orchestra 
18714  Tip  ton — Medlev  Fox-trot.  .  Six  Brown  Brothers 
If  a  Wish  Could  Make  It  So— Medley  Fox-trot, 
Six  Brown  Brothers 

18713  12th  Street  Rag— Fox-trot  All  Star  Trio 

Dotty  Dimoles — One-step  All  Star  Trio 

VOCAL  RECORDS 
45214  Deep  in  Your  Eyes  (from  "The  Half  Moon"), 

Lucy  Marsh 

Once  Upon  a  Time  .(from  "The  Magic  Melody"). 

Lambert  Murphy 
18711 -Uncle  Josh  in  a  Cafeteria — Rural  Comedy, 

Cal  Stewart 

LTncIe  Tosh  and  the  Honev  B-es  Cal  Stewart 

RED  SEAL  RECORDS 
Enrico  Caruso,  Tenor 

87321  A  Dream   Cory-Bartlett 

Alfred  Cortot,  Pianist 

74659  The  Fountain  (Jeux  d'Eau)  -  Ravel 

Mischa  Elman,  Violinist 
(Piano  accompaniment,  Josef  Bonime) 
64903  Passepied  (From  the  Opera  "Le  Roi  s'amuse"), 

Delibes-Elman 
Geraldine  Farrar,  Soprano, — In  French 

87322  Si  J'etais  Jardinier   (Were  I  Gard'ner), 

Chaminade 

Mabel  Garrison,  Soprano 

64920  Come,  Ye- Disconsolate  Moore-Webbe 

Jascha  Heifetz,  Violinist 
(Piano  accompaniment,  Andre  Benoist) 

64917  Sicilienne  and  Ri'gaudon  .  Francoeur-Kreisler 

Fritz  Kreisler,  Violinist 

64924  Love  Nest  (from  "Mary")  Louis  A.  Hirsch 

John  McCormack,  Tenor 

64925  'Tis  an  Irish  Girl  I  Love  and  She's  Just  Like 

You   Brennan-Dubin-Ball 

Philadelphia  Orchestra 

74661  Eighth  Symphony,  in  F  Major — Allegretto  Scher- 

zando   Beethoven 

Sergei  Rachmaninoff,  Pianist 

64921  Spinning  Song  (Songs  Without  Words'), 

Mendelssohn 

FIRST  RECORDS  BY  SOTHERN  AND  MARLOWE 
E.  H.  Sothern  and  Julia  Marlowe 

74662  Romeo  and  Juliet — Balcony  Scene,   Part  1. 

Shakespeare 

74663  Romeo  and  Juliet — Balcony  Scene,  Part  2, 

Shakespeare 
Renato  Zenellt,  Baritone — In  Italian 
64923  O  Primavera  (Spring  Time) .  .  . Bonnetti-Tirindelli 


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79456 


49900 
A3326 


A6172 


A6173 


A6174 


49820 
49766 


A3331 
A3339 
A3338 
A3336 

A3330 

A3335 
A3337 


COLUMBIA  GRAPHOPHONE  CO. 

SYMPHONY  RECORDS 
Zapateado   (Spanish  Dance)  (Sarasate), 

Kerekjarto 

Romanza   Andaluza    (Sarasate)  Kerekjarto 

Tales  of  Hoffmann — Doll  Song  Lucy  Gates 

A   Geisha's   Life  Lucy  Gates 

Scheherazade    (First  Movement), 

Cincinnati  Symphony  Orchestra 
Scheherazade    (Third  Movement), 

Cincinnati  Symphony  Orchestra 
Carnevale  Di  Venezia  (Carnival  of  Venice), 

Florence  Macbeth 
Linda  Di  Chamounix.    O,  luce  di  quest  'anima 
(Guiding  star  of  love) ....  Florence  Macbeth 
Fantaisie  Impromptu    (Chopin) . -Josef  Hofmann 
The  Rustling  of  the  Woods  (Liszt), 

Josef  Hofmann 

Nocturne  in  E  Flat  (Chopin)  Pablo  Casals 

Lucia  Di  Lammermoor.    Yerranno  a  te  sull'  aure 
(When  Twilight   Shadows  Lower), 

Maria  Barrientos-Charles  Hackett 
Anchors  Aweigh  .  . .  .  LI.  S.  Naval  Academy  Band 
March  of  the  Middies, 

U.  S.  Naval  Academy  Band 
Eve  Cost  Adam  Just  One  Bone.. Bert  Williams 
You'll  Never  Need  a  Doctor  No  More, 

Bert  Williams 

At  the  Circus — Laughing  song.  .  .Weston- Young 
Laugh  With  Me — Laughing  Song.  .Weston-Young 

POPULAR  HITS 
I've  Got  the  Blues  for  My  Kentucky  Home — 
From  "Ziegfeld  Follies  of  1920," 

Van  and  Schenck 
Marimba — From   "Ziegfeld   Follies  of  1920," 

Van  and  Schenck 
DANCE  RECORDS 
You're    Just    Like    a  Rose — Fox-trot.      Intro. : 
"Hello,  Imagination," 

Prince's  Dance  Orchestra 
Dolly,  I  Love  You — Fox-trot.     Intro:  "You're 
the  Only   Girl  That   Made   Me  Cry," 

The  Happy  Six 

Nightingale — Fox-trot.     Intro.:  "Drifting  Along 

on  a  Blue  Lagoon"  Hickman  Trio 

Sweet  Little  Stranger — Fox-trot.    Intro.:  "When 
the   Right   Little    Girl    Comes  Along" — From 

"Jim  Jam  Jems"  Hickman  Trio 

Just    Snap    Your    Fingers    at    Care — Fox-trot 
— From  "Greenwich  Village  Follies  of  1920," 
.  .Columbia  Saxophone  Sextet 


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A6175 

£4624 

A3328 

A3332 

A3333 
A3329 

A3334 
A3327 


Orchestra 
Orchestra 


Oh,  My  Goodness ! — Fox-trot, 

Columbia  Saxophone  Sextet 
Beautiful   Annabell  Lee — Waltz.     Intro.:   "if  a 
.baby    Would    Never    Grow    Older,"  "Sweet 
Luaaby,  Come  Back  to  Me," 

Prince's  Dance  Orchestra 
Pussy   Willow  Waltzes — Waltz, 

Prince's  Dance  Orchestra 
NOVELTY  RECORD 
Spring   Flowers — Waltz, 

Royal   Serbian  Tambouritza 
Quiet  Night — Waltz, 

Koyal    Seroian  Tambouritza 
THE  MID-MONTH  RECORDS 
I'm  a  Jazz  Vampire.  .Marion  Harris,  Comedienne 
Never  Let  i\o  One  Man  Worry  Your  Mind, 

Marion  Harris,  Comedienne 

Margie   Frank  Crumit 

I'm  a  Lonesome  Little  Rain  Drop — From  "Green- 
wich ,  Village  Follies  of  1920".. Frank  Crumit 

Broadway  Rose   Peerless  Quartet 

Mother's  Lullaby   Sterling  Trio 

Tired  of  Me — Fox-trot.  ..  .Ted  Lewis  Jazz  Band 
That  Riga-Liga-Lee — Fox-trot, 

Ted  Lewis  Jazz  Band 
Darling — Fox-trot.     Intro.:   "Love  Flower," 

Art  Hickman's  Orchestra 
Missy — Fox-trot.     Intro.:  "Damboola," 

Art  Hickman's  Orchestra 
Silver  Threads  Among  the  Gold.  .  .  .Oscar  Seagle 
Love's  Old  Sweet  Song  Oscar  Seagie 


AEOLIAN  CO. 


OPERATIC  SELECTIONS  (IN  ITALIAN) 
52001 — La  Traviata — Ah   Fors'    e   Lui    (The   Une  of 
Whom    1    Dreamed)    (Verdi) — Soprano,  orch. 

accomp   Evelyn  Scotney 

52002  Otello — Credo   (lago's  Creed)   (Verdi) — Baritone, 
Vocahon  Orch.  accomp. ...... .Giacomo  Kimini 

30115  Vespn      Siciliani — .Bolero      (Verdi)  —  Soprano, 

Vocalion   Orch.   accomp  Rosa  Kaisa 

STANDARD  SELECTIONS 
24012  Le    Cygne    (The,    Swan)     (Saint-Saens) — 'Cello, 

piano  accomp  Maurice  Dambois 

24012  Salut  d'  Amour  (Elgar) — 'Cello,  Vocalion  Orth. 

accomp  Maurice  Dambois 

HAWAIIAN  SELECTIONS 
A- 14129  Aloha  Oe — Farewell  to  Thee  (Liiliukalani), 

Ferera-Franchini. 

Hula  Hula  (1  raditional)  Ferera-Franchini 

POPULAR  SELECTIONS 
A-14130  Rockabye  Lullaby  (Donaldson) — Orch.  accomp., 

Charles  Harrison 
The    Old-Fashioned    Garden    (Cole    Porter) — 

Orch.  accomp  Arthur  Burns 

A14131  I've  Got  the  Blues  for  My  Old  Kentucky  Home 
(C.  Gaskill) — Orch.  accomp., 

Harmonizers'  Quartet 
Lindy    (Berlin) — Orch.  accomp., 

Harmonizers'  Quartet 
A-14132  Palesteena   (Conrad-Robinson; — Orch.  accomp., 

Billy  Jones 
Margie  (Conrad-Robinson) — Orch.  accomp., 

Billy  Jones 

A-14133  Beautiful    Annabel    Lee    (Schlinger-Meyers)  — 

Orch.  accomp  Charles  Hart-Elliot  Shaw 

Broadway    Rose    (West-Fried-Spencer) — Orch. 

accomp  Elliot  Shaw 

A-14134  Sweet  Mama,  Your  Papa's  Getting  Mad  (Rose- 
Little- Frost) — Orch.  accomp.  .  .Aileen  Stanley 
It's    All     Over     Now     (Al.     Von     Tilzer) — 

Orch.  accomp   Aileen  Stanley 

A-14135  Home      Again      Blues      (Berlin-Akst) — Orch. 

accomp  Ernest  Hare 

Pekin  ( Brand- Wa.sh) — Orch.  accomp., 

Ernest  Hare 

DANCE  SELECTIONS 
A-14136  Dolly  (Wadsworth) — .box-trot, 

All  Star  Trio  (Arden-Green- Wadsworth) 
Fitter  Patter   (Intro.   "1   Saved  a  Waltz  for 
You,"  from  "Fitter  Patter")  (Fnedlander)  — 

Waltz  Harry  A.  Yerkes'  Dance  Orch. 

A-14137  Margie  (Intro.  "You  Oughta  See  My  Baby") 
(Conrad-Robinson) — Fox-trot, 

Al  Jockers'   Dance  Orch. 
Parisiola   (Abner  Silver) — Fox-trot, 

Harry  A.  Yerkes'  Dance  Orch. 
A-14138  Caresses  (Monaco) — Fox-trot .  .The  Melody  Men 
Broadway  Blues  (Carly  Morgan) — Fox-trot, 

The  Melody  Men 

A-14139  Nightingale  (Intro.  "Drifting  Along")  (Rose- 
Magine- Goldberg) — Fox-trot, 

Harry  A.  Yerkes'  Dance  Orch. 
Snap   Your  Fingers  at  Care  (Intro.  "The  Love 
Flower")    (Louis  Silvers) — .box-trot, 

Harry  A.  Yerkes'  Dance  Orch. 


EDISON  RECREATIONS 


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111 


82201  Di'  to  sefedele   (Declare,   If  to  Meet  Storm  or 

Calm    I  Am    Fated)  — Un   Ballo    in  Maschera 
(Verdi).    Tenor,  in  Italian, 

Giovanni  Zenatcllo  and  boston  National  Grand 
Opera  Chorus. 
Fuggiam  g.i  ardori   (Ah!  Fly  With  Me) — Aida 
(Verdi).     Soprano  and  tenor,  in  Italian, 

Marie  Rappo.d-Giovanni  Zenatello 

82202  Barcarolle,   Op.    10    (Rachmaninoff) — Piano, 

Sergei  Rachmaninoff 
Yalse  in  A  Flat,  Op.  64,  No.  3  (Chopin) — Piano, 

Sergei  Rachmaninoff 

82203  Chanson     Bachique     (Drinking     Song) — Hamlet 

(Thomas).    Baritone,  in  French.  .  .Torcom  Bezazian 
Del  tempio  al  limitar  (At  the  Threshold  of  the 
Temple) — I  Pescatori  di  Perle  (Bizet).  Tenor 
and  bass-baritone,   in  Italian, 

Guido  Ciccolini-Arthur  Middleton 

82204  Hush,  Little  Baby,   Don't  You  Cry   (Belasco)  — 

Soprano ....  Frieda  Hempel  and  Lyric  Male  Quartet 
On  the  Road  to  Mandalay  (Speaks) — Bass, 

Henri  Scott 

80579  Over  the  Waves  Waltz   (Rosas)  .".Peerless  Orchestra 
Scented    Violets    (Reynard).."  Peerless  Orchestra 

80580  Broken   Melody    (Van  Biene)— Violoncello, 

Lauri  Kennedy 
Kol    Nidrei — Part    I    (Bruch) — 'Violoncello, 

Lauri  Kennedy 

80581  What  a  Friend  We  Have  in  Jesus  (Converse)  — 

Mixed    Voices   Metropolitan  Quartet 

Yield     Not  "  to". Temptation     (Palmer) — Mixed 
Voices^.  .     .-.  .-.>.- .  .  .   Metropolitan  Quartet 


50411  Daddy  and  the  Boy  (Harbour) — Bed-time  story, 

Edna  Bailey 

Little  Boy  and  His  Mother  at  the  Circus — Reci- 
tation   Edna  Bailey 

50691  Silver  Star   (Johnson) — Soprano  and  tenor, 

Gladys  Rice-George  Wilton  Ballard 
That    Dreamy,    Dreamy    Lullaby  (Mills-Wynne- 
Scott) — Tenor   Vernon  Dalhart 

50692  Connaught  Man — Medley  of  Jigs,  accordion, 

John  J.  Kimmel 

Medley  of  Scotch  Airs — Banjo  Fred  J.  Bacon 

50693  Wedding  of  the  Rose — Intermezzo  (Jessel), 

Conway's  Band 
American    Legion   March  (Vandersloot), 

Conway's  Band 

50694  Four  Jacks  March   (Losch) — Accordion ...  P.  Frosini 
Ring  and  the  Rose  (Swiss  Love  Song)  (Berger) 

— Harp-zither   Kitty  Berger 

EDISON  AMBEROL  RECORDS 


29068 

29069 

4166 

4167 
4168 

4169 
4170 

4171 

4172 

4173 
4174 

4175 

4176 

4177 

4178 

4179 

4180 
4181 
4182 

4183 

4184 

27194 
27195 

11711 
11712 


Lass 


ROYAL  PURPLE  RECORDS 
o'    Mine    (Turner-Maley) — Bass-baritone. 

Arthur  Middleton 

Long,  Long  Ago   (Bayly) — Soprano.  .Frieda  Hempel 

REGULAR  LIST 
Feather  Your  Nest — Fox-trot  (Kendis-Brockman- 

Johnson)  for  dancing. . .  Lenzberg*s  Riverside  Orch. 
Four  Jacks  March   (Losch) — Accordion.  .  .P.  Frosini 
There's  a  Vacant  Chair  at  Home,  Sweet  Home 
(When  the  World  Goes  Back  on  You)  (Han- 
ley) — Soprano   Margaret  A.  Freer 

Dinnie  Donohue,  On  Prohibition — Irish  monolog, 

William  Cahill 
Love's  a  Magic  Spell,  and  Snyder,  Does  Your 
Mother  Know  You're  Out?  with  yodels, 

George  P.  Watson 
W'hispering — Fox-trot  (Schonberger)  for  dancing, 

Green  Bros.'  Novelty  Band 
Change    Your   Name,    Malinda    Lee  (Bernard), 

Al  Bernard  and  Ernest  Hare 
Observing  Visitor  March  (Conway) .. Conway's  Band 
Japanese      Sandman — Fox-trot      (Whiting)  for 

dancing    Max  Fells'  Delia  Robbia  Orchestra 

Aloha  Oc — Paraphrase  (Lilliukalani-Sodero), 

Sodero's  Band 
Our  Little  Love  Affair — Fifty-fifty  (Swanstrom) 
— Soprano  and  tenor, 

Betsy  Lane  Shepherd-Lewis  James 
Mother  Machree   (Olcott-Ball) — Tenor. 

Albert  Lindquest 
Whispering   (Schonberger) — Male  voices. 

Crescent  Trio 

Sunrise  and  You  (Penn): — Baritone, 

Herbert  C.  Tiley,  Jr. 

Napoli  (Cobey)   Imperial  Marimba  Band 

Broadway   Blues    (Morgan)  Al  Bernard 

Avalon — Fox-trot    (Jolson-Rose)    for  dancing. 

Harry  Raderman's  Jazz  Orchestra 
My  Home  Town  Is  a  One-Horse  Town  (But  It's 
Big  Enough   For  Me)    (Silver) — Tenor. 

Tim  Doherty 

O'ld  Pal  (Why  Don't  You  Answer  Me?)  (Jerome) 

— Tenor    Lewis  James 

FRENCH  RECORDS 
Ce  n'est  pas  vrai   ('Tis  Not  True)    (Mattei) — ■ 

Baritone    Torcom  Bezazian 

La  Chanson   De  Martha   (Chiron) — Baritone. 

Torcom  Bezazian 

FINNISH  RECORDS 
O   Hellas  barn    (Child   of   Finland)    (Pacius)  — 

Tenor   ,  Juho  Koskelo 

Savolaisen    laulu    (Song    of    Savo)     (Collan)  — 

Tenor   Juho  Koskelo 


PATHE  FRERES  PHONOGRAPH  CO. 

"POP"  SUPPLEMENT  NO.  41 
POPULAR  VOCAL 

22479  Little    Crumbs    of    Happiness    (Brennan-Ball)  — 

Tenor    Lewis  James  10 

When  the  Autumn  Leaves  Begin  to  Fall  (Flee- 
son-Von  Tilzer)— Tenor   Lewis  James  10 

22480  My  Budding  Rose  (Gilbert-Cooper) — Baritone, 

Ernest  Hare  10 

Lindv  (Berlin) — Male  quartet.  .The  Harmonizers  10 

22481  Mandalay   (Where  the  Moonbeams  Play)  (Flee- 

son-Yon  Tilzer) — Tenor  and  baritone, 

Charles  Hart-Elliott  Shaw  10 
Colleen   (Smith-Snyder) — Male  quartet, 

Shannon  Four  10 

22482  Rose   (Sizemore-Magine-Biese) — Tenorv 

Billy  Jones  10 
Deep  in  Your  Eyes   (From   "The  Half  Moon") 
(La   Baron-Jacobi) — Baritone  Elliott   Shaw  10 

22483  Now  I  Lay  Me  Down  to  Sleep  (Mitchell-Meyer) 

— Male  trio   Crescent  Trio  10 

Baby  Dreams  (From  "Jimmie")  (Harback-Ham- 
merstein-Stothart) — Soprano   Gladys  Rice  10 

22484  That  Talla-Hassee  Lassie  of  Mine  (Jones- White) 

— Comedienne   Aileen  Stanley  10 

Why  Don't  You?    (From   "Afgar")  (McCarthy- 
Tierney) — Baritone   Ernest  Hare  10 

20480  Lonely  Blues  (Friend) — Comedienne.  -Jane  Green  10 
Wild   Romantic   Blues    (Bryan-Schwartz) — Come- 
dienne   Jane  Green  10 

HAWAIIAN 

22473  My  Land  of  Memory   (Behr) — Hawaiian  guitars 

and  xylophone.  .George  Green-Ferera-Franchini  10 
Hawaiian    Paradise    (Moreneiko) — Hawaiian  gui- 
tars and  xylophone), 

George  Green-Ferera-Franchini  10 
DANCE 

20481  Won't  You  Come  Along?  (Conrad)— Waltz, 

Joseph  Samuels'  Dance  Orchestra  10 
Sunbeams    (Hussar) — Fox-trot, 

Ernest  Hussar  and  His  Orchestra  10 

22485  Brazil  ( F.ils-Sherman)— Fox-trot, 

Delia  Robbia  Orchestra  (Max  Fells,  Director)  10 
Goodbye    (From   "Lady    Billy")    (Levey) — Fox- 
trot.    Intro.:    '"The    Matchless    English  Lan- 
guage," 

Delia  Robbia  Orchestra  (Max  Fells,  Director)  10 

20482  Coral    Sea    (Zany-Brown) — Fox-trot, 

Duane  Sawyer  and  His  Novelty  Orchestra  10 
Hop,  Skip  and  Jump  (Dyson) — Fox-trot, 

Duane  Sawyer  and  His  Novelty  Orchestra-  10 

22486  Hula   Blues    (Cunha-Noble)— Fox-trot, 

Green  Brothers'  Novelty  Band  10 
Just  Snap  Your  Fingers  at  Care  (From  "Green- 
wich   Village    Follies    of    1920")     (Silvers) — 
Fox-trot.      Intro. :    "Love  Flower," 

Van  Eps-Banta  Trio  10 


January  15,  1921 


THE   TALKING   MACHINE  WORLD 


183 


ADVANCE  RECORD  BULLETINS  FOR  FEBRUARY— (Continued  from  page  182) 


22AS7  I  Love  to  Fox-trot  (From  "Honey  Girl")  (Von 
Tilzer) — Fox-trot, 

Waldorf-Astoria     Dance     Orchestra  (Joseph 

Knecht,   Director)    10 

Granada    (McKiernan-Spencer) — Fox -trot, 

Green  Brothers'  Novelty  Band  10 
40215  Rosie  (Make  It  Rosy  for  Me)  (Clarke-Merkur) 

— Fox-trot  Joseph  Samuels'  Music  Masters  12 

No  Wonder  Fm  Blue  (Ahlert) — One-step, 

Toseph  Samuels'  Music  Masters  12 
REGULAR  PAT HE  FEBRUARY  LIST 
OPERATIC  AND  OTHER  VOCAL  RECORDS 

54061  I    Pagliacci    (Leoncavallo)     "Prologue" — Basso, 

in  Italian   Adamo  Didur  12 

54062  Welcome  Love  (O  ben  tomato,  Amore)  (Roxas) 

— Soprano,  in  Italian  Claudia  Muzio  12 

54063  My  Old  Kentucky  Home  (Foster) — Soprano, 

Yvonne  Gall  12 

25048  La   Jolie    Fille    de    Perth    (Bizet)    "When  the 

Flame  of  Love" — Baritone  Percy  Heraus  10 

On   the   Road   to    Mandalay    (Kipling-Speaks)  — 

Baritone   Percy  Hemus  10 

STANDARD  SONGS  SUNG  IN  ENGLISH 
22459 — Bedouin  Love  Song  (Pinsuti) — Basso, 

Wilfred  Glenn  10 
Dreams    (Porteous-Strelezki) — Basso, 

Wilfred  Glenn  10 

22460  My   Hero    (from    "Chocolate   Soldier"  (Stange- 

Straus) — Soprano   Llora  Hoffman  10 

Cherie    (Come   to    Me)     (Alexander-Edwards) — ■ 
Soprano   Llora  Hoffman  10 

25049  I'll  Sing  Thee  Songs  of  Araby   (Wills-Clay)  — 

Baritone   Wells  Clary  10 

Invictus   (Henley-Huhn) — Baritone.  .Wells  Clary  10 
GOSPEL  HYMNS  SUNG  AS  QUARTETS 

22461  Almost    Persuaded    and    All    Hail    the  Power 

(Coronation) — Organ  accomp., 

Lyric  Male  Quartet  10 
Whiter  Than  Snow  and  Only  a  Step  to  Jesus — 

Organ  accomp  Cathedral  Quartet  10 

27034  Two  Hungarian  Dances  (Brahms)  as  danced  by 

Lada  Nahan  Franko  and  Orchestra  10 

Two  Indian  Dances,  No.  1  "Deer  Dance,"  No.  2 
"War  Dance"  (Skilton),  as  danced  by  Lada, 

Nahan  Franko  and  Orchestra  10 
27033  Blue  Danube  (Strauss)  as  danced  by  Lada, 

Nahan  Franko  and  Orchestra  10 
Sweet,  Sweet  Lady  (Stanton-Spross),  as  dainced 
by  Lada.     (Lewis  James,  Tenor), 

Nahan  Franko  and  Orchestra  10 
NEW  INSTRUMENTAL  RECORDS 
20477  Sweet  and  Low  (Barnby) — Cornets  and  trombones, 

Jules  Levy,  Jr.'s,  Brass  Quartet  10 
When  You  and  I  Were  Young,  Maggie  (Butter- 
field) — Cornets  and  trombones, 

Jules  Levy,  Jr.'s,  Brass  Quartet  10 
59087  Prelude  in  G  Minor,  Op.  23   (Rachmaninoff)  — 

Piano  solo   Joseph  Lhevinne  12 

Trepak,  Op.  72  (Tschaikowsky) — Piano  solo, 

Joseph  Lhevinne  12 


4655 


4656 


465/ 


4658 


9102 


9105 


4654 


9103 


9104 


4652 


prano,  contralto,  bass. 
Battle  Hymn  of  the  Republic  (Howe) — Quartet: 

Tenor,  soprano,  contralto,  bass. 
Broadway    Rose    Medley    (Fried-Spencer) — Fox- 
trot.    Intro.:  Gingham  Girl. 

Joe  Coleman's  President  Orchestra 
Caresses    Medley,    (Monaco) — Fox -trot.  Intro.: 

Kentucky  Joe  Coleman's  President  Orchestra 

Margie      (Conrad-Robinson) — Baritone.  Orch. 

accomp  Ernest  Hare 

All  She'd  Say  Was  Umh-hum  (Zany-MacEmery- 

Van-Schenck) — Baritone.     Orch.  accomp. 

Ernest  Hare 
Grieving  For  You  Medley  (Gibson-Ribond-Gold) 

— Fox-trot.     Intro.:   Mammy's  Apron  Strings. 

Green  Bros.'  Novelty  Band 
Darling   (Schonberg) — Fox-trot. 

Green  Bros.'  Novelty  Band 
Margie      (Conrad-Robinson) — Fox-trot.  Intro.: 

June    Vernon  Trio 

Nightingale      (Coburn-Rose) — Fox-trot.  Intro.: 

Drifting  Along    Vernon  Trio 

Beautiful    Annabell    Lee    (Mehlinger-Meyers)  — 

Tenor-baritone  duet   Mason-Ring 

Don't   You   Remember   the  Time?    (Williams)  — 

Tenor-baritonei  duet.  Orch.  accomp. ..  .Mason-Ring 
Carry   Me   Back   to   Old   Virginny — Vocal  trio. 

Orch.   accomp  Knickerbocker  Trio 

Darling  Nellie  Gray — Vocal  trio.    Orch.  accomp. 

Knickerbocker  Trio 
Onward,    Christian  Soldiers — Baritone.  Orch. 

accomp   Royal  Dadmun 

The     Holy     City     (Adams) — Baritone.  Orch. 

accomp   Royal  Dadmun 

William  Tell   Overture    (Rossini) — Part   I  "At 

Dawn"    His  Majesty's  Scots  Guards  Band 

William  Tell  Overture   (Rossini)— Part  II  "The 

Storm"   His  Majesty's  Scots  Guards  Band 

William  Tell  Overture  (Rossini)— Part  III  "The 

Calm"    His  Majesty's  Scots  Guards  Band 

William     Tell     Overture     (Rossini)— Part  IV 

"Finale"  ......  His  Majesty's  Scots  Guards  Band 

Feather   Your   Nest  (Kendis-Brockman-Johnson) 

— Tenor.     Orch.  accomp  Billy  De  Rex 

Nobody     to     Love     (Kahn-Mehlinger-Meyers)  — 

Tenor.     Orch.  acoomp   Billy  Jones 


PARAMOUNT  RECORDS 


4651 


9098 


9099 


9100 


2511 


2512 


2513 


GENNETT  LATERAL  RECORDS 

Change  Your  Name,  Malinda  Lee   (Bernard)  — 
Tenor  and  baritone  duet.  Orch.  accomp. 

Al  Bernard-Ernest  Hare 
See   Old    Man    Moon    Smile    (Bernard) — Tenor 
and  baritone  duet.     Orch.  accomp. 

Al  Bernard-Ernest  Hare 
The  Bullfighters  March  (Kotann) 

His  Majesty's  Irish  Guards  Band 

Spearmint  March. 

1st  Infantry  Regiment  Band  of  Belgium 
Thousand  Kisses  Waltz  (Joyce) 

The  Blue  Bohemian  Orchestra 
Forever  Waltz  (Waldteufel) 

The  Blue  Bohemian  Orchestra 
I'll  Sing  Thee   Songs  of  Araby   (Clay) — Tenor. 

Orch.   accomp  Wilfred  Clayton 

Take   a    Pair   of    Sparkling    Eyes    (Sullivan)  — 

Tenor.     Orch.  accomp  Wilfred  Clayton 

La  Donna  e  Mobile  (Woman  Is  Fickle)  (Verdi) 
— Tenor  from  Rigoletto.  Italian. 

Signor  Angelo  Roselli 
Vesti  la  Guibba   (On  With  the  Play)  (Leonca- 
vallo).    Tenor  from  Pagliacci.  Italian. 

Signor  Angelo  Roselli 
Peace,  Perfect  Peace — Quartet:  Tenor,  soprano, 

contralto,  bass. 
Come  Unto  Me — Quartet:  Tenor,  soprano,  con- 
tralto,* bass. 

The  Sinner  and  the  Song — Quartet:  Tenor,  so- 


50038 
33073 


20037 
20039 

20041 
33074 
33075 
20040 


INSTRUMENTAL 
American  Aviation  March.  .. Creatore  and  His  Band 

Stars  and  Stripes  March  Creatore  and  His  Band 

Oh,  That  We  Two  Were  Maying — Violin,  'cello 

and  piano   Hackel-Berge  Trio 

The  Old  Refrain — Violin,  'cello  and  piano, 

Hackel-Berge  Trio 

DANCE  SELECTIONS 

Margie — Fox-trot  Frisco  Syncopaters 

Twelfth  Street  Rag — Fox-trot  Palace  Trio 

Rose — Fox-trot  Palace  Trio 

Old  Pal,  Why  Don't  You  Answer  Me? — Waltz, 

Frisco  Syncopaters 

Hula    Blues — Fox-trot  Vernon  Trio 

Beautiful    Faces — Medley   fox-trot;    intro.  Rock- 

a-bye  Lullaby  Mammy  Frisco  Syncopaters 

VOCAL  SELECTIONS 
Roll  On,   Silver  Moon — Yodel  song,   with  orch. 

accomp  Frank  Camplain 

Sleep,  Baby,  Sleep — Yodel  song,  with  orch.  accomp. 

Frank  Camplain 
The  Low-Back'd  Car — Tenor  solo,  orch.  accomp., 

John  Burke 

Molly  Brannigan — Tenor    solo,    orch.  accomp., 

John  Burke 

My   Home   Town    Is    a    One-Horse    Town — So- 
prano solo,   orch.  accomp  Aileen  Stanley 

Broadway   Rose — Tenor  solo,    orch.  accomp., 

Charles  Harrison 


CARDINAL  PHONOGRAPH  CO. 


FIRST  RELEASE 
2001  Palesteena — Comedy    Song.  Orch 


accomp., 

Fred  Whitehouse 
Comedy  Song. 


She  Gives  Them  All  the  Ha!  Ha 
Orch.  accomp., 

Fred  Whitehouse,  assisted  by  Lew  Brown 
2002  Broadway  Rose — Tenor  solo.    Orch.  accomp., 

Charles  Hart 
I've  Got  the  Blues  for  My  Old  Kentucky  Home — 
Ballad.     Orch.  accomp  Helen  Bell  Rush 


2003  My  Home  Town  Is  a  One-Horse  Town — Comedy 

quartet.     Orch.  accomp  The  Harmonizers 

Don't  Take  Away  Those  Blues — Tenor  solo. 
Orch.   accomp  Ernest  Hare 

2004  Down  the  Trail  to   Home,   Sweet  Home — Duet. 

Orch.  accomp  Hart-Shaw 

I'd  Love  to  Fall  Asleep  and  Wake  Up  in  My 
Mammy's  Arms — Tenor  solo.     Orch.  accomp., 

Charles  Hart 

2005  Margie — Harmony  Trio.    Orch.  accomp., 

The  Crescent  Trio 
Old  Pal,  Why  Don't  You  Answer  Me? — Baritone 
solo.     Orch.  accomp  Elliot  Shaw 

2006  Onward,  Christian  Soldiers — Sacred  hymn.  Orch. 

accomp  Gotham  Quartet 

Nearer,  My  God,  to  Thee — Sacred  hymn.  Orch. 
Accomp   Gotham  Quartet 

2007  Japanese  Sandman — Fox-trot, 

Raderman's  Dance  Orchestra 
Whispering — Fox-trot ...  Raderman's  Dance  Orchestra 

2008  Grieving   for   You — Fox-trot, 

Ben   Selvin's  Dance  Orchestra 
Feather  Your  Nest — Fox-trot, 

Ben   Selvin's   Dance  Orchestra 

2009  Caresses — Fox-trot  Greene's  Novelty  Orchestra 

Hop,  Skip  and  Jump — Fox-trot, 

Greene's  Novelty  Orchestra 

2010  Souvenir — Violin  solo.     Piano  accomp., 

Vera  Barstow 

Berceuse — Violin  solo.    Piano  accomp.. Vera  Barstow 

2011  Sunny  South — Medley  Cardinal  Concert  Band 

Blue  Danube — Waltz  Cardinal  Concert  Band 

2012 — Aloha  Oe — Instrumental  duet  Ferera-Franchini 

Honolulu  Waltz — Instrumental  duet. .  Ferera-Franchini 

EMERSON  PHONOGRAPH  CO. 

DANCE  HITS 
10295  Feather   Your   Nest  (Kendis-Brockman-Johnson) 

— Fox-trot    Plantation  Dance  Orchestra 

Margie   (Conrad-Robinson) — Fox-trot. 

Plantation  Dance  Orchestra 

10303  Grieving    For    You    (Gibson-Ribaud-Gold) — Fox- 

trot   Joseph  Samuels'  Music  Masters 

Just  We  Two  (Walter  Scanlan) — Waltz. 

Green  Bros.'  Novelty  Band 

10304  Caresses  (James  V.  Monaco) — Fox-trot. 

Lanin's  Roseland  Orchestra 
Nightingale  (Vincent  Rose) — Fox-trot. 

Lanin's  Roseland  Orchestra 

10293  June,  I  Love  No  One  But  You  (Hickman-Black) 

— Fox-trot    Orlando's  Society  Orchestra 

Some   One   Cares   (Geo.  J.  Bennett) — Fox-trot. 

Orlando's  Society  Orchestra 

10294  Just  Snap  Your  Fingers  at  Care — Medley.  Intro.: 

"Love    Flowers"     (Louis    Silvers) — Fox-trot. 
Toseph  Knecht's  Waldorf-Astoria  Dance  Orchestra 

Bring  Back  My  Love  Dreams  (Jacques  Grandei) 

— Fox-trot    Sherbo's  Mont  Martre  Orchestra 

10298  Rose  of  My  Heart  (Neil  Moret)— Fox-trot. 

Joseph  Samuels'  Music  Masters 

My  Little  Bimbo  Down  on  the  Bamboo  Isle — 
Medley.  Intro.:  "I  Love  the  Land  of  Old 
Black  Joe"  and  "I  Wish  That  I'd  Been  Born 
in  Borneo"  (Grant  Clarke- Walter  Donaldson) 
— One-step    Plantation  Dance  Orchestra 

10305  Show     Me     How     (Creamer-Layton) — Fox-trot. 

Selvin's  Novelty  Orchestra 
Sweet  Cuban  Love   (Perry-Coots) — Fox-trot. 

Sanford's  Famous  Dance  Orchestra 

10306  Biddy   (J.   S.   Zamecnik)— One-step. 

Merry  Melody  Men 
Zula   Boola    (Motzan-Gillen) — Fox-trot. 

Plantation  Dance  Orchestra 

10307  Midnight       (Sherwood-Banta-Vandersloot) — Fox- 

trot   Merry  Melody  Men 

Hop,  Skip  and  Jump  (Hal  Dyson) — Fox-trot. 

Saxi  Holtsworth  Harmony  Hounds 

10308  In  the  Dusk  (Frank  H.  Grey)— Fox-trot. 

Sherbo's  Mont  Martre  Orchestra 
Korinthia   (J.   C.   Knight) — One-step. 

Joseph  Knecht's  Waldorf-Astoria  Dance  Orchestra 

10309  I  Want  to  Be  Somebody's  Baby  (Smalley-Greer) 

— Fox-trot  ....  Palace  Trio  (Wiedoeft-Perry-Akst) 
That  Cat  Step  (Breau-Henderson) — New  novelty 

dance   Sanford's  Famous  Dance  Orchestra 

SONG  HITS 

10301  Margie    (Davis-Robinson-Conrad) — Novelty  song. 

Orch.  accomp   Eddie  Cantor 

I  Wish  That  I'd  Been  Born  in  Borneo  (Clarke- 
Donaldson) — Comedy    song.      Orch.  accomp. 

Eddie  Cantor 

(Continued  on  page  184) 


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184 


THE   TALKING   MACHINE  WORLD 


January  15,  1921 


ADVANCE  RECORD  BULLETINS  FOR  FEBRUARY— (Continued  from  page  183) 


10292  Palesteena    (Conrad- Robinson).      Comedy  Song, 

Orch.  accomp  Eddie  Cantor 

She  Gives  Them  All  the  Ha!  Ha!  Ha!  (Brown- 
Von  Tilzer).    Comedy  Song,  Orch.  accomp., 

Eddie  Cantor 

10302  Broadway    Rose    (West-Fried-Spencer).  Tenor 

solo,  Orch.  accomp  Irving  Kaufman 

Look!  What  You've  Done  With  Your  Dog-Gone 
Dangerous  Eyes  (Kalmar-Ruby).  Character 
song,  Orch.  accomp  Arthur  Fields 

10299  On  Sweetheart  Shore,  from  musical  production, 

"Hearts    of    Erin"    (Scanlan-Bergh).  Tenor 

solo,  Orch.  accomp  Walter  Scanlan 

Nora,  from  musical  production,  "Hearts  of  Erin" 
(Walter  Scanlan).    Tenor  solo,  Orch.  accomp., 

Walter  Scanlan 

10300  Whispering    (Halvin-John    Schonberger).  Tenor 

solo,  Orch.  accomp  Sam  Ash 

Hold  Me  (Art  Hickman-Ben  Black).  Tenor  solo, 
Orch.   accomp  Irving  Kaufman 

10296  Broadway  Blues  (Swanstrom-Morgan).  "Blues" 

character  song,  piano  accomp  Sissle-Blake 

The  Saint  Louis  Blues  (W.  C.  Handy).  "Blues" 
character  song,  Orch.  accomp  AI.  Bernard 

10297  Old  Pal,  Why  Don't  You  Answer  Me?  (Lewis- 

Young-Jerome).    Tenor  solo,  Orch.  accomp., 

Eugene  Spencer 
Like   We   Used   to    Be  (Robinson-Kortlander). 
Tenor  and  baritone  duet,   Orch.  accomp., 

Charles  Hart-Elliott  Shaw 

10310  Oh  Gee!  Say  Gee!  You  Ought  to  See  My  Gee 

Gee   from  the   Fiji  Isle   (Brown-Von  Tilzer). 

Noveltv  song,  Oreli.  accomp  Arthur  Fields 

All  She'd  Say  Was  Umh-Hum  (Zany-Emery- 
Yan-Schenck).     Comedy  song,  Orch.  accomp., 

Irving  and  Jack  Kaufman 

10311  When   You're  Gone   I   Won't  Forget  (Reid-De- 

Rose).    Male  quartet,  Orch.  accomp. Shannon  Four 
As  We   Live  and  Love  We  Learn  (Robinson- 
Kortlander).    Tenor  solo,  Orch.  accomp., 

Irving  Kaufman 
STANDARD  AND   OPERATIC  SELECTIONS 

10312  Safe    in   the    Arms   of    Jesus    (Doane-Crosby) . 

Tenor  and  baritone  duet,  Orch.  accomp., 

John  Young  and  Fred  Wheeler 
Softly  Now  the  Light  of  Day  (Gottschalk)  .Tenor 
and  baritone  duet,  Orch.  accomp., 

John  Young  and  Fred  Wheeler 

10313  Honolulu  March.     Hawaiian  guitars, 

Ferera  and  Francbini 
Isle  of  Paradise  (Pdfiorito-Earl) .    Hawaiian  gui- 
tars and  xylophone  Hawaiian  Trio 

(Ferera-Franchini-Green) 

10314  Largo  (Handel).  Violin  solo,  saxophone  obbligato, 

piano  accomp  Maximilian  Rose 

Minuet   in   G   (Beethoven).     Violin   solo,  piano 

accomp  Maximilian  Rose 

10230  Evocation,    from   "Robert    Le    Diable"  (Meyer- 
beer).   Bass  solo  in  French,  Orch.  accomp., 

Enzo  Bozano 
Lakme,     O'n     Doux     Regard     Se     Voile,  from 
"Lakme"  (Leo  Delibes).    Bass  solo  in  French, 
Orch.  accomp  Enzo  Bozano 


4242  Bright  Eyes — Fox-trot, 

Harry  Raderman's  Jazz  Orchestra 
Show  Me  How — Fox-trot, 

Rudy  Wiedoeft's  Palace  Trio 
POPULAR  SONG  HITS 

5232  Old  Pal,  Why  Don't  You  Answer  Me  (Bari- 

tone, Orch.  accomp.), 
Ernest  Hare  with  Saxophone  Solo  by  Rudy  Wiedoeft 
It's  All  Over  Now  (Soprano)  Helen  Bell  Rush 

5233  My  Home  Town  Is  a  One  Horse  Town  (Male 

Quartet,   Orch.   accomp.)  The  Uarmonizers 

She  Gives  Them  All  the  Ha,  Ha,  Ha  (Tenor, 
with  Orch.), 

Fred  Whitehouse,  assisted  by  Lew  Brown 

5234  Blue  Jeans   Charles  Harrison 

Country  Kerry  Mary  Charles  Harrison 

5235  Get   Up!   Ernest  Hare 

Oh!  Gee!   Say!   Gee!  Fred  Whitehouse 

STANDARD  SONGS  AND  HYMNS 
6215  Come  Where  My  Love  Lies  Dreaming  (Tenor 

solo  with  String  Orchestra)  Reed  Miller 

Auld   Lang   Syne  Stellar  Quartet 

5904  Onward,    Christian    Soldiers    (Male  Quartet, 

with  Orchestra)  Lyric  Male  Quartet 

Nearer,  My  God,  to  Thee  (Male  Quartet,  with 

Orchestra)   Lyric  Male  Quartet 

POPULAR  INSTRUMENTALS 

4705  Isle  of  Paradise  Ferera  and  Franchini 

Wailana  Waltz   Ferera  and  Franchini 

4807  Light  Cavalry  Overture  Lyric  Military  Band 

On  to  Victory  (Philip  Egner) ..  Lyric  Military  Band 


OKEH  RECORDS 


4213  I'm    a    Lonesome    Little    Rain    Drop  (From 

"Greenwich    Village   Follies   of    1920").  Fox- 
trot Joseph  Samuels'  Jazz  Band 

I'll  Buy  the  Blarney  Castle.  One-step, 

Green  Brothers'  Novelty  -Band 

4214  I  Want  to  Go  to  the  Land  .Where  the  Sweet 

Daddies    Grow    (Intro.    "All   the    Boys  Love 
Mary").    One-step.  ..  .Rudy  Wiedoeft's  Palace  Trio 
Peacock  Walk.  Fox-trot, 

Harry  Raderman's  Jazz  Orchestra 

4216  Why  Did  You  Leave  Me?  Fox-trot, 

Joseph  Knecht's  Waldorf-Astoria  Dance  Orchestra 
Toreadora.  Fox-trot. Harry  Raderman's  Jazz  Orchestra 

4217  If  a   Wish   Could  Make  It  So   (Intro.  "We've 

Got  Something")-  (From  Musical  Play,  "Tickle 
Me").  Fox-trot, 
Joseph  Knecht's  Waldorf-Astoria  Dance  Orchestra 
The   Wedding   Blues"    (From   Musical  Comedy, 
"Pitter  Patter").  Fox-trot, 

Lanin's  Roseland  Orchestra 

4218  Hop,    Skip    and    Jump    (with    incidental  saxo- 

phone by  Nathan  Glantz).  Fox-trot, 

Rega  Dance  Orchestra 
For   Every    Boy    Who's    on    the    Level  (Intro. 
"Good-bye,  When   I   Say  Good-bye  to  You"). 
One-steo  Harry  Raderman's  Jazz  Orchestra 

4219  In  My   Sweet  Little  Alice  Blue  Gown.  (Intro. 

Chorus  of  "To  Be  Worthy")    (From  Musical 
Comedy,  "Irene").  Waltz, 
Joseph  Knecht's  Waldorf-Astoria  Dance  Orchestra 
Pretty  Miss  Virginia.    Waltz. The  All- American  Five 

4220  Zowie.    Fox-trot  Joseph  Samuels'  Jazz  Baud 

Amorita.     Fox-trot.  ..  .Green  Brothers'  Novelty  Band 

4227  Sleepy    Hollow     (Where    I    First    Met  You). 

Waltz   Okeh  Marimba  Band 

The  Hula  Blues.    Fox-trot  Okeh  Marimba  Band 

4226  Colonel  Bogey  March  Conway's  Band 

Battleship    Connecticut    March  Conway's  Band 


LYRIC  RECORDS 


DANCE  RECORDS 

4237  Why    Don't    You    (from    "Afgar") — Fox-trot, 

Selvin's  Novelty  Orchestra 
Marimba — Fox-trot.  .Waldorf-Astoria  Dance  Orchestra 

4238  I  Never  Knew — Fox-trot ..  Selvin's  Novelty  Orchestra 
Now  and  Then — Fox-trot.  .  Selvin's  Novelty  Orchestra 

4239  Hop,    Skip   and  Jump — Fox-trot, 

Green  Bros.  Novelty  Orchestra 
Alabama   Moon — Waltz. 

Green  Bros.  Novelty  Orchestra 

4240  My  Mammy — Fox -trot. ...  Selvin's  Novelty  Orchestra 
Rose — Fox-trot  Rudy  Wiedoeft's  Palace  Trio 

4241  Honey  Dew — Fox-trot, 

"Jos.  Knecht's  Waldorf-Astoria  Dance  Orchestra 
Lotus  Flower — Waltz, 

Jos.  Knecht's  Waldorf-Astoria  Dance  Orchestra 


4148 
4215 
4221 

4222 
4223 

4224 

4225 

4210 

4211 
4212 


I'm   Waiting   for   Ships  That   Never   Come  In. 

Baritone,   orch.    accomp  Elliott  Shaw 

I'm  on  My  Way.    Vocal  quartette,  orch.  accomp., 

Shannon  Four 
Old  Pal  Why  Don't  You  Answer  Me?  Tenor, 

orch.    accomp  Sam  Ash 

I'm  in  Heaven  When  I'm  in  My  Mother's  Arms. 

Tenor,   orch.   accomp  Lewis  James 

What   Cha  Gonna  Do   When  There      Ain't  No 
Jazz.     Singing  comedienne  with   Rega.  Orch., 

Aileen  Stanley 
Look  What  You've  Done  With  Your  Dog-gone 
Dangerous    Eyes.     Singing    comedienne  with 

Rega  Orch  Aileen  Stanley 

All  She'd  Say  Was  "Umh  Hum."    Tenor,  orch.. 

accomp  Billey  Jones-Ed.  Smalle 

Palesteena.    Tenor,  orch.   accomp  Billy  Jones 

Beautiful    Annabell    Lee.     Tenor-baritone,  orch. 

accomp  Hart-Shaw . 

There's  a  Vacant  Chair  at  Home  Sweet  Home. 

Tenor-baritone   duet   with   orch  James-Shaw 

I  Want  to  Know  Where  Tosti  Went  (When  He 
Said  "Good-Bye")   (From  "Broadway  Brevities 

of   1920").    Baritone  with   orch  Ernest  Hare 

My  Home  Town  Is  a  One  Horse  Town.  Tenor 

duet   with  orch  Billy  Jones-Ed.  Smalle 

HAWAIIAN  SELECTIONS 
On   Hilo   Bay.    Hawaiian   guitar  duet, 

Ferera-Franchini 
On    the    Beach    at    Waikiki.    Hawaiian  guitar 

duet  Ferera-Franchini 

DANCE  AND  INSTRUMENTAL 
Darling  (Intro.  "Come  to  the  Moon").  Medley, 

fox-trot  Harry  Raderman's  Jazz  Orchestra 

Just  Snap  Your  Fingers  at  Care  (From  "Green- 
wich   Village   Follies  of   1920").  Fox-trot, 

Lanin's  Roseland  Orchestra 

Margie.    Fox-trot   Rega  Dance  Orchestra 

Coral  Sea.  Fox -trot.  ..  Rudy  Wiedoeft's  Palace  Trio 
Grieving  for  You.  Fox-trot, 

Lanin's  Roseland  Orchestra 
Sweet  Cuban   Love.  Fox-trot, 

Harry  Raderman's  Jazz  Orchestra 


ARTO  RECORDS 


9036 
9037 

9038 

9041 

9042 

9039 

9040 
9043 

9044 
3053 


DANCE  RECORDS 

Beautiful  Faces  Need  Beautiful  Clothes.  Intro.: 
"Rock-a-bye  Lul.aby  Mammy."  Medley  Fox- 
trot  Ernie  Cutting's  Melodists 

Rose.     Fox-trot  Ernie  Cutting's  Melodists 

You  Oughta  See  My  Baby.  Fox-trot.  Choruses 
sung  by  Jack  Landauer  ARTo  Dance  Orchestra 

Just  Snap  Your  Finger  at  Care.  From  "Green- 
wich Village  Follies  of  1920."  Intro.:  "Love 
Flower."     Medley  Fox-trot, 

Selvin's  Novelty  Orchestra 

I  Never  Knew  I  Could  Love  Anybody  Like  I'm 
Loving  Y'ou.  Fox-trot.  Chorus  sung  by  Bob 
Miller   Society  Symphonic  Orchestra 

Why  Don't  You?  From  "Afgar."  Intro.: 
"Feather  Y'our  Nest."    Medley  Fox-trot, 

Selvin's  Novelty  Orchestra 

Left  All  Alone  Again  Blues.  From  "The  Night 
Boat."  Fox-trot, 

Joseph  Samuel's  Dance  Orchestra 
Bo-La-Bo.      Egyptian  Fox-trot, 

Raderman's  Dance  Orchestra 
Whose  Baby  Are  Y'ou?    From  "The  Night  Boat." 

One-step   Billy  Murray's  Melody  Men 

Dardanella.     Fox -trot  Rudy  Wiedoeft's  Trio 

VOCAL  RECORDS 
Oh  Gee!  Say  Gee!  Y'ou  Ought  to  See  My  Gee 

Gee   Billy  Jones 

Rosie,   Make  It   Rosy  for   Me  Billy  Jones 

My  Mammy  Ernest  Hare 

Bright  Eyes   Arthur  Hall 

Matrimonial  Difficulties.  Darkey  comedy  conver- 
sation  Bd.y  Golden-Billy  Huehes 

I  Want  a  Jazzy  Kiss.  ..  .Arthur  Collins-Byron  Harlan 
Down  Barcelona  Way.  .Arthur  Collins-Byron  Harlan 

Shades  of   Night  /Sterling  Trio 

Tell    Me,    Pretty    Maiden.      From  "Florodora." 

ARTo  Light  Opera  Singers 
In   the   Shade   of  the   Sheltering   Palm.  From 
"Florodora"   Elliot  Shaw 


You  Ought  to  Know 

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departments  devoted  to  Pianos,  Player-Pianos,  Musical  Merchandise  or  Sheet  Music, 
that  you'll  find  news  and  comments  about  them  all  in 


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373  FOURTH  AVENUE 


NEW  YORK 


January  15,  1921 


THE   TALKING   MACHINE  WORLD 


185 


Some  Leading  Jobbers  of  Talking  Machines  in  America 


StandakdTalking  Machine Co 

PlTTSBUBCH 


Where  Dealers  May  Secure 

COLUMBIA 


Product 


Ready,  Full  Stocks,  and  Prompt  Deliveries 
from  Convenient  Shipping  Centers 
all  over  the  United  States. 

Distributors 

Atlanta,  Ga.,  Columbia  Graphophone  Co.,  63  N. 
Pryor  St. 

Baltimore,  Md.,  Columbia  Grapbophone  Co.,  16 
South  Howard  St. 

Boston,  Columbia  Graphophone  Co.,  1000  Wash- 
ington St. 

Buffalo,  N.  Y.,  Columbia  Graphophone  Co.,  737 
Main  St. 

Burlingame,  Cat.,  Columbia  Graphophone  Co.. 
1130  Balboa  Ave. 

Chicago,  111.,  Columbia  Graphophone  Co.,  325  W. 

Jackson  Blvd. 
Cincinnati,  O.,  Columbia  Graphophone  Co.,  317- 

321  East  8th  Street. 
Cleveland,  O.,  Columbia  Grapbophone  Co.,  1812 

East  30th  St. 
Dallas,   Tex.,  Columbia  Graphophone  Co.,  316 

North  Preston  St. 

Denver,  Colo.,  Columbia  Stores  Co.,  1608  Glen- 
arm  Ave. 

Detroit,  Mich.,  Columbia  Graphophone  Co  115 
State  St. 

Indianapolis,  Ind.,  Columbia  Graphophone  Co.. 

209  W.  Washington  St. 
Kansas  City,  Mo.,  Columbia  Graphophone  Co., 

2006  Wyandotte  St. 
Los  Angeles,  Cal.,  Columbia  Grapbophone  Co., 

809  S.  Los  Angeles  St. 
Minneapolis,  Minn.,  Columbia  Graphophone  Co.. 

18  N.  3rd  St. 

New  Haven,  Conn.,  Columbia  Graphophone  Co.. 
206  Meadow  St. 

New  Orleans,  L.a.,  Columbia  Graphophone  Co  . 
517-525  Canal  St. 

New  York  City,  Columbia  Graphophone  Co.,  121 
West  20th  St. 

Omaha,  Neb.,  Columbia  Graphophone  Co.,  Eighth 
and  Jackson  Sts. 

Philadelphia,  Pa.,  Columbia  Graphophone  Co., 
40  N.  6th  St. 

Pittsburgh,  Columbia  Graphophone  Co.,  632-640 

Duquesne  Way. 
Salt   Lake   City,   Utah,   Columbia    Stores  Co., 

221  South  West  Temple. 
Seattle,  Wash.,  Columbia  Graphophone  Co.,  911 

Western  Ave. 

Spokane,  Wash.,  Columbia  Stores  Co.,  161  South 
Post  St. 

St.  Louis,  Mo.,  Columbia  Graphophone  Co.,  1127 
Pine  St. 

Tampa,  Fla.,  Tampa  Hardware  Co. 

Headquarters  for  Canada : 

Columbia    Graphophone    Co.,    54-56  Wellington 
St.,  West,  Toronto,  Ont. 


Executive  Office 

COLUMBIA  GRAPHOPHONE  CO. 
Woolworth  Building  New  York 


TEST  IT. 

OUR  VICTOR 

Record  Service 

has  a  reputation  for  efficiency. 
Suppose  you  try  it. 

E.  F.  DROOP  &  SONS  CO. 

1300  G.  STREET,  WASHINGTON,  D.C. 
231   N.  HOWARD  STREET,  BALTIMORE.  MD. 


William  Volker  &  Co.,  t™X, 


Hotutoo 
enver,  Col. 


DISTRIBUTORS 
Complete  Pathephone  and  Pathe  Record  Stocks. 
The  bett  proposition  for  the  progressive  dealer. 


Sherman  .Jjjplay  &  Go* 

San  Francisco.  Los  Angeles,  Portland,  Seattle,  Spokane 
PACIFIC  COAST  DISTRIBUTORS  OF 
VICTOR  PRODUCTS 


The  PERRY  B.  WHITSIT  CO. 

Distributor!  of 

Victrolas  and  Victor  Records 

COLUMBUS,  OHIO 


W.  J.  DYER  &  BRO. 

DYER  B'LD'G,  ST.  PAUL.  MINN. 

NORTHWESTERN  DISTRIBUTORS 


OF  THE 


VICTOR 

Machines,  Records  and  Supplies 

Shipped  Promptly  to  all 
Points  in  the  Northwest 


Mickel  Bros.  Co. 

Omaha,  Nebraska 
Des  Moines,  Iowa 

Victor  Distributors 


Wholesale  Exclusively 

EASTERN  TALKING  MACHINE  CO. 

85  Essex  Street,  Bottom 

VICTOR  DISTRIBUTORS 


Every  talking  machine  Jobber  in  this  country 
should  bo  represented  In  this  department,  no 
matter  what  kind  he  handles  or  where  he  Is 
located.  The  cost  is  slight  and  the  advantage 
is  great. 


iiiiiiiiiiiiiiiiiiiiiiiiuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiii^ 

I  ARTICLES  OF  INTEREST  IN  THIS  I 
I  ISSUE  OF  THE  WORLD  I 


1  Ready  Reference  for  Salesmen, 

iiiiiijiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii 

Time  for  Courage,  Confidence  and  Action..  3 

Intelligent  Handling  of  Record  Sales   3 

Eight  Practical  Ideas  That  Help  to  Make 

Sales   4 

A  New  Page  in  Trade  History.......   8 

The  Union  of  Music  and  Education  

A  Time  for  Reason,  Not  Exaggeration.. 
The  Unwisdom  of  Bargain  Advertising  -  ■  ■ 
Real  Sales  People  Now  Necessary  in  the 

Success  of  the  Talking  Machine  Business.  10-11 

How  to  Get  the  Best  Results  From  Busi- 
ness Letters    IS 

Suggestions  of  Value  on  the  Granting  of 
Credits   •  • .  •  •  •  •  16 

How  to  Create  Advertisements  That  Bring 

Results    18 

The  Big  Buying  Power  of  the  Public  -  ■  .  . .  .  18 

Hew  Tax  Legislation  and  the  Music  Trade.  .  19 

Methods  of  Increasing  Sales  Service  Effi- 
ciency Described   ■  • .  ■  •   21 

Value  of  Simplicity  in  Window  Display....  25 

Success  of  Women  in  Music  Stores   25 

How  Best  to  Protect  Musical  Instrument 
Designs  by  Patents  ■■   26 

Bringing  Musical  Appreciation  to  the  Public 
Schools  .. .  •    29 


Dealers  and  Department  Heads  § 


IB 

The  Selection  of  Salesmen   31 

The  Importance  of  Profit  Protection  to  the 
Dealer   37 

How  Advertising  Stimulates  Demand.   42 

Ten  Commandments  of  Salesmanship  .....  46 

Concentrating  the  Public  Mind  on  High- 
Class  Record  Sales    48 

The  Value  of  the  Talking  Machine   49 

To  Defend  Industry  Against  Unfair  Taxa- 
tion  50 

The  Successful  Promotion  of  Record  Sales 
by  Mail   56 

Window  Dressing  One  of  the  Fundamental 
Arts  of  Retail  Merchandising   58-59 

Musical  Possibilities  of  the  Talking  Machine  73 

Business  Conditions  Reviewed   75 

Importance  of  Prices,  Not  Terms,  To-day..  98 

Why  a  Lower  Tariff  on  Mica.....   118 

Cond  tions  in  Mid- West  Reviewed  .  ....  128-129 
A  Time  for  Aggressive  Salesmanship ...  143-144 
Country's  Business  Now  Faces  Showdown 

Period  147 

A  Question  of  Suitable  Music  for  Films...  151 
Robert  Gordon's  Page  Devoted  to  Retail 

Selling     159 


186 


THE   TALKING   MACHINE  WORLD 


January  15,  1921 


.  •  >  •  • 

1-5 

2?2^ 

.9-9 
•  •  W  J- 

INDEX  to  ADVERTISERS 

A 

Acme  Die  Casting  Corp   61 

Acme  Engineering  &  Mfg.  Co   140 

Aeolian  Co.,  New  York   85 

Alto  Mfg.  Co   144 

American  Mica  Works    40 

American  Odeon  Corp   31 

American  Talking  Machine  Co.,  Inc.  (Bloomsburg) .  . .  113 

American  Walnut  Mfrs.  Ass'n   10 

Andrews,  W.  D.  &  C.  N..  .   114 

Armstrong  Furn.  Co   76 

Artistic  Cabinet  &  Woodworking  Co   145 

Arto  Co.,  The    150 

Associated  Phonograph  Supply  Co   62 

B 

B  &  H  Fibre  Co   87 

Badger  Talking  Machine  Co   88 

Bagshaw  Co.,  W.  H   100 

Bahr,    W   170 

Barnhardt  Bros.  &  Spindler   90 

Beecroft.  Clement   79 

Bell  Hood  Needle  Co   66 

Blackman  Talking  Machine  Co   121 

Blood  &  Kloer    143 

Boenning,  Garrison  &  Co   173 

Brandts  Furn.  Co   114 

Brilliantone  Steel  Needle  Co   14 

Brooks  Mfg.  Co.,  The   82 

Bruno  &  Son.  Inc.,  C  51,  105,  116,  117,  118,  148,  160 

Brunswick-Balke-Collender  Co... Insert  following  page  18 

Buegeleisen  &  Jacobson    42 

Buehn  Co.,  Louis    109 

c 

Cabinet  &  Accessories  Co   48 

Cardinal    Phono.    Co   36 

Celina  Spec.  Co   160 

Cheney  Talking  Machine  Co   123 

Chicago  Talking  Machine  Co. ...Insert  following  page  34 

Classified  Want  Ads   174,175 

Columbia   Graphophone  Co  12,    13.    16.  23,  33, 

42,  53,  62,  70,  91,  107,  126,  146,  157 

Consolidated  Talking  Machine  Co   135 

Co-operative  Mfg.  Co.,  The   139 

Cressey  &  Allen    101 

D 

Ditson,  Co.,  Oliver    37 

Doctorow,  D.  R   43 

Dodin,  Andrew  H   181 

Doehler   Die-Casting   Co   65 

Droop  &  Sons  Co.,  E.  F   185 

Drying  Systems,  Inc   139 

Duo-Tone   Co   26 

Dyer  &  Co.,  W.  J   185 

E 

E2gle  Wood  Turning  Co   144 

Eastern  Phono.  Corp  166,170 

Eastern  Sales  &  Export  Office   86 

Eastern  Talking  Machine   Co  99,185 

Eclipse  Musical  Co   15 

Edison,  Inc.,  Thos  Back  Cover,  52,  106,  164 

Eight  Famous  Victor  Artists   18 

Einson  Litho,  Inc   98 

Elyea  T.  M.  Co   125 

Emerson  Phonograph  Co   122 

Empire  Phono.  Parts  Co   43 

Everybody's  Talking  Machine  Co  113,168 

F 

Faultless  Caster  Co   56 

Favorite  Mfg.  Co  '.   174 

Federal  Electric  Co   34 

Feist,  Leo   59,78,98,115,153,166 

Ferro  Phono.  Parts  Co   144 

Fletcher  All  Tones  Needle  Co   75 

Fletcher-Wickes  Co   73 

Flexlume  Sign  Co   49 

Forster  Music  Publisher,  Inc   150 

Fox   Pub.    Co.,   Sam   151 

Fulton  Talking  Machine  Co   167 

G 

General  Phonograph  Corp., 

Inserts  following  pages  26,  50,  66,  98 

General  Phonograph  Mfg.  Co  ,  35,64 

General  Sales  Corp   72 

Gibson-Snow  Co   39 

Globe  Decalcomanie  Co   107 

Glynn,  W.  B.,  Distributing  Co   39 

Gramophone  Co.,  Ltd   176 

Granby  Phono.  Corp   32 

Grand  Rapids  Brass  Co   51 

Grand  Talking  Machine  Co   183 

Gray  Co.,  Walter  S   65 

Gray  &  Dudley  Co   70 

Gretsch  Mfg.  Co.,  Fred   149 

Grey  Gull  Records    104 

Griffith   Piano   Co   39 


H 

Handy  Mfg.  Co   142 

Harponola  Co   19 

Hessig-Ellis  Drug  Co   39 

Hillman  &  Son  Phonograph  Co   39 

Hoffay  Phono.  Co   168 

Horton-Gallo-Creamer  Co   101 

Hough,  J.  E.,  Ltd   179 

Hough,  L.  W   101 

Howe  &  Co.,  C.  W  ,   58 

I 

Ilsley,  Doubleday  &  Co...   84 

Indiana  Phono.  &  Supply  Co   161 

International  Mica  Co   67 

J 

Jewel  Phonoparts  Co.    41 

Jewett  Phono.  Co   97 

Jones-Motrola,  Inc   158 

K 

Keen  Talk.  Mach.  Supply  Co   167 

Kennedy-Green  Co   156 

Kent  Co.,  F.  C  ,.   107 

Keystone  Die  Casting  Co   110 

Keystone  Minerals  Co   62 

Keystone  Printed   Specialties  Co....   78 

Kiefer-Stewart  Co.   .   39 

Kirkman  Engineering  Corp   25 

Knickerbocker  T.  M.  Co   21 

Knight-Campbell  Music  Co   84 

Kraft,   Bates  &  Spencer,   Inc   103 

L 

Lakeside   Supply   Co.,   Inc   140 

Lansing  Co   102 

Lee-Coit-Andreesen  Hdwe.  Co   39 

Lesley's    181 

Long  Cabinet  Co.,  Geo   124 

Lorentzen,  H.  K   50 

Lucky  13  Phonograph  Co   60 

Lundstrom  Mfg.  Co.,  C.  J   89 

Lyon  &  Healy   132 

Lyons,  W.  H   139 

Lyraphone  Co.  of  America   54 

M 

Magnavox  Co   44 

Magnola  Talking  Machine  Co  34,79,133,145,175 

Mandel  Mfg.   Co   130 

Manophone  Corp.,  The    83 

Marshall  Co.,  Inc.,  C.  L   39 

Matthews,  F.  W   165 

Mellor's    23 

Mellowtone  Needle  Co   46 

Mercantile  Finance  Co   76 

Mermod  &  Co  ,   175 

Meyercord  Co   135 

Michigan  Phono.  Co   120 

Mickel  Bros.  Co   185 

Minneapolis  Drug  Co   39 

Modernola  Go   63 

Montagnes,  I.,  &  Co   39 

Morris  Co.,  J.  0   24 

M.  S.  &  E   39 

Multiplex  Display  Fixture  Co   74 

Munn  &  Co   181 

Musical  Sales  Corp.    127 

Music  Trade  Review    184 

Mutual  Phono.  Parts  Mfg.  Co   171 

N 

National  Cash  Register  Co   11 

National  Decalcomania  Co   110 

National  Publishing  Co   6 

Netschert,  Frank    167 

New  England  Talking  Machine  Co   102 

New  York  Album  &  Card  Co   4 

New  York  Talking  Machine  Co.. Insert  following  page  34 

Nye,  William  F   61 

o 

Ogden  Sectional   Cabinet  Co.,  Inc  71,  94 

Ohio  Sales  Co   39 

Operaphone  Co.,  Inc   163 

Ormes,    Inc!   9 

Oro-Tone  Co  ..   141 

p 

Paramount  Talking  Machine  Co .........  Inside  Back  Cover 

Parks  &  Parks   25 

Pathe  Freres  Phonograph  Co  68,  69 

Peabody  &  Co.,  Henry  W   80 

Pearsall  Co.,  Silas  E   92 

Peckham  Mfg.  Co   43 

Peerless  Album  Co   6 

Penn  Phonograph  Co   112 

Philadelphia  Show  Case  Co  :   108 

Phillips,  Wm.,  Phono.  Parts  Co   146 


Phonograph  Appliance  Co   165 

Phonograph  Specialties  Mfg.  Co   148 

Phonomotor  Co.,  The   169 

Piknik  Portable   Phonograph,  Inc   147 

Plywood    Corp.    65 

Putnam-Page  Co   61 

R 

Racine  Phono.  Co   27 

Reed  Co.    .  .   40 

Remington  Phono.  Corp   47 

Rene  Manufacturing  Co  66,  119 

Repeater  Stop  Co  .<   142 

Rex  Gramophone  Co   179 

Reynalds,  Wm.  H.   27 

Rishell  Phono.  Co   20 

Robinson,  Pettit  Co.,  Inc  ,  39 

Rountree  Corp   30 


Schroeder  Piano  Co   Ill 

Seaburg  Mfg.  Co   33 

Selle  &  Co.,  H.  W   137 

Serenade-  Mfg.  Co   28 

Shapiro,  Bernstein  Co   152 

Shattuck  Fibre  Furri.  Co   105 

Sherman,  Clay  &  Co   185 

Smith  Drug  Co.,  C  D   39 

Smith,  Kline  &  French  Co   39 

Smith  Laboratories,  H.  J   126 

Smith-SchifBin  Co   67 

Sonora  Co.  of  Philadelphia    Ill 

Sonora  Distr.  Co.  of  Texas   39 

Sonora  Phonograph  Co.,  Inc., 

Inside  Front  Cover,  38,  39,  55,  95 

Soss  Mfg.  Co   86 

Southern  Drug  Co   39 

Southern  Sonora  Co   39 

Southwestern  Drug  Co   39 

Sphinx  Gramophone  Motors  Insert  following  page  82 

Standard  Music  Roll  Co   150 

Standard  Talking  Machine  Co   185 

Starck  &  Cowan    153 

Starr  Piano  Co   22 

Stead  &  Co.,  J  '.  177,  178 

Steel,  W.  R.   177 

Steger  &  Sons  Piano  Mfg.  Co   77 

Steinert  &  Sons  Co.,  M   99 

Stephenson,  Inc   162 

Sterling  Devices  Co.,  The   138 

Sterno  Manufacturing  Co   172 

Steurer  Reproducer  Co.,  Inc   91 

Stewart  T.  M.  Co  56,92 

Strevell-Patterson  Hardware  Co   39 

Superior  Die  Casting  Co   55 


Talking  Machine  World  Dealer  Service. 

Thomas  &  Proetz  Lumber  Co  

Toledo  Talking  Machine  Co  


93 
53 


U 

Udell  Works   127 

Unit  Construction  Co   96 

United  Mfrs.  &  Dist.  Co   134 

Universal   Fixture  Corp  154,155 

Universal  Stamping  &  Mfg.  Co   136 

U-Sav-Your  Mfg.  Co.   161 

Usoskin  Liflio    160 


Val  Accessory  House    86 

Van  Houten,  C.  J.,  &  Zoon   39 

Van  Veen  &  Co   118 

Vicsonia  Mfg.  Co.,  Inc  :   16 

Victor  Talking  Machine  Co  Front  Cover,  5,  7 

Vitanola  Distributors  Co   29 

Volker  &  Co  ,   185 

W 

Wabash  Cabinet  Co.,  The   '  45 

Wade  Co.,  R.  C   57 

Wade  &  Wade    131 

Wade  Talking  Machine  Co   137 

Wade,  W.  H.  .;  ;   pi| 

Walthall  Music  Co.  . . .   39 

Ward  Co.,  C.  E    81 

Wax  &  Novelty  Co.,  The  -   165 

Weber-Knapp  Co  '   50 

Weymann  &  Son,  H.  A     110 

Wh'itsit  Co.,  Perry  B  '   185 

Widdicomb  Furniture  Co   17 

Wimpfheimer  &  Bro.,  A   59 


Yahr  &  Lange  Drug  Co. 
Yeuell  Co.,  E.  V  


39 
113 


Zega  Mfg.  Co.,  A.  F.,  The   157 


THE   TALKING   MACHINE  WORLD 


Paramount  Records 
for  February 


Looking  Ahead 

Now  that  the  Christmas  rush  is  over  and  you  have  more 
time  to  plan  and  think,  why  not  outline  a  definite  policy — 
a  store  campaign  of  action — for  1921? 

Talk  prosperity.  Make  your  store  look  cheerful.  Go  after 
business  with  renewed  energy  and  decide  to  make  your 
store  a  center  of  business  activity. 

First  of  all,  of  course,  you  must  believe  in  the  merchandise 
you  handle.  Then  you  can  put  enthusiasm  behind  it. 

Paramount  dealers  are  able  to  do  this.  They  know  the 
"merit  of  their  wares."  They  know  the  Paramount  line  is 
a  substantial  business  building  line,  supported  by  close, 
whole-hearted  co-operation  from  the  Paramount  organiza- 
tion. 

Let  us  tell  you  in  a  more  detailed  way  about  the  Para- 
mount line  and  our  plan  of  dealer  co-operation  for  1 92 1 . 
Write  us,  or  the  jobber  in  your  territory,  today. 

THE  PARAMOUNT  CO., 

PORT  WASHINGTON,  WIS. 


50038 
33073 
20037 
20039 

20041 

33074 

33075 

20040 


(AMERICAN  AVIATION  MARCH  Creatore  and  His  Band 

1  STARS  AND  STRIPES  MARCH  .Creatore  and  His  Band 

(OH  THAT  WE  TWO  WERE  MAYING— Violin,  Cello  and  Piano. .  Hackel-Berge  Trio 

(THE  OLD  REFRAIN  Hackel-Berge  Trio 

J  MARGIE — Fox-trot  Frisco  Syncopaters 

(TWELFTH  STREET  RAG— Fox-trot  Palace  Trio 

( ROSE— Fox-trot   Palace  Trio 

\  OLD  PAL,  WHY  DON'T  YOU  ANSWER  ME?— Waltz  Frisco  Syncopaters 

(HULA  BLUES— Fox-trot   Vernon  Trio 

■I  BEAUTIFUL  FACES— Medley  Fox-trot  (Intro.:  Rock-a-bye  Lullaby  Mammy), 

(  Frisco  Syncopaters 

(ROLL  ON,  SILVER  MOON— Yodle  Song,  with  Orch.  Accomp ...  Frank  Camplain 

1  SLEEP,  BABY,  SLEEP— Yodle  Song,  with  Orch.  Accomp  Frank  Camplain 

(THE  LOW  BACK'D  CAR— Tenor  Solo,  Orch.  Accomp  John  Burke 

/  MOLLY  BRANNIGAN— Tenor  Solo,  Orch.  Accomp   John  Burke 

(MY  HOME  TOWN  IS  A  ONE  HORSE  TOWN— Soprano  Solo,  Orch.  Accomp., 

■s  Aileeh  Stanley 

(BROADWAY  ROSE— Tenor  Solo,  Orch.  Accomp..  Chas.  Harrison 


SHIPLEY-MASSING  HAM  CO1.. 
Pittsburgh.  Pa.. 
For  Western  Penn.  and  West  Virginia 

iOERNS  BROS.   MFG.  CO.. 
St.  Paul,  Minn., 
For  Minn..  So.  Dak.,  No.  Dak., 
East  Montana 

E.   R.  GODFREY  &  SONS  CO. 
Milwaukee,  Wis. 
For  Iowa,  Illinois,   Michigan,  Indiana 
and  Wisconsin 

PETER-NEAT-RICHARDSON  CO.. 
Louisville,  Ky. 
For  Kentucky 

BREWER   &  COMPANY. 

Boston,  Mass., 
For  New  England  States 


DISTRIBUTORS: 

A.  J.   HARWI   HDWE.  CO., 
Atchison,  Kans., 
For  Kansas 

OKLAHOMA  PHONOGRAPH  CO., 
Oklahoma  City,  Okla., 
For  Oklahoma 

PARAMOUNT    DISTRIBUTORS,  INC., 
Seattle,  Wash. 
For  Wash.,  No.  Oregon,   No.  Idaho 
and  West  Montana 

RICHMOND   HARDWARE  CO., 
Richmond,  Va.. 
For  Virginia. 

WITTE    HARDWARE  CO., 
St.  Louis,  Mo., 
For  Missouri 

P.  C.  DOERR  CO., 
New  Orleans,  La., 
For  Mississippi  and  Louisiana 


SOUTHERN    PARAMOUNT  CO.. 
Atlanta,  Ga., 
For  Georgia,  No.  Carolina,  So.  Carolina 
and  Florida 

PEDEN  I  RON  &  STEEL  CO.. 
Houston,  Texas, 
For  Texas 

BRANDON   &  TURNER, 
Little  Rock.  Ark., 
For  Arkansas. 

H.   D.  TAYLOR  CO., 

Buffalo,  N.  Y., 
For  West  New  York 

PARAMOUNT  SALES  CO.. 
Denver,  Colo., 
For    Colorado,    Wyoming,    New  Mexico, 
Utah,  Arizona.   Eastern   Nevada,  South- 
ern  Idaho,   Southern  Montana 


Paramount 

Phonographs  ^  Records 

IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIM 


Edison  Message  No.1 89 


Should  the  Government 
increase  the  Excise  Tax 
on  phonographs,  we  shall 
be  forced  to  increase 


our  prices. 


THOMAS  A.  EDISON,  Inc. 

ORANGE,  NEW  JERSEY 


JOBBERS  OF  THE 

CALIFORNIA 
Los  Angeles— Edison  Phonographs, 

Ltd. 

San  Francisco—Edison  Phonographs, 

Ltd. 

COLORADO 
Denver — Denver  Dry  Goods  Co. 

CONNECTICUT 
New    Haven  —  Pardee-Ellenberger 

Co.,  Inc. 

GEORGIA 
Atlanta — Phonographs,  Inc. 

ILLINOIS 
Chicago  —  The    Phonograph  Co. 

Wm.  H.  Lyons  (Amberola  only). 

INDIANA 
Indianapolis — Kipp  Phonograph  Co. 

IOWA 

Des  Moines — Harger   ft  Blish. 
Sioux  City — Harger  4  Blish. 


NEW  EDISON,  EDISON  RE-CREATIONS,  THE  NEW  EDISON  .DIAMOND  AMBEROLA 
AND  BLUE  AMBEROL  RECORDS 


LOUISIANA 
New  Orleans — Diamond  Music  Co,, 

Inc. 

MASSACHUSETTS 
Boston — Pardee-Ellenberger  Co. 
Iver    Johnson     Sporting  Goods 
Co.  (Amberola  only). 

MICHIGAN 
Detroit — Phonograph  Co.  of 
Detroit 

MINNESOTA 
Minneapolis — Laurence  H. 
Lucker 

MISSOURI 
Kansas  City — The  Phonograph  Co. 

of  Kansas  City. 
St.  Louis — Silverstone  Music 

Co. 

MONTANA 
Helena — Montana  Phonograph 
Co. 

NEBRASKA 
Omaha — Shulte  Bros. 


NEW  YORK 
Albany — American  Phonograph 
Co. 

New  York— The  Phonograph 

Corp.  of  Manhattan. 
Syracuse — Frank  E.  Bolway  t  Son, 

Inc.  W.  D.  Andrews  Co. 

(Amberola  only). 

OHIO 

Cincinnati — The  Phonograph  Co. 
Cleveland — The  Phonograph  Co. 

OREGON 
Portland — Edison  Phonographs, 
Ltd. 

PENNSYLVANIA 
Philadelphia — Girard  Phono- 
graph Co. 
Pittsburgh — Buehn  Phonograph 
Co. 

Williamsport — W.  A.  Myers. 

RHODE  ISLAND 
Providence — J.   A.   Foster  C». 
(Amberola  only). 


TEXAS 

Dallas— Texas-Oklahoma  Phono- 
graph Co. 

UTAH 

Ogden — Proudfit   Sporting  Goods 

Co. 

VIRGINIA 
Richmond — The   C.   B.  Haynes 

Co.,  Inc. 

WISCONSIN 
Milwaukee — The  Phonograph  Co. 

of  Milwaukee. 

CANADA 
Montreal — R    S.    Williams  * 

Sons  Co.,  Ltd. 
St.  John— W.  H.  Thome  &  Co., 

Ltd. 

Toronto — R.   S.    Williams   ft  Sens 

Co.,  Ltd. 
Vancouver — Kent  Piano  Co.,  Ltd. 
Winnipeg— R.  S.  Williams  &  Sons 

Co.,  Ltd. 
Babson  Bros.  (Amberola  only). 
Calgary— R.   S.    Williams  &  Sons 

Co..  Ltd, 


VOL.  XVII.  NO.  2 


SINGLE  COPIES.  25  CENTS 
PER  YEAR.  TWO  DOLLARS 


makers  jd 
sellers  of 
talking^ 
machines 


Published  Bach  Month  by  Edward  Lyman  Bill,  Inc.,  at  373  Fourth  Ave.,  New  York,  February  15,  1921 


■pnvwnBumnmn 

aiiiiniiiiiiiiiiiiiiiiiiiiiiiiuimuiniiiaiiiwiiuiiiiimmiiiBiitniiiunmimii 


llllllllllinillllllllllllliinilllllllllllM 

iitiinimiuiwiinnmimiiioMMnmiuNinniiiiw^  j 


i  n 


=  E 

§ 


1  I 


I 


The  best-known  trade-mark  in  the  world 

designating  the  products  of  the  Victor  Talking  Machine  Co. 


i  M 

g  = 


iiiBirmrnninnMiimimmmmmmiimiminmiinimmi^^  = 

lllMllllMlllllllliraillllllllM 

Entered  as  second-class  matter  May  2,  1905,  at  the  post  office  at  New  York,  N.  Y.,  under  the  act  of  Congress  of  March  3,  1879. 


THE   TALKING    MACHINE  WORLD 


Supreme  in  Tone  and  Design 

T\EALERS  who  handle  the  Sonora  today  know  why  it  has 
^  such  a  hold  on  the  public.  Sonora  is  extensively  and  forcefully 
advertised,  but  this  isn't  the  real  secret  of  its  success.  What 
then  is?  Clear,  obvious,  undeniable  superiority!  Sonora  has 
always  been  first  to  introduce  important  improvements. 


The  Sonora  is  unique  in 
having  won  the  highest 
score  for  tone  at  a  great  in- 
ternational  exposition 
against  all  competitors. ,  It 
was  the  first  phonograph  to 
play  ALL  MAKES  of  disc 
records  without  extra  at- 
tachments and  doesn't  limit 
the  owner  to  the  products  of 
one  maker. 

Sonora  has  more  impor- 
tant features  than  any  other 
phonograph.  Some  of  these 
are: 

Extra-long-running,  power- 
ful, silent  motor. 

Tone  control  at  the  sound 
source,  the  correct  place. 


Minuet 


Sonora  was  the  first  phono- 
graph to  have  an  all  wood 
sound  amplifier. 

Magnificent  design  and  cabi- 
netry. 

Effective,  simple  automatic 
stop. 

Convenient  envelope  filing 
system. 

Motor  meter  which  tells  how 
many  more  records  can  be 
played  without  rewinding. 

ALL  BRASS  tone  arm  to 
secure  the  finest  tone,  in- 
stead of  a  cheap  zinc-lead- 
tin  casting. 

Cabinet  panels  of  wood  ttn 
thick  instead  of  H "  like  many 
other  makes. 


Remember— Sonora  is  licensed  and  operates  under  BASIC  PATENTS  of  the 
phonograph  industry  and  Sonora  dealers  are  not  troubled  by  patent  litigation. 

For  particulars  regarding  an  agency  write  today. 
SONORA  PHONOGRAPH  COMPANY,  INC. 

George  E.  Brightson,  President 

NEW  YORK  :  279  BROADWAY 
Canadian  Distributors:  I.  Montagnes  &  Co. ,  Toronto 

The  Highest  Class  Talking  Machine  in  the  World 


tmor, 

€L!A[&    AS  A  ©ELL 


The  Talking  Machine  World 


Vol.  17.   No.  2 


"  New  York,  February  15,  1921 


Price  Twenty-five  Cents 


C.  N.  ANDREWS  NOW  SOLE  [OWNER  OF  BUFFALO  BUSINESS    talking  machine  exports  grow 

Buys  Interest  of  His  Brother  in  This  Well-known  Victor  Distributing  Institution— Plans  Better     Exports,  Including  Records,  for  Eleven  Months 
Service  for  Talking  Machine  Trade  of  Northern  New  York  Where  Possible  Ending  November,  1920,  Total  $7,153,487 


Buffalo,  N.  Y.,  February  4. — On  February  1 
Curtis  N.  Andrews,  of  W.  D.  &  C.  N.  Andrews, 
announced  to  the  trade  that  he  had  bought  over 
the  business  from  the  senior  partner,  W.  D. 

Andrews,  and  also  an- 
nounced that  the  firm 
would  be  known  in  fu- 
ture as  Curtis  N.  An- 
drews. Although  a 
change  in  the  name  has 
taken  place,  Curtis  N. 
Andrews  assures  the 
trade  generally  that  the 
same  co-operation  and 
service  will  be  extended 
as  formerly,  only  in  a 
greatly  increased  way. 

The  firm  of  Curtis  N. 
Andrews  had  its  birth 
under  the  name  of  W.  D.  Andrews,  in .  1906, 
when  it  was  located  at  Seneca  and  Wells  streets. 
W.  D.  Andrews,  who  before  that  time  had  estab- 
lished the  corporation  of  W.  D.  Andrews  Co. 
in  Syracuse,  saw  the  great  possibility  of  a  Vic- 
tor wholesale  enterprise  in  Buffalo.  C.  N.  An- 
drews became  connected  with  the  firm  at  the 
time  of  its  inception  in  Buffalo. 

In  1909  the  firm  moved  to  632  Main  street, 


C.  N.  Andrews 


where  it  occupied  much  larger  space  and  was 
doing  both  a  retail  and  wholesale  business.  A 
few  years  after  moving  to  this  location  the  firm 
was  changed  to  W.  D.  &  C.  N.  Andrews,  C.  N. 
Andrews  becoming  a  partner. 

The  continued  growth  of  the  jobbing  business 
necessitated  the  enlargement  and  rearrangement 
of  its  quarters,  and  in  March,  1919,  it  was  neces- 
sary to  discontinue  the  retail  business  in  order 
to  devote  every  effort  to  wholesaling  so  as  to 
give  dealers  the  best  type  of  service. 

On  July  1,  1919,  the  organization  again  moved, 
this  time  locating  at  Pearl  and  Court  streets, 
which  is  in  the  very  heart  of  the  city.  In  this 
new  building,  which  the  firm  owns,  they  at 
present  occupy  three  entire  floors,  devoted  ex- 
clusively to  Victor  wholesaling. 

With  the  firm  coming  under  the  ownership 
of  Curtis  N.  Andrews,  there  is  no  question  but 
that  better  service  than  ever  will  be  rendered  to 
the  Victor  dealer,  where  this  is  possible.  Hav- 
ing been  born  in  upper  New  York  State,  and 
having  lived  there  all  his  life,  Mr.  Andrews  thor- 
oughly understands  the  buying  psychology  of 
the  people  of  the  upper  New  York  region.  He 
has  devoted  practically  his  entire  business 
career  to  Victor  merchandising  and  there  is  no 
question  but  that  Mr.  Andrews  is  extremely 
well  fitted  to  meet  conditions. 


MUSIC  WHILE  YOU  WAIT 


TO  OPEN  NEW  STORE  IN  BROOKLYN 


Washington,  D.  C,  February  6. — In  the  sum- 
mary of  exports  and  imports  of  the  United 
States  for  the  month  of  November,  1920  (the 
latest  period  for  which  it  has  been  compiled), 
which  has  just  been  issued,  the  following  figures 
on  talking  machines  and  records  are  presented: 

The  dutiable  imports  of  talking  machines  and 
parts  during  November,  1920,  amounted  in  value 
to  $63,882,  as  compared  with  $44,488  worth  which 
were  imported  during  the  same  month  of  1919. 
The  eleven  months'  total  ending  November, 
1920,  showed  importations  valued  at  $815,469, 
as  compared  with  $490,410  worth  of  talking  ma- 
chines and  parts  during  the  same  period  of  1919. 

Talking  machines  to  the  number  of  9,796, 
valued  at  $397,426,  were  exported  in  November, 
1920,  as  compared  with  6,535  talking  machines, 
valued  at  $343,896,  sent  abroad  in  the  same  period 
of  1919.  The  eleven  months'  total  showed  that 
we  exported  79,530  talking  machines,  valued  at 
$3,694,731,  as  against  58,871  talking  machines, 
valued  at  $2,161,295,  in  1919,  and  59,604  talking 
machines,  valued  at  $1,772,716,  in  1918. 

The  total  exports  of  records  and  supplies  for 
November,  1920,  were  valued  at  $378,087,  as 
compared  with  $488,445  in  November,  1919.  For 
the  eleven  months  ending  November,  1920,  rec- 
ords and  accessories  were  exported  valued  at 
$3,458,756;  in  1919,  $3,311,098,  and  in  1918, 
$2,104,778. 


Early   Morning  Travelers  To  and   From  the 
Railroads  Hear  Caruso  for  a  Nickel 


Early  morning  workers  who  cross  the  Bay  to 
the  Jersey  side  have  music  while  they  wait  in 
the  terminals  for  trains  to  take  them  to  the  out- 
lying factory  towns  and  cities.  Many  of  them 
have  some  time  to  spare  and  the  result  is  music. 

At  the  Central  Railroad  of  New  Jersey  ter- 
minal there  are  two  big  automatic  phonographs. 
Their  records  consist  of  everything  from  jazz 
to  opera  by  musical  comedy  singers  and  famous 
artists.  For  a  nickel  the  early  workers  listen 
to  Caruso  while  waiting  for  the  7:15.  A  railroad 
attache  says  that  every  morning  there  is  a  con- 
cert, and  sometimes  opposition  ones,  for  the 
workers  always  come  with  enough  nickels  to  keep 
the  machines  working  until  the  trains  depart. 


Schwartz,  Kramer  &  Jelling,  Inc.,  to  Open  "The 
Brunswick  Temple  of  Music"  at  Kings  High- 
way on  or  About  March  First 


ASK  RECEIVER  FOR  ATLANTA  HOUSE 


Petition  Filed  Against  Southern  States  Phono- 
graph Co.  by  Several  Creditors 


The  Tiphany  Phonetic  Corp.,  New  York,  has 
been  incorporated  with  capital  stock  of  $4,000,- 
000,  to  engage  in  the  manufacture  of  phono- 
graphs. The  incorporators  are  J.  R.  Jentes,  W. 
W.  Staub  and  C.  B.  Bash. 


Schwartz,  Kramer  &  Jelling,  Inc.,  represent 
the  latest  addition  to  the  piano  and  talking  ma- 
chine houses  of  Brooklyn,  N.  Y.,  having  just 
leased  a  large  store  at  Kings  Highway  and 
Coney  Island  avenue,  that  city.  The  new  con- 
cern has  adopted  for  its  store  title  "The  Bruns- 
wick Temple  of  Music,"  but  although  the 
Brunswick  phonographs  will  be  featured  very 
strongly,  pianos  and  musical  merchandise  gen- 
erally will  also  be  handled. 

The  new  store,  which  will  be  opened  on 
March  1,  is  now  being  equipped  and  decorated. 
A  number  of  soundproof  booths  are  being  in- 
stalled and  the  general  decorative  design  is  in 
the  Greek-Gothic  style. 

Milton  Kramer,  vice-president  and  general 
manager  of  the  company,  is  well  known  in  the 
local  trade,  having  been  connected  with  the 
wholesale  and  retail  talking  machine  business 
for  a  number  of  years. 


Atlanta,  Ga.,  February  4. — -An  involuntary  bank- 
ruptcy suit,  accompanied  by  a  petition  for  the 
appointment  of  a  receiver,  was  last  month  filed 
in  the  bankruptcy  division  of  the  United  States 
Court,  in  this  city,  against  the.  Southern  States 
Phonograph  Co.,  Inc.,  a  company  organized  in 
Atlanta  several  months  ago  for  the  purpose  of 
manufacturing  and  distributing  phonographs 
and  records. 

The  suit  was  filed  through  Attorney  William 
A.  Fuller,  counsel  for  the  petitioning  creditors, 
the  principal  one  being  Rhett,  O'Beirne  &  Lock- 
ridge,  an  insurance  partnership,  with  claims  of 
$1,165.91  against  the  corporation,  which  has  of- 
fices in  the  Arcade  Building  and  a  large  factory 
and  warehouse  on  Marietta  street.  Judge  Samuel 
H.  Sibley  set  the  hearing  for  a  receiver. 


Few  of  the  golden  opportunities  we  hear  about 

would  stand  the  acid  test.- 


The  Industry  Is  Facing  a  Period  of  Genuine  Development 


AMERICAN  industries  as  a  whole  have  just  been  going  through 
a  most  strenuous  period,  and  although  at  no  time  has  the  situ- 
ation suggested  a  panic,  there  developed  conditions  nevertheless  that 
shook  the  stability  of  more  than  one  line  of  business.  Apparently 
the  talking  machine  trade  has  been  one  of  those  to  come  through 
the  period  of  uncertainty  with  comparatively  few  scars,  despite  the 
talk  of  pending  catastrophes  which  only  a  short  time  ago  was  heard 
frequently. 

Considering  the  point  to  which  the  iudustry  has  developed  dur- 
ing the  past  few  years,  and  the  conditions  under  which  it  developed, 
there  has  been  shown  a  stability  that  is  indeed  gratifying.  Not 
that  there  have  been  no  failures,  but  these  failures  have  been 
comparatively  few  and,  with  one  or  two  exceptions,  of  a  character  to 
arouse  little  apprehension.  In  some  quarters  there  has  been  a  tend- 
ency among  some  of  the  weaker  members  of  the  trade  to  fold  their 
business  tents,  as  it  were,  and  silently  steal  away,  but  this  thinning 
out  and  a  clearing  tip  of  unsound  institutions  will  unquestionably 


work  to  the  betterment  of  the  trade  when  things  finally  adjust  them- 
selves. 

That  the  talking  machine  trade,  both  in  the  manufacturing 
and  retail  ends,  has  not  lost  its  allurement  for  those  seeking  busi- 
ness opportunities  is  indicated  by  the  number  of  new  concerns 
which  have  announced  their  intention  of  invading  one  or  another 
branch  of  the  field.  In  the  most  places  the  announced  capital  is  of 
sufficient  size  to  indicate  that  the  "shoe  string"  era  has  passed,  and 
that  these  coming  trade  factors  are  working  on  the  idea  of  perma- 
mence. 

Having  proven  its  stability,  it  would  seem  that  the  talking 
machine  trade  has  before  it  a  period  of  genuine  development  along 
lines  that  will  insure  the  maintenance  of  that  stability.  The  oft- 
repeated  claims  that  the  industry  is  still  in  its  infancy  may  be  con- 
sidered by  now  somewhat  exaggerated,  but  the  man  who  cannot 
see  before  the  trade  most  attractive  opportunities  for  development 
is  -certainly  lacking  in  vision. 


See  second  last  page  for  Index  of  Articles  of  Interest  in  this  issue  of  The  World 


4 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


[IMllllllllllIlilllllllllllllllilll 

Ideas  for  Increasing  Interest  in  the  Sales  of  j 
Talking  Machine  Records  »    »  by  Frank  h.  wmiams  I 


akiumuiuiimuiiiuiii 

Everyone  who  owns  a  talking  machine  is,  or 
should  be,  interested  in  hearing  the  new  records 
as  they  come  to  the  dealer's  store  and  in  learn- 
ing what  are  the  favorite  records  of  other  own- 
ers of  talking  machines. 

But  the  fact  remains  that  only  a  compara- 
tively small  percentage  of  people  owning  talk- 
ing machines  make  a  practice  of  going  to  the 
dealer's  store  regularly  every  month  and  listen- 
ing to  a  demonstration  of  the  new  records.  It 
is  also  true  that  there  isn't  the  interest  there 
should  be  in  knowing  what  are  the  biggest  sell- 
ers among  the  new  and  old  records  and  just 
what  records  make  the  biggest  hit  with  local 
folks. 

It  would  seem  as  though  in  these  facts  there 
lay  a  splendid  opportunity  for  the  furniture 
store  which  deals  in  "talkers"  and  records  or 
the  straight  talking  machine  dealer  to  stir  up  a 
lot  of  interest  in  records  which  will  focus  a 
lot  of  attention  on  the  store  and  boost  the  store's 
record  sales  appreciably. 

Aside  from  personal  invitations  and  record 
recitals  there  are  a  number  of  inexpensive  and 
easy  ways  in  which  a  store  might  stir  up  such 
interest  and  increase  its  sales.  For  instance, 
the  store  might  inaugurate  a  school  stunt  along 
these  lines: 

The  dealer  might  take  an  instrument  around 
to  one  or  two  schools  which  didn't  own  talk- 
ing machines  and  might  play  some  of  the  best- 
known  old-time  songs  for  these  schools  at  the 
regular  daily  assembly.  This  in  itself  would  be 
a  good  stunt,  as  it  would  make  the  children  talk 
about  the  entertainment  and  thereby  implant  in 
their  homes  the  germ  of  a  desire  to  own  ma- 
chines. The  dealer  would  be  also  demonstrat- 
ing to  the  schools  the  immense  advantages  of 
owning  machines. 

If  all  the  schools  in  the  city  already  own  ma- 
chines then  the  dealer  might  simply  take  the 
records  to  some  one  or  two  of  the  most  promi- 
nent schools  and  play  them  "on  the  school  ma- 
chines at  the  assembly  periods.  Then,  while 
the  selections  were  being  rendered,  the  demon- 
strator would  gauge  the  amount  of  applause 
each  selection  received.  In  this  way  it  would 
be  found  which  of  the  selections  were  most  popu- 
lar with  the  schools.  After  finding  out  which 
of  the  records  were  the  most  popular  the  store 
might  make  a  window  display  of  all  the  records 


used  in  the  demonstration  and  then  give  point 
to  the  display  by  the  use  of  a  placard  reading 
like  this: 

"What  Is  YOUR  Favorite  Old-time  Song? 

"Look  at  the  records  in  this  window.  We 
played  them  at  the  Jefferson  and  Blooming- 
dale  schools  this  week.  And  the  records  which 
got  the  greatest  applause  from  the  children  were: 

"  'Home,  Sweet  Home,'  and  'My  Old  Ken- 
tucky Home.' 

"Rather  a  surprising  selection,  isn't  it?  Are 
these  two  YOUR  favorite  selections?  Which 
two  of  the  records  shown  in  this  window  are 
YOUR  favorites? 

"Come  in  and  let  us  play  these  records  for 


|  The  Dealer  Who  Will  § 

■  Win  in  Record  Sales  §j 

J  Is  He  Who  Employs  § 

|  Distinctly    Original  jj 

H  Exploitative  Methods  ■ 


you  and  also  any  other  records  you'd  like  to 
hear.  Tell  us  what  records  you  like,  so  that  we 
can  tell  the  rest  of  the  local  public  what  this 
city's  favorite  old-time  songs  are." 

Such  a  stunt  would  be  sure  to  attract  a  lot 
of  attention  and  would  also  make  a  lot  of 
people  want  to  register  their  selections  with 
the  store.  And  if  the  store  offered  to  give  free 
five  records  to  the  persons  naming  the  record 
which  received  the  greatest  number  of  votes 
then  the  interest  in  the  affair  would  be  quite 
largely  increased. 

Suppose,  again,  that  the  dealer  interviewed 
some  of  the  leading  citizens  of  the  town  and 
secured  from  them  expressions  as  to  what  old- 
time  and  modern  songs  and  musical  selections 
they  prefer.  And  suppose  that  he  placed  in  the 
show  windows  of  his  store  the  various  records 
named  by  these  citizens  and  attached  to  each 


lililllliiUIIIIIIIIillilllllillllllllillllllllB 
record  a  card  bearing  the  name,  address  and 
business  occupation  of  the  man  or  woman  nam- 
ing that  particular  record  as  his  or  her  favor- 
ite. And  suppose  that  point  is  given  to  this 
exhibit  by  a  placard  placed  in  the  middle  of  the 
window  reading  about  like  this: 

"What  are  YOUR  favorite  talking  machine 
records? 

"Here  are  some  of  the  records  favored  by 
leading  local  citizens. 

"Are  these  records  also  YOUR  favorites?  Or 
do  you  prefer  some  entirely  different  songs  and 
musical  selections? 

"Come  in  and  tell  us  what  records  you  like 
and  then  let  us  play  for  you  the  selections 
shown  in  this  window.  You'll  be  very  much 
interested  in  hearing  the  music  that  especially 
appeals  to  the  leading  bankers,  leading  club 
women  of  the  city  and  others." 

Wouldn't  a  stunt  of  this  kind  stir  up  a  lot 
of  interest  and  make  the  store  very  extensively 
talked  about.  And  wouldn't  such  word-of- 
mouth  advertising  be  a  mighty  good  thing  for 
the  store  and  tend  to  boost  its  business?  And 
wouldn't  the  bringing  of  many  new  people  into 
the  store  also  tend  to  popularize  the  establish- 
ment and  to  increase  its  new  business? 

People  are  always  interested  in  stunts  of  this 
kind.  They  are  so  intimate  and  personal  and 
so'  strictly  home-town  stuff  that  it  is  only  nat- 
ural for  folks  to  have  their  attention  attracted 
to  them  and  to  then  talk  about  them  extensively. 

Furthermore,  a  stunt  of  this  character  is  the 
very  sort  of  thing  that  would  make  a  splendid 
"feature"  story  for  a  newspaper  and  it  is  quite 
likely  that  come  one  of  the  local  newspapers 
would  be  glad  to  seize  on  the  idea  and  play  it 
up  in  a  special  feature  article. 

Here's  still  another  way  in  which  the  alert 
dealer  might  stir  up  additional  interest  in  new 
and  old-time  records: 

Suppose  that  the  store  from  month  to  month 
told  about  the  records  of  which  it  had  sold  the 
greatest  quantity  during  the  previous  month. 
Such  information  might  be  given  in  two  sec- 
tions— one  section  telling  about  the  best-selling 
old-time  records  and  the  other  telling  about  the 
best-selling  new  records.  Six  best  sellers  in 
each  section  might  be  given  and  some  of  the 
reasons  why  folks  purchased  these  records 
(Continued  on  page  6) 


NYACCO  Albums  At  Pre-War  Prices 

FEATURES  why  NYACCO  ALBUMS  are  the  BEST 
as  already  proven  by  their  great  demand 


1.  Solid  wood  back  re-inforced  with  cloth  hinges  which  holds  back  firmly  to 
the  cover. 

2.  Two-in-one  pockets  secure  each  envelope  from  coming  apart. 

3.  Each  side  edge  metal  piece  reinforced  by  steel  nails  into  the  solid  wood  back 
together  with  staples  that  secure  the  pockets  are  made  all-in-one. 

4.  Pockets  can  easily  be  removed  by  lifting  staples  from  their  places,  new  leaves 
can  be  inserted  and  the  staples  placed  into  position  again  by  pressure  of  the 
thumb. 

5.  Specialize  in  making  a  ten-inch  pocket  into  a  twelve-inch  cover,  giving  cabi- 
net uniform  appearance  when  equipped  with  ten  and  twelve-inch  albums. 

6.  The  pockets  lie  perfectly  flat  when  the  book  is  opened. 

Chicago  Factory 
415-17  S.  Jefferson  St. 
Chicago,  111. 


Sacrificing  entire  stock  at  less  than 

to-day's  market  prices. 
F.  O.  B.  New  York  or  Chicago. 

Executive  Office 
23-25  Lispenard  St. 
New  York,  N.  Y. 


New  York  Album  &  Card  Co. 


Ask  Your  Jobber  for  Genuine  NYACCO  Albums — Accept  no  substitute. 
Distributors  throughout  U.  S. — Write  Us  for  Name  &  Address  of  Jobber  nearest  you. 


February  IS,  1921 


THE    TALKING    MACHINE  WORLD 


5 


kltlEltlElfeltltltltl 


iEiEiti^ifeifeitiieifeiHiiititifeigl 


Vict 


or 


supremacy 

is  self-evident 

It  is  the  supremacy  of  achievement — 
of  great  things  actually  accomplished. 

And  it  brings  success  to  Victor 
retailers  everywhere. 


"Victrola"    is  the  Registered  Trade-mark  of  the   Victor  Talking  Machine  Company 

designating  the  products  of  this  Company  only. 
Warning :     The  use  of  the  word    Victrola   upon  or  in  the  promotion  or  sale  of  any 
other  Talking  Machine  or  Phonograph  products  is  misleading  and  illegal. 

Important  Notice.      Victor  Records  and  Victor  Machines  are  scientifically  co-ordinated 
and  synchronized  in  the  processes  of  manufacture,  and  should  be 
used  together  to  secure  a  perfect  reproduction. 


Victor  Wholesalers 


Albany,  N.  Y... 
Atlanta,  Ga.  . . . 

Baltimore,  Md, 


Birmingham,  Ala. 
Boston,  Maes.   . . . 


Brooklyn,  N.  Y.. 
Buffalo,  N.  T  


Burlington,  Vt. 
Butte,  Mont.  . . 
Chicago,   111.    .  . 


Cincinnati,  O. 
Cleveland,  O.  . 

Columbus,  O.  . 
Dallas,  Tex.  . 
Denver,  Colo. 


Des  Moines,  la.., 
Detroit,  Mich.  . . 
Elmira,  N.  Y. . . . , 

El  Faso,  Tex  

Honolulu,  T.  H.. , 
Houston,  Tex.  . , , 


Indianapolis,  Ind, 
Jacksonville,  Ha. 
Kansas   City,  Mo. 

Los  Angeles,  Cal, 
Memphis,  Tenn.  . 


.  .Gately-Haire  Co.,  Inc. 

.  .Elyea   Talking   Machine  Co. 

Phillips  &  Crew  Piano  Co. 
..Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co. 

H.  R.  Eisenbrandt  Sons,  Inc. 
.  .Talking    Machine  Co. 
..Oliver  Ditson  Co. 

The  Eastern  Talking  Machine 
Co. 

The  M.  Steinert  &  Sons  Co. 
..American  Talking  Mach.  Co. 

G.  T.  Williams  Co.,  Inc. 
..W.  D.  &  C.  N.  Andrews. 

Buffalo  Talking  Machine  Co., 
Inc. 

..American   Phonograph  Co. 
.  .Orton  Bros. 
..Lyon    &  Healy. 

The  Rudolph   Wurlitzer  Co. 

Chicago  Talking  Machine  Co. 
..Ohio    Talking    Machine  Co. 

The   Rudolph   Wurlitzer  Co. 
.  .The  Cleveland  Talking  Ma- 
chine Co. 

The  Eclipse  Musical  Co. 
..The  Perry  B.  Whitsit  Co. 
..Sanger  Bros. 

..The    Knight-Campbell  Music 
Co. 

.  .Mickel  Bros.  Co. 
.  Grinnell  Bros. 
, .  Elmira  Arms  Co. 
,.W.  G.  Walz  Co. 
.  .Bergstrom    Music    Co.,  Ltd. 
.  .The  Talking  Machine  Co.  of 
Texas. 

..Stewart  Talking  Machine  Co. 
.  Florida  Talking  Machine  Co. 

•  J.   W.   Jenkins   Sons  Music 

Co. 

The  Schmelzer  Co. 

•  Sherman,    Clay   &  Co. 
.0.   K.   Houck  Piano  Co. 


Milwaukee,  Wis.  . 
Minneapolis,  Minn. 

Mobile,  Ala  

Newark,  N.  3  

New  Haven,  Conn. 

New  Orleans,  La.. 
New  York,  N.  Y.. . 


Omaha,  Nebr. 


Peoria,  III  

Philadelphia,  Pa.. 


Pittsburgh,  Pa. 


Portland,  Me  

Portland,  Ore.  . . . 
Richmond,  Va.  . . . 
Rochester,  N.  Y... 
Salt  Lake  City,  U. 
San  Francisco,  Cal 
Seattle,  Wash.  ... 
Spokane,  Wash.  . . 
St.  Louis,  Mo.  . . . 
St.  Paul,  Minn... 
Syracuse,  N.  Y.... 
Toledo,  O  

Washington,  D.  C. 


.Badger  Talking  Machine  Co. 

.Beckwith,  O'Neill  Co. 

.Wm.  H.  Reynalds. 

.Collings  &  Co. 

.The  Horton-Gallo-Creamer 
Co. 

.Philip  Werlein,  Ltd. 
.Blackman  Talking  Mach.  Co. 

Emanuel  Blout. 

C.  Bruno  &  Son,  Inc. 

Charles  H.  Ditson  &  Co. 

Knickerbocker    Talking  Ma- 
chine Co.,  Inc. 

Musical  Instrument  Sales  Co. 

New  York  Talking  Mach.  Co. 

Ormes,  Inc. 

Silas  E.  Pearsall  Co. 
.Ross  P.  Curtice  Co. 

Mickel  Bros.  Co. 
.Putnam-Page  Co.,  Inc. 
.Louis  Buehn  Co.,  Inc. 

C.  J.  Heppe  &  Son. 

The  George  D.  Ornstein  Co. 

Penn   Phonograph    Co.,  Inc. 

The  Talking  Machine  Co. 

H.  A.  Weymann  &  Son,  Inc. 
.W.  F.  Frederick  Piano  Co. 

C.  C.  Mellor  Co.,  Ltd. 

Standard  Talking  Mach.  Co. 
.Cressey  &  Allen,  Inc. 
.Sherman,  Clay  &  Co. 
.The  Cqrley  Co.,  Inc. 

•  E.  J.  Chapman. 

.The  John  Elliott  Clark  Co. 

•  Sherman,  Clay  &  Co. 
.Sherman,  Clay  &  Co. 
.Sherman,  Clay  &  Co. 

.  Koerber-  Brenner    Music  Co. 

.W.  J.  Dyer  &  Bro. 

.W.  D.  Andrews  Co. 

.The  Toledo  Talking  Machine 
Co. 

.Cohen   &  Hughes. 
E.  F.  Droop  &  Sons  Co. 
Rogers  &  Fischer. 


Victor  Talking  Machine  Co. 

...  j 

Camden,  N.  J.,  U.  S.  A. 


Victrola  VI,  $35 

Mahogany  or  oak 


Victrola  IX,  $75 

Mahogany  or  oak 


^Victrola  XI,  $150 

Mahogany,   oak  or  walnut 


Victrola  XVI,  $275 
Victrola  XVI,  electric,  $337.50 

Mahogany  or  oak 


BHEIHBE 


6 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


IMPORTANT  TO  THE  TALKING  MACHINE  TRADE 

Lower  Prices  for 
Record  Albums 

Yes,  due  to  lower  costs,  we  are  mak- 
ing substantial  reductions  in  prices. 

We  solicit  your  orders  and  corre- 
spondence. 


OUR  ALBUMS  ARE  MADE  TO  CONTAIN  VICTOR. 
COLUMBIA.  EDISON,  PATHE,  VOCALION 
AND  ALL  OTHER  DISC  RECORDS 


SELECTING   THEIR  FAVORITES 


NATIONAL  PUBLISHING  CO.,  239  S.  American  St.,  PHILADELPHIA,  PA. 

CHICAGO  OFFICE:    508  South   Dearborn  Street 


THE  PERFECT  PLAN 


INCREASING  INTEREST  IN  RECORDS     INCREASE  CAPITAL  TO  $10,000,000       NEW  VICTOR  STORE  IN  CLEVELAND 


{Continued  from  page  4) 


might  be  added.  For  instance,  in  the  new  rec- 
ords section  it  might  be  stated  that  some  of 
the  reasons  given  by  purchasers  for  securing 
these  particular  records  were  as  follows: 

"I'm  buying  this  record  because  it  is  a  peach 
cf  a  one-step." 

"it  seems  to  me  that  everybody's  buying  this 
record  nowdays  and  I  want  to  be  on  the  band 
wagon." 

"I'm  simply  crazy  about  this  record." 
"I  think  this  is  the  catchiest  tune  I've  ever 
heard." 

And  some  of  the  reasons  assigned  for  pur- 
chasing the  old-time  records  might  be  summar- 
ised as  follows: 

"This  always  was  one  of  my  favorite  selec- 
tions and  now  that  we  have  a  talking  machine  1 
want  to  play  it  often." 

"I  heard  this  melody  when  I  was  a  boy  and 
i  ve  always  desired  to  be  situated  so  that  I 
can  hear  it  frequently." 


Heywood  Bros.  &  Wakefield  Co.  Expand  Capi- 
tal to  Conformity  With  Increasing  Business 


Heywood  Bros.  &  Wakefield  Co.,  manufac- 
turers of  talking  machines  and  furniture,  have 
certified  with  the  authorities  of  the  State  of  New 
Jersey  to  an  increase  in  capital  stock  from 
$7,000,000  to  $10,000,000,  divided  into  100,000 
shares  at  $100  each,  60,000  common  and  40,000 
preferred  stock. 


Nela  Park  Music  Shoppe  Opens  Attractive 
Establishment  in  East  End  of  City  Which  Is 
Controlled  by  A.  Finesilver 


GETTING  EYES  ON  THE  BULLETINS 


Interesting  Suggestion  to  Attract  Attention  of 
People  Who  Pay  Instalments  on  Purchases 


INCORPORATED 


The  Sterling  Art  Co.,  of  Brooklyn,  was  incor- 
porated at  Albany  recently  with  a  capital  of 
$25,000  for  the  purpose  of  dealing  in  phono- 
graphs. Those  interested  are  Archiland  M. 
Llano  and  Wm.  A.  and  Ruth  Price,  189  East 
Eighteenth  street,  Brooklyn,  N.  Y. 


A  large  majority  of  the  talking  machines 
bought  by  women  are  sold  on  instalments,  says 
Buy  at  Home  News,  and  it  is  usually  a  woman 
who  brings  down  her  account  book  and  pays 
the  monthly  instalments.  For  that  reason  at 
either  side  of  the  cashier's  window  there  is  a 
bulletin  of  the  new  records  for  the  month.  The 
customers'  eyes  fall  on  these  while  their  re- 
ceipts are  being  made  out,  with  the  result  that 
additional  sales  are  made. 


Cleveland,  O.,  February  5. — A  very  important 
addition  to  the  retail  Victor  stores  in  this  city  is 
that  just  opened  by  the  Nela  Park  Music  Shoppe. 
which  is  controlled  by  A.  Finesilver,  who  was 
formerly  with  the  Hippodrome  orchestra.  The 
new  establishment  is  located  in  the  East  End  and 
is  adjacent  to  some  of  the  largest  manufactur- 
ing establishments  in  the  city,  notably  the  Na- 
tional Lamp  Works  of  the  General  Electric  Co.. 
as  well  as  several  high-class  resident,  suburban 
communities.  Edward  B.  Lyon,  sales  managei 
of  the  Eclipse  Musical  Co.,  Victor  wholesaler, 
co-operated  with  Mr.  Finesilver  in  the  arrange- 
ments for  the  opening  as  well  as  the  general  de- 
tails of  the  interior  construction. 


IN  THE  MARKET  FOR  MACHINES 


A  man's  wealth  depends  not  so  much  on  what 
he  has  as  on  what  he  could  do  without. 


The  Kingsbury  Music  Co.,  of  Denver,  Col- 
has  been  appointed  Victor  dealer.  This  busi- 
ness is  owned  by  Miss  Marion  Kingsbury,  who 
at  one  time  was  a  member  of  the  Metropolitan 
Opera  Co..  and  who  intends  to  conduct  a  very 
artistic  establishment  devoted  to  music  and  its 
exploitation. 


Augusto  Marin,  manufacturers'  agent  and 
merchandise  broker,  located  and  operating  in 
Aguadilla,  Porto  Rico,  W.  I.,  writes  The  Talk- 
ing Machine  World  as  follows:  "I  am  in  the 
market  for  some  talking  machines.  Please  ask 
American  manufacturers  to  send  catalog,  prices 
and  discount  to  me  direct."  Mr.  Marin's  ad- 
dress is  P.  O.  Box  125. 


James  Pawley,  talking  machine  dealer  of 
Pleasantyille,  N.  J.,  has  secured  larger  quar- 
ters in  the  Red  Men's  Hall  Building  in  that  town. 


Peerless  Metal 
Back  Album 


It 


Write  for  particulars 

about  this 
indestructible  album. 


jy^  The  Key  to  Increased  Record 
Sales  Lies  in  Peerless  Albums 

Let  us  show  you  how  to  increase  your  record 
business  through  the  application  of  Peerless  Albums 
and  our  sales  suggestions. 

Now  that  we  are  thoroughly  established  in  our 
new  home,  right  on  Broadway,  we  wish  to  extend  a 
standing  invitation  to  the  trade  to  call  upon  us  when 
in  town. 

Our  new  plant  and  equipment  marks  a  develop- 
ment which  furthers  our  slogan  of  "Peerlesss  quality 
and  service." 

PHIL  RAVIS,  President 

PEERLESS  ALBUM  COMPANY 

636  and  638  BROADWAY   ::    NEW  YORK  CITY 


PEERLESS  BIG  TEN 

Write  for  particulars 
about  this  new  and  ex- 
clusive album,  offered 
in  sets. 

Chicago  Office: 
57  E.  JACKSON  BLVD. 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


9 


once  the  carrying  out  of  a  program  that  should  bring  definite  results 
in  a  comparatively  short  time.  After  all,  the  dealers  in  everything 
musical,  whether  pianos,  talking  machines  or  ukuleles,  are  working 
in  a  sense  to  a  common  end,  and  are  joined  together  by  a  certain 
bond  of  sympathy,  and  when  there  comes  time  for  action  the  work 
of  a  united  industry  is  naturally  more  effective  than  the  independent 
efforts  of  several  disjointed  sections.  This  is  a  point  worth  think- 
ing about. 

As  a  matter  of  fact,'  the  name  "National  Association  of  Music 
Merchants"  was  adopted  to  supersede  the  previous  title  of  "The 
National  Association  of  Piano  Merchants"  with  a  definite  idea  in 
mind  of  bringing  into  the  association  talking  machine  men,  inasmuch 
as  the  majority  of  the  piano  retailers  handle  talking  machines,  and 
a  discussion  of  talking  machine  problems  would  therefore  find  a 
fitting  place  in  the  association  councils. 

Just  at  the  present  time  the  National  Association  of  Music 
Merchants  is  officially  recognized  as  the  retail  division  of  the 
Music  Industries  Chamber  of  Commerce,  with  which  a  number 
of  the  leading  talking  machine  manufacturers,  as  well  as  the  lead- 
ing talking  machine  jobbers,  are  officially  affiliated.  It  might  be 
that  to  make  unnecessary  the  formation  of  a  new  talking  machine 
dealers'  organization  certain  changes  in  the  existing  association  might 
be  desirable  in  order  to  meet  certain  specific  requirements  of  talk- 
ing machine  men.   That  is  a  matter  that  could  easily  be  decided. 

Meanwhile,  the  question  is  for  the  retailers  to  get  together  in 
some  way  or  another  for  the  purpose  of  protecting  their  interests 
in  various  directions,  in  the  matter  of  Federal  tax  legislation,  for 
instance,  and  for  improving  general  trade  conditions  when  such 
improvement  seems  possible.  If  only  the  spirit  of  camaraderie  is 
developed  among  the  members  of  the  trade  any  association  fulfils 
a  definite  and  useful  purpose. 


in  storage,  and  of  which  there  were  only  a  limited  number,  at  the 
"special  price"  of  $69.50.  The  Commission  found  that  the  special 
price  quoted  was  the  usual  resale  price  of  the  instruments  and  that 
they  were  not  in  storage  but  were  manufactured  by  the  defendants, 
and  that  the  quantity  was  not  limited.  The  other  advertised  state- 
ments were,  so  far  as  is  known,  correct. 

The  prosecution  of  the  Chicago  people  resulted  from  a  com- 
plaint filed  by  the  Better  Business  Bureau  of  the  Music  Industries 
Chamber  of  Commerce,  which  has  on  several  occasions  put  a  stop 
to  questionable  methods  of  talking  machine  advertising  and  selling, 
either  through  moral  suasion  or  by  the  bringing  of  legal  action.  Its 
work  in  this  connection  is  worthy  of  the  highest  praise. 


SOME  DEVELOPMENTS  OF  INTEREST 


CURBING  ACTIVITIES  OF  "GYP"  DEALERS 


THE  retail  talking  machine  trade,  in  the  larger  cities  particularly, 
has  suffered  more  or  less  from  the  operations  of  "gyp"  dealers 
for  several  years  past,  and  despite  the  efforts  that  have  been  made 
to  curb  the  activities  of  these  "private  house"  or  "storage"  special- 
ists they  have  continued  to  flourish  to  an  annoying  degree  in  one 
form  or  another.  The  enforcement  of  local  ordinances  and  State 
laws  has  served  to  discourage  the  practice  of  using  the  names  of 
standard  machines  to  market  inferior  products,  but  false  statements 
regarding  values  have  still  persisted. 

The  recent  decision  of  the  Federal  Trade  Commission  against 
a  group  of  Chicago  operators  working  under  the  names  of  various 
storage  companies,  in  which  the  defendants  were  found  guilty  of 
unfair  methods  of  competition  in  interstate  commerce  and  were 
ordered  to  discontinue  their  methods,  should  serve  to  discourage 
"gyp"  dealers  in  other  sections  to  a  large  extent.  The  defendants 
claimed  that  they  were  selling  "$250-size"  phonographs  which  were 


ACCORDING  to  authoritative  reports  from  the  great  furniture 
market  in  Grand  Rapids  the  competition  in  the  matter  of  talking 
machine  production  offered  by  furniture  manufacturers  seems  to 
have  reached  its  peak.  During  the  past  few  years  furniture  fac- 
tories have  been  handling  an  increased  volume  of  talking  machine 
business,  either  as  marketers  of  complete  machines  or  as  suppliers 
of  cabinets  for  those  who  themselves  market  machines. 

In  some  cases  the  manufacture  of  furniture  was  discontinued 
entirely  in  order  that  entire  plants  might  be  given  over  to  talking 
machine  cabinet  production,  and  even  with  these  great  facilities 
cabinets  for  a  time  were  difficult  to  obtain.  It  now  seems  that  a 
number  of  furniture  manufacturers  have  sensed  a  change  in  condi- 
tions and  decided  to  go  in  again  for  furniture,  with  cabinet  produc- 
tion largely  eliminated,  and  the  manufacture  of  completed  instru- 
ments continued  as  a  subsidiary  enterprise. 

This  change  in  front  has  not  come  suddenly,  but  was  heralded 
close  to  a  year  ago  and  efforts  of  certain  manufacturers  to  tie  up 
furniture  plants  on  big  cabinet  contracts  met  with  little  or  no  suc- 
cess. The  reason  assigned  for  the  change  by  some  furniture  men  is 
that  the  newer  talking  machine  companies  who  felt  that  their  success 
would  be  permanent  have  either  increased  their  own  cabinet-pro- 
ducing facilities  or  have  equipped  their  own  cabinet-making  plants, 
which  meant  that  the  furniture  man  was  left  high  and  dry  when 
existing  contracts  ran  out.  To  have  held  on  to  the  cabinet  business 
indefinitely  would  have  meant  that  the  furniture  men  must  go  back 
into  furniture  production  suddenly  and  be  called  upon  to  re-establish 
their  furniture  markets  under  strong  competition. 

There  are,  of  course,  a  number  of  furniture  manufacturers 
who  will  continue  marketing  complete  machines  of  their  own  pro- 
duction that  have  been  manufactured  along  correct  lines  and  have 
won  a  substantial  reputation  and  a  market  for  themselves.  These 
are  the  men  who  had  vision  and  faith  in  the  talking  machine  industry, 
and  who,  moreover,  possessed  the  good  judgment  to  use  their  own 
names  on  the  products  turned  out  by  their  factories.  The  develop- 
ment is  an  interesting  one  and  provides  food  for  thought. 


RES.  U.S.PAXOFF 


"HITCH  YOUR  WAGON  TO  A  STAR" 

is  a  maxim  that  has  been  handed  down  from  generation  to 
generation.  The  exclusive  Victor  retailer  well  appreciates 
the  value  of  this  saying. 

As  the  year  progresses  we  believe  that  the  exclusive  Victor 
retailer  will  reap  what  he  has  sown  in  energetically  featuring 
Victor  merchandise  exclusively. 

Ormes  service  will  assist  their  dealers  in  every 
way  possible  consistent  with  good  merchandising 

ORMES,  Inc. 

103  E.  125th  St.     Wholesale  Exclusively      N£W  YORK 


10 


THE    TALKING    MACHINE  WORLD 


February  15, 4921 


Why  People  Buy  by  Mail,  With  Suggestions 
for  Meeting  Mail  Order  Competition  »  D.  GBBa;rd 


SIlfflllllUIIIH 

The  people  of  this  country  are  addicted  to 
the  mail  order  habit.  If  any  one  doubts  this 
statement  let  him  consider  the  fact  that  one 
mail  order  house  alone  sold  more  than  a  quar- 
ter of  a  billion  dollars'  worth  of  goods  last  year. 
In  other  words,  this  one  company  did  a  busi- 
ness equal  to  a  $2.50  sale  to  every  man,  woman 
and  child  in  the  United  States  last  year. 

And  this  is  just  one  mail  order  house — the 
largest  one  in  the  country,  it  is  true,  but  there 
are  many  mail  order  houses  in  America.  And 
they  are  all  doing  business.  Yes,  they  are  do- 
ing business  and  they  are  doing  it  in  my  town 
and  in  your  town,  Mr.  Dealer. 

The  merchants  in  a  small  town  in  Kansas 
got  together  some  time  ago  and  determined  to 
find  out  just  how  much  money  was  leaving  their 
town  that  ought  to  be  kept  there.  They  went  to 
the  post  office,  the  express  office  and  to  the 
banks  and  made  inquiries.  And  they  got  some 
astounding  figures!  They  couldn't  get  the  names 
of  those  individuals  who  were  patronizing  the 
out-of-town  stores,  of  course,  but  they  could 
get  facts  on  the  volume  of  business  being  done 
in  their  town  by  their  absentee  competitor. 

One  of  the  leading  bankers  of  the  town  stated 
his  position  on  the  subject  when  he  said  to  the 
committee  that  had  called  to  interview  him: 
"Gentlemen,  I  had  rather  have  the  amount  of 
money  sent  through  this  one  bank  for  goods 
bought  out  of  town  than  to  have  the  receipts  of 
any  one  of  your  stores." 

Why  Do  They  Do  It? 

These  are  not  pleasant  facts  to  the  honest 
dealer  who  is  trying  to  give  honest  service  and 
to  earn  an  honest  living.  But,  as  the  old  saying 
has  it,  "Facts  are  facts  and  figures  are  figures," 


lllillllll'lillllilllllllllllllllM 
and  there  is  no  reason  to  deny  either.  Neither 
does  it  do  any  good  to  bewail  the  facts  or  to 
get  mad  and  "cuss"  the  mail  order-  houses  or 
the  ones  who  patronize  them.  It  behooves  us, 
rather,  to  study  the  situation  and  try  to  learn 
whether  or  not  there  is  any  cure  for  the  afflic- 
tion. 1  %  ri 
Why  do  our  fellow  citizens  buy  by  mail  in- 
stead of  buying  from  us? 

A  little  thought  will  furnish  several  reasons. 

1 


1  A  Mail  Order  House  j 
|  Has  No  Method  That  j 
B  Cannot  Be  Duplicated  jj 
|  and  Improved  Upon  by  jj 
■  the  Local  Dealer  H 


In  the  first  place,  these  houses  sell  through  their 
catalogs  in  which  they  have  pictured  and  de- 
scribed their  goods.  These  catalogs  are  sent  out 
through  the  mails  into  the  homes  of  the  peo- 
ple and  the  people  study  them.  Every  member 
of  the  family  turns  through  the  catalog  time  and 
again,  looking  and  looking,  with  an  especially 
long  look  each  time  at  some  coveted  article.  The 
result  is  a  very  natural  one — the  looker  becomes 
a  buyer. 


IllllllllilllllllillllWil 

The  ones  who  prepare  the  mail  order  catalogs 
are  specialists  in  their  fields  and  they  turn  out  a 
product  that  fully  meets  the  four  fundamentals 
of  advertising.  The  big  book  of  itself  catches 
the  attention,  aided,  perhaps,  by  some  curiosity 
to  know  just  what  it  has  to  offer.  Desire  is 
aroused  by  looking  at  the  displays  and  convic- 
tion is  borne  in  upon  the  looker  by  the  splendid 
descriptions  and  expositions  given  of  the  goods. 
The  prospect  is  moved  to  action  by  the  fact 
that  he  desires  the  goods  and  believes  that  he 
can  get  them  cheaper  from  the  mail  order  house. 

A  dealer  in  washing  machines,  writing  in  a 
trade  periodical,  tells  of  his  experience  in  deal- 
ing with  a  citizen  of  his  town  who  was  known 
to  be  a  confirmed  patron  of  the  mail  order 
bouse.  The  dealer,  on  hearing  that  this  gentle- 
man was  ih  the  market  for  a  washing  machine, 
decided  to  go  after  the  business. 

He  invited  the  customer  to  come  to  his  store 
and  look  over  his  stock.  Tha  latter  came  and 
was  shown  the  local  merchant's  washing  ma- 
chine and  was  told  of  its  many  excellent  fea- 
tures. "At  least,"  says  the  dealer,  "I  told  him 
all  I  knew  about  it."    (The  italics  are  his,  too.) 

"Then,"  continues  the  dealer,  "he  started  in 
by  asking  a  few  questions  about  the  washer 
and  in  half  an  hour  he  had  told  me  more  about 
washing  machines  than  I  had  ever  heard  or 
dreamed  of.  Finally  I  asked  him  where  he  had 
learned  the  washing  machine  business.  He 
hadn't  learned  it,  he  said,  but  he  knew  all  about 
'em — from  their  most  inward  and  basic  prin- 
ciple to  the  outside  finish — from  reading  mail 
order  catalogs." 

Yes,  the  mail  order  house  advertises.  And  it 
doesn't  stop  with  advertising  through  the  me- 


STATEMENT  Records  have 

themselves! 


proven 


QUESTION  -  Has  your  service  been  as  good  as  the  record? 
SUGGESTION  -  Try  KENNEDY-GREEN  service  in  connection  with 

Records 

DEAN  NEEDLES,  etc. 

ANOTHER  SUGGESTION  -  Write 

KENNEDY-GREEN  COMPANY 

1865  Prospect  Avenue  Cleveland,  Ohio 

AND  SEE  WHAT  HAPPENS 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


11 


dium  of  its  catalog.  In  every  Sunday  paper  in 
my  town  appears  a  full-page  advertisement  of 
talking  machines  and  another  of  an  encyclo- 
paedia. We  are  not  concerned  about  the  latter, 
but  we  are  about  talking  machines. 

The  fact  that  the  mail  order  house  advertises 
is  not,  of  course,  anything  new  or  startling,  but 
the  point  is  this:  The  mail  order  house  lets  the 
people  know  that  it  has  the  goods.  And  how 
often  it  happens  that  the  local  dealer  does  -not 
let  the  people- know  that  he  has  the  goods! 

The  representative  of  a  publishing  house  that 
does  some  business  by  mail  tells  this  story. 
His  house  had  advertised  a  book  on  business 
management  and  in  reply  several  department 
store  executives  throughout  the  c'ountry  ordered 
the  book  by  mail.  In  each  case  the  store  was 
a  customer  of  the  publisher's  and  carried  in 
stock  the  book  which  the  executives  ordered. 

From  the  same  towns  where  department 
store  officials  had  ordered  this  book  came  other 
orders  in  sufficient  numbers  to  have  amply  justi- 
fied the  expense  of  advertising  the  book  in  the 
local  papers.  So  this  publicity  got  the  business 
not  only  of  the  people  in  the  communities  who 
should  have  bought  from  their  dealers,  but  of 
the  dealers  themselves! 

Now  if  the  head  of  a  department  store  will 
not  take  the  trouble  to  learn  whether  or  not 
his  own  store  carries  in  stock  a  book  he  wants, 
but  goes  ahead  and  orders  it  direct,  how  can  we 
expect  the  customers  to  come  looking  through 
our  dusty  rows  of  records  to  learn  whether  we 
have  what  they  want  when  it  is  so  easy  to  order 
it  by  mail? 

Still  another  reason  why  so  many  people  buy. 
by  mail  is  the  fact  that  all  goods  are  marked 
in  plain  figures.  They  don't  have  to  ask  the 
price  on  one  or  several  articles.  They  don't  have 
to  ask  why  one  article  is  higher  than  another — 
they  are  told  in  the  text.  They  are  not  hur- 
ried in  making  their  choice.  They  can  take 
their  time  and  think  things  over — talk  the  mat- 
ter over  with  other  members  of  the  family 
maybe — then  make  up  their  minds  as  to  whether 
they  shall  buy. 


And  when  they  do  buy  they  feel  sure  that  they 
are  getting  the  goods  much  cheaper  than  they 
could  buy  them  from  their  dealers.  This,  after 
all,  is  the  greatest  reason  why  people  buy  by 
mail.  Oh,  yes,  no  doubt  they  arc  mistaken — 
but  do  they  know  that  they  are  mistaken? 

And,  finally,  wtien  they  send  their  orders  off 
they  know  that  if  they  are  not  satisfied  they 
can  get  their  money  back  without  question. 
True,  they  may  experience  some  annoyance  and 
inconvenience  in  obtaining  refunds,  but  they 
feel  sure  that  it  will  be  all  right. 

Wherein  They  Are  Mistaken 
The  people  who  buy  by  mail  are,  of  course,  mis- 
taken in  many  of  their  beliefs  concerning  mail 
order  goods  and  service.  They  frequently  do  not 
consider  the  fact  that  prices  are  f.  o.  b.  the  factory 
and  that  freight  and  drayage  are  pretty  high 
these  days.  Nor  do  they  seem  to  understand 
that  the  mail  order  houses  are  enabled  to  make 
the  prices  they  offer  only  because  they  buy  in 
large  quantities  and  employ  cheap  labor  in  their 
factories.  In  other  words,  the  mail  order  house 
is  able  to  sell  cheaper  because  it  buys  in  a  big 
way,  crowds  the  manufacturer  on  prices  and 
then  does  business  with  a  minimum  overhead. 

Again,  the  people  feel  sure  that  if  they  are 
dissatisfied  with  the  goods  they  may  return  them 
and  their  money  will  be  cheerfully  refunded. 
This  may  be  true,  but  as  a  matter  of  fact  re- 
funds are  invariably  made  in  the  form  of  an 
order  for  merchandise  of  equal  value.  Then  if 
the  customer  sends  this  back  and  asks  for  a 
postal  money  order  they  will  probably  send  him 
an  express  money  order  or  a  cashier's  check;  or 
if  he  asks  for  one  of  these  they  will  very  likely 
send  him  a  postal  money  order.  Considerable 
annoyance  is  frequently  experienced  in  this  way. 

Then,  too,  many  a  customer  has  ordered  goods 
from  a  mail  order  house  and  has  had  to  wait  so 
long  for  them  that  he  didn't  need  them  when  at 
last  they  did  arrive. 

Meeting  Competition 

These  are  true  facts.  But  do  the  people  know 
that  they  are  true  facts?  And  if  they  don't  know 
this  why  don't  they  know  it? 


Wc  don't  like  to  "knock"  any  one's  business, 
but  here  is  a  situation  that  demands  action  of 
some  kind.  The  local  dealer  is  certainly  en- 
titled to  the  business  and  has  right  on  his  side 
from  every  standpoint.  Couldn't  we  then  com- 
pare prices  a  little  and  point  out  a  few  cases  in 
which  we  excel  the  mail  order  house? 

One  dealer  who  handles  electric  lamps  and 
fixtures  in  a  Western  city  was  selling  a  certain 
lamp  that  cost  him  $2.75  for  $5  and  putting  it  up 
in  the  customer's  home  when  he  was  surprised 
tc  learn  that  a  mail  order  house  was  selling 
the  same  lamp  for  $6.95  and  the  customer  paid 
the  express  and  had  to  install  it  himself. 

This  is  a  daily  occurrence  in  every  town  in 
the  country.  The  mail  order  house  handles 
some  standard  goods,  as  a  rule,  and  it  usually 
charges  as  much  or  more  for  such  goods  as  the 
dealer  charges.  Why  not  get  a  catalog  and 
make  some  comparisons? 

The  methods  adopted  by  the  mail  order  houses 
get  the  business,  but  they  have  no  methods  that 
dealers  cannot  duplicate  and  improve  upon. 

Take  the  matter  of  creating  desire,  for  ex- 
ample. The  mail  order  house  depends  upon  its 
attractive  pictures  and  descriptions  to  arouse 
desire.  But  the  dealer  has  the  privilege  of  dis- 
playing the  actual  goods  in  his  show  windows 
and  of  picturing  them  in  his  advertisements. 

The  catalogs  give  good  descriptions  and  con- 
struction talks  on  goods,  but  how  much  better 
the  dealer  can  do  this  in  personal  conversation 
with  the  prospect!  The  dealer  must,  to  be  sure, 
know  his  goods.  If  he  does  not  know  his  goods 
he  will  find  himself  in  the  predicament  of  the 
dealer  who  tried  to  sell  a  washer  to  one  who 
knew  more  about  the  machine  than  he.  This  is 
the  dealer's  business;  he  should  know  his  goods. 

The  local  dealer  can  guarantee  satisfaction  or 
money  back  and  can  live  up  to  his  guarantee 
without  inconveniencing  his  patrons  in  the  way 
the  mail  order  houses  do. 

The  dealer  has  the  advantage  in  every  re- 
spect. Let  him  make  the  most  of  this  advan- 
tage and  the  receipts  of  his  out-of-town  com- 
petitor will  not  be  so  large  this  year. 


AN  AMERICAN  WALNUT 
PHONOGRAPH 
CABINET 


TAmbmicAjv 


The  Cabinet-wood  Superlative' 


For  Phonograph  Cabinets 

Walnut  is  surely  as  desirable  as  it  has  proved  to  be  for  the 
finest  of  other  forms  of  furniture  for  four  hundred  years  and 
longer.  Beauty,  remarkable  working  qualities  and  its  hold 
on  the  public  demand  put  AMERICAN  WALNUT  in  the 
forefront  for  the  finer  musical  instrument  cases. 

Write  fordata  for  makers  or  data  for  dealers  and  the  "Brochure  de  Luxe"  for  your  salesmen. 


American  Walnut  Manufacturers'  Association,  Room  1022,  616  South  Michigan  Boulevard,  Chicago,  Illinois 


12 


THE   TALKING   MACHINE  WORLD 


February  15,  1921 


Here's  Your  Chance 

Big  March  59c  Sale 

To  keep  the  Columbia  Record  Catalog  within 
a  reasonable  size,  we  m  ust  retire  certain  records. 
Many  of  these  are  still  popular  enough  to  sell 
quickly  at  a  popular  price.  Here's  your  chance. 
Never  in  the  history  of  the  music  business  have 
Columbia  dealers  been  able  to  sell  such  good 
records  at  so  low  a  price  with  a  big  advertising 
campaign  to  help  them. 

Limited  Supply 

Within  a  few  days  you  will  receive  our  Retired  Record 
List,  which  will  give  you  the  full  list  of  records  to  be 
sold  at  59  cents.  If  you  need  more  of  these  130  numbers, 
you  can  get  them  from  our  Branches  at  59  cents,  less  your 
regular  discount.  We  have  discontinued  the  manufacture  of 
these  records,  so  the  supply  is  limited. 

Recent  Releases 

The  majority  of  these  records  have  been  released  within 
the  last  eighteen  months.  You'll  find  on  the  list  selections  by 
such  artists  as  Al  Jolson,  Art  Hickman's  Orchestra,  Van  and  , 
Schenck,  Harry  Fox,  Guido  Deiro,  the  Paul  Biese  Trio,  Ted 
Lewis'  Jazz  Band,  Henry  Burr,  Campbell  and  Burr,  the 
Peerless  Quartette,  Sterling  Trio,  etc. 

COLUMBIA  GRAPHOPHONE  COMPANY 

NEW  YORK 

Columbia 


Februarv  15,  1921 


THE    TALKING    MACHINE  WORLD 


15 


piiiiiiiiiiiiiiM 

I  How  the  Show  Window,  "Your  Silent  Sales- 1 
1  man,"  Can  Help  Develop  Prosperity  = 


By 

Ellis  Hansen 


^illllllllllllIIIIIIIIIIIIIIIH 

During  the  readjustment  now  taking  place  in 
almost  all  lines  of  business,  progressive  dealers 
in  the  music  trade  have  no  doubt  given  much 
thought  to  the  task  of  improving  and  stimula- 
ting their  business. 

The  splendid  article  by  Bruce  Barton  in 
Printers'  Ink  (reprinted  in  The  World  this 
month)  showing  how  salesmen  can  make  pros- 
perity, brought  to  my  mind  another  kind  of 
salesman  that  is  just  as  important  a  factor  for 
good  or  bad  for  the  retail  store  as  the  travel- 
ing salesman  described  by  Mr.  Barton  is  to 
the  jobber.  This  is  the  silent  salesman — your 
show  window. 

While    some    of    the    leading    music  stores 


1 11' 'I ! :  "■  ■ 1 J 1 1 1 :! :  '■' !  ■ !  - '  I  I'i'MHiiil-hlfiiliil.lLlllMMIiM.IMMni'llllllllllHlllllil!!!1 

The  makers  of  talking  machines,  records  and 
player  rolls  are  doing  much  to  dispel  such 
antiquated  views  and  awaken  the  dealers'  in- 
terest in  making  timely  and  interesting  dis- 
plays. To  this  end  many  have  various  kinds  of 
window  services,  consisting  of  monthly  litho- 
graphed show  cards,  hangers  and  display  units 
that  are  sold  to  dealers  at  cost  or  sometimes 


■1111 


A  sloppy,  disorderly  display,  placed  there 
perhaps  by  an  indifferent  office  boy  without 
the  least  regard  for  order,  symmetry  or  artistic 


Black  and  white  dance  record  display  designed  by  Ellis 
Hansen.  Silhouettes  cut  out  of  black  velvet,  mounted  on 
white  silk  panels.     Background:  "pearl  gray  plush  curtains. 

recognize  the  window  as  the  most  important 
part  of  the  establishment  and  pay  proper  at- 
tention to  their  displays,  there  are  still  entirely 
too  many  dealers  who  only  make  a  half-hearted 


Display  screen  designed  by  Ellis  Hansen  for  Adam 
period  instruments.  Color  scheme:  ivory,  nile  green  and 
black.    Notice  characteristic   Adam  ornaments. 

given  away.  These  could  be  of  great  service 
and  very  helpful  to  the  dealer  who  would  fol- 
low the  directions  given,  using  common  sense 
and  taste  in  the  arrangement. 

Manufacturers'  Window  Helps 
Unfortunately   the   size   and  shape   of  win- 
dows   differ    so  much 
that  almost  every  deal- 
er has  a  problem  of  his 


A  bit  of  old  Japan,  designed  by  Ellis  Hansen.  Color 
scheme:  canary  yellow  with  light  green  trellis.  Japanese 
fretwork  japanned  black.  Artificial  wistaria  branches  over 
trellis  with  long  sprays  of  delicate  tinted  pink  flowers. 
Background:  dark  green  plush. 

conception,  is  a  poor  greeting  and  does  not 
spell  welcome  for  the  music  lover  with  money 
to  spend  for  your  merchandise.  All  these 
rather  pertinent  remarks  lead  up  to  the  plan 
I  like  to  suggest  to  dealers  who  believe  in 
their  "silent  salesman"  and  would  like  to  have 
really  fine  and  attractive  window  displays. 

Almost  every  drygoods  or  hardware  store 
that  can  boast  of  as  few  as  half  dozen  people 
have  their  regular  display  man  who  strives  to 


Christmas  display  designed  by  Ellis  Hansen.  Corner  window  treatment  showing 
two  lines  of  instruments.  Floor  and  all  ornamentations  are  snow  covered.  Size  of 
window  16x20  feet.  Special  stress  is  laid  upon  instruments  to  make  capital  on 
the  "gift  idea,"  eleven  instruments  being  shown.  Notice  the  effective  use  of  floor 
lamps.  » 

effort,  if  any  at  all,  and  look  upon  the  show 

window  as  a  mere   concession   to   business — 


a  disagreeable  necessary  evil  that  not  only  adds 
to  the  light  bill,  but  makes  the  merchandise 
used  for  display  shabby  and  dusty. 


own.  Professional  jealousy  makes  it  difficult 
for  Brown  to  use  the  same  display  as  Blank, 
his  competitor,  is  using  in  the  next  block  down 
the  same  street — and  some  dealers  misuse  these 
displays  in  a  way  that  is  positively  depressing. 


PHONOGRAPH  CASES 
Reinforced  3 -ply  Veneer 

The  Standard  Case  for  Talk- 
ing Machines  and  Records 

Let    us    figure    on   your  requirements 

MADE  BY 

PLYWOOD  CORPORATION,     Goldsboro,  N.  C. 

Mills  in  Va.,  N.  C.  and  S.  C. 


Fall  opening  display  designed  by  Ellis  Hansen,  featuring  records  from  Morris 
Gest's  production  of  "Aphrodite" — the  greatest  feature  of  this  extravaganza  was  the 
Russian  Ballet  arranged  by  Michel  Fokine,  said  to  be*  the  creator  of  the  Russian 
Ballet.  For  this  reason  a  number  of  famous  ballet  records  were  shown  in  connection 
with  Bakst  costume  color  plates  from  Ballet  Russe.  The  (lance  pictures  on  the  floor 
lamps  are  color  reproductions  from  the  Aphrodite  Ballet.  The  Fall  panels  showing 
Faun  and  Nymph  were  imitation  tapestries.  The  center  decoration  was  a  "cut-out" 
of  a  conventionalized  peach  tree  on  marble  background.  Bunches  of  artificial  grapes 
and  grape  leaves  on  the  white  trellis  added  to  the  Fall  atmosphere.  It  created  con- 
siderable attention. 

present  hardware  and  drygoods  in  most  pleas- 
ing and  artistic  displays. 

Get  a  Display  Man  From  Your  Own  Force 
With  new  records  and  player  rolls  every 
month  the  modern  music  store  is  fully  as  much 
in  need  of  a  window  trimmer  to  spend  at  least 
part  of  his  time  to  make  the  windows  at- 
tractive. Dealers  who  read  these  lines  will 
perhaps  say:  "Granting  that  all  this  is  true, 
how  are  we  going  to  get  a  trimmer  even  if 
we  felt  like  spending  a  little  money  on  dis- 
play material?  How  could  we  afford  to  pay 
a  salary  for  changing  our  windows  a  few  times 
each  month?"  My  answer  would  be — Don't 
get  a  professional  trimmer  that  perhaps  would 
not  know  the  first  thing  about  music  or  the 
line  of  instruments  you  have  for  sale.  Select 
one  of  your  own  people  to  spend  part  of  his 
(Continued   on   page  16) 


16 


THE    TALKING    MACHINE  WORLD 


February  IS,  1921 


"Look!  What  You've  Done  With  Your  Dog- 
Gone  Dangerous  Eyes,"  sings  Benny  Davis. 
And  the  logical  coupling  also  sung  by  this 
newexclusiveColumbiaarHstis"Love,Honor 
and  O-Baby."  Will  they  sell?  Oh!  Baby!  A-3348. 


Columbia  Graphophone  Co 

NEW  YORK 


SHOW  WINDOWS  MAKE  PROSPERITY 

(Continued  from  page  15) 

time  on  display  work  and  get  someone  who 
has  an  inclination  for  this  very  interesting  and 
fascinating  work — one  who  is  observing,  en- 
thusiastic and  painstaking.  Allow  him  a  rea- 
sonable expense  account  as  you  do  for  any 
other  department  and  encourage  him  as  you 
would  any  other  employe  starting  out  on  a 
new  venture  and  the  expenditure  will  soon  jus- 
tify itself. 

The  Mission  of  the  Show  Window 
The  display  should  create  a  musical  atmos- 
phere and  appeal  to  the  love  of  music  that 
exists  in  nearly  every  one.  It  should  be  based 
on  a  certain  idea  and  tell  a  single  story  easily 
recognized.  There  must  be  something  in  the 
window  to  attract  attention  and  arouse  curi- 
osity. Finally  the  display  must  deliver  a  mes- 
sage that  induces  the  prospective  customer  to 
enter  the  store.  That,  after  all,  is  the  true 
mission  of  the  show  window,  and  when  that 
is  accomplished  the  rest  is  up  to  the  sales  peo- 
ple. This  may  sound  rather  difficult  until  you 
begin  to  study  the  great  library  of  music  in 
all  its  varieties  contained  in  the  general  record 
and  player  roll  catalogs.  Among  the  more 
than  two  hundred  different  music  displays  de- 
signed and  made  by  me  in  the  last  twenty 
years,  of  which  I  have  photographs,  every  one 
has  been  built  around  a  certain  idea  that  has 
dominated  the  display  and  "put  over"  the  story 
strong  enough  to  be  recognized  almost  at  a 
glance. 

The  Months  of  the  Year  in  Window  Displays 

The  different  seasons  should  be  strongly  re- 
flected. In  the  last  months  of  the  year  special 
stress  should  be  laid  upon  instruments  to  make  . 
capital  of  the  "gift  idea."  At  that  time  window 
shoppers  are  on  the  lookout  for  suitable 
Christmas  gifts  and  few  other  articles  meet 
these  requirements  better  than  musical  instru- 
ments. January  should  be  devoted  to  record 
and  roll  displays  to  supply  the  thousands  of  new 
instrument  owners.  February  for  a  Valentine 
display.  March  .is  the  month  for  the  great 
variety  of  Irish  selections  dear  to  the  hearts 
of  the  many  sons  and  daughters  that  hail  from 
the  Green  Isle  and  make  these  United  States 
their  home.  The  latter  part  of  March  and  the 
beginning  of  April  is  Easter  week.  (This  year 
March   27).     May   for   Spring  display.  June 


with  its  roses  is  the  month  of  the  bride.  July 
for  its  glorious  Fourth.  August  for  vacation 
window.  The  golden  fruits  and  beautiful  flowers 
of  September  should  be  reflected  in  a  glorious 
Fall  display.  Hallowe'en  for  October.  Thanks- 
giving for  November,  and  the  great  climax 
should  be  reached  not  later  than  December 
10  in  a  wonderful  Christmas  window.  Other 
ideas  that  lend  themselves  for  display  pur- 
poses, and  which  can  be  used  almost  any  time 
during  the  year,  are  children's  music,  grand 
opera,  dance  music  and  the  hundred  and  one 
ideas  the  observing  display  man  can  gather 
from  the  record  catalog. 

The  period  models  now  on  the  market  open 
up  new  vistas  and  opportunities  for  the  re- 
sourceful trimmer.  Adam  and  Gothic  interiors, 
and  a  bit  of  old  Japan  help  wonderfully  well 
to  set  off  the  high-class  instruments  made  in 
these  styles  and  when  properly  carried  out  add 
"class"  and  distinction  to  the  stores  that  in- 
stall them. 

The  "Why"  of  Backgrounds 

There  should  be  a  radical  change  in  your 
windows  every  five  or  six  weeks.  It  is  not 
enough  to  change  the  show  cards — the  entire 
background  and  color  scheme  must  be  changed, 
as  only  a  decided  change  will  attract  attention. 
This  can  only  be  accomplished  with  special 
backgrounds  and  is  one  reason  for  their  popu- 
larity. Many  music  houses  have  no  back- 
ground at  all  in  their  windows,  with  the  result 
that  if  the  awning  is  pulled  down  during  the 
summertime  to  protect  the  instruments,  the 
pianos  and  phonographs  almost  merge  into  the 
dark  depths  of  the  store  as  seen  from  the  out- 
side. If  the  dark-colored  instruments  were 
set  off  with  a  light  contrasting  background  this 
complete  waste  of  window  space  during  the 
greater  part  of  the  day  would  be  avoided. 
How  to  Get  Ideas  for  Backgrounds 

The  display  man  should  send  in  his  subscrip- 
tions for  the  Merchant  Record  and  Show  Win- 
dow, 5707  West  Lake  street,  Chicago,  111.,  the 
best  publication  on  window  displays.  Through 
the  advertising  pages  in  this  journal  he  can 
get  in  touch  with  the  leading  manufacturers 
and  dealers  of  display  material  who  will  be 
glad  to  mail  their  catalogs  chockful  of  sugges- 
tions that  may  prove  of  great  value.  This 
journal  contains  every  month  some  of  the  best 
examples  of  the  window  trimmers'  art  and  a 
front    page    in    colors.     With    the   many  ex- 


H.  J.  SMITH  LABORATORIES 

Jewel  Manufacturer 


EXECUTIVE  OFFICES, 
FINISHING  and 
RECORDING 
LABORATORY  JEWELS 


Plant   No.  1 
833   Broad  Street 
Tel.  2896  Market 
NEWARK,  N.  J. 


SAWING 

GRINDING 

ROUGHING 

ROLLING  and 

EXPERIMENTAL 

LABORATORY 


Plant   No.  2 
»  54%   Franklin  St. 
NEWARK,  N.  J. 


MANUFACTURER  OF 


Phonograph  Diamond  and  Sapphire  Reproducing  Points — Recording  Laboratory  Jewels 
— Rough  Diamond — Diamond  Powder — Experimental  Work.    Jewels  manufactured  for 
all  talking  machine  records.   Consulting  Specialist  on  all  experiments  relating  to  any  new 
recording  grooves.    Recording  problems  satisfactorily  worked  out. 


amples  and  helpful  hints  it  should  not  be  hard 
for  the  display  man  to  select  such  ideas  for 
backgrounds  and  settings  to  suit  his  particular 

store. 

Nothing  New  Under  the  Sun 

It  is  not  necessary  to  make  strictly  original 
backgrounds.  Few  experienced  trimmers  can 
hope  to  emerge  with  absolutely  new  ideas,  far 
less  the  beginner.  A  thoughtful  adoption  pre- 
sented in  a  new  and  interesting  form  is  far 
better  than  a  poor  original.  Lowell  says: 
"Though  old  the  thought  and  oft  expressed, 
'tis  his  at  last  who  says  it  best." 

Put  Play  Into  Your  Display  Work 

In  conclusion  I  should  like  to  make  a  few 
remarks  to  the  coming  display  man.  Watch 
every  fine  window  in  your  city  and  try  to  learn 
something  from  it.  Give  deep  thought  to  all 
details,  don't  leave  anything  to  chance.  If  you 
have  any  special  show  cards  made,  use  as  few 
words  as  possible  that  they  may  be  read 
hastily.  Never  "knock"  or  even  mention  any 
competing  line  of  instruments.  Try  to  inject 
your  individuality,  which  is  a  charm  in  itself. 
Balance  your  displays.  This  does  not  mean 
that  the  various  instruments  should  be  handled 
with  geometrical  precision,  but  if  one  large  in- 
strument is  placed  at  one  side  of  the  window 
there  should  be  some  decorative  feature  on  the 
other  side  to  balance  it,  for  instance,  a  vase  of 
flowers  on  a  pedestal. 

Don't  be  afraid  to  handle  a  saw,  a  hammer 
or  a  paint  brush  even  if  it  is  a  new  experience 
to  you.  Any  fool  can  have  things  made-  for 
him  if  he  has  the  money  to  pay  for  it.  To 
do  something  useful  all  by  yourself,  something 
you  were  not  trained  to  do,  is  to  give  yourself 
a  new  sense  of  mastership,  which  more  than 
anything  will  help  you  over  new  obstacles  and 
make  you  believe  in  yourself.  I  often  think 
that  the  Yankee  characteristic  "Jack  of  all 
trades"  accounts  to  a  great  degree  for  the  mas- 
tership of  the  American  window-trimmer  who 
counts  more  than  15,000  in  his  profession  and 
is  acclaimed  and  recognized  to  be  the  most 
skillful  in  the  world.  A  good  piece  of  window 
work  represents  to  me  real  happiness  and  pride 
of  creation  which  is  often  far  more  precious 
than  pride  of  possession.  And  when  the  job  is 
finished  and  the  display  is  a  success,  where  is 
there  any  sweeter  music  than  a  few  words  of 
praise  from  the  "boss"  and  the  official  stamp 
of  approval  from  the  office  boy  that  it  is 
"swell"?  All  the  hard  work  in  forgotten  in  the 
joyful  determination  to  make  a  still  greater 
effort  to  make  the  next  one  a  "whale"  of  a 
window  that  will  make  people  sit  up  and  take 
notice.    And  you  can  do  it.    GO  TO  IT. 


VALUE  OF  C0=0PERAT1VE  EFFORT 

Men  who  strive  to  build  themselves  up  by 
tearing  down  the  work  of  their  fellows  gen- 
erally succeed  in  undermining  their  own  founda- 
tions and  falling  into  the  common  ruin.  The 
secret  of  success  is  co-operative  effort  and  giv- 
ing to  every  one  credit  for  that  which  is  his 
due. 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


17 


PHONOGRAPH 

tyhe  Aristocrat  of  Phonographs 


D 


EALERS  tell  us  that  the  Widdicomb  appeals  to  all  and 
everyone  alike.    Primarily,  this  is  due  to  two  main  facts : 


First:  In  the  Widdicomb  Phonograph  the  Amplifying  Tone 
Chamber  does  full  justice  to  the  lower  as  well  as  to  the  higher 
musical  tones.  When  playing  an  orchestral  record  on  the  Widdi- 
comb, the  deeper,  richer  tones  are  given  equal  prominence.  And 
because  the  Amplifying  Tone  Chamber  is  vibrationless  there  is 
no  suggestion  of  metallic  harshness. 

Second:  The  simple  grace  of  all  Widdicomb  cabinet  work  de- 
picts the  fine  art  of  true  period  interpretation.  In  this  character 
of  workmanship,  where  genuine  knowledge  of  art  and  decoration 
is  essential,  the  fame  of  Widdicomb  cabinetmakers  is  known 
broadcast.  Yet  so  subtle  is  the  adaptation  that  the  Widdicomb 
is  at  home  in  any  furniture  setting. 

Write  for  latest  catalog  showing  the  many  styles  of  Widdicomb 
Art  Phonographs. 


The  Widdicomb  Furniture  Go. 

Grand  Rapids  Michigan 

Fine  Furniture  Designers  Since  1865 


12 


18 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


FAMOUS  ARTISTS  RECORD  SHAKESPEARE  FOR  POSTERITY      A  LIVE  COLUMBIA  DISTRIBUTOR 


First  of  a  Series  of  Recordings  of  Julia  Marlowe  and  E.  H.  Sothern,  Two  of  the  World's  Fore- 
most Interpreters  of  Shakespeare,  Announced  by  Victor  Educational  Department 


Great  interest  has  been  aroused  in  both  talk- 
ing machine  and  educational  circles  by  the  an- 
nouncement in  this  month's  Victor  record 
supplement  of  the  first  of  a  series  of  records  by 
Julia  Marlowe  and  E.  H.  Sothern,  the  world's 
greatest  Shakesperean  actors.  Lovers  of  Shake- 
speare, students  of  the  drama  seeking  unques- 
tionable standards  of  interpretation,  and  teach- 
ers and  students  in  the  public  schools  of 
America  have  long  hoped  that  the  talking  ma- 
chine might  extend  its  already  great  service  to 
mankind  by  offering  selections  from  the  spoken 
drama  recorded  by  masters  of  the  art. 

President  Johnson,  of  the  Victor  Co..  in  an 
interview  granted  the  magazine  System,  which 
was  reprinted  in  the  December  World,  ex- 
pressed his  views  on  the  importance  of  the 
talking  machine  in  education,  saying  that  he 
believed  that  when  it  is  fully  developed  the 
talking  machine  will  play  as  important  a  part 
in  education  as  did  the  printing  press.  He 
expressed  his  confidence  that  the  talking  ma- 
chine record  would  greatly  enlarge  its  bounds 
into  reproducing  plays,  short  stories  and  even 
novels,  and  that  the  masterpieces  of  Shake- 
speare would  soon  be  recited  on  records  by 
expert  elocutionists.  This  latter  prophecy  has 
now  come  true,  and  the  educational  department 
of  the  Victor  Co.  is  taking  honest  pride  in  the 
truly  excellent-  results  that  have  been  obtained. 

True  to  its  traditions  of  securing  the  best 
artists  in  the  field  of  music,  the  Victor  Co.  has 
not  fallen  short  oi  its  high  standard  in  secur- 
ing interpreters  of  the  spoken  drama.  Julia 
Marlowe  and  E.  H.  Sothern  stand  with- 
out peers  on  the  English-speaking  stage  as  ex- 
ponents of  the  works  of  Shakespeare.  These 
two  eminent  artists  need  no  introduction  to  the 
American  public.  Both  Miss  Marlowe  and  Mr. 
Sothern.  singly  and  as  co-stars,  have  behind 
them  long  and  splendid  records  of  brilliant 
stage  successes.  Their  last  joint  tour  during 
the  season  1919-1920  was  a  triumph  from 
coast  to  coast. 

It  will  be  of  interest  to  readers  of  The  World 
to  note  the  ever-growing  interest  that  so  many 
of  the  world's  really  great  people  are  taking  in 
the  service  of  the  talking  machine  to  mankind. 
Miss  Marlowe  and  Mr.  Sothern,  not  playing 
this  season,  have  journeyed  all  the  way  from 
England  solely  to  make  these  Victor  records. 


They  realize  that  it  is  only  through  Victor 
recording  (and  the  elaborate  equipment  that 
the  Victor  Co.  has  already  firmly  established 
for  serving  the  schools)  that  they  may  fittingly 
bequeath  their  matchless  art  to  the  youth  of 
America  and  all  coming  generations.  They  have 
spent  many  j-ears  of  arduous  study  in  the  field 


Tampa  Hardware  Co.  Celebrates  Twenty-first 
Anniversary  With  Twenty-page  Supplement 
to  the  Tampa  Daily  Times  of  Recent  Date 


Julia  Marlowe  and  E.  H.  Sothern 


As  Viola  and  Malvolio  in  ""Twelfth  Night" 

of  the  classic  drama,  and  it  is  with  a  feeling 
of  real  joy  that  they  now  know  that  the  artistic 
fruits  of  their  labor  are  not  to  be  lost,  but 
preserved  as  a  lasting  heritage  to  posterity. 

The  first  records  chosen  to  announce  the 
series  of  recordings  comprise  the  immortal 
balcony  scene  from  "Romeo  and  Juliet."  Other 
well-known  scenes,  both  duos  and  monologues 
from  various  Shakesperean  dramas,  are  to 
make  their  appearance  in  due  course. 


INCORPORATED 


The  Venetian  Phonograph  Co.,  Scranton,  Pa., 
has  been  chartered  with  capital  stock  of  $25,000 
to  engage  in  the  retailing  of  phonographs.  The 
incorporators  are  Dominico  Ciccotti,  Ernesto 
Alfano  and   Frank  Skettino. 


In  Concert  and  Entertainment 
Personal  Appearance  of 

Eight  Popular  Victor 
Favorites  on  One  Program 

A  live  attraction  for  live  dealers  and  jobbers 

Bookings  now  for  season  1921-1922 
A  few  available  dates  for  Spring,  1921 
Sample  program  and  particulars  upon  request 

P.  W.  SIMON,  Manager 

1604  Broadway  New  York  City 


The  Tampa  Hardware  Co.,  of  Tampa,  Fla., 
has  won  national  celebrity  for  its  progressive- 
ness,  and  a  further  proof  of  its  just  claim  to  this 
title  is  to  be  found  in  the  issuance  of  a  twenty- 
page  supplement  to  the  Tampa  Daily  Times  of 
January  8,  devoted  entirely  to  the  twenty-first 
anniversary  of  the  founding  of  this  institution. 

Twenty  pages  devoted  to  one  single  subject 
as  a  section  of  a  daily  paper  is  something  unique. 
It  was  inspired  by  W.  C.  Thomas,  the  guiding 
genius  of  the  Tampa  Hardware  Co.,  and  one 
of  the  big  farseeing  business  men  of  Florida. 

The  real  purpose  back  of  the  stunt  was  not 
so  much  to  tell  of  the  rapid  growth  and  won- 
derful success  of  the  Tampa  Hardware  Co.,  but 
to  recall  to  the  business  men  of  Florida  the 
economic  soundness  of  the  State  at  a  time  when 
optimism  can  be  capitalized.  Incidentally  the 
retailer  was  offered  helpful  suggestions  intended 
to  aid  him  in  making  legitimate  profits  at  a  time 
when  the  market  is  no  longer  soaring. 

Mr.  Thomas  remarked:  "When  the  section 
was  first  proposed  to  some  of  the  biggest  manu- 
facturers in  America  they  came  back  with  letters 
praising  the  idea  enthusiastically — many  of  them 
thinking  so  well  of  it  that  they  authorized  ad- 
vertisements of  their  own  to  appear  in  the  spe- 
cial section.  In  fact,  the  demand  for  space 
caused  an  early  readjustment  of  the  original 
plan  to  publish  a  six  or  eight  page  section,  the 
final  capitulations  demanding  a  twenty-page  sec- 
tion." 

The  Tampa  Hardware  Co.  has  long  been  a 
Columbia  distributor,  and  has  a  strong  organiza- 
tion for  the  exploitation  of  the  Grafonola  and 
Columbia  records,  under  the  able  direction  of 
J.  A.  Bryan,  Jr.,  throughout  a  large  territory. 
This  company  handles  everything  in  the  line 
of  hardware  and  agricultural  implements  in  ad- 
dition to  the  Columbia  line. 


TO  CONCENTRATE  ON  WHOLESALE 

Frank  E.  Bolway  &  Son  to  Retire  From  Retail 
Business  in  Syracuse  and  Rochester 


Syracuse,  N.  Y.,  February  2. — Frank  E.  Bolway 
&  Son,  Inc.,  wholesale  phonograph  piano  and 
sporting  goods  dealers,  who  have  operated  a 
retail  store  here  and  one  in  Rochester  and  have 
been  connected  with  other  retail  enterprises, 
have  announced  that  the  firm  will  retire  at  once 
from  the  retail  business.  The  increase  in  their 
wholesale  business  and  the  desire  to  avoid  fric- 
tion with  retailers  buying  from  their  jobbing 
departments  were  given  as  the  principal  reasons 
for  the  change.  The  Bolway  sales  organization 
extends  into  more  than  one-third  of  the  United 
States. 

A  new  site  on  South  Clinton  street  has  been 
obtained  and  will  be  opened  about  February  1. 
The  present  site  in  South  Salina  street,  which  is 
under  lease,  will  be  rented. 

In  the  new  building  a  salesmen's  conference 
room  will  be  arranged  on  the  first  floor,  and  the 
second  given  over  to  general  offices  of  the  com- 
pany. The  remainder  of  the  building  will  be 
used  as  a  warehouse. 


USE  OF  "TALKER"  IN  THE  SCHOOL 


Trenton,  N.  J.,  February  4. — At  the  recent  meet- 
ing of  the  Mercer  County  Teachers'  Club,  held 
at  the  Court  House,  this  city,  Prof.  J.  M.  Dorey 
gave  a  talk  and  demonstration  on  "The  Use  of 
the  Talking  Machine  in  the  School."  It  was 
listened  to  with  the  greatest  interest,  and  was 
followed  by  a  discussion  which  demonstrated 
that  the  talking  machine  is  proving  to  be  a 
factor  of  importance  in  the  development  of  mu- 
sical taste  and  appreciation. 


Famous  Ensembles  including 

Campbell  &  Burr  -  Sterling  Trio  -  Peerless  Quartet 


Some  men  are  like  small  ants — always  in  a 
hurry,  and  about  what  the  Lord  only  knows. 


The  Talking  Machine  World,  Nezv  York,  February  15,  1921 


Dealer  Representation 

48%  increase  since  June  1,  1920 


These  figures  represent  the  new  dealers 
gained  by  Brunswick  in  unrepresented  dis- 
tricts in  a  seven  months'  period. 

The  same  phenomenal  growth  and  expan- 
sion is  shown  in  all  divisions  of  the  business. 

The  increase  in  total  sales  on  phonographs 
and  records,  for  instance,  was  more  than 
58%  over  1920. 

The  increase  in  Brunswick  record  produc- 
tion was  144%  in  a  six  months'  period. 

Brunswick  dealers  everywhere  are  enthu- 
siastic about  The  Brunswick  and  Brunswick 
Records. 

So,  too,  are  the  people  who  bought  them. 
In  hundreds  of  thousands  of  American 
homes  are  Brunswicks  which  could  not  pos- 
sibly be  replaced. 


Brunswick  offers  the  phonograph  dealer 
not  a  plan  or  prospectus,  but  actual  facts 
and  figures  and  the  experiences  of  dealers 
who  have  made  money  selling  Brunswicks. 

Seven  great  factories  and  two  record  press- 
ing plants  are  working  to  supply  the  demand 
for  1921.  Forty  branch  houses,  located  in 
principal  cities,  give  the  Brunswick  dealer 
prompt  and  efficient  service,  no  matter  where 
he  may  be. 

Brunswick  national  advertising,  constant 
and  dominating,  creates  customers  for  the 
Brunswick  dealer,  supplemented  by  the  in- 
tensive local  work  of  a  Dealers'  Service  De- 
partment. 

All  combining  to  make  the  Brunswick 
franchise  the  most  valuable  today. 


THE  BRUNSWICK-BALKE-COLLENDER  COMPANY 

General  Offices:  623-633  South  Wabash  Avenue,  Chicago 
Branch  Houses  in  Principal  Cities  of  United  States,  Mexico  and  Canada 


New  England  Distributors: 
Kraft,  Bates  &  Spencer,  Inc., 
12G5  Boylston  St.,  Boston,  Mass. 


Canadian  Distributors: 
Musical  Merchandise  Sales  Co., 
79  Wellington  St.,  West,  Toronto. 


PHONOGRAPHS      AND  REC 


The 


Talking  Machine  World,  New  York,  February  15,  1921 





Leopold  Godowsky,  Master  Pianist 

Exclusive  Brunswick  Artist 


The  splendid  records  which  this  great 
genius  has  made  for  Brunswick  are  a  revela- 
tion of  what  Brunswick  has  accomplished 
in  reproducing  the  piano,  the  most  difficult 
of  all  instruments  to  record.  The  brilliance 
and  power  of  this  wizard  of  the  keys  are  so 
faithfully  interpreted,  with  such  a  vivid  em- 
bodiment of  his  art,  that  his  warmest  ad- 
mirers are  astonished  at  the  fidelity  of  the 
reproduction. 

His  Record  "Rustle  of  Spring"  is  a  marked 
example  of  what  Brunswick  Studios  have 
done  in  piano  recording. 


Air.  Godowsky's  early  appearances,  as 
scheduled  to  date,  are  as  follows: 

Feb.        1  San  Francisco,  Cal. 

7  San  Diego,  Cal. 

14  Denver,  Colo. 

15  Longmont,  Colo. 

24  Detroit,  Mich. 

March     1  New  York,  N.  Y. 

2  New  York,  N.  Y. 

4  (With  Max  Rosen)  Philadelphia,  Pa. 

6  Cleveland,  O. 

11  Joplin,  Mo. 

16  (With  Max  Rosen)  New  Orleans,  La. 

April       1  Eureka,  Cal. 

July      15  Ithaca,  N.  Y. 


THE  BRUNSWICK-BALKE-COLLENDER  COMPANY 

General  Offices:  623-633  South  Wabash  Avenue,  Chicago 
Branch  Houses  in  Principal  Cities  of  United  States,  Mexico  and  Canada 


New  England  Distributors: 
Kraft.  Bates  &  Spencer,  Inc., 
1265  Boylston  St.,  Boston.  Mass. 


Canadian  Distributors: 
Musical  Merchandise  Sales  Co.. 
79  Wellington  St..  West,  Toronto 


PHONOGRAPHS  AND 


The  Talking  Machine  World,  New  York,  February  15,  1921 


March  Release  of  Brunswick  Records 

A  well-balanced  selection  from  the  popular  and  The  next  best  thing  for  your  customers — if  they 

romantic  fields,  some  of  them  hits  of  the  hour,  some  haven't  a  Brunswick — is  Brunswick  Records  on  the 
of  them  staples  for  which  there  is  always  a  demand.       phonograph  they  have. 

Any  phonograph  can  play  Brunswick  Records 

^inch  {  Thank  God  for  a  Garden  (Del  Riego)    {Tenor)  Mario  Chamlee 

30003    J    Ave  Maria  (Schubert-Wilhelmi)    {Violin  Solo — Pianoforte  by  Frederic  Perssori)    .    Max  Rosen 

12-inch  [ 

13015    I   Smilin'  Through  (Penn)    (Baritone)  Richard  Bonelli 

lo-inch  ^  Mother  o'  Mine  (Kipling-Tours)    (Baritone)  Richard  Bonelli 

5039  J  Christ  Arose  (Lowry)    Easter  Hvmn  Collegiate  Choir 

10-inch  ^  Come,  Thou  Almighty  King    ( Wesley-Giardini)  Collegiate  Choir 

3i°2°iSch  ^  Marche  Militaire  (Schubert-Tausig)  (Pianoforte  Solo— Concert  Paraphrase)  Leopold  Godowsky 

2068  J  I  Want  To  Be  The  Leader  of  The  Band  (Yellen-Gumble)  .  .  Amphion  Male  Quartet 
lo-inch  |^  My  Mammy  (Lewis-Young-Donaldson)  Amphion  Male  Quartet 

2062  J   Beale  Street  Blues  (Handy)  Al  Bernard  and  Carl  Fenton's  Orchestra 

lo-inch  \  St.  Louis  Blues  (Handy)  Al  Bernard  and  Carl  Fenton's  Orchestra 

25002    /  Rigoletto  (Verdi)    Quartet  Vessella's  Italian  Band 

12-inch       Carmen  (Bizet)    Selection  Vessella's  Italian  Band 

2066  f  Kiss-A-Miss  (Baron)    Waltz  .  Carl  Fenton's  Orchestra 

10-inch  \   Singin'  The  Blues  (Robinson-Conrad)    Fox  Trot      .       .        .  Bennie  Krueger's  Orchestra 

2065   /  Hula  Blues  (Noble)    Fox  Trot  Green  Bros.' Novelty  Band 

lo-inch  I  Hop,  Skip  and  Jump  (Dyson)    Fox  Trot    ....      Rudy  Wiedoeft's  Californians 

2067  /  Rosie  (Merkur)    Fox  Trot  Carl  Fenton's  Orchestra 

lo-inch  \  Caresses  (Monaco)    Fox  Trot  Green  Bros.' Novelty  Band 

THE  BRUNSWICK-3ALKE-COLLENDER  COMPANY 

General  Offices:  623-633  South  Wabash  Avenue,  Chicago 

« Branch  Houses  in  Principal  Cities  of  United  States,  Mexico  and  Canada 
New  England  Distributors:  Canadian  Distributors: 

Kraft.  Bates  &  Spencer,  Inc.,  Musical  Merchandise  Sales  Co., 

1265  Boylston  St.,  Boston,  Mass.  79  Wellington  St.,  West,  Toronto.         jflj  •  'lllljy 

The  Oxford  m  I]        The  Stratford 


PHONOGRAPHS      AND  RECORDS 


Talking  Machine  World,  New  York,  February  15,  1921 


The  Brunswick  Motor 

(4-Spring) 


Noiseless 


Vibrationless 
Accurate  as  a  Watch 


Unvarying 


To  insure  a  perfect  reproduction  a  phono- 
graph must  rotate  the  record  at  an  abso- 
lutely uniform  rate  of  speed,  for  the  slightest 
variation  in  speed  will  change  the  pitch  and 
spoil  the  music. 

Such  a  motor  is  a  part  of  the  exclusive 
Brunswick  Method  of  Reproduction  —  the 
most  exactly  built  and  carefully  fitted  spring 
motor  possible  to  make.  It  is  worm-wound 
and  winds  easily  while  playing.  It  is  worm- 
driven,  to  promote  accuracy.  Built  on  the 
vertical  spring  principle  to  eliminate  vibra- 
tion. 

One  of  the  other  good  features  is  the  fact 
that  the  automatic  stop  works  directly  on 
the  governor,  instead  of  clutching  the  turn- 
table, greatly  reducing  strain  on  the  mechan- 
ism and  making  for  longer  life. 


This  motor  can  be  obtained  only  on  The 
Brunswick.  It  is  made  complete  by  Bruns- 
wick, in  Brunswick  factories,  just  as  every 
separate  part  of  the  Brunswick  Phonograph 
is  made.  The  Brunswick-Balke-Collender 
Company  is  one  of  the  few,  if  not  the  only, 
phonograph  manufacturer  in  the  whole  world 
making  a  phonograph  in  its  entirety. 

Brunswick  places  no  reliance  upon  out- 
siders at  any  stage  of  phonograph  or  record 
making.  Brunswick  operates  its  own  timber 
lands  in  northern  Michigan,  is  cutting  its 
own  veneer  logs,  slicing  its  own  veneer,  and 
manufacturing  its  own  panels. 

A  plant  is  even  being  completed  for  manu- 
facturing veneered  shooks  for  shipping  pho- 
nographs. 

Every  department  of  Brunswick  business 
is  100%  Brunswick. 


THE  BRUNSWICK-BALKE-COLLENDER  COMPANY 

General  Offices:  623-633  South  Wabash  Avenue,  Chicago 
Branch  Houses  in  Principal  Cities  of  United  States,  Mexico  and  Canada 


New  England  Distributors: 
Kraft,  Bates  &  Spencer,  Inc.. 
12G5  Boylston  St..  Boston.  Mass. 


Canadian  Distributors: 
Musical  Merchandise  Sales  Co., 
79  Wellington  St..  West,  Toronto. 


PHONOGRAPHS      AND  RECORDS 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


19 


MAKER  OF  RECORDS  IMMORTALIZED 

The  Art  of  Caruso  and  the  Importance  of  His 
Talking  Machine  Records  Emphasized  in  In- 
teresting Editorial  in  the  Brooklyn  Eagle 


The  following  tribute  to  the  value  and  im- 
portance of  the  talking  machine  in  the  sphere 
of  music  to-day  is  taken  from  the  Brooklyn 
Fagle  of  recent  date.  It  emphasizes  afresh  that 
the  talking  machine  has  won  a  unique  place  in 
the  domain  of  art — a  position  which  has  been 
recognized  by  the  editors  of  our  leading  publi- 
cations: 

"'A  while  ago  Caruso  was  stricken  with  pleurisy 
and  people  began  to  wonder  whether  or  not  the 
famous  voice  had  sounded  its  last  beautiful  note 
of  song.  Accident  or  death  befalling  great 
artists  always  arouses  a  sense  of  loss,  for  after 
ail  there  are  few  artists  in  the  world  at  any  one 
time,  and  we  do  not  feel  that  we  can  spare  any 
of  the  art  and  beauty  with  which  they  sur- 
round us. 

"When  a  painter  dies  his  hand  is  forever 
stilled,  but  his  pictures  live,  and  with  care,  gen- 
eration upon  future  generation  can  enjoy  them 
and  learn  from  them.  It  is  so  also  with  a  great 
architect  and  his  work,  and  a  poet  or  an  in- 
ventor. But  until  recently  when  a  master  of 
song  died  his  song  d.ed  with  him,  his  voice  was 
forever  stilled  and  the  people  that  came  after 
had  only  the  tradition  that  remained  to  help 
them  feel  the  greatness  of  the  voice  that  was 
gone.  Jenny  Lind,  who  was  called  the  Swedish 
Nightingale,  had  a  marvelous  voice,  but  it  is 
gone  now,  and  lives  only  in  the  memory  of 
those  who  heard  her  sing.  So  it  was  until  recent 
years  with  all  great .  singers  and  musicians — ■ 
their  work,  their  art  was  only  for  their  own 
generation  and  it  faded  out  with  their  lives. 

"But  the  invention  of  the  phonograph  has 
changed  this.  Now  the  finest  achievements  of 
the  singer,  the  most  delicate  interpretations  of 
the  pianist,  the  violinist  and  every  other  musical 
artist,  are  indelibly  engraved  on  the  talking  ma- 
chine record  and  can  be  renewed  again  and 
again. 

"Caruso's  voice  will  never  die,  for  we  have  it 
with  us  for  all  time  and  the  people  of  many  years 
hence  will  enjoy  it,  too.  The  talking  machine, 
you  see,  is  more  than  a  thing  of  pleasure — that 
is  an  end  in  itself — but  its  greatest  value  lies  in 
the  fact  that  it  has  enabled  us  to  catch  and  hold 
forever  the  beauty  of  a  song  before  it  dies  away 
on  the  air." 


TAKES  ON  THE  VOCALION  LINE 


The  W.  T.  Crane  Piano  Co.,  Syracuse,  N.  Y., 
which  recently  became  representative  for  the 
Aeolian  Co.  line  of  pianos  and  Pianolas  in  that 
territory,  has  just  added  the  Vocalion  and 
Vocalion  records  to  its  line. 


If  an  employer  asks  a  salesman  to  make  a 
special  effort  on  a  certain  line  of  goods,  the 
salesman  should  never  come  back  to  the  house 
explaining  his  inability  to  succeed.  He  should 
have  sold  the  goods. 


Your  Opportunity  to 
Buy  at  the  Right  Price 


We  manufacture  3  and  5-ply 
panel  stock  in  all  thicknesses 
and  woods.  Also  3-ply  shelf 
stock  for  Talking  Machine 
Cases. 

Ask  for  quotations  on  our  Talk- 
ing Machine  Crating  Boxes. 
They  are  built  of  solid  woods. 

THE  BRANDTS  FURN.  CO. 

CEL1NA,  OHIO 


WHY 

Harponola 
Dealers 

STICK 

Harponola  Dealers  have 
first  of  all  a  splendid 
instrument  that  can  be 
handled  at  a  good  profit. 

But,  fine  as  that  is,  the 
vital  reason  that  Harpo- 
nola Dealers  stick  with 
us  is  this: 

WE  ARE  SQUARE 
WITH  OUR  DEAL- 
ERS. We  back  them 
up  and  make  good  on 
every  claim  and  promise 
we  make. 

Jl  limited  amount  of  jobbing  territory  r.om 
open.    Get  our  combination  proposition  on 
Harponolas  and  Okehi  Records 

THE  HARPONOLA  CO. 

101  MERCELINA  PARK 

CELINA,  OHIO 

EDMUND  BRANDTS.  President 


PflONOGfc\m 

iV/ZA  the 


Consistency 


1921  is  proving  to  be  the  greatest  Rishell  year,  especially 
because  of  the  unfaltering  pace,  during  the  past  55  years,  of 
the  great  company  producing  it.  The  momentum  of 
uninterrupted   success   is  back  of  Rishell.  It 

is  going  forward  at  a  pace  that  only  great  capital,  great 
equipment,  great  prestige,  can  give  to  a  great  product. 
Rishell  Phonographs  make  their  market  and  keep  it 
growing.  Wire  today  for  particulars  of  our  liberal  jobber 

contract. 


RISHELL  PHONOGRAPH  CO. 


WILLIAMSPORT,  PA. 


New  York  Distributor:  GRAND  TALKING  MACHINE  CO. 

268-270  Flatbush>venue  Extension,  BROOKLYN 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


21 


PIIIIIIUIIH 


lll!llllllll!lllll!lllllllllllllllllllllll!llllllllllll[|||l!l!llllllllll!lllll|[|||llllllin 


Why  Talking  Machine  Trade  Should  Sup- 
port Movement  to  Encourage  "Buying  Now" 


Members  of  the  talking  machine  industry, 
either  individually,  through  local  organizations, 
or  through  the  Music  Industries  Chamber  of 
Commerce,  would  do  well,  in  considering  the 
present  attitude  of  the  public  toward  buying  and 
ways  and  means  for  changing  that  attitude,  to 
take  heed  of  the  movement  that  has  developed 
among  manufacturers  and  merchants  and  even 
bankers  in  various  sections  of  the  country  to 
promote  the  "Buy  Now"  idea. 

High  prices  alone  are  not  responsible  for  the 
slackening  off  in  buying,  for  there  has  been 
too  much  talk  of  thrift,  of  buying  only  neces- 
sities, of  hoarding  money,  and  of  preparing  to 
meet  the  days  of  famine,  as  it  were.  Bankers 
particularly  seem  to  have  taken  a  special  de- 
light in  preaching  to  the  worker  of  the  coming 
of  hard  times,  and  the  necessity  of  rigid 
economy  on  the  one  hand,  while  preaching 
optimism  to  certain  other  elements  of  our 
citizenry  on  the  other. 

There  has  been  too  much  talk  of  thrift — so 
much  so  that  the  term  thrift  has  apparently  been 
accepted  as  meaning  miserliness.  The  public 
has  been  told  to  buy  only  the  necessities  of 
life,  and  with  every  manufacturer  and  mer- 
chant apparently  endeavoring  by  propaganda  to 
bring  his  own  particular  product  into  that  cate- 
gory there  has  resulted  a  confusion  that  has 
moved  the  average  man  to  cease  practically  all 
his  buying  and  not  waste  time  endeavoring  to 
differentiate  between  necessities  and  luxuries. 

The  business  men  of  the  country  have  come 
to  the  conclusion  that  the  time  for  watchful 
waiting  is  past  and  that  a  strong  nation- 
wide propaganda  to  "Buy  Now"  is  necessary 
to  overcome  the  effects  of  the  constant  preach- 
ing of  economy  and  thrift.  In  several  of  the 
cities  of  the  country  the  "Buy  Now"  move- 
ment has  made  strong  headway,  and  has  re- 
ceived the  support  of  Chambers  of  Commerce 
and  business  men's  organizations. 

In  New  York  recently  there  was  formed  a 
National  Prosperity  Bureau  by  a  number  of 
prominent  manufacturers,  merchants  and  bank- 
ers representing  commercial  interests  from  all 
over  the  country.  The  Bureau  is  to  carry  on  a 
campaign  along  the  lines  used  for  promoting 
Liberty  loans,  using  newspaper  and  billboard 
advertising  and  working  directly  on  the  public 
through  local  organizations. 

The  arguments  put  forth  by  the  Bureau  and 
by  the  "Buy  Now"  organizations  that  have  been 
formed  in  various  cities  are  that  prices  have 
reached  rock  bottom,  that  the  public  can  buy 
most  articles  right  now  cheaper  than  ever  be- 
fore, or  cheaper  than  they  will  ever  be  able  to 
buy  them  in  the  future,  and  that  unless  there 
is  a  general  wave  of  buying,  sensible,  perhaps 
conservative,  but  nevertheless  steady,  there  will 
be  a  severe  permanent  blow  struck  to  the  pros- 
perity of  the  Nation.  Attention  is  called  to 
the  fact  that  many  factories  have  shut  down, 
throwing  thousands  of  men  out  of  employ- 
ment, and  that  by  not  buying,  and,  therefore, 
failing  to  create  a  demand  for  the  products  of 
these  factories,  the  individual  is  simply  aiding 
in  bringing  about  a  condition  of  depression  that 
must  ultimately  affect  him  and  his  interests 
directly. 

It  may  be  a  while  before  the  public  can  be 
induced  to  buy  on  a  normal  basis,  but  there  is 
no  question  but  that  they  have  the  ability  to 
buy.  Savings  bank  deposits  have  never  in- 
creased so  tremendously  as  during  the  past 
couple  of  years,  and  with  the  average  of  wages 
very  little  below  wartime  standards  the  ques- 
tion of  the  financial  status  of  the  ordinary  in- 
dividual does  not  enter. 

Any  general  movement  to  encourage  buying, 
and  to  bring  the  Nation  back  to  sensible  spend- 
ing, must,   of  necessity,   have   some   effect  in 


lH.lli:.:.l;^:lll!J|Ji.l;:l.l.l;kU!:ll.:l:|[i<:i;iLl:ll.l:lul|[ll.iyl:i[,l:l;llllll'-lillli:l  .Mlmhj  n:.,.!.::,:''!1:;:!,!.!:;;:;.;^!:!^ 

stimulating  the  sale  of  musical  instruments  of 
various  sorts.  It  is,  therefore,  the  wise  thing 
for  the  music  industry  to  be  represented  in  the 
campaign  so  that  the  effects  will  be  as  direct  as 
possible.  It  is  much  easier  to  persuade  a  man 
to  resume  buying  as  a  practice  than  it  is  to 
preach  thrift  and  then  endeavor  to  persuade  him 


III 

to  put  part  of  his  money,  saved  by  denying 
himself,  into  one  or  two  particular  products. 

It  is,  of  course,  too  soon  to  determine  just 
what  effect  the  "Buy  Now"  campaign  will  have 
in  stimulating  retail  sales  and  consequently 
wholesale  manufacturing,  but  it  is  a  move  in  the 
right  direction — one  that  should  be  encouraged. 


COMPLETES  A  MODEL  DEPARTMENT 


Moser  Furniture  Co.  Prepares  for  a  Large  Co- 
lumbia Business  in  1921 


MUSIC  AFFORDS  RECREATION 

Secretary  of  R.  C.  Wade  Co.  Says  Music  Is 
Needed  to  Relieve  Strain  of  Modern  Life 


KnoxvillEj  Tenn.,  February  2. — The  Moser  Fur- 
niture Co.,  Columbia  dealer  of  this  city,  has 
recently  completed  a  model  talking  machine 
department.  There  are  two  beautiful  hearing 
rooms,  divided  by  record  rack  and  counter,  all 
of  which  are  finished  in  ivory.  The  fittings  are 
luxuriant  and  the  seating  arrangements  un- 
usually comfortable.  The  Moser  Furniture  Co. 
is  a  comparatively  new  Columbia  representa- 
tive, and  is  starting  off  with  a  campaign  of  ex- 
tensive proportions.  This  includes  newspaper 
advertising,  unique  window  displays,  special 
truck  service  and  a  host  of  merchandising  ideas, 
many  of  which  were  secured  through  the  Dealer 
Service  department  of  the  Columbia  Co.  The 
manager  of  this  department  reports  a  gratify- 
ing business  an.d  expressed  enthusiasm  over  the 
house-to-house  canvass  campaign  which  is  now 
in  process. 


The  Harris-Douglas  Furniture  Co.,  of  Boul- 
der, Col.,  has  opened  a  talking  machine  de- 
partment in  which  it  is  featuring  the  Victrola 
with  great  success. 


Dorchester  Mapes,  secretary  and  treasurer  of 
the  R.  C.  Wade  Co.,  Chicago,  which  concern 
manufactures  the  well-known  "Tonofone" 
needles,  makes  some  interesting  comments  on 
the  talking  machine  business  in  general,  and 
the  needle  business  in  particular,  in  a  recent 
letter  to  The  World.    It  reads  in  part: 

"We  want  to  go  on  record  on  a  question 
that  is  vital  to  you  and  the  rest  of  us — the 
phonograph  industry  is  not  a  non-essential.  We 
have  been  harping  on  this  particular  subject  for 
some  time.  Always,  and  especially  in  times  like 
these,  we  Americans  are  working  under  high 
pressure  and  must  have  relief  and  diversion  or 
we  go  to  pieces.  Some  of  us  go  to  pieces  any- 
way. I  want  to  ask  you  how  better  and  at 
such  very  small  cost  can  people  get  needed  fest 
and  recreation  than  through  music,  and  espe- 
cially the  phonograph  in  particular? 

"We,  in  the  needle  business,  are  in  an  en- 
viable position,  because,  even  if  no  more  records 
or  machines  were  sold  for  months  to  come, 
people  would  still  use  the  ones  they  have,  and 
they  must  have  needles." 


FAITH  and  PROFITS 

YOU  must  make  a  profit  to  live.  You  must  have  faith  in  the  goods  you  sell.  You  must 
have  the  best  for  your  customers  or — no  sales — and  likewise  no  profits.  U-sav-your 
gives  you  all,  as  it  is  the  highest  class  cleanser  and  dressing  on  the  market.  "Make  no 
mistake  about  this." 


'We  are  more  than  pleased  with  TT-sav-you*." 

Conn.,  say:  "We  have  tested  it  ourselves  Md  find  it 


Schmelzer  Company,  Kansas  City,  Mo.,  say: 
The  Horton- Gal lo- Creamer  Co.,  New  Haven, 
very  satisfactory." 

Collings  &  Company,  Newark,  N.  X,  say:  "U-sav-youx  brings  us  new  customers  and  lota  of  repeat 
business." 


If  we  paid  a  thousand  dollars  for  more  space  we  nould  fill  it  with  "words  of  praise." 
A  great  inventor  was  not  satisfied  with  the  candle  light,  so  he  produced  the  electric  light.  VJ-sav- 
your  is  to  the  "polish"  trade  what  the  electric  light  is  to  the  candle. 
If  you  want  satisfied  customers.  If  you  want  to  keep  faith.    If  you  want  a  profit, 
THEN.SELL  U-SAV-YOUR. 

Sun  and  air  dry  the  wood,  don't  they?  A  "polish"  will  not  feed  the  wood  and  "put  in" 
what  the  elements  take  out— but— U-SAV-YOUR  will 

Write  for  liberal  terms.   Repeat  sales  guaranteed.  . 

U-SAV-YOUR  MFG.  COMPANY 

33  PERKINS  AVENUE  WARREN,  MASS. 


22 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


Feeruarv  IS,  1921 


THE    TALKING    MACHINE  WORLD 


23 


\ 


—22 


Have  you  ordered  a  set  of  actual  Studio  Photographs 
of  Exclusive  Columbia  Favorites,  framed,  with  ar- 
tist's name  and  a  short  selling  talk  printed  on  the 
mat  beneath  each  picture?  They  make  all  your 
customers'  favorites  still  more  familiar  and  enable 
you  to  tie  up  to  their  local  appearances. 

Columbia  Graphophone  Co 

NEW  YORK 


AUSTRALIAN  EXCHANGE  RULING  HURTS  EXPORT  TRADE 

Under  Recent  Court  Ruling  All  Duties  Are  Assessed  on  the  Commercial  Value  of  Exchange  Rather 
Than  Upon  the  Mintage  Value— Decision  Works  Hardships  on  Importers  of  American  Goods 


In  a  letter  just  received  by  The  World  from 
F.  Owen  French,  Sydney,  Australia,  repre- 
sentative for  the  Jesse  French  &  Sons  Piano 
Co.  and  other  lines  in  Australia  and  New  Zea- 
land, Mr.  French  states  that  the  position  of 
exchange  is  steadily  becoming  more  serious,  and 
has  been  a  great  obstacle  in  the  handling  of 
import  trade.  The  latest  blow  has  been  an  order 
of  the  court  obligating  customs  authorities  to 
assess  duty  on  the  commercial  value  of  ex- 
change and  not,  as  previously,  on  the  mintage 
value.  This  means  that  instead  of  duty  being 
assessed  on  the  invoice  value  at  $4.86  to  the 
pound  sterling  it  will  be  assessed  on  the  ruling 


rate  of  exchange  at  the  date  of  the  invoice, 
which  rate  may  be  $3.40.  As  the  duty  is  ap- 
proximately forty  per  cent,  the  ruling  works 
a  great  hardship  on  the  importer  of  American 
goods. 

On  the  other  hand,  when  goods  are  imported 
from  countries  where  the  exchange  rate  is  in 
favor  of  Australia,  the  Australian  importer  bene- 
fits to  that  extent.  The  basing  of  the  duty  upon 
the  exchange  rate  is  proving  a  strong  factor 
toward  discouraging  American  export  business, 
and  an  effort  is  being  made  to  have  the  court's 
decision  in  the  test  case  either  changed  entirely 
or  at  least  adjusted,  to  provide  relief. 


RHODES  BROS.'  NEW  SALESROOM 

Prominent  Department  Store  in  Tacoma  Adds 
New  Salesroom  for  Victor  Display 

Tacoma,  Wash.,  February  2.— Rhodes  Brothers, 
of  this  city,  have  recently  added  a  very  attrac- 
tive new  salesroom  to  their  talking  machine 


Rhodes  Bros.'  New  Showroom 


department,  which  is  located  on  the  sixth  floor 
of  this  large  department  store.  The  Victor  line 
is  handled  and  a  goodly  display  of  the  various 
styles  is  shown  in  this  room,  which  is  a  combi- 
nation rest,  sales  and  display  room.  The  talk- 
ing machine  department  has  a  very  competent 
sales  staff  and  does  an  excellent  volume  of  busi- 
ness. Although  there  has  been  some  slowing  up 
in  business  since  the  holidays  there  is  now  a 
steady  improvement  in  sales  which  is  bound  to 
continue, as  the  year  gets  older.  All  connected 
with  the  Rhodes  Bros,  establishment  expect  to 
close  a  large  volume  of  business  in  1921. 

NEW  TRUCK  FOR  LANDAY  BROS. 

Landay  Bros.,  the  prominent  talking  machine 
and  piano  dealers,  New  York,  have  just  added  a 
new  truck  to  their  large  fleet  of  motor  vehicles. 
The  new  truck  is  equipped  with  a  van  body,  and 
designed  for  use  in  delivering  both  Victrolas  and 
pianos. 

Entertaining  a  customer  by  a  business  talk 
apparently  foreign  to  your  own  line,  yet  edging 
up  close  to  your  proposition  and  creating  in- 
terest and  desire,  is  an  art  in  which  few  men 
excel.    It  pays  to  give  it  cultivation. 


SUCCESSFUL  SELLING  ESSENTIALS 

There  is  nothing  mysterious  about  salesman- 
ship. Thousands  of  successful  salesmen  have 
never  studied  psychology  or  the  kindred  sciences. 
To  be  able  to  sell  is  to  be  human.  Successful 
selling  is  made  up  of  a  number  of  little  things — 
a  smile,  a  word  of  cheer,  a  tone  of  voice,  a  right 
word  at  the  right  time. 


The  Brush  Furniture  Co.,  of  Brush,  Col.,  which 
has  recently  been  appointed  Victor  dealer, 
reports  an  excellent  business  in  the  territory 
in  which  it  operates. 


KLEIN^HEFFELMAN  C0.'S  NEW  HOME 

New  Seven-story  Building  Being  Erected  by 
Music  Concern  in  Canton,  O.,  Will  Be  Ready 
for  Occupancy  on  or  About  March  1 


Canton,  O.,  February  2. — Towering  seven  stories 
over  Canton's  downtown  business  district,  the 
new  Klein-Heffelman  building,  at  Fifth  street 
and  Market  avenue  N,  will  be  ready  for  occu- 
pancy March  1,  according  to  store  officials. 
When  completed  the  building  will  house  the 
company's  three  big  stores,  one  of  which  is 
its  music  store,  long  established  just  across 
the  street  from  the  new  building  site.  Approxi- 
mately $450,000  has  been  expended  on  the  build- 
ing, which  is  to  be  one  of  the  finest  and  most 
complete  department  stores  in  eastern  Ohio.  In 
the  new  building  this  company  will  enlarge  in 
all  its  music  departments  and  will  have  one 
whole  floor  devoted  to  the  display  and  sales 
rooms  for  its  piano,  phonograph  and  musical 
merchandise  trade. 


COLUMBIA  BRANCH  IN  TORONTO 

The  Columbia  Graphophone  Co.  has  recently 
opened  up  its  first  branch  house  in  Canada 
serving  the  retail  trade  direct.  This  establish- 
ment is  located  at  204  St.  Catherine  street, 
Montreal,  with  Hector  Garand  as  manager. 


Don't  look  for  trouble  unless  you  can  handle 
it  when  you  find  it. 


We  Figure  This  Way: 

The  more  we  assist  our  dealers  in 
promoting  the  sales  of  Victrolas  and  Victor 
records,  the  faster  their  business  will  grow. 
And,  naturally,  good  business  for  our 
dealers  results  in  good  business  for  us. 

Wouldn't  you  value  an  affiliation  with 
a  wholesaler  who  realizes  that  his  success 
depends  on  your  success? 

C.  C.  Mellor  Company 

1 1 52  Penn  Avenue,  Pittsburgh,  Pa. 


24 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


PRESIDENT-ELECT  W.  G.  HARDING 
Used  Magnavox  Equipment  During  His  Campaign 


TELEMEGAFONES 


Both  the  new  President  and  his  political  opponents 
recognized  the  enormous  advantages  of  Magnavox 
apparatus  and  by  means  of  it  talked  to  many  crowds 
of  from  40,000  to  100,000  people. 


If  there  is  no 
distributor  near  you 
write  for  our  new 
Bulletin  MV-14 


It   gives  complete 
information  of  the 
many  uses  of 
Magnavox  Music 

and  Voice 
Telemegafones 


MUSIC  AND  VOICE 

TELEMEGAFONES  TYPE  MV-1 

increase  the  volume  of  the  voice  or  any  phonograph 
many  times.  *****  Magnavox  Special  Tele- 
megafone  equipment  will  still  further  increase  the 
volume  of  the  voice  to  enormous  strength  for  public 
speaking  to  vast  assemblages  of  people.  ***** 

THE  MAGNAVOX  CO.  ::  Oakland,  Calif. 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


25 


Your  Problem  Is  Ours 

Good  Profits   (lo  you) 
-|-  Good  Service  (to  your  customers) 

Answer:  TONAR  RECORD  BRUSHES 


(Trade  Mark) 


Have  we  solved  the  above  problem  correctly? 

Write  to-day  for  prices  and  sample  and  see  for  yourself 

PARKS  &  PARKS,  Inc.  TROY,  N.  Y. 

New  York  Office,  C.  E.  Peabody  &  Co.,  186  Greenwich  St. 
Southern  Representatives:  I.  W.  Becker  &  Co.,  226 ><  Peachtree  St.,  Atlanta,  Ga. 


TRADING  "TALKERS"  FOR  FURS 

Captain  Krupp  Tells  Interesting  Story  of  His 
Visit  to  Northern  Lands  and  of  the  Popular- 
ity of  the  Talking  Machine  Among  Natives 

To  those  people  residing  in  Siberia,  particu- 
larly those  centers  visited  occasionally  by  ship- 
masters who  take  seasonable  loads  of  merchan- 
dise from  the  United  States,  the  talking  ma- 
chine is  one  of  the  most  effective  instruments 
for  closing  profitable  "trades"  of  rare  furs. 
Captain  Krupp  in  a  recent  article  in  one  of  the 
Sunday  papers  tells  of  his  visit  to  Cape  Nome, 
Lnalakleet  and  Yukon  River  to  exchange  mer- 
chandise for  furs  with  the  Eskimos.  From 
there  he  pushed  into  Siberia  and  Kamchatka 
and  to  Hokkaido,  the  island  home  of  the  hairy 
Ainus,  the  aboriginal  Japanese,  where  he  made 
new  friends  beyond  the  outposts  of  civilization 
in  the  neighboring  Asia. 

Telling  of  his  visit  to  one  of  these  fur  cen- 
ters Captain  Krupp  remarked  after  his  luggage 
carrier  had  untied  several  bundles: 

"I  passed  to  the  wife  and  daughter  of  the 
house  a  bundle  of  flashy  bead  necklaces  and 
started  the  talking  machine.  While  the  head  of 
the  house  was  looking  inside  the  talking  ma- 
chine for  the  singer,  who  happened  this  time  to 
be  Billy  Golden,  singing  'Turkey  in  the  Straw,' 
the  Indian  asked  how  much  money  I  wanted  for 
the  music  box.  I  replied  that  I  did  not  sell  talk- 
ing machines  or  beads  for  money,  but  I  would 
trade  them  for  furs. 

"'How  many  furs  you  catch  him  in  trade?' 
the  Indian  asked. 

"  'I  don't  know,'  I  replied.  'Bring  them  out 
and  I  will  look  them  over.' 

"Whereupon  the  entire  family  began  to  lug 
in  marten,  sable,  ermine  and  squirrel  furs.  I 
made  several  lots  and  traded  a  talking  machine 
for  one  lot,  a  mackinaw  coat  for  another  lot,  a 
10-pound  bucket  of  candy  for  another  and  three 
strings  of  beads  and  a  calico  dress  for  another. 
Before  leaving  I  presented  to  the  man  some 
cheap  baubles  which  took  their  fancy  and  our 
negotiations  were  at  an  end,  every  one  being 
fully  satisfied  that  a  satisfactory  and  profitable 
deal  had  been  closed." 


ROEHR  CO.  DEPARTMENT  REMODELED 

Topeka  Concern  Makes  Improvements  in  Order 
to  Handle  Growing  Business 


Topeka,  Kan.,  February  1. — The  W.  F.  Roehr 
Music  Co.,  of  this  city,  has  just  completed  re- 
modeling its  talking  machine  department,  which 
comprises  a  series  of  eight  rooms  on  the  first 
floor  divided  by  one  large  record  stockroom, 
with  necessary  equipment.  This  store,  the 
oldest  Victor  representative  in  the  State,  has 
enjoyed  many  years  of  successful  talking  ma- 
chine merchandising  throughout  the  State  of 
Kansas.  Aside  from  its  Victor  activities  it 
has  also  introduced  Brunswick  phonographs 
and  records  in  a  large  way  in  Kansas. 

The  Nostrand  Phonograph  Co.,  of  Brooklyn, 
N.  Y.,  has  announced  its  dissolution. 


SECURED  VICTROLA  ON  BAD  CHECK 

Long  Island  News  Co.  Loses  Victrola  XVII  to 
Swindler — Trade  Asked  to  Be  on  Lookout 


The  Long  Island  News  Co.  reports  that  a 
man  representing  himself  as  Edward  Nostrand, 
a  resident  of  Flushing,  L.  I.,  called  at  the  store 
of  the  News  Co.  last  month  and  purchased 
a  Victrola  XVII,  Serial  No.  8437,  in  English 
brown  finish,  for  which  he  gave  a  check.  The 
check  was  later  returned  marked  "N.  G.,"  and  in- 
vestigation proved  that  in  the  house  where  the 
machine  had  been  delivered  the  man  had  held 
a  room  only  two  days.  The  machine  was  traced 
to  a  tea  and  coffee  store  in  New  York,  and 
there  all  trace  was  lost. 

The  man  is  described  as  being  about  five  feet 
five  inches  tall,  smooth  shaven,  florid  com- 
plexion, and  representing  himself  as  a  civil 
engineer.  Dealers  and  repairmen  are  asked  to 
be  on  the  lookout  for  the  machine,  Serial  No. 
8437,  and  to  notify  the  manager  of  the  Flushing 
store  of  the  Long  Island  News  Co.  at  45  Main 
street. 

DEVELOPING  IDEAS 

The  right  kind  of  man  material  will  grab  an 
idea  and  make  it  bigger.  The  wrong  kind  will 
use  that  one  idea  and  then  sit  down  and  wait 
for  you  to  hand  them  another.  The  right  kind 
of  man  will  learn  something  new  from  every 
experience.  And  he  will  develop  incidents  into 
laws  of  action. 


FAMOUS  FRENCH  CABINET 

Original  From   Which  Edison  Machine  Was 
Copied  Shown  on  Postcard  Photograph 

Below  is  a  postcard  photograph  just  received 
of  the  celebrated  cabinet  dating  from  the  reign 
of  Louis  XII,  belonging  to  the  French  Govern- 


41.    Musee  de  CLUNY  —  Dressoir,  art  francais, 
commencement  du  xvi*  siey'"    C  R 

Historic  Edison  Cabinet 


ment,  and  now  to  be  seen  in  the  Hotel  De 
Cluny,  Paris.  The  Edison  French  Gothic  phono- 
graph, shown  in  the  Edison  catalog  at  $5,500 
and  one  time  featured  in  the  Edison  national 
advertising,  is  an  exact  replica  of  this  cabinet, 
said  to  be  the  finest  piece  of  Gothic  furniture 
in  the  world.  One  of  these  is  now  in  the  home 
of  Thomas  A.  Edison. 


SOJOURNS  IN  SOUTHERN  CALIFORNIA 

H.  L.  Hale,  of  the  Hale  Music  Co.,  Marsh- 
field,  Ore.,  was  a  visitor  at  the  offices  of  the 
Walter  S.  Gray  Co.  in  San  Francisco  January  14 
on  his  way  to  southern  California  and  Arizona, 
where  he  will  spend  the  Winter.  Mr.  Hale  is  a 
veteran  of  the  big  war,  was  wounded  in  the 
Argonne  and  put  in  the  rest  of  his  time  as  a 
soldier  in  the  hospital.  He  spent  several  hours 
in  San  Francisco  fighting  the  battle  over  again 
with  some  members  of  the  Walter  S.  Gray  Co. 
forces  who  were  also  there. 


A  salesman  who  decides  at  first  sight  that 
certain  goods  will  not  sell  is  assuming  that 
his  judgment  is  better  than  the  judgment  of 
all  his  customers. 


AUTOMATIC  STOPS 

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484-490  Broome  St.,  New  York'' 


26 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


plillllllDIU 

|  The  Important  Part  Salesmen  Can  Play  in 

I  Bringing  About  Better  Conditions  By  Bruce  Barton 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiw 

As  a  writer  on  business  subjects  Bruce  Barton 
has  set  forth  a  number  of  business  truths  through 
the  medium  of  type,  but  never  was  truth  pre- 
sented more  forcefullj'  or  at  a  more  appropriate 
time  than  in  his  booklet  issued1  recently,  "As 
Prophets,  Are  Your  Salesmen  a  Loss?"  The 
booklet  represents  a  reprint  of  an  article  under 
that  title  by  Mr.  Barton  which  appeared  recently 
in  Printers'  Ink. 

It  will  be  well  for  every  manufacturer,  whole- 
saler and  retailer  in  the  music  industry,  and  for 
that  matter  in  every  other  industry,  to  read  and 
ponder  over  the  following  paragraphs.  Seldom 
has  a  situation  and  a  way  to  meet  it  been  pre- 
sented so  clearly  and  forcefully. 

The  Apostle  of  Gloom 

Into  a  country  store  a  salesman  enters,  drops 
his  bags  on  the  floor  and  leaning  confidentially 
across  the  counter  asks: 

"Well,  how's  business  with  you?"  The  tone 
of  his  voice  indicates  little  expectation  of  an  en- 
couraging reply. 

"Rotten,"  responds  the  merchant,  fitting  his 
answer  perfectly  to  the  other's  mood. 

"Same  story  everywhere,"  exclaims  the  sales- 
man. "I  just  blew  in  from  Lebanon  on  number 
forty-six.  You  know  Ed  Kidder  over  there; 
he  says  the  last  two  weeks  are  the  worst  he's 
ever  known  in  twenty  years  of  business." 

"Ain't  been  quite  as  bad  as  that  here,"  says 
the  merchant,  struggling  to  retain  a  shred  of 
hope. 

"Well,  things  get  worse  before  they  get  bet- 
ter, you  can  take  my  word  for  that.  I'll  tell 
you  the  labor  situation  in  this  country  is  all 
wrong.  Those  fellows  have  just  simply  forgot- 
ten how  to  work,  if  they  ever  knew  how  in 


the  first  place.  They've  got  to  be  taught  a 
good,  stiff  lesson.    Am  I  right?" 

The  merchant  nods,  turning  toward  a  cus- 
tomer who  had  entered  with  the  intention  of 
spending  some  money.  The  customer  restrains 
his  impulse,  however,  and  joins  the  audience 
instead. 

"Another  thing,  it's  going  to  take  ten  years 
to  get  the  railroads  into  shape  if  it  takes  a  day," 
the    visitor    continues    authoritatively.  "Why, 


H  Salesmen  Should  All  H 

■  Preach   Constructive  m 

M  Optimism  Instead  of  m 

U  Scattering  Tales  of  m 

U  Hard  Luck  and  Gloom  B 


before  the  war  we  used  to  ship  from  our  fac- 
tory to  Kansas  City  in  nine  days;  lately  we've 
had  stuff  on  the  road  for  five  and  six  weeks. 
Five  and  six  weeks,  can  you  beat  that?" 

By  this  time  the  audience  has  grown  to  quite 
a  group,  more  intending  customers  having  been 
veered  from  their  course. 

"Of  course  I'm  an  optimist,  y'  understand. 
My  wife  says  that  if  I  fell  out  of  a  ten-story 
window  I  d  bounce  right  up  again;  that's  the 


iiiiiiiiiiiiiiiniiiiiiiiii 

kind  of  a  fellow  I  am.  But  when  I  left  New 
York  things  were  pretty  gloomy.  We'll  see 
breadlines  before  this  Winter  is  over,  I'm  tell- 
ing you;  and  soup  kitchens  and  everything.  .  .  . 
Well,  I  suppose  there's  no  use  showing  you 
anything  to-day?" 

"Not  to-day,"  responds  the  merchant  de- 
cisively. 

"Well,  so  long." 

The  customers  drift  out,  clutching  their  money 
a  little  tighter;  the  merchant  in  his  solitude  sits 
and  broods  upon  his  troubles.  The  salesman 
hurries  on  from  store  to  store,  and  by  evening 
time  ten  merchants  and  fifty  citizens  are  filled 
with  a  deeper  foreboding.  They  have  met  a 
man  from  New  York  who  has  told  them  direful 
things.  It  is  time  to  be  careful.  Let  every  man 
keep  a  firm  hold  upon  his  purse  and  warn  his 
wife  to  buy  nothing. 

In  twenty  days  that  salesman  may  visit  twenty 
little  towns,  and  who  shall  measure  the  power 
for  good  or  ill  that  lies  in  his  well-meaning 
but  often  thoughtless  talk? 

To  give  the  impression  that  this  man  is  in 
any  way  typical  of  the  great  army  of  American 
salesmen  would  be  to  do  an  immense  injustice 
to  as  fine  a  body  of  men  as  were  ever  gathered 
together  in  business.  There  are  unworthy  mem- 
bers of  that  army,  to  be  sure,  as  there  are  un- 
worthy representatives  of  every  profession; 
but  the  vast  majority  of  salesmen  are  loyal, 
capable  and  intelligent  in  an  unusual  degree. 
The  point  I  want  to  emphasize  is  merely  this: 
that  no  other  body  of  men  have  it  so  largely 
in  their  power  to  promote  sound  or  unsound 
economic  thinking  in  the  United  States  as 
American  salesmen,  and  I  wonder  whether  this 


COMMON  SENSE 

In  Facing  the  Problems  and  Formulating  Your  Plans  for  the  Year's  Business, 
Common  Sense  Should  Dictate  That  the  Product  Which  Stands  Foremost  of  Its 
Kind   Obviously   Stands    Foremost   as    the    Best    Business  Proposition. 

DE  LUXETnEEDLES 

•  Have  Stood  the  Gaff  and  Are  as  Always 
the  Same  Old  Dependable  Standby 


Samples,  Discounts  and  Full  Particulars  Upon  Request 

Duo-Ione  Company,  Incorporated 

Sole  Manufacturers  of  De  Luxe  Needles 
ANSONIA,  CONN. 

Don't  Forget  These  Facts 


Full  Tone 


1.  Perfect  Reproduction  of  Tone    2.  No  Scratchy  Surf  ace  Noise 
3.    Plays  100-200  Records 


Medium  Tone 


Three  for  30  cents 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


27 


The  Best  Oil  For  Any  Talking  Machine 

In  refining,  Nyoil  is  given  the  same  care  as  our 

famous  watch  oil  receives.    All  gums  and  impuri- 
ties are  removed,  leaving  it 

Colorless,  Odorless  and  Stainless. 

Housekeepers  say  they  would  not  be  without 
Nyoil  because  it  is  best  for  phonographs  and  sew- 
ing machines — for  polishing  furniture  and  wood- 
work and  is  odorless  and  will  not  stain.  It  is  free 
from  acid  and  will  not  gum,  chill  or  become 
rancid.  Sportsmen  find  it  best  for  guns  because  it 
prevents  rust. 

NYOIL  is  put  up  in  1-oz.,  SH-oz.  and  8-oz.  Bottles 

and  in  Quart  and  Gallon  Cans. 
For  Sale  by  all  Talking  Machine  Supplies  Dealers 

WILLIAM  F.  NYE,  New  Bedford,  Mass.,  U.S.A. 


fact  has  been  sufficiently  recognized  by  the 
salesmen  themselves  and  the  sales  managers 
who  direct  them. 

How  many  manufacturers  recognize  it,  and 
take  pains  to  provide  their  representatives  with 
current  economic  information  of  interest  to 
stimulate  wholesome  thinking  on  the  part  of 
the  men  they  meet?  How  many  have  ever  stopped 
to  ask  themselves  these  questions:  "Haven't 
I  a  responsibility  to  the  communities  that  sup- 
port me  beyond  merely  filling  their  stores  with 
my  product?  When  my  men  travel  in  and  out 
of  those  towns  what  do  they  carry  with  them 
and  leave  behind  them  in  addition  to  my 
goods?"  .  .  . 

What  are  salesmen  of  America  carrying  these 
days  in  addition  to  their  sample  cases?  And 
what  should  they  be  carrying  and  leaving  behind 
them  at  every  call? 

Tell  Everybody  They  Must  Work 

Three  things  at  least,  it  seems  to  me. 

First  of  all,  every  man  who  travels  ought  to 
be  doing  his  share  to  spread  abroad  the  gospel 
of  hard  work  as  our  only  sure  path  to  salvation. 
In  every  town  to-day  are  men  who  are  waiting 
in  idleness  for  business  to  "pick  up  again,"  and 
indulging  meantime  in  conversation  that  adds  to 
their  own  depression  and  that  of  other  men.  It 
would  put  us  a  long  way  forward  if  every  such 
man  would  to-morrow  morning  find  some  way 
to  go  to  work.  The  kind  of  work  makes  little 
difference;  the  important  thing  is  that  he  should 
be  busy  instead  of  idle,  should  have  his  mind 
turned  away  from  his  troubles  and,  by  his  ex- 
ample, stimulate  other  men  to  activity.  If  cus- 
tomers refuse  to  be  lured  to  his  counter  let  him 
wash  the  front  windows  or  paint  the  front  door. 
Let  him  put  his  boy  Joe,  or  his  daughter  Nellie, 
in  charge  for  a  while  and  go  dig  in  his  garden 
or  patch  up  the  back  steps,  as  his  wife  has  been 


urging  him  to  do  for  the  past  four  or  five  years. 
Let  him  somewhere,  somehow,  do  something; 
for  gloom  and  foreboding  are  frightfully  con- 
tagious, and  idleness  is  the  parent  germ  of 
both.  .  .  . 

With  that  needed  gospel,  every  salesman 
ought  to  carry  also  a  generous  measure  of  tol- 
erance in  days  of  stress  and  change  like  these. 
We're  all  born  intolerant;  we  are  naturally  sus- 
picious of  anyone  who  thinks  differently  from 
ourselves.  Some  of  us  overcome  that  inherited 
tendency  as  we  grow  older;  some  of  us  are 
merely  hardened  and  confirmed  in  its  bad  effects. 
The  pages  of  history  are  stained  with  the  rec- 
ord of  men's  cruelty  to  one  another  because  of 
an  unwillingness  to  entertain  the  new  idea,  and 
the  heresy  of  one  generation  becomes  the  com- 
monplace orthodoxy  of  the  next. 

Intolerance  is  dangerous  enough  in  any  age, 
but  peculiarly  so  in  a  period  when  everything  is 
changing  so  rapidly  as  now.  The  man  in  busi- 
ness who  says,  "We  have  always  done  things 
this  way,  and  so  we  always  will,"  is  likely  to 
wake  up  and  find  that  the  course  of  the  river 
of  Business  has  shifted  overnight  and  left  him 
high  and  dry.  And  the  man  who  says  "It  was 
good  enough  for  my  father  and  it  is  good  enough 
for  me"  ought  to  have  a  commission  appointed 
to  look  into  his  mental  condition. 

-Most  of  us  would  be  a  lot  more  comfortable 
if  the  world  would  quietly  go  back  to  the  settled 
conditions  of  1913,  but  it  never  will.  And  while 
we  do  not  want  to  lose  anything  that  was  good 
in  the  older  order  we  ought  to  be  very  careful 
that  the  chariot  of  progress  does  not  come  along 
and  run  us  down,  because  we  are  standing  in 
the  middle  of  the  road  and  facing  the  wrong 
way.  New  truth  comes  into  the  world  wearing 
such  strange  clothes  and  covered  with  so  many 
false  whiskers  that  one  has  to  be  constantly  on 
the  lookout.  I  never  see  a  crowd  of  queer-look- 
ing folks  professing  some  crazy  idea  without 
remembering  how  queer-looking  the  crowd  must 
have  been  that  followed  Jesus  of  Nazareth.  I 
never  see  all  the  respectable  people  of  a  city  on 
one  side  of  a  question  without  remembering 
that  all  the  respectable  people  of  Athens  were 
oii  the  same  side  of  the  question  when  Socrates 
was  put  to  death.  But  the  crowd  was  wrong, 
and  the  one  was  right. 

Backing  a  Sure  Bet 

Our  nerves  are  ragged  from  the  war.  We 
spend  an  awful  lot  of  time  in  picking  on  each 
other,  and  denouncing  each  other,  and  calling 
for  a  return  to  the  good  old  days  which  are 
gone — and  weren't  so  awfully  good  at  that.  And 
what  we  need  most  of  all  is  a  willingness  to  be- 
lieve in  the  general  goodness  of  our  fellow- 
men,  coupled  with  a  reasonable  readiness  to  try 
the  new  thing  before  we  condemn  it  because  it 
is  new.  .  .  . 

You  meet  men  to-day  who  talk  as  if  the  race 
were  going  barefoot  from  this  time  forward,  and 
there  would  never  be  any  more  market  for 
shoes;  they  talk  as  if  we  were  all  going  to  walk 
forever,  and  there  would  never  be  any  more  call 
for  automobiles.  And  by  that  foolish,  useless 
conversation  they  impede  the  coming  of  the  day 
v/hose  coming  they  most  earnestly  desire.  But 
men  of  the  Morgan  and  Rothschild  type  waste 
no  time  in  any  such  futile  conversation.  They 
go  steadily  forward  betting  on  the  future,  know- 
ing that  there  is  only  one  way  that  the  curve  of 
business  can  point  in  the  long  run,  and  that  is 
up,  because  the  United  States  is  marching  on.  . .  . 

Hundreds  of  thousands  of  men  travel  in  and 
out  of  the  towns  of  America;  some  of  them, 
Mr.  Manufacturer,  travel  for  you.  They  ought 
to  be  apostles  of  sound  thinking  and  vigorous 
courage.  The  towns  ought  to  be  better  towns, 
and  the  business  men  in  them  better  business 
men,  because  your  representatives  have  called. 
You  have  it  in  your  power  to  make  every  man, 
in  a  sense,  a  prophet  of  the  gospel  of  hard  work, 
of  broader  tolerance,  and  of  unflinching  faith. 

Many  salesmen  already  are  improving  their 
opportunity  in  a  magnificent  degree.  I  could 
name  certain  organizations  whose  men  are  fur- 
nished with  a  daily  supply  of  wholesome,  in- 
teresting information,  out  of  which  to  make  con- 
versation with  their  customers,  and  so  to  pro- 


BLANDIN 


IT  is  indeed  gratifying 
that  music  lovers 
should  so  promptly  as- 
sign the  Blandin  Phono- 
graph the  leadership  in 
musical  re-production. 
You  are  cordially  in- 
vited to  come  in  and 
hear  a  piano,  violin  or 
voice  record  re-produced 
on  the  Blandin. 


Racine  Phonograph  Co.,  Inc. 

RACINE,  WISCONSIN. 


a  Piano 

Record 

ot\  .tRe 

k5Iandin> 


mote  the  wider  diffusion  of  sound  economic 
thought.  Such  men  render  a  service  that  is  far 
beyond  the  mere  distribution  of  goods  and,  com- 
ing to  the  end  of  their  path,  have  the  satisfac- 
tion of  knowing  that  many  communities  are 
better  because  they  have  passed  that  way. 

And  I  have  known  other  salesmen  who  left 
behind  them  nothing  better  than  a  fund  of  dis- 
colored stories  and  an  occasional  new  word  of 
slang.  Men  of  that  sort  are  unworthy  of  the 
high  calling  of  salesmen.  They  are  mere 
recorders  of  orders  when  they  might  be  apostles 
of  sound  thinking.  As  prophets  they  are  just 
a  dead  loss. 


The  Mignon  DeLuxe  Records  and  Phono- 
graph Co.,  New  York,  has  been  incorporated 
with  capital  stock  of  $150,000  by  J.  A.  Vos- 
kamp,  I.  A.  Lyons  and  L  B.  Burgas. 


ROTTEN  STONE 


We  are  the  only  miners  and  manu- 
facturers in  this  country  of  Rotten 
Stone  for  use  in  Phonograph  Record 
making.  Our  product  is  now  in  use 
by  practically  every  record  manu- 
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headquarters  for  all  other  minerals 
for  record  making  and  everything  we 
handle  is  made  especially  for  this  pur- 
pose and  absolutely  guaranteed.  Ex- 
pert advice  given  upon  any  formula. 

KEYSTONE  MINERALS  CO. 

41  Union  Square,  New  York  City 


28 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


HITS— FIRST  and  BEST  on 

&ttudU  RECORDS 

(Needle  Cut  Records  by  Favorite  Pathe  Artists.    All  Size  10) 


022492 
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022493 
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020484 
85c. 

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022498 
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022499 
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020485 
85c. 

020486 
85c. 

022502 
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$1.00 


r 


1 


VELMA — Saxophone  Solo  Rudy  Wiedoeft 

MARRIAGE  BELLS— Van  Eps-Banta  Trio 

Banjo,  Saxophone  and  Piano 

WITH  THE  COMING  OF  TO-MORROW 

Robert  Bruce,  Tenor 

DEAREST  ONE 

Lewis  James  and  Elliott  Shaw,  Tenor  and  Baritone 

BONNIE  LASSIE  Charles  Hart,  Tenor 

MELLO  CELLO— Dance  Rhythm.  .  .  .Elliott  Shaw,  Baritone 

THE  ARABIAN  YOGI  MAN  Crescent  Trio 

MY  MAMMY  Carlton  Williams,  Tenor 

CRAZY  BLUES— Dance  Rhythm  Noble  Sissle,  Tenor 

GREAT  CAMP  MEETIN'  DAY.... Noble  Sissle,  Tenor 

STRUT,  MISS  LIZZIE  Ernest  Hare,  Baritone 

HOME  AGAIN  BLUES— Dance  Rhythm 

Ernest  Hare,  Baritone 

LATEST  DANCE  HITS 

HUMMING— Fox-trot  Joe  Gibson  and  His  Orchestra 

I  NEVER  KNEW  (I  Could  Love  Anybody  Like  I'm 

Loving  You) — Fox-trot.  .  .  .Joe  Gibson  and  His  Orchestra 

O-HI-O  (O-My-O)— One-step 

Bennie  Krueger  and  His  Orchestra 
LEARNING — Fox-trot.  .  .  .Bennie  Krueger  and  His  Orchestra 

LOVE  BIRD — Fox-trot  Casino  Dance  Orchestra 

THE  LEGEND— From  "Lady  Billy"— Waltz 

Casino  Dance  Orchestra 

BRIGHT  EYES — Fox-trot  Casino  Dance  Orchestra 

LOOK  FOR  THE  SILVER  LINING— From  "Sally" 

(Fox-trot)  Casino  Dance  Orchestra 

I  NEVER  REALIZED— Fox-trot .  Piedmont  Dance  Orchestra 
I  LOST  MY  HEART  TO  YOU— Fox-trot 

Piedmont  Dance  Orchestra 

MAKE  BELIEVE — Fox-trot .  .  Nicholas  Orlando's  Orchestra 
TWO  SWEET  LIPS  Nicholas  Orlando's  Orchestra 


Pathe  Freres  Phonograph  Co.        Brooklyn,  N.  Y. 


February  15,  1921 


THE   TALKING   MACHINE  WORLD 


29 


HITS— FIRST  and  BEST  on 


RECORDS 


LATEST  DANCE  HITS 


POPULAR  VOCAL  HITS 


22498 
Size  1 0 
$1.00 


fHUMMING— Fox-trot 

Joe  Gibson  and  His  Orchest 

I  NEVER  KNEW  (I  Could  Love 
Anybody  Like  I'm  Loving  You) 
Fox-trot.  Joe  Gibson  and  His  Orchest 


fO-HI-O  (O-Myl-O!)— One-step 

Bennie  Krueger  and  His  Orchest 
LEARNING— Fox-trot 

Bennie  Krueger  and  His  Orchest 


Size  10< 
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20485 
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20486 
Size  101 
85c. 


20487 
Size  1 0 
85c. 


22501 
Size  1 0 
$1.00 


LOVE  BIRD— Fox-trot 

Casino  Dance  Orchest 
THE  LEGEND,  from  "Lady  Billy" 
— Waltz   .  .  .Casino  Dance  Orchest 

BRIGHT  EYES— Fox-trot 

Casino  Dance  Orchest 

LOOK  FOR  THE  SILVER 

LINING,  from  "Sally  —Fox-trot 
Casino  Dance  Orchest 

fPERSIA— Fox-trot 

Eddie  Kuhn  and  His  Orchest 
NOW  AND  THEN— Fox-trot 
.Duane  Sawyer  and  His  Novelty  Orchest 

[MAKE  BELIEVE— Fox-trot 

Nicholas  Orlando's  Orchest 

TWO  SWEET  LIPS— Fox-trot 

Nicholas  Orlando's  Orchest 


22502 
Size  1 0H 
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I  NEVER  REALIZED— Fox-trot 

Piedmont  Dance  Orchest 
I  LOST  MY  HEART  TO  YOU 
— Fox-trot 

Piedmont  Dance  Orchest 


22493 
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22494 
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$1.00 


22495 
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22496 
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20484 
Size  10 
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22497 
Size  101 
$1.00 


[WITH  THE  COMING  OF  TO- 
MORROW ...  Robert  Bruce,  Tenor 

DEAREST  ONE 

Lewis  James  and  Elliott  Shaw 
Tenor  and  Baritone  Duet 

fBONNIE  LASSIE 

Charles  Hart,  Tenor 

MELLO  CELLO 

Dance  Rhythm,  Elliott  Shaw,  Baritone 

THE  ARABIAN  YOGI  MAN 

Crescent  Trio 

MY  MAMMY 

Carlton  Williams,  Tenor 

fTIMBUCTOO ....  Billy  J  ones,  Tenor 

SOMETHING 

The  Harmonizers  (Male  Quartet) 

[CRAZY  BLUES 

Dance  Rhythm,  Noble  Sissle,  Tenor 
GREAT  CAMP  MEETIN'  DAY 

Noble  Sissle,  Tenor 

f STRUT  MISS  LIZZIE 

Ernest  Hare,  Baritone 
HOME  AGAIN  BLUES 

Dance  Rhythm .  Ernest  Hare,  Baritone 


Pathe  Freres  Phonograph  Co.  Brooklyn,  N.  Y. 


30 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


BcibbleSooics 


Tie  Up  Your  Sales  of  Bubble  Books  with  a 

Bubble  Book  Party 


T^HIS  very  interesting  Mother 
Goose  novelty  can  be  given 
by  schools,  clubs,,  societies,  etc., 
as  a  social  entertainment  very 
easily.  It  makes  a  big  hit  with 
the  children  because  they  can 
all  take  part  in  it  as  Mother 
Goose  characters. 

There's  nothing  like  a  Bubble 
Book  Party  to  stir  up  the  sales 
of  Bubble  Books. 

When  you  are  in  New  York, 
during  February  or  early  in 
March,  come  to  the  Bubble 
Theatre  in  the  Bush  Terminal 
Sales  Building,  130  West  42nd 
Street,  and  see  for  yourself  just 
how  attractive  such  a  party  is. 
Matinee  at  4.15  P.  M.  daily. 


Bubble  Book  Sales  Service 

130  West  42nd  Street 
NEW  YORK  CITY 


Twenty-five  child  actors  under 
expert  direction  take  part  in  it. 
You  are  cordially  invited  any 
day  that  suits  your  pleasure. 

The  Bubble  Books  are  year- 
round  sellers  because  their  ap- 
peal is  universal.  Big  national 
advertising  and  genuine  selling 
helps,  intelligently  and  heartily 
gone  into,  create  business  for 
you. 


February  IS,  1921 


THE    TALKING    MACHINE  WORLD 


31 


Nora  Baycs  Week— from  February  26th  to  March 
5th— will  make  this  wonderful  popular  star  known 
to  the  comparatively  few  people  in  this  country 
who  don't  know  her  already.  You  have  a  dozen 
records  by  her,  twenty-four  selections,  all  hits. 
Her  latest  is  A-3347. 


Columbia  Graphophone  Co. 

NEW  YORK 


WHERE  QREAT  ARTISTS  WILL  MEET 

Columbia  Graphophone  Co.  to  Establish  "Green 
Room"  in  One  of  the  Three  Top  Floors  Set 
Aside  for  Their  Recording  Laboratories  in 
the  Gotham  Building,  Columbus  Circle 


In  olden  days,  when  theatres  were  few  and 
far  between,  all  the  eminent  artists  of  the 
theatrical  stage  used  to  gather  in  the  famous 
"Green  Rooms"  of  the  old-time  English  the- 
atres. Now  that  New  York  has  more  than  half 
a  hundred  theatres,  many  concert  halls  and 
vaudeville  houses  and  two  great  opera  houses 
open  every  season,  such  a  concentration  of 
talent  would  seem  impossible. 

But  it  can  and  will  be  brought  about,  to  a 
great  extent,  because  of  the  fact  that  so  many 
of  stageland's  present-day  favorites  and  of  the 
great  musicians  of  the  past  three  years  are 
making  records  for  the  Columbia  Graphophone 
Co.  This  company  recently  signed  a  million- 
dollar  lease  for  the  eight  top  stories  of  the  new 
twenty-four-story  Gotham  National  Bank  Build- 
ing at  Broadway  and  Fifty-ninth  street,  and 
is  making  elaborate  preparations  for  the  re- 
ception of  these  artists. 

The  three  top  floors  have  been  set  aside  for 
the  Columbia  recording  laboratories  and  in  ad- 
dition to  these  recording  rooms  with  especially 
prepared  acoustic  properties,  where  music  in 
all  languages  will  be  recorded  by  specialists, 
there  will  be  a  department  given  over  to  the 
reception  of  musicians  in  an  atmosphere  that 
tends  to  develop  their  art. 

Here  such  great  opera  stars  as  Rosa  Ponselle, 
Charles  Hackett,  Riccardo  Stracciari,  Jeanne 
Gordon,  Hipolito  Lazaro,  Jose  Mardones,  Mar- 
garet Romaine,  Leon  Rothier,  Mary  Garden, 
Maria  Barrientos,  Florence  Macbeth  and 
Cyrena  Van  Gordon  will  meet  and  mingle  with 
such  leading  instrumental  artists  as  Eddy 
Brown,  Pablo  Casals,  Percy  Grainger,  Josef 
Hofmann,  Sascha  Jacobsen,  Toscha  Seidel, 
Eugen  Ysaye  and  Duci  di  Kerekjarto. 

Such  lively  popular  artists  as  Al  Jolson,  Nora 
Bayes,  Frank  Crumit,  Marion  Harris,  Guido 
Deiro,  Van  and  Schenck,  Bert  Williams  and 
Harry  C.  Browne  will  foregather  with  such 
dance  orchestras  and  organizations  as  Art 
Hickman's  Orchestra,  The  Happy  Six,  Sherbo's 
Orchestra,  Sweatman's  Jazz  Band,  Ted  Lewis' 
Jazz  Band  and  the  Paul  Biese  Trio. 

Some  of  the  concert  and  symphony  orchestra 
artists  who  will  be  admitted  to  this  musical 
center  are  Lucy  Gates,  Louis  Graveure,  Hulda 
Lashanska,  Barbara  Maurel,  George  Meader, 
Alice  Nielsen,  Oscar  Seagle  Grace  Wagner, 
Carmela  Ponselle  and  the  members  of  the  Chi- 
cago, Cincinnati,  Columbia  and  French  Sym- 
phony Orchestras,  the  Philharmonic  Orchestra 
of  New  York  and  the  Gino  Marinuzzi  Sym- 
phony Orchestra. 

The  statement  of  a  Columbia  official  that 
atmosphere  to  artists  is  almost  like  the  air  they 
breathe  and  the  right  atmosphere  brings  out 
musicians'  God-given  talent  conveys  a  hint  of 
the  splendors  to  be  expected  in  this  modern 


"Green  Room."  Its  very  location  in  the  im- 
mediate neighborhood  of  the  Metropolitan 
Opera  House,  Carnegie  Hall,  the  theatres  and 
vaudeville  houses,  brings  it  into  a  musical  and 
artistic  atmosphere. 


GETTING  CLOSE  TO  THE  DEALER 

Do  you  realize  that — The  jobber's  salesman  is 
largely  responsible  for  the  success  of  his  cus- 
tomers? He  can  help  his  customers  by  sugges- 
tions and  advice.  If  he  is  informed  on  condi- 
tions his  customers  soon  find  it  out  and  turn 
to  him  for  counsel.  He  should  be  in  position  to 
counsel  with  them  wisely.  It  means  much  for 
the  progress  of  a  business. 


A  salesman  should,  first  and  foremost,  be 
loyal  to  the  house  that  employs  him,  and  so 
long  as  he  continues  to  accept  its  money  in 
payment  for  services  he  is  in  duty  bound  to 
refrain  from  any  action  or  word  that  will  prove 
detrimental  to  his  employer. 


NEW  POST  FOR  H.  D.  BERKLEY 

H.  D.  Berkley,  who  for  many  years  has  been 
connected  with  several  Victor  organizations, 
both  wholesale  and  retail,  and  who  more  recently 
was  assistant  general  manager  of  the  Enterprise 
Music  Supply  Co.,  has  been  appointed  man- 
ager of  the  Victrola  department  of  Blooming- 
dale  Bros.,  Inc.,  New  York  City. 


INCORPORATED  TO  MAKE  RECORDS 

New  Comfort  Records  has  been  incorporated 
with  capital  stock  of  $75,000  under  the  laws  of 
Delaware  to  engage  in  the  manufacture  of 
phonograph  records.  The  incorporators  are 
C.  T.  Cohee,  C.  B.  Outten  and  R.  E,  McCIoskey, 
of  Wilmington. 


The  Home  Recorder,  Inc.,  222  Market  street, 
Newark,  N.  J.,  has  been  incorporated  with 
capital  stock  of  $400,000,  to  manufacture  musical 
instruments. 


Business  men  today  are  pragmatic. 
Their  test  for  every  idea  is,  "Will  it 
work?" 

That  is  the  test  we  relish. 

For  that  test  brings  out  fully  the 

genuine,  "workable"  value  of  the 
man-to-man  co-operative  effort  behind 
our  Service. 


Elyea  Talking  Machine  Co. 

Atlanta,  Georgia 

Exclusively  Victor  Strictly  Wholesale 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


V- 


An  Interesting  Fact— With  a  Moral 


ft^lROM  December  1st  to  December 
24th  there  were  sold  from  the 
store  of  Phillip  Levy  &  Com- 
pany, Norfolk,  Va.,  a  city  of  135,000 
population — 

42 1  Granby  Phonographs 
Totalling  Over  $67,000.00 

The  Granby  was  sold  in  actual  competition  with  a 
dozen  dealers  handling  all  makes,  which  speaks 
pretty  well  for  Granby. 

Local  newspaper  advertisements — not  big  space, 
but  advertisements  featured  regularly  and  per- 
sistently— were  valuable  aids  in  making  these  sales. 

The  Moral 

There  is  plenty  of  business  in  your  territory  if  you 
handle  the  right  phonograph  line,  and  will  only 
go  after  it  intelligently. 

Conditions  in  Norfolk,  at  present,  are  no  better 
nor  worse  than  in  any  other  city. 

If  you  want  to  know  the  details  of  the  selling 
campaign  that  produced  these  results,  get  in  touch 
with  us  immediately. 


GRANBY  PHONOGRAPH  CORPORATION 


^    N      ORF      O      L     K  -   V      I  R 

•  •  Jactory  •  Newport New&-  ►  .> 


I     N     I     A  © 


February  15,  1921 


THE   TALKING    MACHINE  WORLD 


33 


glllMllllllllllllllllllllllllllllllllllllllllllllllllllllM 

I  Various  Methods  of  Increasing  Talking  Ma- 


chine Sales  Interestingly  Described 


By  | 

W.  Bliss  Stoddard  I 


ill 

St.  Patrick's  Day,  which  will  soon  be  with  us, 
is  one  that  naturally  lends  itself  to  mirth  and 
music,  as  the  Irish  are  a  light-hearted  musical 
race,  and  it  is  natural  that  a  music  dealer  should 
seize  upon  it  as  a  means  of  pushing  his  talking 
machines  and  records,  especially  the  latter. 
Preparations  should  now  be  made  for  window 
or  other  displays  of  records  of  Irish  music, 
instrumental  and  vocal,  and  in  this  connection 
it  is  interesting  to  set  forth  the  very  excellent 
display  made  last  year  by  the  Thearle  Music 
Co.  of  San  Diego,  Cal.,  who  played  up  "St. 
Patrick's  Day"  in  a  very  attractive  manner. 
Its  window  heralding  the  date  caused  every- 
body to  smile  and  stare.  The  large  window 
was  floored  with  fluted  grass  green  crepe  paper, 
and  the  tall  floor  lamp  had  a  wide  spreading 
shade  of  the  same  color  and  material.  Basking 
in  the  green  glow  of  this  lamp — the  effect  was 
enhanced  by  having  green  bulbs  instead  of 
the  customary  translucent  ones — was  a  four- 
foot  Victor  dog,  wearing  a  huge  bow  of  green 
ribbon,  and  a  green  stovepipe  hat  a  yard  high. 
At  either  end  of  the  room  were  late  model 
Victrola  cabinets,  and  down  in  front,  set  in 
wire  racks,  were  a  half  dozen  records,  to  each 
of  which  was  pasted  a  big  green  shamrock  on 
which  was  printed  in  black  the  name  of  the 
selections — -"Where  the  River  Shannon  Flows," 
"The  Wearing  o'  the  Green,"  "That  Tumble- 
down Shack  in  Athlone,"  and  many  standard 
Irish  melodies. 

A  week  before  the  seventeenth  of  March 
they  sent  out  broadcast  green  cards  on  which 
were  gold  harps,  while  printed  on  the  cards 
were:  "Celebrate  St.  Patrick's  Dav  with  mirth 


:!jjji,iM;:!|j:iiJj::::!J:,;!:M:;ii;:iii!,iii:iiiij:,:j|ii:ii.j:;;i 

and  music."  "Get  your  old  Irish  melodies  or 
new  popular  ballads  from  the  Thearle  Music  Co." 
About  the  same  time,  too,  they  sent  out  spe- 
cial invitations  to  their  regular  customers,  and 
inserted  a  general  invitation  in  the  papers  to 
an  hour  of  music.  This  was  given  in  their 
music  hall  on  the  Saturday  afternoon  before 
St.  Patrick's  Day,  thus  giving  the  audience  a 
chance    to   hear   many    of    the   new   and  old 


Thearle  Co.'s  St.  Patrick's  Day  Window 

favorites,  and  lay  in  some  special  records  for 
entertainment  on  the  seventeenth.  All  of  the 
selections  were  Irish,  and  different  groups  were 
given  on  the  leading  phonographs,  with  a  final 
group  of  songs  rendered  by  a  local  tenor.  The 
manager  of  the  music  department  was  in  charge 
of  the  concert,  and  prefaced  each  selection  with 
a  short  talk  on  the  composer,  the  history  of 
the  song  and  any  little  stories  of  human  in- 
terest connected  with  the  music. 

While  arranged  to  push  the   sale   of  Irish 


i  riMi   !  1 ;   i.i,:;:!  : 1 1  n,;  i:i;;i  u  hi.i  i.  i.i.iim.ui  iiii.i.KMiiiiiM.iiii;!!!:  

e e o r- cl s  there  were  many  others  sold  that  after- 
noon, as  the  guests,  both  before  and  after  the 
concert,  were  invited  into  the  demonstration 
rooms,  and  heard  a  number  of  the  new  records 
ranging  from  comic  to  classic. 

A  Lure  in  Securing  Prospects 
It  will  soon  be  marble  time  and  the  fondness 
of  the  youngsters  for  the  little  spheres  is  well 
known.  Accordingly,  any  merchant  who  wishes 
to  secure  a  good  list  of  talking  machine  pros- 
pects could  do  no  better  than  follow  the  plan 
used  very  effectively  last  season  by  Kremer 
Bros.,  Fond  du  Lac,  Wis.  They  laid  in  great 
quantities  of  marbles  and  then  inserted  a  num- 
ber of  small  ads  in  the  local  papers.  Three 
of  these  were  used,  each  on  a  different  page, 
the  sporting  page,  the  comic  section  and  the 
front  pages  being  selected — as  the  ones  which 
would  attract  most  attention  from  the  boys. 
The  first  of  these  ads  was  adorned  with  a 
picture  of  a  freckle-faced  lad  shouting: 


HEY,  SKINNAY!  C'MON  OVER! 
50,000  Marbles  FREE! 
Let's  go  to  KREMER  BROS.,  36  N.  Main  St., 
next  Saturday,  between  the  hours  of  8:00  A.M.  and 
5:00  P.M.,  where  we  can  get  a  bag  of  25  marbles 
absolutely  free  if  we  bring  along  the  coupon  below 
properly  filled  out. 

KREMER  BROS. 


The  second  ad  showed  a  group  of  boys  play- 
ing marbles,  and  was  captioned: 


Knuckles  Down!  No  Hunching! 
50,000  MARBLES  ABSOLUTELY  FREE! 
Every  boy  and  girl  in  Fond  du  Lac  can  get  a 
big  bag  of  25  marbles,  all  colors,  absolutely  free  by 
bringing  the  coupon  of  this  ad  properly  filled  out 
to  our  store  on  Saturday,  April  10,  between  the 
hours  of  8:00  A.M.  and  5:00  P.M. 

KREMER  BROS. 


(Continued  on  page  34) 


Reaching  Discriminating  Buyers 


In  a  bulletin  announcing  the  new  Victrola  No.  80,  the 
Victor  Co.  describes  this  model  as  one  that  will  appeal 
strongly  to  the  most  discriminating  buyers.    We  agree 

with  the  Victor  Co.  in  this  belief, 
and  know  that  the  price  of  an 
even  $100  is  psychologically 
right. 

We  have  arranged  a  special 
plan  to  help  Victor  dealers  intro- 
duce the  Victrola  No.  80  in  a 
manner  calculated  to  produce  big 
sales  results.  May  we  co-operate 
with  you? 

Gollings  &  Company 

Victor  Distributors  throughout  Northern 
New  Jersey  and  Northeastern  Pennsylvania 

PLUM  BUILDING 

Clinton  and  Beaver  Sts.       Newark,  N.  J. 


Note:    Use   U-Sav-Your   dressing   and   preserve  the 
beautiful  original  factory  finish  on  your  cabinets. 


34 


THE   TALKING    MACHINE  WORLD 


February  15,  1921 


VARIED  WAYS  OF  INCREASING  SALES 

( Continued  from  page  33) 

The  third  ad  showed  no  cut,  but  played  up 
the  "marble"  idea: 

MARBLES!  50,000!  MARBLES ! ! 

FREE!  FREE! 
For  the  boys  and  girls  of  Fond   du  Lac 

The  balance  of  the  ad  was  similar  to  the 
others.  At  the  bottom  of  each  ad  was  a 
coupon,  which  was  to  be  cut  out,  filled  out, 
and  brought  to  the  store.  This  coupon  stated 
the  name  and  address  of  the  parents  of  the 
lad,  and  whether  or  not  they  owned  a  talking 
machine.  In  addition  to  the  addresses  of  those 
who  already  possessed  talking  machines  the 
firm  secured  a  list  of  500  prospects  who  did  not 
own  one.  The  names  of  all  who  owned  ma- 
chines were  turned  over  to  the  record  depart- 
ment for  circularization  on  the  monthly  new 
records,  while  the  other  list  was  sent  to  the 
factory  who  manufactured  the  machine  they 
handled,  and  the  factory  sent  each  of  them 
literature  on  the  subject.  A  factory  represen- 
tative also  gave  daily  demonstrations  of  the 
machine,  and  during  this  one  month  the  talking 


machine  department  showed  the  healthiest 
growth  in  its  history. 

Music  for  the  Winter  Evenings 
"As  the  days  begin  to  lengthen,  the  cold 
begins  to  strengthen,"  and  there  are  long  Win- 
ter evenings  when  few  care  to  stir  from  the 
house.  This  is  the  time  when  the  phonograph 
is  especially  appreciated  for  its  varied  enter- 
tainment qualities.  In  order  to  bring  this 
effectively  to  mind  the  Maison  &  Blanche,  New 
Orleans,  La.,  arranged  a  striking  window  dis- 
play. Their  window,  which  was  a  very  large 
one,  had  glass  extending  entirely  to  the  floor, 
and  this  was  covered  with  cotton  wadding  to 
represent  snow.  The  entire  window  pane  was 
covered  with  little  patches  of  cotton — each  at- 
tached by  a  drop  of  glue — so  that  the  effect  to 
the  passerby  was  that  of  a  raging  snowstorm. 
On  an  artificial  snow  mound  was  placed  a 
Grafonola,  while  a  mound  at  the  other  side  held 
a  Victrola.  In  the  rear  was  a  cardboard  house, 
with  doors  and  windows  of  waxed  paper,  with 
a  strong  light  behind  them.  A  card  down  front 
suggested:  "Music  in  the  home  will  help  to 
make  merry  the  long  Winter  evenings." 


TO  MAKE  EXTENDED  CONCERT  TOUR 

Mamie  Smith  and  Her  Jazz  Hounds,  Widely 
Known  Through  Her  Okeh  Records,  Has  Ar- 
ranged to  Make  a  Coast-to-Coast  Tour — It 
Promises  to  Be  a  Big  Success 

Mamie  Smith  and  her  Jazz  Hounds  are  an- 
swering the  unanimous  demand  for  personal  ap- 
pearances by  going  on  concert  tour.  Under  the 
management  of  the  Standard  Amusement  Co., 
with  offices  at  Suite  502,  Vanderbilt  Avenue 
Building,  New  York,  a  coast-to-coast  tour  is 
being  scheduled. 

The  company  is  to  be  known  as  "Mamie  Smith 
and  Her  Jazz  Hounds  Revue."  There  will  be 
added  features  to  the  original  Jazz  Hounds, 
as  Mamie  Smith  will  carry  a  varied  company 
of  well-known  entertainers.  They  will  give  a 
full  evening's  performance.  The  popularity 
Mamie  and  her  Jazz  Hounds  have  won  on  Okeh 
records  has  assured  her  managers  of  record- 
breaking  audiences.  The  engagements  she  has 
already  filled  in  a  number  of  Eastern  and 
Southern  cities  were  played  to  capacity-filled 
houses. 

The  program  which  will  be  offered  on  tour 
will  consist  of  recent  selections  released  on 
Okeh  records  made  by  this  organization  as  well 
as  other  late  Broadway  jazz  and  Blues  hits.  The 
attraction  will  be  booked  only  in  large  audi- 
toriums where  there  is  sufficient  seating  capacity 
to  accommodate,  the  crowds. 

IN  FINANCIAL  TROUBLE 

The  Stratford  Phonograph  Co.,  of  Ashland, 
O.,  was  adjudicated  a  bankrupt  on  January  12, 
and  the  first  meeting  of  the  creditors  was  held 
in  Ashland  on  January  27.  At  this  meeting 
the  creditors  proved  their  claims,  appointed  a 
trustee,  examined  the  bankrupt,  and  transacted 
such  other  business  as  came  before  the  meeting. 

VALUE  OF  ENTHUSIASM 

Enthusiasm  is  not  excitement;  it  is  earnest- 
ness. Not  frenzy,  but  fervor.  Not  arrogant 
braggadocio  of  your  goods,  but  ardent  belief  in 
your  goods.  Enthusiasm  is  lasting,  not  tem- 
porary. It  carries  the  dealer  with  you,  not 
away  from  you.  ft  makes  him  sell  your  goods 
as  well  as  buy  your  goods. 

The  biggest  interest  man  has  to  pay  on-  a- 
loan  is  on  borrowed  trouble. 


"it 

Sut  - 

the  buslrSss" 


Sure  trin^s  in 
■  sin 


Make  Your  Store  Front  Produce 
More  Business 

When  you  have  an  energetic  salesman  in  the  form  of  a 
glittering  electric  sign  in  front  of  your  store,  you  sell  not  just 
the  person  who  happens  to  look  in  your  windows — but  the  hun- 
dreds of  people  who  pass  within  a  block  or  two  in  each  direction. 

That  is  where  a  Federal  Electric  Sign  proves  such  a  big 
business  getter — its  cheerful  invitation  is  irresistible.  A  Federal 
Electric  Sign  pays  for  itself  many  times  over  for  many  years 
to  come — made  of  porcelain  enameled  steel,  cannot  rust,  rot  or  de- 
cay— will  last  indefinitely.  As  a  progressive  merchant,  you  should 
not  overlook  this  opportunity  to  gain  a  step  on  competition. 
Send  coupon  today  for  full  information  and  sketch  showing  how 
your  sign  will  look.    No  obligation. 

Tear  Off  and  Mail  Coupon  Now 

MBHHB  aHBH  MM  K^HB  MB  MH  aBBBH  Hi  BHM  Ml  MO  MBS  OB9B1  HBB  HH  Mm  MM  MMH  H  OMB  MMM 

FEDERAL  ELECTRIC  COMPANY 

Representing  Federal  Sign  System  (Electric)         :         8700  South  State  St.,  Chicago,  111. 

Please  send  me  full  information,  price  and  free  sketch  of  a  Porcelain-enameled  Steel 
Sign  for  my  business.     Explain  your  9-months-to-pay  Plan 


9  Months  to  Pay! 

The  first  payment  brings 
you  your  sign — you  have 
nine  months  to  make 
the  final  payments. 


Name  City  

Street  and  No  Business 


.State. 


Store  Frontage . 


. .  No.  of  Floors . 


TMW-2 


Why  Break  Records? 
Just  File  Them! 

That  is  if  you  have  the  wonderful  Record  filing  sys- 
tem which  is  a  feature  of 

The  Marvelous  MAGNOLA 


W&tcKif\J  Tke  Music  Come  Out 


This  is  only  one  feature  of  many  that  will  command 
your  interest  and  attention.  Let  us  send  you  hand- 
some illustrated  catalog  and  information  as-  to  our 
plans  for  helping  you  to  make  money  with  MAGNOLA. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ.  President 
General  Offices  Southern  Wholesale  Branch 

711   MILWAUKEE  AVENUE  1530  CANDLER  BLDG. 

CHICAGO  ATLANTA.  GA. 


The  Talking  Machine  World,  New  York,  February  15,  1921 


Announcing 

THE 


DANCE  NEEDLE 


TO  THE  TRADE: 

A  new  needle  known  as  the  DANCE  NEEDLE  has 
been  invented  for  the  purpose  of  doing  full  justice  to  the  tonal 
volume  of  dance  music. 

The  DANCE  NEEDLE  is  the  only  one  of  its  kind  in  the 
market,  and  this  name  alone  will  make  it  an  ideal  selling 
proposition. 

The  DANCE  NEEDLE  is  a  decided  novelty  that  can  be 
featured  as  a  direct  attraction  to  the  consumer.  Every  buyer 
of  dance  music  is  a  prospect  for  substantial  sales  of  the 
DANCE  NEEDLE.  Approximately  75%  of  all  records  sold 
are  dance  records,  and  this  means  that  75%  of  all  needles 
sold  will  eventually  be  the  DANCE  NEEDLE. 

There  is  no  other  needle  manufactured  that  has  such  a 
unique  and  direct  appeal  to  the  consumer. 


GENERAL  PHONOGRAPH  CORPORATION 


Manufactured  by 


OTTO    HEINEMAN,  President 


25  West  45th  Street 


New  York  City,  N.  Y. 


Factories: 


Newark,  N.  J. 


Elyria,  Ohio 


Putnam,  Conn. 


Springfield,  Mass. 


Kitchener,  Ont. 


Branch  Offices: 


Chicago,  111. 


Toronto,  Can. 


London,  Eng. 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


35 


REMINGTON  ELECTRIC  SIGN  THAT  ATTRACTS  ATTENTION 


Bra  : 


F»  O  K  AT  ION  ft 


0000  AS  THE  NAME 


Hie  Tone  is  Best  by  Every  Test 


Wholesale  &  Retail 
Sales  Rooms 


REMINGTON  B^' [REM / N C TO N SSI  REMINGTON ISS 


The  Remington 
Phonograph  Corp.  is 
featuring  the  Reming- 
ton name  and  product 
in  a  striking  manner 
on  the  Great  White 
Way  through  a  large 
electric  sign  erected 
upon  the  roof  of  the 
Remington  Building, 
at  1662  to  1666  Broad- 
way, New  York  City. 
The  Remington  exec- 
utive and  wholesale 
offices  occupy  the  sec- 
ond floor  of  this 
building.  This  sign 
has  already  taken  its 
place  as  a  part  of  the 
lighting  of  the  Great 
White  Way  and  is  be- 
coming a  familiar 
sight  to  the  thousands 
of  theatregoers  as 
they  promenade  on 
this  famous  thorough- 
fare. The  accompany- 
ing illustration  gives 
a  good  idea  of  the  size 
of  this  new  sign. 


GIVE  THE  PUBLIC  GOOD  MUSIC 

Says  Albert  Spalding,  Who  Berates  Musicians 
for  Carelessly  Selected  Music  Programs — 
Says  a  Day  of  Reckoning  Is  Coming 


American  audiences  are  making  artists  lazy. 
That  is  the  opinion  expressed  by  Albert  Spald- 
ing, famous  violinist  and  Edison  artist,  who 
declares  that  a  day  of  reckoning  is  coming  in 
the  music  world  when  artists  will  regret  the 
careless  habits  into  which  commercialism  has 
led  them. 

"In  the  fulfilment  of  the  great  trust  which 
rests  in  great  musicians,  there  are  certain  essen- 
tials," said  Mr.  Spalding  in  a  recent  interview. 
The  most  important,  it  appears  to  me,  is  the 
presentation  of  great  works  finely  performed." 

Mr.  Spalding  claims  that  in  their  desire  to 
please  easily  satisfied  audiences  even  the  most 
noted  musicians  are  getting  the  habit  of  singing 
indifferent  works  that  are  familiar,  in  order  to 
gain  the  ready  applause  that  brings  recalls, 
consequent  success  and,  also,  consequent  box 
office  receipts. 

"Public  taste  in  art,  like  water,  runs  down 
hill,"  said  the  violinist.  "If  unchecked  it  will 
end  its  course  in  a  muddy  and  chaotic  stream. 
I  know  of  no  cure  for  it  unless  artists  and 
managers  co-operate  and  by  mental  stimulation 
of  each  other's  efforts  in  the  right  direction  in- 
stitute a  system  of  good  plumbing  for  the  art 
of  music.  If  you  want  water  pure  and  uncon- 
taminated,  you  don't  pump  for  it  at  its  lowest 
levels.  It  is  best  when  obtained  as  near  as 
possible  to  its  source.  It  is  the  same  with 
music.  And  its  effect  on  the  public  is  the  same. 
Drinking  contaminated  water  is  known  to  be 
poisonous  to  the  body.  Listening  to  bad  music 
is  no  less  poisonous  to  the  mind.  I  have  no 
intention  or  desire  to  preach  a  pessimistic  ser- 
mon. I  refuse  to  admit,  or  believe,  that  the 
public  is  more  than  a  passive  contributor  to  it. 
Public  opinion  is  not  an  affirmative  quality. 
It  concurs  or  acquiesces  in  leadership." 


SHOWS  USES  OF  RECORD  FLASHER 

Standard  Accessory  Corp.  Prepares  New  Book- 
let on  Advantages  of  Its  Product 


Milwaukee,  Wis.,  February  4. — The  Standard 
Accessory  Corp.,  355-357  East  Water  street,  this 
city,  is  sending  to  the  trade  a  very  attractive 
folder  showing  very  clearly  how  the  record 
flasher  which  it  manufactures  is  used  on  talk- 
ing machines;  also  inside  the  player-piano  to 


light  up  the  music  roll.  It  brings  out  very 
clearly  the  merit  of  the  flasher,  describing  the 
different  ways  in  which  it  can  be  used.  The 
folder  also  shows  a  half-size  tungsten  battery 
which  can  be  used  in  connection  with  the  flasher 
when  electricity  is  not  available.  Special  note  is 
made  in  this  attractive  folder  of  the  fact  that 
the  record  flasher  finds  a  very  ready  market 
among  the  farmers,  over  51  per  cent  of  whom, 
statistics  show,  own  a  talking  machine  or  a 
player-piano. 


GARFORD  "BABY" 


A  Popular  Line  of 
Toy  Phonographs 

Nothing  More-Nothing  Less 

The  "BABY"  Model 
RETAILS  AT  $6 


PHONOGRAPHS 

MODEL  X  RETAILS  AT  $12 


CLOSED 


A  Splendid  Dealer  Proposition  Is  Availabl. 

GENERAL  PHONOGRAPH  MFG.  CO.,  Elyria,  Ohio 


1  Ht     1ALMINU     MALMIINL  WUKLU 


February  15,  1921 


Edison  Message  'No.  90 


It  will  be  many  years  before  the 
general  level  of  commodity  prices  is 
as  low  as  the  present  prices  of  Edison 
Phonographs. 

Edison  Phonographs  increased  in 
price  less  than  1 5%,  including  War 
Tax,  since  1914. 


Edison  Stood  the  Gaff" 


THOMAS  A.  EDISON,  Inc. 

ORANGE,  N.  J. 


February  IS,  1921 


THE    TALKING    MACHINE  WORLD 


37 


MEADER  SCORES  IN  McKEESPORT 


INSTITUTES  "NO  PURCHASE  HOUR" 


Columbia  Artist  Arouses  Great  Enthusiasm  in 
Recent  Concerts  in  McKeesport 


McKeesport,  Pa.,  February  1. — George  Meader, 
the  celebrated  American  tenor  and  exclusive  Co- 
lumbia artist,  made  a  sensational  showing  during 


George  Meader 

his  appearance  in  this  city  recently.  Mr. 
Meader  is  known  throughout  the  United  States 
as  the  boy  soprano,  with  phenomenal  gifts,  and 
has  endeared  himself  to  the  hearts  of  New  York 
music  lovers  by  singing  in  St.  George's  and 
ether  metropolitan  churches.  He  has  sung  in 
Europe  with  the  leading  orchestras,  and  is  one 
of  the  few  boy  sopranos  who  has  realized  the' 
promise  of  his  early  youth  and  retained  the 
sweetness  and  purity  of  voice  which  so  charmed 
his  early  hearers.  In  the  McKeesport  concert 
there  was  a  quality  in  Mr.  Meader's  voice  that 
seemed  to  strike  a  responsive  chord  in  the  hearts 
of  his  audience. 

In  order  to  give  the  high-school  students  an 
opportunity  to  hear  this  opera  star,  F.  C.  Wamp- 
ler,  of  F.  C.  Wampler  &  Sons,  Inc.,  local  man- 
ager, made  a  special  price  to  them,  with  the 
result  that  a  record-breaking  audience  thronged 
the  hall.  Mr.  Wampler  states  that  the  concert 
was  a  tremendous  success  in  every  way. 


SELLS  FACTORY  TO  WATERMAN  CO. 

General  Phonograph  Corp.  to  Concentrate  Motor 
and  Tone  Arm  Business  in  Elyria,  O. — To 
Continue  Record  Making  in  Newark 


The  factory  on  Thomas  street,  Newark,  which 
the  General  Phonograph  Corp.,  New  York,  has 
owned  for  some  time  past,  has  recently  been 
sold  to  the  L.  E.  Waterman  Co.,  makers  of 
fountain  pens. 

In  referring  to  this  transaction,  Otto  Heine- 
man,  president  of  the  General  Phono.  Corp., 
informed  The  World  that  the  sale  was  made 
because  in  the  future  all  of  the  motor  and  tone 
arm  business  of  the  company  will  be  concen- 
trated in  the  factories  at  Elyria,  Ohio.  The 
plan  of  concentrating  all  of  this  end  of  the  busi- 
ness in  one  city  will  make  for  greater  efficiency 
in  manufacturing. 

Okeh  records  will  continue  to  be  manufactured 
the  same  as  heretofore,  in  the  Newark  plant, 
and  for  this  purpose  a  large  portion  of  the 
factory  to  which  the  Waterman  Co.  now  holds 
title  has  been  leased.  The  Okeh  record  busi- 
ness continues  to  grow  in  a  substantial  manner. 


THE  VALUE  OF  REPUTATION 

Everybody  likes  to  do  business  with  a  gen- 
tleman— a  man  who  is  clean,  both  outside  and 
inside;  who  neither  looks  up  to  the  rich  nor 
down  on  the  poor;  who  can  lose  without  squeal- 
ing and  win  without  bragging;  who  is  consider- 
ate of  women  and  old  people;  who  is  too  brave 
to  lie,  too  generous  to  cheat  and  who  takes  his 
share  of  the  world  and  lets  others  have  theirs. 


Fordham  Store  Sets  Aside  Special  Time  to 
Serve  Needs  of  Patrons — No  Goods  Sold  Dur- 
ing This  Time — Pres.  Mangam  Outlines  Plan 


A  rather  unusual  and  highly  commendable  idea 
has  been  developed  by  R.  W.  Mangam,  presi- 
dent and  general  manager  of  the  Excel-O-Phone 
Talking  Machine  Co.,  12  East  Fordham  road, 
New  York.  In  order  to  give  his  patrons  the 
advantages  of  real  store  service  he  conceived 
the  idea  of  having  once  a  week  a  "No  Purchase 
Hour"  which  should  be  given  over  entirely  to 
the  wishes  of  customers  of  the  store.  In  dis- 
cussing the  workings  of  this  plan,  Mr.  Mangam 
said: 

"Positively  no  merchandise  will  be  sold  at  our 
Fordham  road  store  between  the  hours  of  8 
and  9  o'clock  on  Friday  evening  of  each  week, 
unless  by  special  need  - or  request.  This  hour 
shall  be  devoted  to  'Service.' 

"We  want  every  person  in  this  section  at  that 
time  to  step  in  and  get  acquainted.  We  believe 
that  the  talking  machine  is  a  mighty  important 


bit  of  furniture  in  the  home,  entitled  to  proper 
attention  by  both  the  owner  and  by  us.  Possibly 
there  is  some  question  regarding  your  instru- 
ment that  puzzles  you;  you  note  with  alarm  a 
tone  variation,  a  grind,  a  lack  of  clarity,  or 
some  other  discrepancy  regarding  which  you 
may  desire  to  be  enlightened. 

"Or,  possibly,  there  has  come  to  your  atten- 
tion some  device  or  attachment  for  your  instru- 
ment that  offers  an  improvement — a  labor-saving 
device,  such  as  an  automatic  stop,  wind,  repeater, 
etc.  We  will  be  glad  to  demonstrate  and  ex- 
plain these  articles.  Then,  again,  maybe  you 
are  contemplating  the  purchase  of  a  talking  ma- 
chine, but  have  hesitated  to  inquire  of  us,  due 
to  a  belief  that  there  might  appear  to  be  an  obli- 
gation to  purchase.  We  don't  want  you  to  feel 
that  way.  We  will  cheerfully  demonstrate  our 
instruments,  explain  their  many  points  of 
superiority,  and  justify  to  you  our  belief  in 
their  quality,  without  obligation. 

"Drop  in.  Tell  us  what  we  can  do  for  you. 
We  are  at  your  service.  It  is  the  keynote  of 
this  enterprise,  and  our  motto  is:  The  customer 
is  always  right." 


THE  COLOR  VALUE  OF  MUSIC 


Cyril  Scott,  the  English  Composer,  Speaks  In- 
terestingly of  the  Occult  in  Music 


Cyril  Scott,  the  English  composer,  who  is  in 
the  United  States  lecturing  on  "The  Occult  in 
Music,"  says  that  "brilliant,  flashing  colors  in 
startling  and  attractive  forms  are  seen  by  the 
trained  clairvoyant  when  beautiful  music  is 
played. 

"I  know  at  least  one  initiate  in  England,"  said 
Mr.  Scott,  "who  knows  nothing  whatever  about 
music,  yet  he  enjoys  music  immensely  because 
of  the  flashing,  living  colors  and  the  wonderful 
beauty  of  forms  that  he  sees  with  his  clairvoy- 
ant vision. 

"The  theosophists  say  that  musical  forms  and 
colors  are  sensed  by  the  pineal  gland.  The  colors 
are  produced  simultaneously  and  yet  they  do 


not  interfere  one  with  another,  but  are  vividly 
distinct  and  gorgeous.  The  modern  French 
music  of  Ravel  and  Debussy  is  particularly  .rich 
in  nature-spirit  effects. 

"The  spiritual  value  of  the  music  can  be  de- 
termined by  the  purity  and  beauty  of  the  colors. 
Scriabine,  in  the  latter  part  of  his  life,  made 
music  a  definite  vehicle  for  spiritual  expression 
and  his  compositions  glow  so  richly  with  color 
and  form  that  clairvoyant  adepts  take  the  most 
exquisite  delight  in  his  music. 

"The  masters,  .or  initiates,  use  music  for  their 
purposes,  inspiring  musicians  and  thus  bringing 
spiritual  influences  directly  to  bear  on  the 
world." 


A  salesman  may  not  know  it  all,  but  neither 
does  the  customer.  The  more  a  salesman 
knows  about  his  goods  the  better  he  can  sell 
them. 


THE 
VICTOR 
RECORD 

A  series  of 

ACHIEVEMENTS 

Series  2 

^  Producing  the  Victrola  type  of  instrument  was  a  forward 
step  in  the  industry  taken  by  the  Victor  Company,  the 
importance  of  which  can  hardly  be  overestimated.  In  this 
form  the  talking  machine  immediately  stepped  forward  as  a 
beautiful  element  in  the  furnishing  of  a  home — a  charming 
piece  of  furniture;  and  all  unpractical  and  unsightly 
features  connected  with  sound  reproducing  were  eliminated. 

1§  With  the  development  of  this  style  went  forward  also 
the  development  in  richness  of  tone,  giving  an  instrument 
covering  all  music  unapproachable  for  quality  and  service. 

Scarcely  anything  in  the  pioneering  work  of  the  Victor 
Talking  Machine  Company  has  had  more  wide-reaching 
influence  than  the  creating  of  this  Victrola  Style. 

KNICKERBOCKER  TALKING  MACHINE  CO. 


ABRAM  DAVEGA,  Vice-Pres. 


Metropolitan  Victor  Wholesalers 

138  West  124th  Street 


New  York 


38 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


The  public's  pride  of  possession  makes 
Sonora  the  most  popular  phonograph 


F^ON'T  think  that  because 
you  may  have  difficulty  in 
selling  some  make  of  phonograph 
that  phonographs  as  a  class  are 
being  neglected  by  the  public. 

People  buy  more 
carefully  now.  They 
compare.  They 
examine.  They  judge. 
Then  they  buy  and 
they  buy  quality. 


The  Elite 


This  is  a  real  Sonora 
market,  because  the 
more  severe  the  tests, 
the  more  brilliantly 
does  Sonora  distinguish 
itself. 

Sonora  means  a  wonderfully 
complete  line  for  one  thing.  A 
customer  can  choose  from  24 
period  styles,  7  uprights  and  1 
Portable  model— and  all  these 
are  standard  stock  models  and 
not  made-to-order  specials, 
rnces  are  from  $75  to  $1800. 


CONORA  business  is  keeping 
^  up  to  a  high  mark  because 
the  magnificent  Sonora  tone 
makes  sales.  And  the  superb 
Sonora  cabinets  (a  joy  to  the 
connoisseur  of  fine  fur- 
niture) make  sales. 
And  the  many  exclu- 
sive and  vital  features 
for  which  Sonora  is 
famous  make  sales. 

It  is  risky  to  handle 
a  phonograph  the 
manufacture  of  which 
may  be  discontinued  at 
any  time. 

It's  another  thing  to 
sell  Sonoras,  world  famous  for 
their  superiority,  and  licensed 
and  operating  under  BASIC 
PATENTS  of  the  phonograph 
industry  which  guarantee  that 
Sonora's  future  is  secure. 

It's  easy  to  sell  when  you 
offer 


The  Highest  Glass  Talking 
Machine  in  the  World 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


39 


LL 


Write  today  regarding  a  Sonora  agency  to  the 
distributor  covering  your  territory 


GIBSON-SNOW  CO., 

Syracuse,  N.  Y. 

State  of  New  York  with  the  excep- 
tion of  towns  on  Hudson  River 
below  Poughkeepsie  and  excepting 
Greater  New  York. 

W.   B.   GLYNN  DISTRIBUTING 
CO., 

Saxtons  River,  Vt. 

States  of  Maine,  New  Hampshire, 
Vermont  and  part  of  Massachusetts. 

GRIFFITH  PIANO  CO., 

605  Broad  St.,  Newark,  N.  J. 

State  of  New  Jersey. 

HESSIG-ELLIS  DRUG  CO., 
Memphis,  Tenn. 

Arkansas,  Louisiana,  Tennessee, 
Mississippi. 

KIEFER-STEWART  CO., 
Indianapolis,  Ind. 

Entire  State  of  Indiana. 

LEE-COIT-ANDREESEN  HARD- 
WARE CO., 
Omaha,  Nebraska 

State  of  Nebraska.  . 

THE  MAGNAVOX  CO., 

616  Mission  St.,  San  Francisco, 
Cal. 

Washington,  California,  Oregon, 
Arizona,  Nevada,  Hawaiian  Islands, 
Northern  Idaho. 

C.  L.  MARSHALL  CO.,  INC., 
82  Griswold  St.,  Detroit,  Mich. 
409  Superior  St.,  Cleveland,  O. 

Michigan  and  Ohio. 


MINNEAPOLIS  DRUG  CO., 
Minneapolis,  Minn. 

States  of  Montana,  North  Dakota, 
South  Dakota,  Minnesota. 

I.  MONTAGNES  &  CO., 
Ryrie  BIdg.,  Toronto,  Can. 

Canada. 

MOORE-BIRD  &  CO., 

1751  California  St.,  Denver,  Colo. 

States  of  Colorado,  New  Mexico  and 
Wyoming  east  of  Rock  Springs. 


Ave.,  Boston, 


M  S  &  E, 

221  Columbus 
Mass. 

Connecticut,  Rhode  Island  and  East- 
ern Massachusetts. 

ROBINSON-PETTET  CO.,  INC., 
522  West  Main  St.,  Louisville,  Ky. 

State  of  Kentucky. 

C.  D.  SMITH  DRUG  CO. 
St.  Joseph,  Mo. 

Missouri,  Northern  and  Eastern  part 
of  Kansas  and  five  counties  of 
Northeastern  Oklahoma. 

SONORA  PHONOGRAPH  CO.  OF 
PrTTSBURGH, 
820  Liberty  Ave.,  Pittsburgh,  Pa. 

Western  Pennsylvania  and  West  Vir- 
ginia. 

SONORA  CO.  OF  PHILA,  INC., 
1214  Arch  St.,  Philadelphia,  Pa. 

Eastern  Pennsylvania,  Maryland, 
Delaware,  District  of  Columbia  and 
Virginia. 


SONORA  DISTRIBUTING  CO.  OF 
TEXAS, 

Dallas,  Texas. 

Western  part  of  Texas. 

SONORA   PHONOGRAPH  CO., 
INC., 

279  Broadway,  New  York. 

Distributors  for  Greater  New  York 
and  towns  oh  Hudson  River  below 
Poughkeepsie. 

SOUTHERN  DRUG  CO., 
Houston,  Texas. 

Southeastern  part  of  Texas. 

SOUTHERN  SONORA  CO., 

310-314   Marietta   St.,  Atlanta, 
Ga. 

Alabama,  Georgia,  Florida  and 
North  and  South  Carolina. 

SOUTHWESTERN  DRUG  CO., 

Wichita,  Kansas. 

Southern  part  of  Kansas,  Oklahoma 
(except  five  N.  E.  counties),  and 
Texas  Panhandle. 

STREVELL-PATERSON  HARD- 
WARE CO., 
Salt  Lake  City,  Utah. 

Utah,  Western  Wyoming  and  South- 
ern Idaho. 

C.  J.  VAN  HOUTEN  &  ZOON, 
Marquette  BIdg.,  Chicago,  111. 

Illinois  and  Iowa. 

YAHR  &  LANGE  DRUG  CO., 
Milwaukee,  Wis. 

Wisconsin,  Upper  Michigan. 


Each  Sonora  at  its  price 
represents  the  maximum  of  value 


40 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


IMPORTANT  CHANGES  IN  REGULATIONS  REGARDING 

PAYMENT  OF  WAR  EXCISE  TAXES  JUST  ANNOUNCED 


Treasury  Department  Announces  Several  Important  Changes  in  Manner  of  Reckoning  Excise 
Taxes  Which  Are  of  General  Interest — Rulings  on  Certain  Types  of  Musical  Instruments 


Washington,  D.  C,  February  5. — Extensive 
changes  in  regulations  47  of  the  Internal  Rev- 
enue Bureau  covering  payment  of  excise  taxes 
on  automobiles,  musical  instruments  and  other 
articles  by  manufacturers  were  announced  by 
the  Treasury  Department  recently. 

Article  3  has  been  clarified  to  make  it  plain 
that  when  a  manufacturer  of  a  taxable  article 
quotes  a  unit  price  which  includes  selling  price 
and  a  direct  statement  of  the  portion  of  the 
total  that  applies  as  tax  the  tax  can  be  reck- 
oned on  the  selling  price  as  stated  and  not  on 
the  total  price  given.    Other  changes  follow: 

Article  A — Discounts  and  expenses.  The  rul- 
ing in  regulations  47  permitting  an  adjustment 
of  the  tax  in  the  case  of  an  adjustment  in  price 
on  goods  sold  over  a  period  of  time  on  a  quan- 
tity rebate  has  been  extended  to  permit  an  ad- 
justment in  the  tax  in  the  case  of  an  adjustment 
in  price  under  an  agreement  made  at  the  time 
of  the  sale  to  make  such  adjustment  in  case 
of  a  decline  in  the  market. 

Article  7 — Who  is  a  manufacturer?  This 
article  has  been  modified  to  provide  that  while 
a  manufacturer  is  generally  a  person  who  (1), 
actually  makes  a  taxable  article,  or  (2)  by 
changes  in  the  form  of  an  article  produces  a 
taxable  article,  or  (3)  by  the  combination  of 
two  or  more  articles  produces  a  taxable  article, 
under  certain  circumstances  such  a  person  is  not 
a  manufacturer  for  the  purpose  of  the  tax;  but 
that  if  a  dealer  or  jobber  owns  a  patent,  trade- 
mark, formula  or  recipe  for  a  taxable  article 
and  contracts  with  another  person  or  firm  for 
the  manufacture  thereof,  the  contract  specifying 
that  the  article  can  be  manufactured  only  for 
such  dealer  or  jobber  and  that  it  will  be  sold  by 
such  dealer  or  jobber  as  the  manufacturer,  the 
dealer  or  jobber  is  held  to  be  the  manufacturer 
for  the  purpose  of  the  tax. 


¥ 


Article  IS  has  been  made  to  read: 

"A  concern  which  does  not  manufacture  for 
sale  separately  any  part  or  accessory,  but  is 
engaged  in  doing  strictly  a  repair  business  and 
makes  only  occasionally  a  part  which  may  be 
needed  for  an  immediate  repair  job  performed 
by  it,  is  not  considered  a  manufacturer  and  is 
not  required  to  pay  any  tax  in  respect  to  parts 
so  manufactured  and  used. 

"A  person,  partnership  or  corporation  en- 
gaged in  the  business  of  building  over  automo- 
bile tops  or  bodies  for  installation  on  new  or 
old  chassis  is  not  considered  to  be  doing  strictly 
a  repair  business,  even  though  all  such  tops  or 
bodies  are  manufactured  as  needed  for  an  im- 
mediate job,  but  is  held  to  be  a  manufacturer 
of  automobile  parts  or  accessories  and  subject 
to  tax  as  such." 

Article  17 — Musical  instruments.  This  article 
has  been  amplified  to  provide  that  so-called  "toy 
talking  machines,  pianos,  music  boxes,  etc.,  are 
taxable  only  if  capable  of  use  as  practical  musi- 
cal instruments,  and  also  to  provide  that  or- 
chestrions, mechanical  violin  players,  etc.,  with 
a  standard  or  modified  piano  player  action  in- 
corporated therein,  are  subject  to  tax  only  on 
that  portion  of  the  price  charged  which  repre- 
sents the  selling  price  of  such  action." 

Article  34,  on  manufacturers  who  are  also  re- 
tailers, and  Articles  42  and  43,  covering  export 
sales,  have  also  been  amended. 

Article  41,  credits  and  refunds,  has  been  am- 
plified to  define  in  detail  the  difference  between 
an  "overpayment  or  overcollection,"  as  dis- 
tinguished from  an  "illegal  or  erroneous"  pay- 
ment or  collection.  The  law  permits  a  taxpayer 
to  take  credit  for  an  overpayment  or  overcol- 
lection, whereas  an  illegal  or  erroneous  payment 
or  collection  must  be  recovered  through  a  claim 
for  refund. 


GRAF0N0LA  IN  PROMINENT  THEATRE 

Los  Angeles,  Cal.,  January  25. — J.  Van  Grove, 
Columbia  dealer  of  this  city,  recently  made  a 
sale  of  a  K-2  walnut  Columbia  Grafonola  to  Sid 
Grauman,  who  is  using  it  on  the  stage  of  his 
million-dollar  theatre.  This  is  one  of  the 
largest  moving  picture  establishments  in  this 
section  of  the  country  and  is  one  of  a  chain 
of  which  Mr.  Grauman  is  proprietor. 


F.  E.  WATKINS  IN  THE  SOUTH 

F.  E.  Watkins,  of  Watkins  Bros..  Inc.,  Hart- 
ford, Conn.,  is  now  on  an  extended  visit  to  Pine- 
hurst,  N.  C,  where  he  will  take  part  in  the  an- 
nual trap-shooting  meet.  Directly  after  the 
tournament  Mr.  Watkins  will  leave  for  Arcadia, 
Fla.,  where  he  will  spend  the  rest  of  the  Winter 
hunting. 

GOOD  YEAR  FOR  LYRIC  RECORDS 

The  American  Talking  Machine  Co.,  Blooms- 
burg,  Pa.,  is  showing  a  very  optimistic  spirit 
anent  business  conditions  generally.  B.  W.  Jury, 
general  manager,  reports  a  very  fine  business  on 
Lyraphone  and  Lyric  records  and  prophesies 
that  1921  will  prove  a  banner  year  for  every- 
body in  the  talking  machine  industry  who  works 
hard  to  make  it  so. 


INCORPORATED  IN  MASSACHUSETTS 

The  Music  Box  Co.,  Inc.,  Beverly,  Mass.,  has 
been  incorporated,  with  $10,000  capital,  to  deal 
in  phonographs,  pianos  and  musical  instruments 
generally.  The  incorporators  and  officers  are 
Frank  A.  Hayes,  C.  H.  Phillips  and  W.  D. 
Phillips. 

If  a  salesman  is  capable  of  determining  be- 
forehand the  question  whether  goods  will  sell 
or  not  he  is  wasting  his  time  on  the  road. 
He  is  worth  $10,000  a  year  to  any  house  in 
business,  and  they  will  not  ask  him  to  work 
more  than  half  an  hour  a  day,  either. 


You  Can  Sell  Musical  In- 
struments With  Oplex  Signs 

tpLEXLUME  Oplex  Electric  Signs 
are  the  kind  with  the  raised  snow- 
white  glass  letters  on  a  dark  back- 
ground. This  makes  them  excellent  day 
signs  as  well  as  night  signs.  The  night 
effect  is  solid  letters  of  light  standing 
out  of  the  darkness. 

Oplex  Signs  are  selling  musical  instru- 
ments. Let  us  send  you  a  sketch  show- 
ing an   Oplex  Sign   for  your  store. 

FLEXLUME  SIGN  COMPANY 

36  Kail  Street  Buffalo,  N.  Y. 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


41 


LINCOLN 
February  12 


WASHINGTON 
February  22 


THE  BIRTHDAYS 

OF 

TWO  ILLUSTRIOUS  AMERICANS 


The  country  which  can  produce  such  stalwart  and  inspiring  characters 
as  Abraham  Lincoln  and  George  Washington,  whose  birthdays  we 
honor  this  month,  is  the  country  to  not  only  place  your  entire  faith  in, 
but  your  capital,  meaning  brains,  ability  and  money,  as  well. 


The  business  trials  of  to-day  are  nothing 
compared  to  the  national  trials  the  father 
and  savior  of  America  went  through.  And 
America  to-day  is  greater  and  more  power- 
ful because  these  men  have  lived. 


The  faith  in  America  was  what  prompted  us 
to  enter  the  phonograph  field  when  there 
already  were  "too  many  manufacturers". 

Also  our  faith  in  America  told  us  to  go 
ahead  because  in  the 


a  m  -»  b 


GOOD    AS    THE  NAME 


We  knew  we  had  a  sound  reproducing  ma- 
chine that  represented  the  greatest  advance 
ever  made  in  instruments  of  this  character. 

Our  faith  in  America  instilled  the  belief  that 
there  is  always  room  at  the  top  and  that  is 
the  place  we  are  headed  for. 


The  impetus  behind  us  is  the  Remington 
Phonograph  with  the  Remington  Repro- 
ducer, built  on  entirely  new  principles,  our 
policy  to  give  a  dollar's  worth  in  exchange 
for  the  other  man's  dollar,  and  the  knowl- 
edge that  we  are  here  to  serve  and  not  to 
be  served. 


1662-64-66  BROADWAY 

New  York,  U.  S.  A. 

PHILO  E.  REMINGTON,  President 
JAMES  S.  HOLMES,  Vice-President 
EVERETT  H.  HOLMES,  Sabs  Manager 


The  dealers  who  are  not  as  yet  familiar  with 
the  Remington  Phonograph  and  our  selling 
and  agency  proposition  are  invited  to  make 
inquiries. 


42 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


Marion  Harris  sings  "  Yankee 99  and  "Griev- 
ing lor  You."  You'll  have  lots  oi  difficulty 
deciding  which  side  of  this  record  is  the 
best  seller.  But  you'll  sell  so  many  that 
you  won't  care.  A-3353. 


Columbia  Graphophone  Co 

NEW  YORK 


^iriniiiiiiiriMiTiMriTiTiiiniTiTiniiniiiiiT!TiTiniiMnnnniTitiMiiMiiininnininiuHniHHnuiinuiHiiini]iuiiiitiiiiiiiii!iiiiuiii  minium  miiiiiiiiii  imiiimimiiii  mum  mini  i  m  iiiiiiiiiimii  :i  mum  mmimimii| 

I   ELECTRIC  SIGNS  AS  AN  AID  TO  BUSINESS  I 

=   "  

Written  for  The  World  by  EINAR  GRAFF  | 

ii.iiiiiiiiiiiiiimimiiiiimim  iinnninniiMiinininm  unimini  ntuininiiiainiiniHiiiuiiiiiraiininnuiinmiiiniiiiiminiiiuiimnitiaB  iiiiii  in  iim  mm  iiiiiimitiimimii  inniiiiniiniminmii  iiumi  inniminiinf 


Most  business  men  are  agreed  that  the  low 
ebb  of  the  nation's  buying  has  been  passed,  and 
that  from  now  on  we  will  witness  a  constant, 
steady  increase  in  business.  The  United  States 
Department  of  Labor  officials  report  that  na- 
tional unemployment  is  decreasing.  Many  fac- 
tories which  were  closed  have  resumed  their 
activity.  Advertising  agencies  find  many  calls 
for  their  assistance  from  business  men  who 
believe  that  the  year  1921  will  reward  those 
who  fight  for  business. 

It  was  universally  agreed  some  time  ago  that 
the  "order-taking"  days  were  over,  and  that 
to  obtain  business  now  it  is  necessary  to  go 
back  to  the  old  methods  of  real  selling,  as  in 
the  days  before  the  war. 

The  war  demonstrated  the  value  of  advertis- 
ing. One  of  the  very  effective  means  used  in 
all  countries  in  fighting  the  war  was  publicity. 
Heads  of  many  old  conservative  concerns  who 
formerly  scorned  advertising  are  now  knocking 
at  the  doors  of  advertising  agencies.  They 
appreciate  that  if  they  are  to  get  their  share  of 
this  year's  business  they  must  fight  for  it. 

The  retailer  must  do  his  share.  The  average 
retailer,  because  of  the  nature  of  his  business, 
cannot  use  the  advertising  means  of  whole- 
salers, but  he  has  a  very  effective  means  of 
publicity  at  his  disposal,  namely,  the  electric 
sign.  Regardless  of  where  he  is  located — on  a 
dark  side  street  or  a  brilliantly  lighted  business 
avenue — the  electric  sign  has  a  value  to  him 


worth  many  times  its  cost.  It  is  no  exaggera- 
tion to  say  that  the  retailer  who  does  not  take 
advantage  of  the  advertising  power  of  the  elec- 


by  it  or  within  a  distance  of  two  or  three 
blocks — persons  who  frequent  the  neighborhood 
of  his  store,  and  therefore  logical  customers. 

The  electric  sign  is  valuable  to  the  retailer 
in  other  ways.  It  identifies  the  location  of 
his  store  in  the  minds  of  the  public.  It  gives 
his  store  an  attractive,  bright,  prosperous  and 
stable  air,  which  increases  its  drawing  power 
and  instills  confidence  in  the  potential  cus- 
tomers. 

An  electric  sign  not  only  advertises  the  store 
after  nightfall.  It  has  an  equal  advertising 
value  during  the  day.  As  an  example,  consider 
the  porcelain  enameled  steel  blue  and  white 
signs  which  are  familiar  on  the  streets  of  most 
of  our  cities,  probably  because  retailers  have 
found  them  to  be  the  most  practical.  They 
withstand  weather.  They  do  not  fade  and  need 
never  be  painted.  When  they  become  soiled 
they  may  be  washed  with  soap  and  water,  and 
look  like   new.     They  last  indefinitely. 

This  year  will  reward  business  men  who 
fight  for  business.  The  intelligently  aggressive 
merchant  will  prosper — he  will  take  advantage 
of  every  opportunity  before  him,  such  as  plac- 
ing in  front  of  his  store  an  electric  sign,  and 
the  utilization  of  other  modern  equipment  that 
will  advertise  his  progressiveness,  as  well  as 
interest  the  buying  public. 


A  Sign  That  Attracts  the  Public 

trie  sign  is  annually  permitting  many  dollars 
in  potential  profits  to  go  to  waste. 

By  means  of  an  electric  sign,  a  retailer  may 
advertise  at  less  cost  to  a  larger  number  of 
potential  customers  than  by  any  other  medium. 
The  sign  is  located  outside  of  his  place  of 
business,  and  is  seen  by  all  who  pass  directly 


IN  PROCESS  OF  REORGANIZATION 

The  Superior  Court  of  Hartford  County  last 
month  appointed  a  receiver  for  the  Bristol 
Furniture  Co.,  Bristol,  Conn.,  which  also 
handles  talking  machines.  This  action  was 
taken  for  the  purpose  of  reorganization  and 
not  because  of  insolvency. 


ECLIPSE 


DEFEND 


THE  ECLIPSE  MUSICAL  CO. 

Victor  Wholesaler  Cleveland,  Ohio 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


43 


DIRECT  FACTORY  PRICE— JUST  MENTION  THE  QUANTITY 

MOTORS  CASTINGS  j  turntables  g         Stylus  Bars 

TONE  ARMS  Grey  Iron    "S  TONE  ARMS  Screw  Machine  Parts 

REPRODUCERS      and  Brass  for  (  HORNS  and  THROATS    Talking  Machine  Hardware 

JEWEL  and  STEEL  (Bulk  or  Packed) 
PHONOGRAPH  NEEDLES 
GENUINE  RUBY  BENGAL  MICA 


Direct  Quantity  Importations  On 


EASTERN  REPRESENTATIVE 

CHERINGTON  MFG.  CO. 

IRONCLAD  MOTORS 


D.  R.  D0CT0R0W 


V  anderbilt  Ave.  Bldg. 
51  East  42nd  St.,  Nevj  York 
Tel.  V anderbilt  54.62 


TALKING  MACHINE  MEN  MEET 

Monthly  Gathering  of  Local  Talking  Machine 
Dealers'  Association  Held  at  Hotel  Pennsyl- 
vania— Plans  for  Annual  Banquet  Now  Being 
Made — Alfred  L.   Smith  Makes  Address 


At  the  monthly  meeting  of  the  Talking  Ma- 
chine Men,  Inc.,  held  at  the  Hotel  Pennsyl- 
vania on  Wednesday  afternoon,  January  19,  it 
was  decided,  following  the  presentation  of  the 
report  by  the  entertainment  committee,  of  which 
J.  J.  Davin  is  chairman,  to  hold  the  annual  ban- 
quet and  election  of  the  Association  at  the  Hotel 
Pennsylvania  on  the  evening  of  March  29. 

The  committee,  of  which  E.  G.  Brown,  secre- 
tary of  the  Association,  was  a  member,  which 
visited  and  conferred  with  the  Philadelphia 
Talking  Machine  Dealers'  Association  for  the 
purpose  of  obtaining  information  as  to  ways  and 
means  for  exchanging  surplus  record  stock  be- 
tween dealers  then  reported.  It  was  decided 
to  acquaint  every  member  of  the  organization 
with  the  plans  proposed  and  a  decision  for  the 
adoption  of  this  system  will  be  voted  upon  at 
the  February  meeting  of  the  body. 

The  Victor  Luncheon  Club,  composed  of  a 
number  of  Victor  dealers  who  are  also  mem- 
bers of  Talking  Machine  Men,  Inc.,  reported 
that  their  organization  had  sent  a  bouquet  of 
flowers  to  Enrico  Caruso,  who  has  been  ill,  with 
a  letter  expressing  hopes  for  his  speedy  recov- 
ery. They  received  a  telegram  of  thanks  in 
response.  The  Talking  Machine  Men,  Inc., 
then  voted  unanimously  to  appropriate  a  sum  i 
for  a  like  purpose. 

J.  J.  Davin,  Chester  Abelowitz  and  Cass  Riddle I 
were  appointed  a  committee  to  confer  with  the' 
producers  of  the  show  "Erminie,"  now  playing 
at  a  local  theatre,  for  the  purpose  of  obtaining  a 
block  of  seats  for  a  theatre  party  to  be  given  in 
the  near  future. 

A  letter  was  read  from  the  Los  Angeles  Music 
Trades'  Association,  in  which  it  was  proposed 
to  form  a  national  association  of  local  talking 
machine  bodies  for  the  advancement,  betterment 
and  protection  of  the  industry. 

Alfred  L.  Smith,  general  manager  of  the  Music 
Industries  Chamber  of  Commerce,  then  ad- 
dressed the  gathering  on  the  proposed  increase 
of  taxes  on  musical  instruments.  He  suggested 
a  limited  sales  tax  on  all  sales  of  goods,  wares 
and  merchandise  from  the  raw  material  to  the 
finished  article  as  the  principal  method  of  rais- 
ing the  revenue  necessary  to  make  possible  the 
elimination  of  the  excess  profits  tax,  the  higher 
surtaxes  and  the  manufacturers'  excise  taxes 
which,  it  is  generally  conceded,  are  seriously 
retarding  business. 

Mr.  Smith  spoke  to  the  members  on  invitation 
of  E.  G.  Brown,  secretary,  who  is  also  State 
commissioner  for  New  Jersey  of  the  National 
Association  of  Music  Merchants.  He  called  at- 
tention to  the  weakness  of  the  tax  programs  of 
the  Treasury  Department  and  of  the  National 
Industrial  Conference  Board,  which  includes  an' 
increase  in  excise  taxes,  and  declared  that  musi- 
cal instruments  are  not  subject  to  an  excise  tax. 
'1  his  fact,  he  said,  will  be  proved  by  informa- 


COTTON  FLOCKS 


FOR  . 


Record  Manufacturing 
THE  PECKHAM  MFG.  CO.,  K'ffl! 


tion  which  the  Chamber  is  now  gathering  for 
presentation  at  Washington  at  the  proper  time. 

A  nominating  committee  was  then  appointed, 
composed  of  the  following:  William  Berdy,  J. 
Schick,  Arthur  Herrman,  A.  B.  Schouler  and  M. 
Goransky. 

C.  H.  Kolling,  of  the  Phonograph  Specialties 
Co.,  of  Jersey  City,  N.  J.,  addressed  the  gath- 
ering on  the  merits  of  his  personal  invention,  a 
non-overwinding  motor  spring  safety  device. 


STRANGE  "DOINGS"  WITH  CRYSTALS 

Interesting  experiments  with  Rochelle  salts 
at  the  International  Communications  Confer- 
ence are  reported  in  Science  and  Invention. 

The  first  surprise  was  a  demonstration  with 
Rochelle  salt  crystals.  "When  it  comes  to  gym- 
nastics," explained  the  engineer  in  charge,  "no 
one  has  anything  on  the  Rochelle  salt  crystals." 
And  every  one  agreed. 

It  was  shown  that  when  these  crystals  arc- 
twisted  or  pressed  an  electric  current  flows  from 
them — is  squeezed  from  them,  as  the  engineer 
puts  it.  And  conversely,  when  a  current  flows 
into  them  they  wiggle  and  wabble  in  a  most 
capricious  fashion.  There  was  a  phonograph 
with  the  ordinary  reproducer  replaced  by  a  salt 
crystal.  From  this  crystal  wires  were  led  to 
another  crystal  placed  in  a  phonographic  horn, 
and  when  the  phonograph  was  turned  on  the 
first  crystal  wiggled,  producing  currents  which 
made  the  second  crystal  wiggle  so  violently  that 
rich  music  poured  from  the  horn. 

How  to  open  a  safe  without  knowing  the  com- 
bination or  wrecking  it  was  also  demonstrated. 


INDIVIDUALITY  IN  YOUR  PRODUCT 
WILL  MEAN  MORE  SALES  FOR  YOU! 

Competition  in  talking  machines  is  growing  more  strenuous  each  day.  It  is  not  a 
question  of  price  any  longer  but  of  quality — higher  quality  and  better  tone.  Maintain 
the  claims  of  quality  and  tone  reproduction  in  your  product — make  it  be  individual. 

Equip  Your  Phonographs  With  the  New 
EMPIRE  UNIVERSAL  TONE  ARM  and  REPRODUCER 


We  are  prepared  to  submit  to  reliable  manufacturers  samples  of  our  tone  arms  and 
reproducers  in  order  to  enable  them  to  determine  the  merit  of  our  product.  Our  prices 
are  low  and  the  quality  of  our  product  is  second  to  none.  Write  or  wire  us  for  samples 
and  quotations  and  give  us  an  outline  of  your  1921  requirements. 

We  Also  Manufacture  Attachments  (or  Edison  Phonographs 


No.  1 
Plays 
only  lateral 
cut  records. 
Retails 
at  $5.00 


No.  2 
Plays  all 
records. 

Retails 
at  $7.50 


THE  EMPIRE  PHONO  PARTS  CO. 

1362  EAST  3rd  STREET  CLEVELAND,  OHIO 

Branch  Office:  33  Auditorium  Bldg.,  Chicago,  111. 


44 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


I 
I 
1 
1 
1 


13 


Arietta — Model  I 


PHONOGRAPH 


Arietta 
Model  II 


Ii 


I: 

I! 
t! 

I; 
I 


Tone,  Quality,  Beauty,  Price 
ARIETTA  Has  It  All! 

HIRST  of  all,  the  Phonograph  you  sell  must 
have  TONE.  ARIETTA  has  it-wonder- 


I 
I 


I 


fully 


clear  and  true  to 
plays  ALL 
fidelity. 


life.  And  ARIETTA 

Records  with  the  same 


is 


But  PRICE— today,  more  than  ever- 
a  mighty  important  factor.  ARIETTA 


prices  are  RIGHT! 


big  reason  why  ARIETTA  is 
new  life  in  dormant  phonograph 


% 


% 


Si 


5P. 


•  -7 


That's  the 
putting 

departments — it  represents  the  kind  of  value 
people  are  demanding  nowadays — and  it 
nets  you  a  satisfying  profit. 

At    least     investigate    the  ARIETTA 
%.  proposition.  Fill  in  and  mail  the  coupon 

N.  and  get  our  exclusive  agency  offer  by 

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February  15,  1921 


THE    TALKING    MACHINE  WORLD 


45 


THE  NEW  COLUMBIA  CO.  PRESIDENT 

Van  Horn  Ely  a  Man  of  Wide  Experience  in 
Business  Management  of  Large  Institutions 

Van  Horn  Ely,  who  was  recently  elected 
president  of  the  Columbia  Graphophone  Co., 
New  York,  is  a  man  of  wide  experience  in  the 
business  management  of  large  institutions.  In 


Van  Horn  Ely 


addition  to  being  president  of  the  Columbia  Co.- 
he  is  president  of  the  American  Railways  Co.  of 
Philadelphia,  which  concern  operates  twenty 
electric  light,  power  and  trolley  companies 
throughout  the  country. 

He  has  maintained  a  close  contact  with  the 
talking  machine  industry  through  his  close  af- 
filiation with  Francis  S.  Whitten,  the  former 
president  of  the  Columbia  Co.,  who  is  now  chair- 
man of  the  board  of  directors. 


L.  K.  LINCOLN  VISITS  PITTSBURGH 

Advertising  Manager  of  Sonora  Phonograph  Co. 
Found  Trade  in  That  Section  in  a  Generally 
Satisfactory  Condition  During  Visit  There 


L.  K.  Lincoln,  advertising  manager  of  Sonora 
Phonograph  Co.,  Inc.,  New  York,  recently  re- 
turned from  a  trip  during  which  he  visited  prac- 
tically all  the  retailers  in  Pittsburgh  and  en- 
virons. 

In  chatting  with  The  World,  Mr.  Lincoln 
stated  that  he  found  the  retail  merchants,  in 
every  case,  imbued  with  a  thoroughly  optimistic 
spirit  regarding  the  opportunity  for  increased 
business  in  the  very  near  future.  He  called  on 
dealers  representing  practically  every  make  of 
instrument  and  found  that  the  machine  business 
has  been  holding  up  quite  well  since  the  holiday 
season,  though  it  does  not  run  as  well  propor- 
tionately as  the  record  business. 

Mr.  Lincoln  spent  a  considerable  portion  of 
his  time  with  the  new  Sonora  distributors,  the 
Schroeder  Piano  Co.  of  Pittsburgh,  which  con- 
cern is  promoting  the  Sonora  line  in  a  most 
vigorous  manner  throughout  that  section  of  the 
country. 


JERSEY  COMPANY  GETS  CHARTER 

The  Ware  Campbell  Co.,  Hammonton,  N.  J., 
has  received  a  charter  to  manufacture  talking 
machines.  The  capital  of  the  new  corporation 
is  $50,000  and  the  incorporators  are  Charles  M. 
Ware,  Albert  Campbell  and  Ernest  D.  Ware, 
Millville,  N.  J. 


APPOINTED  SONNENBERG  MANAGER 

W.  H.  Tyler  has  been  appointed  manager  of 
the  Victrola  department  of  the  Sonnenberg 
Piano  Co.,  in  New  Haven,  Conn.  He  was  for- 
merly connected  with  the  Landay  Bros.'  stores 
in  New  York 


Intelligent  conversation  on  general  topics 
sometimes  accomplishes  greater  results  than 
more  direct  efforts  to  secure  business. 


PATHE  ARTISTS  IN  CONCERT  FIELD 

Popular  Record  Stars  Appear  in  Many  Recitals 
— Extensive  Tours  Planned  Which  Cover  All 
Parts  of  the  United  States 

Pathe  artists  are  exceedingly  active  in  the 
concert  field  and  are  swinging  across  the  entire 
continent  on  their  concert  tours.  Thus,  dealers 
in  every  section  of  the  country  are  able  to  stimu- 
late sales  of  their  Pathe  records  through  the 
local  appearance  of  these  popular  artists.  The 
enterprising  dealer  with  a  sense  of  news  can 
always  build  up  much  publicity  from  the  appear- 
ance of  a  popular  artist  in  his  city.  The  theatre 
and  concert  managers  are  usually  always  glad  to 
give  posters  to  dealers  for  their  windows,  and 
newspaper  publicity  co-ordinated  with  a  window 
display  and  the  records  of  the  artists  usually 
results  in  noticeably  increased  record  sales. 

Madame  Matzenauer,  contralto  and  celebrated 
opera  star,  -has  been  booked  for  recitals  in  the 
most  important  musical  centers  in  the  country, 
from  the  first  of  the  year  straight  through  till 
Spring. 

Paul  Althouse,  celebrated  tenor  singer  and 
Pathe  artist,  is  now  engaged  in  an  extensive 
Western  tour  covering  the  most  prominent  cities 
on  the  Pacific  Coast. 

Patricola,  the  versatile  Pathe  star,  and  Jacques 
Thibaud,  eminent  violinist  and  Pathe  artist,  are 
covering  the  various  sections  of  the  country, 
and  ,the  Tollefsen  trio  of  violin,  piano  and  'cello, 
whose  recordings  on  Pathe  records  are  familiar, 
have  completed  an  extensive  Southern  tour.  The 
Sunday  evening  concerts  at  the  Waldorf-Astoria 
Hotel,  New  York  City,  have  proved  very  popular 
in  musical  circles  of  the  metropolis  and  many 
noted  Pathe  stars  have  charmed  the  gatherings 
at  this  noted  hostelry  on  Sunday  evenings. 

The  February  Pathe  record  supplement  in- 
cludes the  release  of  numbers  by  Joseph  Lhe- 
vinne,  master  pianist,  who  is  now  an  exclusive 
Pathe  artist. 

An  entire  page  in  the  January  5  issue  of  Pathe 
News  is  devoted  to  Pathe  and  Actuelle  records. 


MARKMAN  TO  COVER  THE  SOUTH 

Well-known  Traveling  Man  to  Represent  Rem- 
ington Phonograph  Corp.  in  Southern  Terri- 
tory— Has  Large  Acquaintanceship  in  Trade 


The  Remington  Phonograph  Corp.,  New  York 
City,  has  announced  the  appointment  of  M.  B. 
Markman  as  the  Southern  wholesale  representa- 


M.  B.  Markman 


tive  for  the  Remington  line.  Mr.  Markman  was 
for  some  years  connected  with  the  sales  depart- 
ment of  Becker  Bros.,  piano  manufacturers,  and 
more  recently  represented  a  prominent  line  of 
phonographs  in  the  Southern  territory.  Mr. 
Markman's  large  acquaintanceship  in  the  South- 
ern territory,  combined  with  his  enthusiasm  re- 
garding the  Remington  products,  will  be  a  com- 
bination that  is  destined  to  result  in  greatly  in- 
creased saies  for  the  Remington  line  in  this  ter- 
ritory. 


We  Are  Prepared 

to  consider 

Additional  Contracts  for  1921 


Fifteen  years'  experience  in  the 
manufacture  of  highest  grade 

Calfetng  Jttachtne  Cabinets 

Large  modern  factory,  thoroughly  equipped 
with  latest  up-to-date  machinery  especially  de- 
signed for  this  work. 

Highest  Financial  and  Business 
Standing 

We  have  a  most  wonderful  proposition  for  export  business 
Write  today  for  particulars 

Che  ^abasif)  Cabinet  Company 

Wabash,  Ind.,  U.  S.  A. 


46 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


REAL  READJUSTMENT  MUST  BEGIN  WITH  THE  FARMER 

No  Sound  Price  Reduction  or  Adjustment  Is  Possible  so  Long  as  the  Farming  Element  Continues 
Its  Present  Boycott  of  the  Public  and  Industry,  Says  J.  Harry  Shale 


T.  Harry  Shale,  vice-president  of  the  Bankers' 
Commercial  Security  Co.,  New  York,  whose 
wide  business  and  financial  interests  make  his 
opinions  on  business  conditions  of  genuine 
value,  holds  to  the  viewpoint  that  there  cannot 
be  any  downward  adjustment  of  prices,  or  any 
marked  decrease  in  the  high  cost  of  living, 
until  the  farming  element  in  many  sections  of 
the  country  comes  to  a  realization  that  the  war 
is  over  and  that  wartime  prices  for  farm  prod- 
ucts cannot  continue.  In  a  recent  interview 
Mr.  Shale  said: 

"No  sound  price  reduction  or  adjustment  is 
possible  in  this  country  so  long  as  the  farming 
element  continues  its  present  boycott  of  the 
public  and  of  industries  in  an  effort  to  realize 
exorbitant  prices  for  farm  products.  So  long 
as  the  farmers  are  able  to  hold  such  products 
as  cotton  and  wheat  for  higher  prices  on  a 
speculative  basis  there  can  be  no  general  ad- 
justment of  living  or  production  costs  in  any 
part  of  the  country.  The  attitude  of  the  farmer 
is  a  fundamental  problem  to  be  considered  in 
any  such  adjustment.  Agriculturists  fail  to 
realize  that,  with  other  countries  getting  their 
affairs  into  better  shape,  they  are  facing  com- 
petition in  the  marketing  of  wheat,  cotton, 
grain  and  other  products,  and  are  taking  a 
chance  on  a  sudden  deflation  that  will  un- 
doubtedly cause  more  loss  to  them  than  they 
would  suffer  by  taking  a  fair  profit  now  on 
their  present  crops. 

"In  this  scheme  of  readjusting  the  country's 
living  and  production  status,  certain  losses  must 
be  taken  right  along  the  line,  and  if  the  various 
factors  face  the  situation  honestly  the  indi- 
vidual losses  will  prove  more  or  less  imma- 
terial. If  the  farmer  will  start  the  ball  rolling 
the  industries  will  certainly  follow.  At  the 
present  time,  with  the  South  and  West  crying 
about  the  low  prices  being  offered  for  grain 
and  cotton,  the  fact  is  generally  known  that 
the  people  of  those  sections  have  more  real 
money  right  now  than  ever  before  in  their  his- 
.tory.  On  top  of  this  we  find  agriculturists  with 
money  in  the  bank  asking  credit  from  banks 
in  order  to  carry  their  crops  over  to  a  time 
when  they  can  force  a  better  market.  The 
solution  of  this  problem  is  for  the  banks  to 
insist  upon   the   farmers  financing  their  own 


speculative  operations,  and  refusing  to  extend 
loans  for  such  purposes.  This  attitude  on  the 
part  of  many  of  the  country's  banks  has  al- 
ready been  made  evident,  and  we  may  rightly 
expect  to  see  some  beneficial  results  very 
shortly. 

"So-called  price  reductions  at  the  present  time 
are  almost  without  exception  fictitious  and 
based  on  unsound  principles.  The  remedy  lies 
not  in  going  from  the  top  down,  but  in  starting 
at  the  bottom  and  reconstructing  and  readjust- 
ing from  the  fundamentals.  An  honest  shaving 
of  prices  cannot  take  place  until  there   is  a 


J.  Harry  Shale 


lessening  of  production  costs,  and  these  costs 
will  be  cut  only  when  they  are  granted  relief 
from  underneath.  In  other  words,  it  centers 
upon  the  agriculturist  to  realize  the  situation 
and  take  appropriate,  and  what  may  become 
necessary,  action  towards  bearing  his  burden 
in  the  carrying  out  of  the  readjustment  pro- 
gram. 

"The  only  likelihood  of  a  chance  of  price  re- 
duction from  any  other  cause  "lies  in  the  ad- 
justment of  the  tax  situation,  and  the  cutting 
down  or  elimination  of  excess  profit  taxes,  with 


a  view  to  eliminating  the  pyramiding  of  taxes 
that  has  been  the  natural  result.  If  there  is 
any  improvement  made  in  the  tax  situation  it 
will-  mean  that  both  manufacturers  and  mer- 
chants will  be  compelled  to  take  a  temporary 
loss  covering  products  actually  in  stock,  or  in 
process  of  completion,  and  accept  a  certain 
shrinkage  in  assets,  and  the  outcome  will  be  a 
chance  to  make  a  slight  shaving  in  prices  gen- 
erally. 

Have  Reached  Bottom  of  Business  Depression 

"Personally,  I  believe  we  have  reached  the 
bottom  of  the  business  depression,  and  that  we 
are  about  to  return  to  a  safe  and  sane  basis. 
Every  day  now  will  see  a  number  of  changes 
for  the  better  in  the  general  business  situation. 

"The  merchants  who  have  held  off  buying 
stock  to  carry  them  over  the  next  few  months 
in  anticipation  of  a  general  break  in  prices  will 
find  in  the  late  Spring  that  they  will  have  lost, 
rather  than  gained,  by  the  delay,  for  prices  will 
be  much  the  same  as  they  are  now  and  dealers 
will  have  difficulty  in  getting  goods  promptly 
enough  to  serve  their  purposes.  The  manu- 
facturer cannot  be  expected  to  do  all  the 
gambling,  and  he  is  not  going  to  make  up  re- 
serve stocks  of  instruments  for  the  last-minute 
accommodation  of  dealers  unless  he  has  bona- 
fide  orders  on  hand. 

Short  Terms  Protection  Against  Deflation 

"Those  retailers  who,  in 'the  face  of  the  facts 
that  are  presented  by  manufacturers,  insist 
upon  believing  that  the  period  of  deflation  will 
be  an  extended  one  should  at  least  arrange 
to  protect  their  interests  in  the  event  of  any 
such  deflation  in  prices,  by  insisting,  upon  short 
terms  and,  most  important  of  all,  substantial 
first  payments,  sufficiently  large  to  cover  any 
possible  price  reduction.  Those  who  are  fond 
of  making  comparisons  with  the  automobile 
trade  can  realize  what  would  have  happened  had 
machines  been  sold  on  the  basis  of  a  couple  of 
hundred  dollars  down,  and  a  month  later  the 
list  price  been  reduced  $600  or  $700.  Under 
such  conditions  it  would  pay  the  buyer  to  give 
up  his  car  and  sacrifice  his  first  payment  for 
the  sake  of  realizing  the  benefit  of  a  full  price 
cut  in  the  purchase  of  a  new  car.  It  is,  of 
course,  out  of  the  question  for  such  a  condition 
to  exist  in  the  music  trade,  but  to  insist  upon 
-the  buyer  securing  a  substantial  equity  in  the 
instrument  at  the  outset  will  afford  the  dealer 
protection  against  the  unexpected. 

"It  might  be  well  as  a  last  thought  to  again 
refer  to  the  farming  situation,  and  to  advise 
retailers  who  are  catering  to  the  rural  trade 
to  watch  their  credits  carefully." 


HE  IS  A  TALKING  MACHINE  DOCTOR 

Syracuse   Man   Diagnoses   and    Cures   Ills  to 
Which  These  Instruments  Are  Heir 

"When  your  talking  machine  gets  out  of  order 
or  has  any  symptoms  of  deterioration  take- it  to 
a  talking  machine  hospital.  That's  what  you 
would  do  if  you  were  registering  illness.  The 
talking  machine  is  such  a  large  contributor  to 
your  pleasurable  diversions  that  you  cannot 
allow  its  disorders  to  progress  beyond  recovery." 

This  is  the  way  W.  M.  Goff,  119  West  Onon- 
daga street,  Syracuse,  N.  Y.,  tells  the  public  that 
he  is  an  expert  in  repairing  talking  machines. 
He  is  with  the  Howard  Piano  Co.,  of  that  city. 


NEW  CORPORATION  IN  OLEAN,  N.  Y. 

The  Houghton  &  Rungle  Music  Co.,  Olean, 
N.  Y.,  has  been  incorporated  under  the  laws 
of  New  York  State  to  do  business  in  talking 
machines  and  other  musical  instruments.  The 
capital  is  $10,000  and  the  incorporators  are  J.  V. 
and  L.  A.  Houghton  and  H.  P.  Rungle. 

THE  VALUE  OF  ADVERTISING 

The  money  spent  on  advertising,  if  spent 
sensibly,  skillfully  and  ably,  is  economical.  If 
you  have  good  advertising  and  push  the  sale 
of  the  article  you  save  overhead  costs,  says 
Sir  Eric  Geddes. 


_ 


I4*J  B  54  STREET     NEWT  YORK 


GET  ALL 

YOUR  ACCESSORIES 
FROM  ONE  SOURCE 

Lundstrom  Converto  Cab- 
inets 
Record  Albums 
Record  Delivery  Envelopes 
Motrolas 
Record-Lites 
Fibre  Needle  Cutters 
Tonofone  Needles 
Phonograph  Cabinets 
Table  Cabinets,  All  Kinds 
Talking  Machine  Toys 
Brilliantone  Needles 
Fletcher  Needles 
Red,  White  &  Blue  Needles 
Polishes  and  Oils 
Eject-O-File  Cabinets 
Repeaters  and  Rotometers 
Wall-Kane  Needles 
Record  Cleaners 
Dust  and  Moving  Covers 
Standard  Phonographs 
Motor  Spring  Safety  Device 

All  from  One  Source 


IN  THE  HEART  OF  MEW  YORK' 


OTTO  GOLDSMITH 

President 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


47 


Reduced  Prices 


PATENTED  DEC.  II 


Talking  Machine  Cabinets 

VICTOR  DEALERS  handling  Lundstrom  Converto  Cabinets 
will  be  interested  in  knowing  that  in  keeping  with  the  times 
we  have  recently  reduced  our  prices  on  all  Standard  Design  Con- 
verto Cabinets;  at  the  same  time  improving  the  construction  by 
adding  casters  and  ferrules  to  all  of  these  models  heretofore 
without  same. 

We  are  also  offering  wholesalers  direct  shipment  from  factory  to 
their  customers,  which  considerably  reduces  the  cost  of  handling. 
These  important  changes  will  enable  Converto  Dealers  to  continue 
to  meet  competition  of  the  low  price  cabinet  machines  by  offering 
a  GENUINE  VICTROLA  with  cabinet  type  advantages  at  a 

'lower  price  than  usually 
charged  for  machines  with 
reputation  yet  to  be  established. 

THE  C.  J.  LUNDSTROM  MFG.  CO. 

LITTLE  FALLS,  N.  Y. 


Lundstrom  "Converto"  Cabinets  are  broad- 
ly covered  by  patents.  Infringements 
will  be  piomptly  prosecuted. 


CONVERTO  WHOLESALE»DISTRIBUTORS 

Albany.  N.  Y  Gately-Haire  Co.,  Inc. 

Atlanta,   Ga   Elyea  Talking  Machine  Co. 

Phillips  &  Crew  Piano  Co. 
Baltimore,    Md  Cohen  &  Hughes,  Inc. 

E.  F.  Droop  &  Sons  Co. 

Birmingham,  Ala  Talking  Machine  .  Co. 

Buffalo.  N .  Y  W.  D.  &  C.  N.  Andrews 

Burlington,   Vt  American  Phonograph  Co. 

Chicago.  Ill  Lyon  &  Healy. 

Cincinnati.   Ohio   Rudolph  Wurlitzer  Co. 

Cleveland,   Ohio   Cleveland  Talking  Machine  Co 

Columbus.   Ohio   The  Perry  B.  Whitsit  Co. 

Dallas.    Texas   Sanger  Bros. 

Denver,    Colo  The  Knight-Campbell  Music  Co. 

Des  Moines,  la  Mickel  Bros.  Co. 

Elmira.  N.  Y  Elmira  Arms  Co. 

El   Paso,  Tex  W.  G.  Walz  Co. 

Houston.   Texas.  The  Talk.  Mach.  Co.  of  Texas 

Indianapolis.    Ind.  Stewart  Talking  Machine  Co. 

Jacksonville.    Fla  Florida  Talking  Machine  Co. 

Kansas   City,    Mo  J.  W.  Jenkins'  Sons  Music  Co. 

Schmelzer  Co. 

Memphis,  Tenn  O.  K.  Houck  Piano  Co. 

Mobile,   Ala  Wm.  H.  Reynalds 

Newark.  N.  J  Collings  &  Co. 

New  Orleans,  La  Philip  Werlein.  Ltd. 

New  York  City   Emanuel  Blout 

Cabinet  &  Accessories  Co.,  Inc. 

Knickerbocker   Talking   Machine  Co 
Omaha,    Nebr  Mickel  Bros.  Co. 

Ross  P.  Curtice  Co. 

Peoria,   III  Putnam-Page  Co. 

Philadelphia.   Pa  C.  J.  Heppe  &  Son 

Penn  Phonograph  Co. 

H.  A.  Weymann  &  Son,  Inc. 

Pittsburgh.   Pa  Standard  Talking  Machine  Co. 

Portland,   Me  Cressey  &  Allen,  Inc. 

Richmond,    Va  The  Corley  Co.,  Inc. 

St.  Paul,  Minn  W.  J.  Dyer  &  Bro. 

San  Francisco,  Cal  Walter  S.  Gray  Co. 

Syracuse,   N.   Y  W.  D.  Andrews  Co. 

Toledo,  Ohio   ■  Toledo  Talking  Machine  Co. 

Washington.   D.  C  Cohen  &  Hughes.  Inc. 

E.  F.  Droop  &  Sons  Co. 


48 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


TALKING  MACHINE  TRADE  NOW  FACES  SHOW-DOWN  PERIOD 

A  Very  Interesting  Analysis  of  Business  Conditions  Which  Prevailed  During  the  War  Period  and 
a  Forecast  Regarding  What  Is  Promised  the  Business  Man  During  1921 

By  J.  NEWCOMB  BLACKMAN,  President,  Blackman  Talking  Machine  Co.,  New  York 


Editor's  Note: — Through  an  error  on  the  part  of  our 
printers,  who  mislaid  part  of  the  copy  of  Mr.  Blackman's 
article  in  the  January  issue  of  The  World,  we  are  reprint- 
ing this  interesting  contribution  in  its  correct  and  proper 
form  this  month. 

General^  speaking,  it  is  true  that  history  re- 
peats itself.  The  repetition  may  be  in  different 
form,  but  the  fact  that  there  is  no  certainty 
as  to  the  time,  manner  or  result  of  its  repetition 
often  causes  a  disregard  of  the  fact  and  a  lack 
of  preparation  for  the  inevitable. 

This  country  was  not  prepared  for  war  and 
in  keeping  with  the  foregoing  statement  disre- 
garded what  might  be  termed  the  handwriting 
on  the  wall.  We  relied,  as  usual,  on  the  fact 
that  we  were  an  undefeated  nation  apparently 
capable  of  meeting  any  emergency  and  willing 
to  assume  the  cost  of  victory. 

Permanently  profitable  business  is  transacted 
with  due  regard  for  the  laws  of  economics,  while 
modern  war  is  conducted  with  an  utter  disre- 
gard of  economy. 

The  immediate  need  was  for  men  and  war 
material.    Cost  was  disregarded  almost  entirely. 

Demand  for  several  years  has  so  exceeded 
supply  that  the  outbidding  process  left  the  cost 
of  labor  and  material  at  the  termination  of  the 
war  extremely  inflated.  Corresponding  defla- 
tion must  follow. 

We  are  now  experiencing  the  show-down  pe- 
riod. Never  was  there  a  better  time,  however, 
to  analyze  and  capitalize  our  experiences. 

Discussing  the  talking  machine  business,  and 
particularly  the  Victor,  what  does  a  review  of 
the  last  few  years  reveal?  The  Victor  Co.  was 
the  first  to  offer  its  services  to  the  Government. 
Acceptance  required  an  immediate  and  increas- 
ing curtailment  of  regular  production. 

Had  the  war  continued  no  doubt  the  Govern- 
ment  would   have   realized    the   unfairness  of 


allowing  the  patriotism  of  men  and  concerns  to 
be  selfishly  capitalized  by  others.  Many  grasped 
the  opportunity  to  enter  the  manufacturing 
field. 

In  my  judgment,  the  greater  part  of  1921  will 
see  everybody  resuming  their  natural  places  in 
the  business  world  and  the  "reaping"  will  be 
largely  according  to  our  "sowing."    Is  this  not 


J.  Newcomb  Blackman 

what  we  face  in  meeting  the  show-down  period 
of  1921? 

There  will  be  more  failures  among  manufac- 
turers and  the  trade  in  general.  The  extreme 
curtailment  of  the  purchasing  public,  following 
a  recklessness  of  expenditure,  has  resulted  in 
discriminating  buyers. 

With  plenty  of  talking  machines  and  records 
to  select  from,  what  will  be  the  result?  In  1921 
the  problem  will  not  be  one  of  production  but 
of  distribution. 


The  leading  manufacturers — and  they  are 
really  very  few  when  properly  classed — will  be 
the  ones  financially  able  to  meet  new  conditions. 
I  believe  that  the  wholesaler  and  dealer  who 
have  earned  for  themselves  creditable  reputa- 
tions over  a  period  of  many  years  will  get  all  the 
support  needed. 

It  will  be  not  only  a  selling  proposition,  but 
also  a  financial  one.  In  other  words,  speaking 
as  a  distributor,  I  believe  we  must  resume  our 
true  mission. 

We  must  carry  stock  as  production  makes  it 
possible,  so  that  we  will  have  on  hand,  to  meet 
the  needs  of  the  dealer,  a  stock  of  instruments 
and  records  somewhat  in  keeping  with  pre-war 
times. 

The  banks  are  curtailing  and  forcing  the  liqui- 
dation of  credits.  It  will  be  highly  important 
for  dealers  to  have  goods  that  will  stand  the 
test  and  have  proved  their  permanent  value  from 
every  standpoint. 

When  the  liquidation  process  makes  it  neces- 
sary to  sacrifice  merchandise,  the  effect  is  the 
same  as  with  any  security  held  as  collateral 
against  loans.  The  value  of  the  security  is  de- 
pressed; more  margin  is  called  for;  or  liquida- 
tion, regardless  of  the  result,  must  follow.  - 

A  tightening  of  credits  on  the  part  of  the 
banks  has  opened  a  larger  field  for  financing 
companies  who  have  been  making  loans  against 
instalment  leases.  They,  however,  are  not 
going  to  see  the  collateral  value  of  such  leases 
depressed  through  cut-price  sales,  over-produc- 
tion, or  by  failures  of  the  manufacturers,  with- 
out protecting  their  interests. 

I  may  be  prejudiced  because  my  company 
handles  the  product  of  but  one  manufacturer,  but, 
as  they  say,  "be  that  as  it  may,"  the  fact  remains 
that  Victor  supremacy  was  never  so  apparent 
as  to-day.  Victor  demand  was  never  so  clearly 
demonstrated  as  permanent.  Victor  product  is 
still  in  demand  beyond  supply. 

An  ideal  condition  in  merchandising  would 
be  always  to  have  enough  goods  to  fill  the  de- 


Interesting  Facts 

For  Progressive  Dealers 

No  matter  what  you  may  have  THOUGHT  about  phonographs, 
you  can't  appreciate  the  full  significance  of  Tonal  Qualities  until  you 
have  heard 


'A  Manophone  in 
Every  Home" 


PHONOGRAPHS 
Dealers  Wanted  Everywhere 


And  the  distinctiveness  of  this  quality  in  the  MANOPHONE  is  no  mere 
accident. 

The  men  who  make  the  MANOPHONE  have  back  of  them  68  years' 
experience  in  the  manufacture  of  musical  instruments — a  fact  which  means 
much  in  the  realization  of  proper  musical  '  tones  through  resonance  and 
vibration. 

MANOPHONE  Dealers  have  many  points  of  superiority  to  help  them  in  the  sale 
of  these  instruments. 

The  story  of  the  MANOPHONE  is  deeply  interesting  and  fascinating;  the  quality 
of  the  instrument  is  unusually  attractive  and  compelling.  Such  features  spell  profit  to 
Dealers. 

Have  you  had  our  Dealer  Business  Building  Plan  unfolded  to  you?  If  not,  write 
us— TODAY. 

The  Manophone  Corporation 

Adrian,  Michigan 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


49 


CRYSTAL  EDGE 

MICA 

DIAPHRAGMS 

The  Standard  of  Quality 

PHONOGRAPH  APPLIANCE  CO. 

174  Wooster  St.,  New  York 


mand  on  a  profitable  basis,  without  over-pro- 
duction. 

It  is  to  be  deplored  that  the  demand  for  Victor 
goods  has  been  so  greatly  in  excess  of  the 
supply.  The  evils  of  over-production,  however, 
have  done  and  will  do  more  damage  to  the  gen- 
eral talking  machine  industry  than  an  oversold 
product  such  as  the  Victor. 

It  is  a  good  time,  I  believe,  for  the  best  busi- 
ness men  and  employes  to  assume  their  position 
as  leaders.  We  should  not  be  pessimistic.  On 
the  other  hand,  we  have  every  reason  to  be 
optimistic.  Following  a  temporary  business  de- 
pression I  can  see  no  reason  why  we  should  not 
enter  an  era  of  great  business  prosperity  for 
at  least  five  years. 

As  merchants  we  must  be  willing  to  do  less 
business  and  make  less  money  for  a  short  time 
if  by  that  process  we .  can  quickly  return  to 
normal. 

Refusal  to  reduce  prices  of  commodities  or  to 
accept  a  lower  wage,  in  some  cases,  only  re- 
sults in  the  shutting  down  of  factories,  the  un- 
employment of  thousands  and  an  added -determi- 
nation on  the  part  of  the  buying  public  to  ex- 
tremely curtail  purchases. 

The  business  man  or  the  employe  who  meets 
the  inevitable  a  little  ahead  of  the  other  fellow 
will  hold,  his  business  or  his  job.  The  tempo- 
rary sacrifice  will  be  extremely  small  compared 
to  the  permanent  benefit. 

I  am  not  advocating  reduced  prices  or  ex- 
treme methods  except  where  absolutely  neces- 
sary. Naturally,  the  merchandise  which  has  had 
very  little  advance  can  have  little  or  no  reduc- 
tion at  the  moment.  Neither  should  the  em- 
ploye who  has  been  faithful,  and  in  many  cases 
at  the  sacrifice  of  a  larger  salary,  be  expected  to 
suffer  a  reduction,  but  should  be  rewarded  now 
by  having  his  position  and  the  salary  insured. 

There  is  no  general  rule  that  can  be  applied 
except  that  the  deflation  should  be  in  propor- 
tion to  the  inflation  in  every  case. 

Concluding,  the  show-down  period  in  the  talk- 
ing machine  business  indicates  a  "survival  of  the 
fittest" — fewer  manufacturers,  wholesalers  and 
retailers. 

We  will  return  to  quality  and  workers  will 
succeed  shirkers. 

The  talking  machine  business  for  1921  will  be 
both  promising  and  profitable  to  many,  but  not 
to  all,  and  those  who  are  preparing  to  meet  1921 
conditions  ought  to  be  extremely  optimistic, 
for  I  am  firmly  convinced  they  will  be  amply  re- 
warded. 


IT'S  NOT  ALWAYS  EASY 

To  apologize, 

To  begin  over, 

To  take  advice, 

To  admit  error, 

To  be  unselfish, 

To  be  charitable, 

To  face  a  sneer, 

To  be  considerate, 

To  keep  on  plugging  away, 

To  wear  a  smile— 

BUT  IT  ALWAYS  PAYS. 


It  is  not  the  one  who  can  hold  out,  but  the 
one  who  can  hold  in  that  usually  wins  a  hard 
argument. 


PATHE  LAYS  PLANS  FOR  BIG  YEAR 

New  Electric  Motor  Announced  to  Trade  With 
the  New  Year — President  Widmann  Tells  a 
Golf  Story  With  a  Moral  for  the  Trade 


The  change  in  general  market  conditions  is 
being  energetically  met  by  the  sales  organiza- 
tion of  the  Pathe  Freres  Phonograph  Co.,  of 
Brooklyn,  N.  Y.  Realizing  the  return  to  in- 
tensive selling  conditions,  this  organization  has 
already  laid  plans  for  an  extensive  sales  cam- 
paign for  1921.  Several  of  these  plans  have 
already  been  successfully  inaugurated,  and  more 
will  follow  shortly. 

The  executive  offices  fairly  hum  with  activity 
and  the  officials  of  the  company,  when  inter- 
viewed, all  concurred  in  optimistic  predictions 
for  the  year  ahead.  E.  A.  Widmann,  president, 
relates  a  story  that  admirably  portrays  the  cur- 
rent conditions  in  the  trade.  Mr.  Widmann,  who 
is  a  golf  enthusiast,  was  recently  approached 
on  the  links  by  a  fellow  club  member  who  said: 
"Your  game  is  a  little  off  to-day."    "No,"  Mr. 


Widmann  modestly  replied,  "when  I  make  a 
particularly  good  score  I  am  a  little  off  my 
regular  playing,  for  it  is  away  from  normal." 
Mr.  Widmann  aptly  applies  this  story  to  the 
talking  machine  trade  in  that  during  the  entirely 
unprecedented  rush  of  orders  during  wartime 
the  trade  was  actually  "off"  its  usual  conditions, 
but  that  in  1921  the  trade  will  find  and  keep  its 
normal  status,  which  promises  to  be  satisfactory 
to  all. 

The  Pathe  Freres  Phonograph  Co.  started  the 
new  year  well  with  the  presentation  to  the  trade 
of  the  new  Pathe  alternating  electric  current 
motors.  These  new  electric  motors,  although 
before  the  trade  only  a  short  space  of  time, 
have  already  proved  very  popular,  and  a  regular 
and  steady  demand  has  been  developed  for  them. 
The  first  issue  of  Pathe  News  of  the  new  year 
devoted  the  entire  first  page  to  a  detailed  de- 
scription of  this  new  motor. 


The  capital  stock  of  the  La  Belle  Talking  Ma- 
chine Co.,  New  York,  has  been  increased  from 
$15,000  to  $50,000. 


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ODEON 

RECORDS 


from  EVERY  LAND  i  


Know  them  by  their  "TEMPLE  of  MUSIC" 

Trade  Mark 


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AMERICAN  and  COMPLETE  INTERNATIONAL  REPERTOIRES 

RECORDED  IN  THE  COUNTRIES  OF  ORIGIN 

English —  French  —  Italian  —  Spanish  —  German  —  Dutch  —  Hungarian- 
Turkish — Arabian — Chinese — Greek— Scandinavian — Russian — Polish  — 
Bohemian — Serbian — Hebrew — Yiddish— Slovenish— Roumanian— Syrian 


I 

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FONOTIPIA  RECORDS  j 

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by  world-famous  OPERATIC  and  CONCERT  STARS 

j  DISTRIBUTORS  will  realize  the  value  of 

a  connection  with  us 


Cu. 


Qncan  vyaoon  vjDrporation 

100  WEST  21st  ST.  NEW  YORK 


50 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


lorentzen. 

?"  ii 


Manufacturer  of 

Exclusive  Cabinet  Hardware  and  Accessories 

60  Grand  Street  New  York  City 


RED  ROOSTER  WINS  BLUE  RIBBON 


PSYCHOLOGY  IN  EDISON  DISPLAY 


Famous    Pathe    Trade-mark    Finds  Place 
Honor  at  Omaha  Poultry  Show 


of 


Window  Display  for  February  Based  on  Thos. 
A.  Edison's  Chart  for  Analyzing  Moods 


Omaha,  Neb.,  February  5. — Among  the  novel  fea- 
tures of  the  annual  poultry  show,  held  recently 
in  this  city,  none  attracted  more  lively  attention 
than  the  exhibit  of  the  stately  Pathe  Red  Rooster 
who  occupied  a  place  among  the  blue  ribbon 
winners  and  who  was  admired  by  the  hosts  of 
visitors.  The  exhibit  was 
arranged  by  the  Pathe 
Sales  Co.  in  conjunction 
with  the  Wright  &  Wil- 
helmy  Co.,  Pathe  dis- 
tributors, both  of  this 
city.  The  lordly  rooster 
was  placed  on  a  turn- 
table in  a  large  cage  in 
a  way  that  made  it  con- 
tinually revolve,  all  of 
the  mechanism  being  be- 
neath the  cage,  out  of 
sight.  Although  the 
rooster  was  not  a  live 
bird  but  a  large  rooster 
statue  revolving  on  a 
turntable,  the  secretary 
of  the  show  decided  that 
in  accordance  with  their 
rules  the  big  rooster, 
statue  or  not,  was  to  be 
judged  along  with  the  Edison 
rest  of  the  Rhode  Island  Red  entrants.  The 
Pathe  rooster  was  awarded  a  blue  ribbon  as 
being  the  most  perfect  specimen  of  his  particular 
kind,  age  and  weight  on  exhibition. 


strikingly  brought  into  relief  by  a  black  screen. 
The  purpose  of  this  is  to  remove  all  selling 
ideas  that  might  detract  from  the  purpose  of 
the  display  and  to  arouse  curiosity  and  induce 
inquiries  concerning  the  Mood  Change  Chart. 


The  Edison  window  display  for  February  is 
destined  to  make  people  sit  up  and  take  notice. 
It  appeals  directly  to  a  universal  trait  of  human 
nature — curiosity. 

Few  people  can  resist  the  temptation  to  have 
their  palm  read,  or  their  fortune  told.    The  Edi- 


BACHARACH  HAS  A  BRIGHT  PLAN 

Member  of  Ways  and  Means  Committee  Would 
Provide  General  Sales  Tax  While  Continuing 
Excise  Taxes  on  Musical  Instruments 


Washington,  D.  C,  January  29.— Members  of 
the  music  trade  might  do  well  to  watch  for 
activities  of  Representative  Bacharach,  of  New 
Jersey,  who,  as'  a  member  of  the  Ways  and 
Means  Committee,  has  submitted  a  plan  for  a 
general  sales  tax  of  one  per  cent  to  be  levied 
on  final  gross  sales.  In  addition  to  the  gen- 
eral sales  tax,  however,  Mr.  Bacharach  would 
continue  excise  taxes  on  automobiles,  musical 
instruments,  jewelry,  etc.,  while  eliminating 
from  the  excise  tax  list  candy,  wearing  ap- 
parel, perfumery,  etc.  Should  the  plan  be  con- 
sidered seriously  it  would  mean  that  the  music 
trade  would  have  to  meet  a  general  sales  tax 
while  continuing  to  pay  excise  taxes,  and  thus 
be  subjected  to  strong  discrimination.  This  is 
not  a  fair  or  square  proposition. 


THE  POWER  OF  A  SONG 


DIAPHRAGM  CONCERN  INCORPORATES 


A  recent  incorporation  is  that  of  the  Reacous- 
tic  Diaphragm  Co.,  manufacturer  of  diaphragms 
for  talking  machines  and  telephones.  The  in- 
corporators are  A.  E.  Thomas  and  C.  and  A.  J. 
Regan,  231  East  Fiftieth  street.  The  new  com- 
pany is  capitalized  at  $10,000. 


Duke's  Music  House,  Peru,  Ind.,  is  going  out 
of  business,  according  to  advices  received. 


Window  Display  for  February 

son  Mood  Change  Chart,  upon  which  both  the 
February  Edison  national  advertising  and 
window  display  are  based,  appeals  to  the  same 
instinct — only  the  Edison  Mood  Change  Chart 
is  not  bunk. 

It  is  an  established  fact  that  all  people  are 
creatures  of  moods  and  that  music  powerfully 
affects  these  moods.  As  is  announced  in  the 
February  advertising  and  window  display, 
Thomas  A.  Edison  is  conducting  a  nation-wide 
research  for  the  purpose  of  investigating  the 
effects  of  music  on  our  various  moods. 

It  will  be  noticed  in  the  photograph  that  no 
Edison  phonographs  and  no  Edison  Re-Crea- 
tions are  displayed  in  the  window.  In  fact, 
there  is  nothing  in  the  window  but  the  display 


We  are  the  music-makers 
And  we  are  the  dreamers  of  dreams, 
Wandering  by  lone  sea-breakers 
And  sitting  by  desolate  streams — 
World-losers  and  world-forsakers 
On  whom  the  pale  moon  gleams; 
Yet  we  are  the  movers  and  shakers 
Of  the  world  forever  it  seems. 

With  wonderful  fearless  ditties 
We  build  up  the  world's  great  cities, 
And  out  of  a  fabulous  story 
We  fashion  an  empire's  glory; 
One  man  with  a  dream  at  pleasure 
Shall  go  forth  to  conquer  a  crown; 
And  three  with  a  song's  new  measure 
Can  trample  a  kingdom  down. 

— A.  O'Shaughnessy. 


DITSON  SERVICE 

Has  back  of  it  years  of  successful  ex- 
perience and  an  understanding  of  dealer 
problems  tbat  will  make  tke  road 
smootker  during  tke   coming  montks. 

VICTOR  EXCLUSIVELY 


Chas.  H.  Ditson  &  Co. 

NEW  YORK 


Oliver  Ditson  Co. 

BOSTON 


The  Talking  Machine  World,  New  York,  February  15,  1921 


JOBBERS  AND  RETAILERS 

-FOREWORD- 

Phonograph  needle  business  knows  no  depression. 
Quite  the  contrary.  The  million  or  more  new  phono- 
graphs that  were  sold  during  the  past  few  years  are 
only  now  beginning  to  create  an  enormous  demand 
for  needles. 

Aggressive  jobbers  and  dealers  know  that,  if  any- 
thing, these  phonographs  will  be  played  more  and 
more.  Back  it  up  with  a  determination  to  cut  a 
big  swath  in  your  overhead  expenses  by  your  needle 
profits. 

The  big  demand  for  auto  tires  developed  as  an  after- 
math to  the  sale  of  autos.  Similarly,  we  are  only 
now  on  the  crest  of  the  largest  demand  for  needles. 

The  needle  to  pin  your  faith  to,  for  big  profits,  is 
the  ultimate  needle,  i.  e.,  the  Semi-Permanent,  which 
in  turn  finds  its  highest  development  in 

VALLORBS  ONE  PIECE  TYPE  SEMI-PERMANENT  PHONOGRAPH  NEEDLE 

FOR  IT  IS  THE 

"BEST  TONE  FOR  THE  HOME" 


The  Vallorbs  One-Piece  Type  Semi- 
Permanent  Needle  is  the  product  of  a 
company  closely  affiliated  with  the 
phonograph  industry  for  15  years,  dur- 
ing which  time  it  has  been  called  on 
to  make  master  recording  jewels  for 
recording  laboratories,  besides  regular 
commercial  products,  and  for  the 
benefit  of  new  dealers  in  the  phono- 
graph field,  who  perhaps  do  not  have 
mature  technical  knowledge  that  only 
comes  with  years  of  contact.  You  can- 
not judge  or  appreciate  the  tonal  qual- 
ities of  Vallorbs  Needles  until  you  and 
your  friends  try  them  in  the  home 
with  a  representative  home  stock  of 
records,  under  home  environment,  for 
conditions  are  different  in  the  store, 
where  the  acoustics  are  different  and 
where  only  brand  new  records  are 
played  that  exert  far  greater  wearing 
influence  upon  all  kinds  and  types  of 
needles.  Vallorbs  Needles  for  long- 
wearing  and  beautiful  quality  are  su- 
perior and  constructed  particularly  for 
"the  best  tone  for  the  home." 


RETAILERS 


Order  a  box  of  100  cards  assorted  tone 
volumes — loud,  medium,  soft — with  a  hand- 
some display  card  for  your  window.  Place 
box  on  full  display  in  your  store  and  the  cash 
register  will  ring  a  tingling  jazz  melody. 


JOBBERS 


Don't  wait  until  you  hear  others  say  "Business 
is  'picking  UP-'  "  Pick  it  up  yourself.  Write 
Vallorbs  for  their  irresistible  proposition 
from  which  the  "kick"  is  removed,  for  it  is 
strictly  law-abiding.  "Everything  to  gain  and 
nothing  to  lose." 


LANCASTER,  PA.,  U.  S.  A. 

DIAMOND  POINTS  FOR  EDISON  RECORDS 
SAPPHIRE  BALL  JEWELS  FOR  PATHE  RECORDS 


Vallorbs  one-piece  type  semi- 
permanent needles  are  supplied 
in  three  volumes — loud,  medium, 

soft  in  boxes  of  1  00  cards. 

The  most  handsome  needle  dis 
play  box  yet  devised.  Everybody 
is  attracted  to  it. 

The  largest  and  most  attractive 
show  window  and  counter  adver- 
tising cards,  that  certainly  pull  the 
inquiries  from  all  who  see  them. 

At  25  cents  per  card  of  five 
needles  they  are  most  ready  sell- 
ers, and  your  profit  is  greater. 

Vallorbs  needles  are  "persona 
grata"  to  all  dealers  and  advertise 
no  competing  make  of  record  or 
phonograph. 


-  - 


February  IS,  1921 


THE   TALKING   MACHINE  WORLD 


51 


In  Rosa  Ponselle's  rendering  of  "Maria,  Mari! 
(Marie,  Ah,  Marie!)  you  have  a  pure  Neapolitan 
melody  sung  by  a  marvelous  princess  of  song. 
This  record  will  he  selling  steadily  more  than  a 
score  of  years  from  now.  Columbia  49870. 


Columbia  Graphophone  Co 

NEW  YORK 


EXCELLENT  WINDOW  DISPLAY  IDEA 

Edison  Shop,  Dallas,  Tex.,  Arranges  Two 
Special  Windows  at  Holiday  Time  That  Com- 
bine Originality  and  Attractiveness 


The  Edison  Shop,  Dallas,  Tex.,  of  which 
C.  H.  Mansfield  is  president  and  manager,  fea- 
tured a  window  display  at  Christmas  time  that 


Night  Scene  Showing  Cottage  on  Christmas  Eve 

was  artistic  and  attention-compelling.  As  a 
matter  of  fact,  it  was  really  two  displays  in 
one,  for  one  window  of  the  store  was  arranged 
as  a  sort  of  sequel  to  the  other.    The  pictures, 


Another   Display,   Showing   Cottage  at  Close 
Range 

unfortunately,  were  received  too  late  for  the 
January  issue,  but  are  presented  herewith. 

The  first  window,  an  exterior  scene,  showed  a 
little  cottage  on  Christmas  eve,  with  Santa 
Claus  landing  in  front  of  it  in  his  airplane  and 
about  to  deliver  a  Chippendale  model  Edison. 
The  father  can  be  seen  standing  on  the  porch 
holding  the  door  open  for  Santa,  while  mother 
is  inside  decorating  the  Christmas  tree.  A 
"property"  moon  cast  a  beautiful  glow  over  the 
window,  and  a  number  of  stars  helped  in  the 
illumination. 

The  second  window  was  arranged  to  rep- 
resent the  exterior  of  the  cottage,  with  real 
windows,  through  which  the  interior  of  a  cozy 


living  room  was  revealed,  with  the  Christmas 
tree  in  place,  and  the  New  Edison  underneath 
just  after  Santa  had  left  it.  Both  windows  at- 
tracted large  crowds  throughout  the  holidays, 
and  the  idea  is  one  that  might  be  adopted  with 
profit  not  only  for  some  other  holiday  season, 
but  perhaps  at  other  times  during  the  year. 


IMPORTANT  APPOINTMENTS  MADE 


A.  C.  Mayer  Becomes  General  Sales  Manager  of 
the  Unit  Construction  Co. — A.  W.  Deas,  Jr., 
Eastern  Sales  Manager,  with  J.  N.  Hallinan 
as  Assistant — Efficiency  Bench  Makes  Debut 


RECEIVER  FOR  TALKING  BOOK  CORP. 


Creditors    File    Petition    Against    New  York 
Record  Book  Manufacturing  Concern 


On  January  26  a  petition  in  bankruptcy  was 
filed  against  the  Talking  Book  Corp.,  New  York, 
manufacturer  of  talking  machine  records  and  ap- 
pliances at  1  West  Thirty-fourth  street.  On 
January  27  Judge  Hand  appointed  Jacob  Scholes 
and  Thomas  H.  Matters,  Jr.,  receivers  in  $1,000 
bond.  It  was  said  at  that  time  that  the  liabili- 
ties exceeded  $75,000  and  that  the  assets  might 
exceed  $5,000. 


RECORD  FACTORY  IN  DENMARK 


The  first  factory  for  the  manufacture  of  talk- 
ing machine  records  was  established  recently  in 
Drammen,  Denmark.  The  factory  is  equipped 
throughout  with  the  latest  American  machinery. 
The  product  will  be  for  home  consumption  with 
possible  export  to  the  neighboring  countries. 


A  salesman  should  not  feel  alarmed  when  he 
learns  that  competitors  are  ahead  of  him  on 
his  route.    There  are  just  as  many  behind  him. 


Philadelphia,  Pa.,  January  27— Several  new 
appointments  have  been  made  in  the  sales  or- 
ganization of  the  Unit  Construction  Co.,  of  this 
city,  manufacturer  of  Unico  demonstrating 
rooms,  record  racks  and  counters.  A.  C.  Mayer 
has  been  appointed  general  sales  manager  of 
the  company.  Arthur  W.  Deas,  Jr.,  has  been 
appointed  Eastern  sales  manager  of  the  Unit 
Construction  Co.,  with  headquarters  at  299  Madi- 
son avenue,  New  York  City.  The  territory 
under  the  direction  of  Mr.  Deas  will  be  New 
York  State,  east  of  Buffalo,  and  New  England. 
Mr.  Deas  has  already  started  intensive  work  in 
the  development  of  the  territory  and  recently 
covered  New  England  as  far  as  Portland,  Me. 
J.  Neil  Hallinan  has  been  appointed  assistant  to 
Mr.  Deas  with  the  title  of  Assistant  Eastern 
Sales  Manager,  and  will  make  his  headquarters 
in  the  same  office  with  Mr.  Deas. 

The  announcement  of  a  new  Unico  product 
is  made  at  this  time/  The  Efficiency  Bench 
which  has  just  been  presented  to  the  trade  by 
the  Unit  Construction  Co.  is  a  repair  bench.  It 
is  the  result  of  much  careful  study  and,  as  its 
name  implies,  it  is  said  to  be  one  of  the  most 
efficient  benches  for  the  repair  man  that,  have 
yet  been  produced.  Plans  are  under  way  to 
push  this  product  during  the  year. 


YAZOO  RIVER  RED  GUM 


Specials  for  prompt  shipment: 


2  cars  \lA" 

1  car  \y2" 
5  cars  2" 

8  cars  2" 

8  cars  2y2" 

4  cars  3" 

8  cars  154" 

10  cars  2" 

2  cars  2" 
10  cars  2" 

3  cars  3" 

5  cars  iy4" 
5  cars  iy2" 

10  cars  2" 

2  cars  3" 

5  cars  iy4" 

5  cars  iy2" 

10  cars  2" 

2  cars  3" 

5  cars  V/z" 

5  cars  3" 

5  cars  4" 
10  cars  1" 

6  cars  \y2" 


1st  and  2nd  Plain  Red  Gum. 
1st  and  2nd  Plain  Red  Gum. 
1st  and  2nd  Plain  Red  Gum. 
1st  and  2nd  Qrtd.  Red  Gum. 
Common  and  Btr.  Qrtd.  Red  Gum. 
Common  and  Btr.  Qrtd.  Red  Gum. 
No.  1  Common  Plain  Red  Gum. 
No.  1  Common  Plain  Red  Gum. 
No.  1  Common  Qrtd.  Red  Gum. 
No.  1  Common  Qrtd.  Red  Gum. 
No.  1  Common  and  Btr.  Plain  Red  Gum 
1st  and  2nd  Sap  Gum. 
1st  and  2nd  Sap  Gum. 
1st  and  2nd  Sap  Gum. 
1st  and  2nd  Sap  Gum. 
No.  1  Common  Sap  Gum. 
No.,  1  Common  Sap  Gum. 
No.  1  Common  Sap  Gum. 
No.  1  Common  Sap  Gum. 
No.  1  Common  and  Btr.  Qrtd 
No.  1  Common  and  Btr.  Qrtd 
No.  1  Common  and  Btr.  Qrtd 
No.  1  Common  and  Btr.  Qrtd, 
No.  1  Common  and  Btr.  Qrtd, 


Our  Red  Gum  is  of  soft  texture  and  rich  dark  color, 
seasoned. 


White  Oak. 
White  Oak. 
White  Oak. 
Red  Oak. 
Red  Oak. 
Specially  manufactured  and 


Send  us  your  inquiries  for  all  kinds  of  cabinet  woods. 

THOMAS  &  PR0ETZ  LUMBER  CO. 


3400  Hall  St.,  St.  Louis,  Mo. 


52 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


Mr.  Jobber — 

ine  Up  With  a  "Live" 

"Some  choice  territory  still  available" 


Line 


Entering 
Wedge 


Phonograph 
Sales 


Ill^lll 


Write  for  Our 

Unusual  Money-making 

Proposition 

Let  us  show  you  how  Prima-Donnas,  as  compared  to  other  high- 
grade  phonographs,  are  sold  at  a  price  that  offers  the  biggest  money- 
making  proposition  on  the  market.  How  we  co-operate  with  the 
jobber  by  supplying  him  with  selling  helps  such  as  jobbers'  letters 
and  broadsides  to  interest  the  dealer,  beautiful  five-color  catalogs, 
dealers'  four-color  store  folders,  six-color  store  hangers,  newspaper 
ad  electros,  moving  picture  slides,  etc. 

We  sell  exclusively  through  our  jobbers,  all  inquiries  from  dealers, 
due  to  our  extensive  advertising,  are  referred  to  our  jobber  in  that 
territory. 

Unexcelled  Tone  and  Craftsmanship 


Prima-Donna  Phonographs,  due  to 
their  especially  designed  and  scien- 
tifically constructed  all  wood  amplifier, 
develop  a  wonderful  richness  and 
clearness  of  tone  that  is  unsurpassed. 
They  will  play  any  and  all  records 
correctly,  with  a  fidelity  to  the  re- 
corded music  that  instantly  appeals  to 
the  music  lover  and  connoisseur. 


You  must  admit  the  designs  of  the 
Prima-Donna  are  beautiful.  As  for 
construction  and  finish  we  ask  the 
opportunity  to  prove  Prima-Donna 
superiority.  All  cabinets  are  solidly 
constructed,  the  panels,  which  are 
5-ply,  either  genuine  mahogany  or 
quartered  oak,  are  inserted  in  a  con- 
tinuous frame  that  makes  the  cabinet 
absolutely  wear-proof. 


PRICES  FROM  $85  to  $225— LIBERAL  DISCOUNTS 

Unreservedly  GUARANTEED  for  One  Year 

MR.  RETAILER 


We  Have  a  Jobber  in  Your  Territory 
Who  Can  Supply  You  Overnight  With 
These  Big  Phonograph  Values       s:  " 


"Astoria" 


"Majestic" 


"Parlor  Grand" 


General  Sales  Corporation 


1520  BUFFUM  STREET 


MILWAUKEE,  WIS. 

OWNING  AND  OPERATING 
GENERAL  MFG.  CORP.  RECORDEON  PHONOGRAPH  CO 

MFRS.  OF  PHONOGRAPHS 
HEANEY-SCHWAB  BILLIARD  MFG.  CO    Maker»  of  Fine  Billiard  and  Pool  Table.  Since  1882 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


53 


TOSCANINI  AND  LA  SCALA  ORCHESTRA  SCORE  TRIUMPH 

Noted  Musical  Organization  Under  Great  Conductor   Received   Enthusiastically  in  New  York- 
Makes  Records  for  Victor  Co. — Now  on  Extended  Concert  Tour  of  the  Country 


The  announcement  made  in  The  World  last 
Fall  to  the  effect  that  the  great  La  Scala  Or- 
chestra, under  the  baton  of  Arturo  Toscanini, 
would,  upon  its  arrival  in  the  United  States  for 


Arturo  Toscanini 

a  concert  tour  of  the  country,  make  a  number 
of  records  for  the  Victor  Talking  Machine  Co., 
has  been  followed  by  the  appearance  of  the 
orchestra  here  and  the  actual  making  of  the  first 
of  the  records. 

The  status  of  Toscanini  and  the  La  Scala  Or- 
chestra in  musical  circles  is  fully  proven  by  the 
enthusiasm  that  evidenced  itself  whtn  the  or- 


It  is  understood  that  Victor  dealers  in  cities 
to  be  visited  by  Toscanini  and  the  La  Scala  Or- 
chestra will  put  forth  special  efforts  to  see  that 
the  appearance  of  the  orchestra  receives  due 
recognition  and  particularly  that  the  public  is 
made  acquainted  with  the  fact  that  La  Scala 
records  will  soon  be  available  for  their  libraries. 
For  the  information  of  the  trade  in  general,  who 
are  naturally  anxious  to  keep  in  touch  with  the 
La  Scala  organization,  we  append  herewith  the 
itinerary  of  the  orchestra  from  the  time  it  left 
New  York  on  January  31  until  its  return  to  the 
metropolis  on  March  6.  It  will  be  noted  that 
few  of  the  principal  cities  in  the  East  and 
Middle  West  have  been  overlooked  in  the  itin- 
erary, which  in  full  is  as  follows:  February  1, 
. Rochester;  2  and  3,  Cleveland;  4,  Detroit;  6, 
Indianapolis;  7,  Louisville;  8,  Cincinnati;  9,  Co- 
lumbus; 10,  St.  Louis;  11,  Springfield;  12,  Mil- 
waukee; 13,  Chicago;  15,  Grand  Rapids;  18, 
Davenport;  19,  Des  Moines;  20,  Kansas  City;  22, 
Tulsa;  23,  Wichita;  24,  Topeka;  25,  Omaha;  27, 
Chicago;  March  1,  Pittsburgh;  2,  Philadelphia; 
3,  Washington;  5,  Scranton;  6,  New  York  (Hip- 
podrome). The  orchestra  is  making  the  tour 
under  the  management  of  Loudon  Charlton,  the 
prominent  New  York  impresario. 


i  BRUNo 


Depending 

your  memory, 
Victor  Dealer,  is  a 
risky  proposition. 
Eliminate  all  hazard 
by  using  the  indis- 
pensable Victor  Rec- 
ord Order  Stock  Book 
— a  Wonder  Book  at 
trivial  cost. 

BRUNO 


BUFFALO  DEALER  FILES  PETITION 


GRAND  RAPIDS  STORES  IMPROVE 

Dealers  Adding  Booths  and  Making  Prepara- 
tions for  Big  1921  Trade 


Buffalo,  N.  Y.,  February  5. — A  voluntary  petition 
in  bankruptcy  has  been  filed  in  the  United 
States  Court  here  by  William  Turner,  Inc., 
dealer  in  talking  machines,  records  and  musical 
merchandise.   In  the  petition  filed  by  Wesley  C. 


The  La  Scala  Orchestra  No 

chestra  gave  its  several  concerts  at  the  Metro- 
politan Opera  House  and  Carnegie  Hall  in  New 
York.  The  Metropolitan  and  Toscanini  are  far 
from  being  strangers,  inasmuch  as  that  con- 
ductor spent  some  important  years  as  the 
musical  leader  of  the  Metropolitan  Opera  Co. 
As  a  matter  of  fact,  it  was  the  breaking  out  of 
the  war  which  caused  him  to  give  up  his  work 
here  to  go  back  to  Italy,  where  he  was  assigned 
to  direct  the  military  music  and  concerts  for  the 
soldiers,  in  which  work  he  won  high  honors. 

With  the  La  Scala'Orchestra  now  recording 
for  the  Victor,  the  Victor  Co.  has  added  to  its 
permanent  record  library  the  works  of  one  of 
the  greatest  musical  organizations  of  the  world. 
The  La  Scala  Opera  House  is  known  as  the  tra- 
ditional home  of  Italian  opera,  and  probably 
saw  the  opening  performances  of  more  master- 
pieces than  any  other  structure  in  the  world. 
For  more  than  140  years  it  has  held  a  dominant 
place  in  opera,  and  it  is  therefore  but  natural 
that  the  permanent  orchestra  of  such  an  institu- 
tion should  be  an  organization  of  unusual  cali- 
ibre. 

The  first  Victor  recordings  of  the  La  Scala 
Orchestra  are  formally  announced  in  the  March 
list  and'will  be  eagerly  awaited  by  the  trade  and 
the  public.  As  a  matter  of  fact,  the  La  Scala 
Orchestra  is  now  on  an  extended  tour  of  the 
country,  having  completed  a  series  of  concerts 
in  New  York,  and  through  the  medium  of  this 
tour  and  the  personal  touch  brought  about 
thereby  with  the  music  lovers  of  the  country  at 
large  there  should  be,  and  unquestionably  will 
be,  created  an  exceptional  demand  for  the  rec- 
ords of  the  organization. 


w  Touring  the  United  States 

Pettit,  vice-president  of  the  corporation,  the  lia- 
bilities were  given  as  $8,967.53  and  the  assets  as 
$7,275.20. 


Grand  Rapids,  Mich.,  February  5.— The  Fried- 
man-Springs Co.,  owner  of  a  large  department 
store  here,  has  installed  a  talking  machine  de- 
partment on  the  fourth  floor,  with  four  individual 
booths  for  the  record  department.  Pathe  ma- 
chines and  Pathe  records  are  handled  ex- 
clusively. The  Winegar  Furniture  Co.,  handling 
Victor  talking  machines  and  records  exclusively, 
plans  to  build  two  new  booths  in  February.  Nine 
booths  are  now  used  for  demonstration. 

"We  handle  the  Victor  exclusively  and  a  com- 
parison of  sales  shows  that  we  did  a  better 
business  in  Victrolas  in  1920  than  we  did  in 
1919.  And  sales  since  January  1,  1921,  have 
compared  very  favorably  with  the  same  period 
of  a  year  ago,"  says  W.  M.  Winegar,  manager. 

The  Young  &  Chaffee  Furniture  Co.,  of  this 
city,  completed  the  building  of  eight  new  booths 
in  January,  giving  them  a  total  of  thirty  booths 
in  the  record  department,  which  is  said  to  be  the 
largest  record  department  in  Michigan.  This 
firm  handles  the  Victor  exclusively. 


Ready   Dealer  Sales 

Purchasing  Agents  can  better  co-operate  with  their  own  Sales 
Departments  by  supplying  accessories  and  fittings  of  distinctive 
designing.  Dealers  in  turn  appreciate  the  advantages  in  han- 
dling Furniture  so  equipped. 

PHONOGRAPH  ACCESSORIES 

For   Immediate   Delivery — Needle   Cups   and   Double  Spring 
Motors,  capable  of  playing  three  12-inch  records. 
Also — Lid   Supports,   Automatic   Stops,   Tone    Rods,  Knobs, 
Escutcheons,  Sockets,  etc. 

FURNITURE  TRIMMINGS 

A  complete  offering  in  all  the  Period  and  Commercial  Furni- 
ture Lines. 

REFRIGERATOR  HARDWARE 

All  sized  Locks  and  Hinges 

Samples  and  complete  information  on  request 


Grand  Rapids  Brass  Company 

Grand  Rapids,  Michigan      New  York:  7  E.  42nd.  St. 


54 


THE   TALKING   MACHINE  WORLD 


February  15,  1921 


Not  Written  For  You— 
But  Send  For  a  Copy 

THERE  are  a  good  many  reasons 
why  you  should  read  this  book, 
even  though  you  personally  are  not 
supposed  to  be  the  "ultimate  consumer" 
of  its  pages. 

Scores  of  our  dealers  have  written  us  highly 
appreciative  letters  regarding  it.  One  of  them 
summed  up  the  general  opinion  of  all  when  he 
said :  "Aside  from  its  being  the  most  interesting, 
convincing,  and  beautiful  bit  of  consumer  litera- 
ture I've  ever  seen,  the  reading  of  it  has 
been  of  direct  benefit  to  me.    I've  read 
between  the  lines  and  gained  some  real 
pointers  on  phonograph  merchandising." 

The  book  was  written  for  dealer  distribu- 
tion to  prospective  purchasers  of 


The  Phonograph  Instrumentized 


A  SIDE  from  the  fact  that  the  book  is  every- 
thing the  above-mentioned  dealer  says  it 
is,  it  will  give  you  a  bird's-eye  view  of  the 
Dalion  merchandising  plan — and  it  will  show 
you  the  exclusive  sales  features  of  the  instru- 
ment— it  will  give  you  a  general  idea  of  how 
whole-heartedly  we  co-operate  with  our 
dealers  to  make  their  phonograph  department 
the  most  profitable  part  of  their  business. 

Send  for  it— TO  DA  Y.  The  book  is 
worth  having  on  its  own  account, 
and  the  postage  stamp  that  carries 
your  inquiry  may  turn  out  to  be  the 
best  investment  you  ever  made. 


Milwaukee     Mfg.  Co.  Milwaukee  I 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


55 


FEATURES  VICTOR  OPERA  FIGURES 

Kansas  City  House  Finds  Drawing  Power  of 
These  Display  Features  to  be  Great 


Kansas  City,  Mo.,  February  4. — The  J.  W.  Jen- 
kins' Sons  Music  Co.,  of  this  city,  has  been  using 
to  very  good  effect  the  small  figures  of  famous 
grand  opera  characters  recently  put  out  by  the 
Victor  Co.  These  small  figures  make  an  at- 
tractive window  display  feature  and  are  always 
interesting  to  the  music-loving  public.  The 
Penn  Phonograph  Co.,  of  Philadelphia,  dis- 
tributor of  these  figures,  furnished  the  local 
house  with  the  miniatures  used  in  the  displays. 

The  Jenkins  Co.,  by  the  way,  has  found  these 
window  displays  very  effective  in  moving  goods, 
and  its  experience  bears  out  the  words  recently 
published  in  the  Voice  of  the  Victor,  which  said: 

"The  figures  attract  crowds.  That  has  been 
demonstrated.  Crowds  mean  curiosity.  Curi- 
osity means  that  people  want  to  know  what 
things  are  all  about.  When  they  find  out,  if  the 
things  are  good,  they  want  to  possess  them. 
And  the  pride  of  possession  is  a  human  char- 
acteristic that  never  will  change  so  long  as  hu- 
manity exists. 

"The  idea  of  these  figures  is  to  move  little- 
known  as  well  as  well-known  opera  records.  It 
is  one  of  the  misfortunes  of  popular  taste  that 
some  of  the  very  finest  records  do  not  sell  as 
well  as  those  better  known.  People  stick  to 
two  or  three  favorite  numbers  from  each  opera 
because  they  know  them.  But  if  they  become 
familiar  with  others  they  will  buy  and  enjoy 
them." 


INCORPORATED  IN  BROOKLYN 

The  Mutual  Phono  Parts  Corp.,  New  York, 
has  been  incorporated  at  Albany  with  a  capital 
of  $15,000.  The  incorporators  are  H.  Segal, 
H.  Stahl  and  N.  Garfinkel,  319  Lincoln  place, 
Brooklyn. 


CUBA  NOW  IMPORTS  MANY  TALKERS 

Smaller  Types  of  American  Instruments  Grow- 
ing in  Popularity  With  Islanders — Canada 
Takes  Second  Place  and  Australia  Is  Third 


Cuba  is  coming  to  the  front  as  an  importer  of 
American  talking  machines.  A  glance  at  the 
latest  report  of  the  Department  of  Commerce 
(November,  1920)  shows  that  out  of  a  total  of 
9,796  talking  machines  exported  by  the  United 
States  during  that  month,  Cuba  took  3,600,  or 
more  than  one-third.  The  country  importing 
the  next  highest  number  was  Canada,  which 
took  2,723  instruments.  Australia  followed  in 
third  place  with  a  score  of  484. 

The  value  of  the  exports  of  talking  machines 
to  Cuba  in  that  month  was  $96,805,  to  Canada 
$133,009,  and  to  Australia  $J  1,776.  An  examina- 
tion of  the  values  of  these  instruments  shows 
that  the  average  cost  of  each  instrument  ex- 
ported to  these  countries-  went  in  inverse  pro- 
portion to  the  number  of  instruments.  The 
average  value  of  each  machine  sent  to  Cuba  was 
$27;  to  Canada,  $50,  and  to  Australia,  $65.  To 
all  appearances  the  higher-priced  instruments 
were  imported  by  Australia,  and  Canada  and 
Cuba  preferred  smaller  talking  machines. 


LEWIS  STERLING  VISITS  NEW  YORK 

Official  of  London  Columbia  Branch  Crosses 
Ocean  for  Brief  Visit 


Lewis  Sterling,  managing  director  of  Colum- 
bia Graphophone  Co.,  Ltd.,  of  London,  made  one 
of  his  periodical  visits  to  the  Columbia  execu- 
tive offices  in  New  York  last  month.  He  was 
accompanied  on  his  trip  from  England  by  Mrs. 
Sterling. 


Many  of  the  qualities  that  make  a  man  a 
good  salesman  are  born  in  him.  It  is  possible 
for  him  to  learn  a  few  things,  nevertheless. 


PAINTS  ADS  ON  AUTO  WHEELS 

Sanders  &  Stayman,  Connellsville,  Pa.,  Use  Ford 
Wheels  to  Good  Advantage 


What  is  the  use  of  having  nice  disc  wheels  on 
a  Ford  runabout  if  you  don't  put  them  to  prac- 
tical use?  That  was  the  thought  that  struck  the 
manager  of  the  Sanders  &  Stayman  store  in 
Connellsville,  Pa.,  with  the  result  shown  in  the 
accompanying  photograph.  Whenever  and 
wherever  the  runabout  stops  the  names  Vocal- 


Note  the  Novel  Advertising  on  the  Wheels 


ion  records  and  Aeolian-Vocalion  are  presented 
strongly  to  the  gaze  of  those  who  stop  to  look, 
and  the  idea  of  the  lettered  wheels,  being  new 
in  Connellsville,  never  fails  to  attract  a  full 
measure  of  interest.  Sanders  &  Stayman  attri- 
bute several  sales  to  these  revolving  advertisers. 


A  VERY  SIGNIFICANT  FACT 

"Eighty-four  per  cent  of  the  business  failures 
of  1920  were  firms  which  did  not  advertise."  This 
figure  is  the  outcome  of  a  country-wide  investi- 
gation made  by  one  of  the  greatest  financial 
agencies  in  the  country. 


A  good  salesman  can  get  as  good  a  price  for 
his  goods  as  anyone,  and  better  prices  than  a 
poor  salesman  can.  A  man  who  has  to  cut  prices 
to  get  an  order  does  not  understand  selling. 


56 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


PETER  Q.  SPITZ  JOINS  PARAMOUNT    FRAUDULENT  SALES  PRACTICES  STOPPED  BY  COMMISSION 


Well-known  Talking  Machine  Man  to  Be  Fac- 
tory Representative  for  Wisconsin  Territory — 
Has  Many  Plans  for  Coming  Year 


On  Information  Submitted  by  Better  Business  Bureau  of  Music  Industries  Chamber  of  Commerce 
the  Federal  Trade  Commission  Issues  Restraining  Order  Against  P.  Tyrrell  Ward 


Port  Washington,  Wis.,  February  4. — Peter  G 
Spitz,  who  has  been  long  acquainted  with  the 
talking  machine  and  record  trade  and  has  estab- 
lished a  host  of  friends  in  western  Iowa  and 
Nebraska,  has  been  appointed  factory  represent- 
ative by  the  Paramount  Co.  for  this  territory. 

Mr.  Spitz  has  had  extensive  experience,  is 
well  versed  in  all  the  details  of  the  business 


Peter  G.  Spitz 

and  is  in  a  position  to  give  valuable  informa- 
tion and  assistance  to  his  dealers. 

Now  with  the  Paramount  staff,  Mr.  Spitz  was 
connected  with  the  selling  force  of  the  Vic- 
tor Co.  for  a  number  of  years.  He  has  also 
handled  the  Edison,  Columbia  and  Brunswick 
lines  and  has  just  recently  severed  his  rela- 
tionship with  the  Carpenter  Paper  Co.,  of 
Omaha,  Neb.,  for  whom  he  was  traveling  as  a 
special  representative  selling  Emerson  phono- 
graphs and  records. 

Mr.  Spitz  is  very  enthusiastic  about  the  talk- 
ing machine  industry  and  feels  sure  that  a  good 
volume  of  business  will  be  secured  in  1921  with 
the  Paramount  line. 


Another  mail  order  phonograph  dealer  whose 
advertising  appeared  in  newspapers  throughout 
the  country  has  been  ordered  to  stop  certain 
practices  by  the  Federal  Trade  Commission. 

Following  is  the  form  of  the  advertising  com- 
plained of:  "$69.50  takes  beautiful  $250  size 
mahogany  cabinet  grand  phonograph,  one  dia- 
mond and  one  sapphire  jewel  point,  everlasting 
needles,  200  regular  steel  needles  and1  records. 
Absolutely  new.  Will  ship  C.  O.  D.  on  ap- 
proval. Act  quick.  Household  Storage  Co., 
Wilmette,  111." 

(1)  The  Federal  Trade  Commission,  acting 
upon  information  submitted  by  the  Better  Busi- 
ness Bureau  of  the  Music  Industries  Chamber 
of  Commerce,  found  that  the  respondent,  in 
competition  with  other  persons,  firms  and  cor- 
porations engaged  in  the  sale  of  phonographs 
throughout  the  various  States  and  Territories 
of  the  United  States  and  the  District  of  Co- 
lumbia, sold  phonographs  to  purchasers,  di- 
rectly, by  means  of  advertising  matter,  catalogs, 
correspondence,  and  such  other  ways  peculiar  to 
what  is  known  commonly  as  the  mail-order 
business. 

(2)  That  the  advertising  matter  used  by  re- 
spondent in  the  course  of  his  business  contained 
certain  false  and  misleading  statements,  among 
which  were  the  following,  viz.: 

(a)  That  respondent  was  regularly  engaged 
in  the  storage  and  warehouse  business  and  by 
reason  of  conducting  such  business  came  into 
possession  of  a  single  phonograph  or  single  lots 
of  phonographs  which  had  never  been  removed 
from  the  cases  in  which  such  phonographs  were 
crated  when  they  left  the  factory. 

(b)  That  such  phonographs  were  of  a  value 
vastly  in  excess  of  the  price  at  which  respondent 
offered  them  for  sale  to  purchasers  and  prospec- 
tive purchasers;  that  such  offers  of  sale  were 
limited  to  a  single  phonograph  or  to  a  lot  of 
single  phonographs  that  would  not  again  be 
made. 

(3)  That  respondent  in  the  period  from  No- 
vember, 1918,  to  and  until  the  month  of  March, 
1920,  during  which  period  he  was  engaged  in 
the  sale  of  phonographs  in  the  manner  herein- 
before described,  was  not  engaged  in  the  stor- 
age or  warehouse  business,  but  was  regularly 
engaged  in  the  business  of  selling  phonographs 
of  a  grade  and  quality  which  were  manufactured 
to  sell  at  resale  and  were  customarily  sold  at 
resale  by  respondent  in  the  regular  course  of 
his  business  at  less  than  one-third  of  the  resale 


price  ($250)  at  which  such  phonographs  were 
listed  in  the  advertising  matter  of  respondent; 
that  the  phonographs  dealt  in  by  the  respond- 
ent in  the  period  hereinbefore  mentioned  were 
not  stored  and  the  number  of  phonographs  of- 
fered for  sale  by  respondent's  advertisements 
were  not  limited  as  advertised,  but  were  taken 
from  respondent's  regular  stock,  to  replenish 
which  the  respondent  had  made  arrangements 
with  the  manufacturer. 

(4)  That  the  trade  name,  "Household  Stor- 
age Co.,"  was  used  by  the  respondent  for  the 
purpose  of  deceiving  purchasers  and  the  public 
generally  into  believing  that  the  respondent  was 
conducting  a  business  principally  of  storing 
household  goods  and  incidentally  selling 
phonographs. 

The  practices  of  said  respondent,  under  the 
conditions  and  circumstances  described  in  the 
foregoing  findings,  are  unfair  methods  of  com- 
petition in  interstate  commerce  and  constitute  a 
violation  of  the  Act  of  Congress,  approved 
September  26,  1914,  entitled  "An  Act  to  Create 
a  Federal  Trade  Commission,  to  define  its 
powers  and  duties,  and  for  other  purposes." 

Following  the  findings  of  the  Commission  the 
following  decision  was  rendered: 

It  is  now  ordered  that  the  respondent,  P. 
Tyrrell  Ward,  and  his  agents  and  employes  do 
cease  and  desist  from  using  in  the  sale  in  inter- 
state commerce  of  phonographs  the  trade  name 
of  Household  Storage  Co.  or  any  other  trade 
name  which  might  have  a  tendency  to  lead  the 
public  into  the  belief  that  the  business  conducted 
by  the  said  P.  Tyrrell  Ward  is  that  of  storing 
household  goods. 

And  it  is  further  ordered  that  the  said 
P.  Tyrrell  Ward  shall,  within  sixty  days  after 
the  service  of  a  copy  of  this  order  upon  him, 
file  with  the  Commission  a  report  in  writing, 
stating  in  detail  the  manner  in  which  this  order 
had  been  complied  with  and  conformed  to. 


The  Dulciphone  Shop,  Brooklyn,  N.  Y.,  has 
been  incorporated  with  capital  stock  of  $25,000. 
The  three  incorporators  are  L.  Levy,  E.  L. 
Rockmore  and  F.  X.  Goette. 


A  salesman  should  have  a  good  memory  for 
names  and  faces,  or  do  as  the  German  army 
officer  who,  berating  his  subordinate  for  for- 

getfulness,  said:    "If  you  are  such  a  d  d  fool 

as  to  forget  everything,  why  don't  you  put  it 
down  on  paper  as  I  do?" 


Gives  Proper  Playing  Weights  for  all  Records.     No  Adjustment  Screws  or  Springs. 
SAMPLES  $8.00  Specify  8V2"  or  9V2"  arm 

FLETCHER-WICKES  CO.,  6  East  Lake  Street,  Chicago,  Illinois 

THE  GEORGE  MeLACAN  FURNITURE  CO.,   STRATFORD.    ONTARIO,   EXCLUSIVE  CANADIAN  AGENTS 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


57 


FREE  -  To  Dealers  Who  Do 
Not  Sell  Tonofone  Needles 


~by  ,TSOWN 


SEND  Coupon  for  Sample 

Package  of  Needles  NOW! 


New  "12  for  25  c"  Package 
a  Big  Success! 

To  introduce  our  new,  bigger  value,  bigger 
profit  package,  which  gives  your  customers  12 
Tonofone  needles  for  25c, we  are  offering  you, 
for  a  limited  time,  a  price  of  $14.00  a  carton 
of  100  packages  —  or  $7.50  a  half  carton  of 
50  packages. 

The  $14.00  carton  retails  for  $25.00,  giving 
you  a  piofit  of  $11.00  a  carton,  or  11c  a 
package.  This  is  44%  on  your  selling  price 
and  79%  on  your  investment.  You  will  recog- 
nize this  as  a  very  exceptional  profit. 

Please  order  direct  from  this  advertisement, 
using  coupon  below.  The  needles  will  be 
shipped  on  our  positive  guarantee.  Terms: 
Cash  with  order,  less  2%,  or  30  days  net  on  ap- 
proved references  or  established  credit  rating. 

ORDER  BLANK 

R.  C.  WADE  CO. 

110  So.  Wabash  Ave.,  Chicago,  111. 

Gentlemen: — Please  enter  our  order  for  Tono- 
fone Needles  as  follows,  which  may  be  shipped 
through  one  of  your  wholesale  distributors. 

 Cartons,  100  packages,  at  $14.00  

 Half  Carton,  50  packages,  at  $7.50  

Firm  Name  

Street   

City  State  . 


If  you  are  not  yet  selling  Tonofone 
Phonograph  Needles,  mail  us  the  cou- 
pon below,  so  we  can  send  a  package 
FREE  for  you  to  try  at  our  expense. 
When  they  come  test  them  on  all  kinds 
of  records.  Note  how  wonderfully  they 
play  popularsongsandinstrumental  rec- 
ords as  well  as  grand  opera  records.  Ho  w 
they  reproduce  them  as  never  before. 

Over  3,000  dealers  know  the  Tono- 
fone Flexible  Point  has  standardized  a 
new  degree  of  needle  perfection.  Each 
needle  plays  20  to  50  records  —  any 
disc  record  on  any  phonograph  —  one 
needle  for  all  tones. 

The  Tonofone  Flexible  Point  is  of 


correct  and  uniform  size — not  tapered. 
Being  flexible  it  brings  out  clearertones 
and  gives  more  accurate  reproduction. 
Being  softer  than  any  record,  it  mini- 
mizes surface  noise  and  prolongs  the 
life  of  records. 

If  you  already  know  Tonofone  quality, 
send  the  order  coupon  at  left  for  carton 
of  the  new,  easy -selling,  bigger  value, 
bigger  profit  package— which  gives  your 
customers  12  needles  for  25c.  Note  the 
special  introductory  prices  to  dealers. 

Mail  one  of  the  coupons  at  once. 

R.  C.  WADE  CO. 
110  So.  Wabash  Ave.,  Chicago,  111. 


I 
l 

Above  is  purchased  subject  to  your  positive  Guarantee- 


The  Phonograph  <7Needle  With  the  flexible  Point 

j  R.  C.  WADE  CO.,  110  So.  Wabash  Ave.,  Chicago,  IllT] 

Gentlemen :  —  Please  send  FREE  sample  package  of  I 
|  Tonofone  Needles  for  us  to  test  at  your  expense. 

I  Firm  Name   I 


Street 


(5) 


58 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


TAX  EXPERTS  FAVOR  SALES  TAX 


Sales  Taxes  vs.  Excise  Taxes  Form  Topic  of  Dis- 
cussion at  Third  Tax  Conference  of  National 
Industrial  Conference  Board  at  Hotel  Astor — 
Alfred  L.  Smith  Represents  Music  Industries 


The  idea  of  a  sales  tax  particularly  in  a  lim- 
ited form  to  apply  to  all  sales  of  commodities, 
as  a  substitute  for  excise  taxes,  was  given  a 
big  impetus  at  the  Third  Tax  Conference  of  the 
National  Industrial  Conference  Board  held  at 
the  Hotel  Astor.  New  York.  That  most  of  the 
tax  experts  gathered  to  discuss  the  tax  ques- 
tion were  becoming  favorably  inclined  to  some 
sort  of  a  sales  tax  was  evident  in  spite  of  the 
fact  that  the  revised  report  of  the  conference 
board's  tax  committee  still  recommended  in- 
creases and  an  extension  of  excise  taxes.  The 
Music  Industries  Chamber  of  Commerce  was 
represented  at  the  conference  by  its  general 
manager,  Alfred  L.  Smith. 

The  report  of  the  tax  committee,  which  was 
the  subject  of  discussion,  embraced  a  great 
variety  of  tax  recommendations  adopted  after 
exhaustive  investigation  relative  to  abolition  of 
excess  profits  tax,  surtaxes,  increases  in  cor- 
poration income  taxes  and  a  number  of  reme- 
dial changes  in  the  law  having  little  effect  on 
revenue;  but  practically  all  of  the  discussion, 
during  both  days  of  the  session,  centered  on  the 
question  of  sales  versus  excise  taxes. 

The  proponents  of  the  sales  tax  brought  out 
conclusively  the  fact  that  excise  taxes  are  sales 
taxes  in  every  sense  of  the  word  and  must  have 
practically  any  disadvantages  which  can  be  prop- 
erly said  to  exist  with  sales  taxes.  The  question, 
therefore,  resolved  itself  into  that  of  whether  or 
not  it  is  better  to  raise  revenue  by  sales  taxes 
at  high  rates  upon  a  few  selected  industries 
rather  than  by  a  very  small  tax  upon  all  sales. 

Early  in  the  conference  the  discussions  were 
concerned  chiefly  with  the  question  of  a  general 
sales  or  turnover  tax  as  a  substitute  for  all  taxa- 
tion on  business  versus  the  recommendation  of 


the  board's  tax  committee,  but  as  the  session 
progressed  there  were  indications  that  advo- 
cates of  the  general  sales  or  turnover  tax  would 
agree  with  the  advocates  of  a  limited  sales  tax 
upon  the  general  principles  that  a  tax  on  the 
sale  of  all  commodities  should  be  the  chief 
method  of  raising  revenue  to  offset  the  elimina- 
tion of  excess  profits  taxes,  certain  surtaxes  and 
excise  taxes. 


SOUTHERN  VICTOR  DEALERS  MEET 


Hold  Two-day  Convention  in  Memphis  and  Are 
Guests  of  O.  K.  Houck  Piano  Co. — Twelve 
States  Represented  and  100  Delegates  Present 


Memphis,  Tenn.,  February  3. — Memphis  was 
host  on  January  20  to  about  100  music  men, 
members  of  the  Southern  Victor  Dealers'  As- 
sociation, representing  twelve  Southern  States, 
in  convention  at  Hotel  Chisca.  Atlanta,  Bir- 
mingham, New  Orleans,  Nashville  and  other 
cities  sent  delegates. 

The  afternoon  session  was  featured  by  a  talk 
on  scientific  selling  by  F.  A.  DeLano,  of  the 
Victor  School  of  Salesmanship.  Delegates  were 
guests  of  the  O.  K.  Houck  Piano  Co.  at  an  8 
o'clock  banquet.  A  special  program  of  music 
and  entertainment  had  been  planned  to  make 
the  event  memorable  to  all  those  who  attended. 

The  second  day  was  given  over  to  business 
sessions  and  an  automobile  tour  of  Memphis 
parks  and  points  of  interest.  Officials  of  the 
association  who  had  charge  of  the  convention 
plans  were  B.  B.  Burton,  president;  R.  G.  Brice, 
vice-president;  W.  E.  Cumming,  treasurer,  and 
R.  P.  McDavid,  secretary. 


INCORPORATED 


The  Opera  Disc  Co.,  New  York,  has  been 
incorporated  with  capital  stock  of  $10,000  to 
manufacture  and  sell  sound  reproducers.  The 
incorporators  are  C.  G.  Galston,  M.  Hesslein 
and  C.  Rose. 


PERIOD  MODELS 

Louis  XVI  Model— also  Queen  Anne  Period 

Now  Ready  for  Delivery 


To 
Retail 
at 

$150.00 


No.  175.    Pat.  applied  for.  42"  long,  26"  wide,  31"  high. 
Finished  on  all  sides— golden  oak,  mahogany  or  walnut 

Complete  Your  Line  with  These  High  Class  Models 

This  high  class  instrument  will  enable  you  to  meet  any  competition, 
because  of  its  beauty,  clarity  of  tone  and  utility. 

You  are  missing  Dollar  profits  if  you  do  not  write  for  information — Today. 

SEABURG  MANUFACTURING  COMPANY 

JAMESTOWN,  NEW  YORK 


IT  FY'<5  GRAPHITE  PHONO 

*■    J  SPRING  LUBRICANT 

IUley'i  Lubricant  makes  the  Motor  make  good 
Is  procured  in  the  proper  consistency,  will  not  run  out,  dry  up.  or 
become  sticky  or  rancid.   Remains  in  its  original  form  indefinitely. 
Put  up  in  1 ,  5,  1 0,  25  and  50-pound  cans  for  dealers. 

This  lubricant  is  also  put  up  in  a  ounce  cans  to  retail  at  25  cents 
each  under  the  trade  name  of 

FIJRFKA   noiseless  talking 

MACHINE  LUBRICANT 

Write  for  special  proposition  to  jobbers. 

ILSLEY-DOUBLEDAY  &  CO..  229  231  Front  St.,  New  York 


INTRODUCES  THE  CERTIFIED  NEEDLE 


Reflexo  Products  Corp.  Announces  Gilt-edge 
Certified  Needle — Its  Construction  Described 


And  now  comes  the  certified  needle.  The 
Reflexo  Products  Corp.,  New  York  City,  which 
introduced  the  Reflexo  needle  to  the  trade  over 
a  year  ago,  has  announced  the  advent  of  the 
gilt-edge  certified  talking  machine  needle.  This 
new  needle  has  a  Brilliantone  base,  thus  guar- 
anteeing its  uniformity  of  length  and  quality 
and  has  a  gilt  plating  which  is  guaranteed  never 
to  tarnish.  Each  needle  will  play  ten  records. 
Simultaneously  with  the  announcement  of  this 
new  needle  the  Reflexo  Products  Corp.  has 
evolved  the  slogan:  "You've  Bought  the  Rest, 
Now  Buy  the  Best."  Every  box  in  which  these 
needles  are  shipped  will  provide  the  dealer  with 
an  excellent  counter  display  to  bring  these 
needles  forcefully  and  attractively  to  the  atten- 
tion of  his  customers. 


HAS  GOOD  RECORD  FILING  SYSTEM 

Brooklyn  Dealer  Uses  3,000  Individual  Compart- 
ments for  Records — Claims  Saving  of  Time  to 
Salesman  as  One  of  Many  Advantages 


The  Arthora  Talking  Machine  Co.,  Brooklyn, 
N.  Y.,  now  has  in  operation  a  filing  system  for 
records  which,  according  to  Manager  Ruchgaber, 
has  many  advantages.  The  records  are  located 
in  3,000  individual  compartments.  Each  com- 
partment is  labeled  with  the  number  of  the 
record  and  only  a  small  number  of  the  same 
record  is  kept  in  the  file  at  one  time.  One  rec- 
ord is  in  a  master  envelope,  which  is  turned 
around  when  the  record  is  out  of  stock.  Al- 
though this  system  of  filing  requires  more  fre- 
quent replenishing  of  records  in  the  individual 
compartments,  it,  however,  enables  the  salesman 
to  locate  desired  numbers  with  greater  speed 
and  accuracy  and  enables  the  dealer  to  keep 
constant  track  of  his  stock. 


Judgment  has  been  filed  against  Meyer  S. 
Greenberg  (United  Phonograph  Co.)  in  New 
York  County  Court  by  I.  Flatow  for  $139.81. 
The  United  Phonograph  Co.  conducted  its 
business  in  a  store  on  the  Bowery,  New  York 
City. 


Stewart 

Talking  Machine  Company- 


JOBBERS 

C~fer  f/ie 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


59 


I  NEVER  KNEW  M 

IT  COULD  TOW  ANYBODY  1TKF  VM  IfiVTNG  YOJl)   9,  JMK 


TREMAINE  GIVES  MOTION  PICTURE  MEN  FACTS  ON  MUSIC 

At  Conference  of  Motion  Picture  and  Musical  Interests  in  New  York  Last  Month  C.  M.  Tremaine 
Declares  That  More  Money  Was  Spent  for  Music  Than  for  All  Higher  Education 


In  an  address  before  the  First  National  Con- 
ference of  Motion  Picture  and  Musical  Interests 
at  the  Hotel  Astor,  New  York,  on  January  25, 
C.  M.  Tremaine,  director  of  the  National  Bu- 
reau for  the  Advancement  of  Music,  astonished 
a  large  audience  by  declaring  that  more  money 
is  spent  in  this  country  for  musical  instruction 
than  for  all  other  higher  education  combined. 
He  spoke  to  the  movie  men  from  the  dollars 
and  cents  point  of  view  and  declared  that  it  was 
to  their  interest  to  introduce  music  in  their 
theatres. 

"I  do  not  wish  to  bother  you  with  statistics," 
Mr.  Tremaine  said,  "but  it  may  surprise  many 
of  you  to  know  that  the  people  of  the  United 
States  are  spending  more  money  on  musical 
instruction  than  on  all  other  higher  education 
combined.  According  to  the  United  States 
Census  Bureau  the  following  sums  were  spent 
for  higher  education  in  1913: 

Public  high  schools   $64,199,952 

Private  high  schools    13,949,195 

Other  private  and  public  schools  of 

similar  standing    13,198,033 

Colleges  and  universities   89,535,110 

Normal  schools    14,956,105 


$195,838,395 

"The  amount  spent  for  musical  education  of 
all  kinds  is  given  as  $220,000,000.  This  figure 
is  not  taken  from  the  census,  but  is  taken  from 
a  speech  of  an  ex-president  of  the  National 
Music  Supervisors'  Association  in  a  Rochester 
convention,  and  I  am  uncertain  as  to  the  year  to 
which  it  referred." 

Mr.  Tremaine  told  of  the  increased  amount 
of  space  devoted  to  music  by  the  press  of  the 
country,  the  greater  attention  given  to  it  in  the 
schools  and  the  remarkable  spread  of  the  Music 
Week  idea.  Speaking  of  music  in  its  relation 
to  interests  of  the  moving  picture  industry  in 
this  country,  he  said: 

"Music  is  an  attraction.  Of  this  there  is  no 
doubt.  It  even  attracts  people  who  are  un- 
conscious of  the  pleasure  music  gives  them.  A 
few  of  the  progressive  men  in  the  motion  pic- 
ture world  have  been  quick  to  realize  this  fact 
and  have  made  music  more  and  more  a  feature 
of  their  appeal  to  the  public.  The  proof  of  my 
argument  is  conclusively  demonstrated  by  the 
fact  that  the  men  in  the  motion  picture  world 
who  have  done  this  are  the  conspicuous  suc- 
cesses. 

"The  time  surely  is  coming  when  all  should 
utilize  music  for  their  like  benefit.  They  should 
do  this  for  the  increased  profit  which  will  accrue 
to  them,  but  the  time  is  also  coming  when  they 
will  need  to  do  so  to  maintain  their  relative 
position.  Take  two  houses  showing  equally 
good  films.  The  one  which  has  the  more  at- 
tractive music  program  will  steadily  increase  its 
patronage  at  the  expense  of  the  other.  Part 


of  the  audience  will  come  specifically  to  hear 
the  music.  Many  others  will  come  without 
being  conscious  of  the  reason,  but  will  find  them- 
selves gravitating  there  because  they  enjoy 
going  without  kno~wing  why.  To  get  the  full 
benefit  of  this  you  should  exploit  your  musical 
achievements  in  your  advertising.  Build  up  an 
individuality  about  your  house,  both  by  the  dis- 
tinctiveness of  your  musical  program  and  by 
the  prominence  of  this  feature  in  your  public 
announcements.  Identify  yourself  conspicu- 
ously with  the  Music  Memory  Contests  and  the 
Music  Weeks.  Help  them  and  be  helped  by 
them. 

"Personally  I  wish  to  see  the  motion  picture 
houses  improve  their  musical  offerings  because 
I  believe  they  will  be  one  of  the  chief  factors 
in  making  America  a  musical  nation.  It  is  the 
only  agency  which  brings  music  to  many  people 
who  would  not  otherwise  go  to  hear  music.  But 
in  your  own  interest  I  urge  every  manager  here 
not  to  leave  without  learning  something  which 
will  aid  him  to  utilize  music  to  make  his  house 
more  attractive  to  his  local  public." 


Don't  put  your  good  nature  in  the  same  class 
with  the  fire  escape — to  be  used  only  in  an 
emergency. 


SHEPARD  CO.  HAS  NEW  DEPARTMENT 

Providence  Victor  House  Now  Has  Fine  Salon 
With  All  Modern  Improvements 

Providence,  R.  I.,  February  4. — What  is  declared 
to  be  one  of  the  handsomest .  talking  machine 
departments  in  this  section  of  the  country  has 
just  been  completed  by  the  Shepard  Company, 
which  handles  the  Victor  line.  The  new  de- 
partment is*  135  feet  in  length,  thirty-five  feet 
wide,  and  has  a  complement  of  twenty  demon- 
stration booths  of  mahogany  and  glass.  A  large 
record  library  offers  a  wide  selection  of  Victor 
records  and  the.  sales  force,  under  the  direction 
of  Manager  John  D.  Elliot,  has  been  trained  to 
give  the  best  of  service  to  patrons.  A  special 
children's  corner  is  a  feature  which  appeals  to 
the  little  folks.  The  Shepard  Co.  is  now  an 
exclusive  Victor  dealer. 

G.  W.  HOPKINS  VISITS  BRANCHES 

Columbia  General  Sales  Manager  Finds  Condi- 
tions Among  Dealers  Good 

George  W.  Hopkins,  general  sales  manager  of 
Columbia  Graphophone  Co.,  New  York,  has  just 
completed  a  trip,  during  which  he  visited  the 
Columbia  branches  in  New  Haven,  Boston, 
Pittsburgh,  Philadelphia  and  Chicago.  The  re- 
ports made  and  facts  presented  by  the  different 
branch  managers  indicate  a  steady  picking  up  in 
both  the  machine  and  record  demand. 


VELVET  COVERED  TURNTABLES 

ADD  TO  THE  QUALITY  OF  MACHINES 


THE  BEST  TALKING  MACHINES  ARE  EQUIPPED  WITH 

A.  W.  B.  BOULEVARD  VELVETS 

GRAND  PRIZE-GOLD  MEDAL,  ST.  LOUIS  EXHIBITION 

WRITE  FOR  SAMPLES  AND  PRICES 

A.  WIMPFHEIMER  &  BRO.,  Inc. 
450-460  Fourth  Avenue,  New  York 

ESTABLISHED  1845 


60 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


Music  transmitted 
electrically  from  tone- 
arm. 


Telemegafone  that  re- 
produces music  and 
voice  faithfully. 


Tint  wires  ttnntet  it 

6-volt  storage  battery. 


Magnavox 

The  Magnavox  Multiplies  Phonograph  Sales 

Because  it  raises  the  usefulness  of  phono- 
graphs to  a  degree  never  before  attained. 


ONSIDER  it  a  moment.  With  a 
Magnavox  attachment  a  phono- 
graph can  be  heard  in  the  farthest 
corner  of  a  vast  hall  distinctly  and 
clearly.  At  a  big  dance  you  can  have 
band  music  without  the  expense  of  a 
band.  At  the  theatre  you  can  have 
orchestra  music  without  an  orchestra. 

For  school,  summer  camp,  com- 
munity center  and  playground  the 
Magnavox  is  in  great  demand.  It 
can  be  attached  to  a  phonograph 


easily  and  quickly,  and  the  volume 
of  sound  regulated  to  the  exact 
degree  desired — extremely  loud  or  a 
mere  whisper. 

The  Magnavox  is  operated  by  a 
small  storage  battery  so  that  it  can  be 
used  in  the  wilderness,  where  there  is 
no  electric  current,  just  as  easily  as 
in  the  city. 

The  Magnavox  will  increase  your 
sales  and  add  a  handsome  profit. 


Full  particulars  on  request 

J.  O.  MORRIS  CO.,  Inc. 

Distributors  for  New  York  and  New  England 

1270  Broadway,  New  York  City 


21-2 


February  IS,  1921 


THE    TALKING    MACHINE  WORLD 


61 


EXPANDING  TRADE  IN  ATLANTA 


CLAUDE  BUCKPITT  BUYS  BUILDING 


Trade  Conditions  Show  Improvement — New 
Store  for  Phillips  &  Crew— Okeh  Record  of 
"Crazy  Blues"  a  Big  Hit— Myers-Miller  In- 
crease Sales  Force — Dealers  Optimistic 


•  Atlanta,  Ga.,  February  6. — There  has  been  con- 
siderable activity  in  the  talking  machine  and 
record  business  locally  since  the  first  of  the 
year,  and  several  of  the  older  firms  are  planning 
entering  into  the  business  on  a  much  larger 
scale.  Specifications  and  plans  are  being  made 
by  at  least  two  of  the  more  important  dealers 
for  new  stores  to  be  occupied  as  soon  as  they 
can  be  made  ready.  The  trade  generally  seems 
to  be  in  a  healthy  condition,  and  while  many,  in 
fact,  most,  dealers  have  rather  full  stocks  on 
hand,  they  do  not  seem  to  be  worried  by  the 
fact  and  are  pushing  advertising  and  sales  plans 
for  all  they  are  worth. 

The  Phillips  &  Crew  Piano  Co.,  Victor  dealer, 
has  taken  a  modern  store  on  Peachtree  street, 
the  main  fashionable  shopping  and  residential 
center  of  the  city,  and  will  begin  extensive  al- 
terations shortly  in  order  to  make  this  the  most 
modern,  fully  appointed  Victor  retail  salesroom 
in  the  South.  It  is  understood  from  Harvey 
Phillips,  firm  member,  that  the  plans  for  the 
new  store  contemplate  a  complete  installation 
of  booths  adequate  to  care  for  the  constantly 
expanding  business,  and  that  there  will  be  a 
concert  hall  in  connection  with  the  store  suf- 
ficiently large  to  seat  three  to  four  hundred  as 
an  audience. 

The  Wilson  Music  Co.,  Inc.  (The  Delpheon 
Shop),  Columbia  dealer,  is  enjoying  a  most 
satisfactory  business.  President  Wilson  has  just 
returned  from  New  York,  where  he  visited  the 
Columbia  Co.'s  general  offices,  and  found  them 
in  a  most  optimistic  mood.  His  trip  covered  also 
Philadelphia,  Richmond,  Va.,  and  other  cities 
north  of  here. 

The  Edison  Shop  states  through  Mr.  Binge- 
man,  manager  of  the  retail  store,  that  they  have 
had  a  nice  business  of  late  and  that  a  continua- 
tion of  same  is  expected. 

Mr.  Bingeman  has  recently  enjoyed  a  trip  of 
two  weeks  to  Florida. 

The  Myers-Miller  Furniture  Co.,  Columbia 
dealer,  has  added  to  its  sales  force  in  the  past 
few  weeks  and  has  benefited  by  this  strength- 
ening of  the  personnel.  The  record  business  has 
continued  to  grow  nicely. 

Theodore  Steinway,  of  Steinway  &  Sons,  New 
York,  was  a  recent  visitor  to  the  city. 

Miss  Lila  Gordon,  in  charge  of  the  Myers- 
Miller  Furniture  Co.'s  Columbia  department, 
recently  married  Paige  Lewis,  of  this  city. 

It  would  not  be  fitting  to  close  this  letter 
without  some  mention  of  the  marvelous  sales 
of  the  record  "Crazy  Blues,"  issued  by  Okeh 
and  recorded  by  Mamie  Smith,  of  Atlanta,  a 
lady  of  the  colored  persuasion.  To  say  that 
the  Atlanta  colored  population  has  gone 
"crazy"  about  this  record  would  be  putting  it 
mildly.  Your  correspondent  has  never  in  many 
years'  experience  known  a  hit  to  "go  over"  so 
big. 


A  salesman  of  intelligence  will  understand 
that  he  has  something  to  learn,  and  will  be  a 
good  listener.  He  will  be  ready  to  accept  sug- 
gestions from  all  sources,  and  profit  by  them 
wherever  he  may. 


NEEDLES 

WE  MANUFACTURE 

Diamond  needles  for  Edison 
Sapphire  needles  (or  Edison 
Sapphire  needles  for  Pathe 

in  stock  ready  for  delivery 
MERMOD  &  CO.,  874  Broadway,  N.  Y. 


Piano  and  Talking  Machine  Dealer  of  Elmira, 
N.  Y.,  Will  in  Future  Be  Housed  in  His  Own 
Business  Property  in  That  City 


Elmira,  N.  Y.,  January  29. — Claude  Buckpitt, 
dealer  in  pianos  and  talking  machines,  of  113 
North  Main  street,  practically  has  completed 
details  whereby  he  acquires  title  from  Adam 
Mander  to  the  Mander  or  Lyceum  Block  at 
156  and  158  Lake  street,  the  first  floors  of  which 
are  occupied  by  W.  H.  Miller  and  James  Falsey, 
respectively.  It  is  expected  that  the  deal  will 
be  completed  within  a  day  or  so  and  Mr.  Buck- 
pitt will  take  possession  at  once.  The  price 
to  be  paid  is  approximately  $40,000. 

Mr.  Buckpitt  will  remove  his  business  from 
Main  street  to  the  store  occupied  by  Mr. 
Miller,  using  the  second  and  third  floors  as 
well.    Later  he  also  may  occupy  the  other  store. 

Mr  Buckpitt  plans  extensive  improvements 
to  the  property.     He  will  tear  out  the  north 


wall  of  the  Lyceum  Theatre  entrance  on  Lake 
street  and  construct  a  handsome  show  window. 
Later  he  will  install  a  passenger  and  freight 
elevator,  and  it  is  likely  that  new  fronts  will 
be  added  to  both  stores. 

Mr.  Buckpitt  came  to  Elmira  in  1907  from 
Schenectady,  where  he  conducted  a  music 
store.  He  maintained  a  store  in  the  Merchants' 
National  Bank  Building  for  two  years,  remov- 
ing to  the  Snyder  Building  in  1909.  His  rapidly 
increasing  business  now  necessitates  a  further 
expansion. 


STANDARD  CO.  OFFERS  SALES  HELPS 


The  Standard  Talking  Machine  Co.,  Victor 
wholesaler  of  Pittsburgh,  Pa.,  in  the  interests 
of  promoting  for  its  dealers  the  sales  of  Victor 
goods,  has  sent  out  a  folder  containing  construc- 
tive ideas  and  sales  helps,  which  also  serves  as 
a  source  of  information  concerning  the  various 
business  supplies  and  sales  promotion  material 
offered  by  the  company. 


GET  IN  ON  THE  PROFITS 


Height,  45  inches;  depth, 
23  inches ;  width,  19  inches. 
Equipped  with  a  large 
double-spring  motor. 


Here  is  a  sales 
creator'  that  will 
bring  profits  into 
your  store. 

This  quality  ma- 
chine, designed 
to  sell,  attracts 
immediate  atten- 
tion. 

Now  is  the  time 
to  place  the  fast- 
selling  Charma- 
phone  line  on 
your  floors. 

We  have  a  deal- 
er's proposition 
which  will  pay 
you  to  investi- 
gate. 


Write  for  our  Price  List 
and    dealers'  arrange- 
ment. 


CHARMAPHONE  COMPANY 

39  West  32nd  St.,  N.  Y.  City  Factory:  Pulaski,  N.  Y. 


62 


THE    TALKING    MACHINE  WORLD 


Februahy  15,  1921 


Hulda  Lashanska  with  Eddy  Brown  accom- 
panying her  in  that  tender  song  of  sentiment 
Happy  Days"— this  is  a  record  that  only  Co- 
lumbia could  give  you!  This  is  a  record  that 
will  never  grow  old!  Columbia  79213. 


Columbia  Graphophone  Co. 

NEW  YORK 


A  TRIBUTE  TO  SALESMANSHIP 


Reporter  of  Fort  Wayne  Paper  Awards  Prize 
for  Politeness  to  Miss  Bentz  After  a  Visit  to 
a  Number  of  Stores  in  That  Thriving  City 


Fort  Wayne,  Ind.,  February  1. — After  making 
the  rounds  of  the  music  stores  of  this  city  the 
politeness-seeking  reporter  of  a  Fort  Wayne 
newspaper  awarded  the  paper's  prize  for  polite- 
ness to  Miss  Beatrice  Bentz,  clerk  in  the  music 
department  of  the  Wolf  &  Dessauer  store. 

"The  most  accommodating  set  of  folks  yet 
met,"  was  the  verdict  of  the  reporter  after  he 
had  spent  hours  in  music  stores  sitting  through 
programs  of  music  especially  put  on  for  his 
benefit.  Record  after  record  was  brought  out, 
he  says  in  his  report  of  the  search,  with  never 
a  hint  of  impatience,  and  it  was  only  after  the 
most  difficult  sort  of  a  test  that  Miss  Bentz  was 
declared  the  winner. 

The  reporter  wrote  that  it  was  with  a  feeling 
of  satisfaction  that  in  his  search  through  the 
music  stores  he  found  that  Fort  Wayne  music 
lovers  were  turning  to  other  selections  than  the 
extreme  popular  variety.  Records  of  the  classics, 
opera  selections  and  numbers  by  leading  artists 
were  in  most  cases,  he  said,  displayed  as  promi- 
nently in  the  stores  as  the  jazz  type  of  music. 

Writes  the  reporter  concerning  the  prize- 
winner: 

"Miss  Bentz  first  attracted  the  attention  of  the 
sleuth  when  she  was  seen  to  be  especially  gra- 
cious in  searching  for  a  record  desired  by  a 
customer.  Replies  to  questions  and  suggestions 
were  given  with  a  pleasant  emphasis  invariably 
being  accompanied  with  an  agreeable  smile. 

"While  listening  to  several  records,  the  re- 
porter closely  observed  the  work  of  the  clerks. 
Although  the  special  demonstration  booths-  were 
all  in  use,  Miss  Bentz  would  have  been  'pleased 
to  put  on  any  record  on  one  of  the  machines  in 
the  outer  room,'  but  the  reporter  decided  to 
wait  for  a  booth.  The  incident  which  brought 
the  money  to  Miss  Bentz  occurred  after  the  re- 


porter had  been  observing  her  exceedingly 
courteous  treatment  of  customers  for  some  time 
when  a  man  came  in  and  handed  the  young  lady 
a  long  list  of  records  which  he  wanted.  Al- 
though it  was  decidedly  a  hard  nut  to  crack, 
Miss  Bentz  took  the  list  with  a  smile  and  pro- 
ceeded to  fill  the  order,  displaying  a  cheerful 
disposition  despite  the  fact  that  it  was  an  un- 
usually busy  hour  and  that  her  immediate  task 
was  frequently  interrupted  by  customers  desir- 
ing to  know  if  this  or  that  record  was  kept  in 
stock.  A  pleasant  reply  was  the  rule  in  each 
case  and  the  smile  was  always  in  evidence. 

"Finding  that  a  number  of  the  records  wanted 
were  not  in  stock,  the  clerk  expressed  sincere 
regret  and  gave  the  customer  suggestions  and 
directions  leading  to  the  purchase  of  the  missing 
numbers  in  other  stores." 


HANGS  ON  TOJTHE  PHONOGRAPH 

Judge's  Remarks  Indicate  That  Repossessions 
of  Talking  Machines  Are  Uncommon 


TONOFONE  JOBBERS  IN  NEW  YORK 


E.  H.  Wade,  manager  of  sales  for  the  Tono- 
fone  needle  made  by  the  R.  C.  Wade  Co.,  of 
Chicago,  111.,  has  appointed  Maurice  Richmond, 
Inc.,  Broadway  and  47th  street,  New  York  City, 
and  the  Eastern  Phonograph  Corp.,  100  West 
21st  street,  New  York,  distributors  to  represent 
the  Tonofone  needle  in  New  York  and  surround- 
ing territory.  These  two  jobbers  are  in  addition 
to  Robert  Clifford  and  Cabinet  and  Accessories 
Co.,  which  were  appointed  a  few  weeks  ago,  in 
accordance  with  the  policy  of  the  R.  C.  Wade 
Co.  to  push  vigorously  the  sales  of  their  needles 
through  the  East. 

E.  H.  Wade,  who  recently  visited  the  trade  in 
New  York,  states  that  the  demand  for  these 
needles  in  all  parts  of  the  country  is  very  grati- 
fying and  that  1921  promises  to  be  a  banner  year 
for  the  company. 


A  Brooklyn  judge  remarked  to  one  of 
Sonora's  officials:  "I've  been  going  over  some 
repossess  notices  and  I  observe  that  there  are 
very  few  phonograph  items  among  them.  It 
seems  that  when  goods  are  bought  on  the  in- 
stalment plan  the  purchaser  is  not  particularly 
averse  to  having  the  instalment  man  come  and 
take  this  furniture  back,  if  it  is  a  table,  chair, 
sofa  or  other  article  of  household  use.  But  when 
it  comes  to  the  phonograph  it  is  a  different  story 
and  even  though  the  other  articles  go  back  to 
the  concerns  which  sold  them,  somehow,  some- 
where, the  purchaser  manages  to  scrape  up  the 
amount  necessary  to  pay  up  the  instalments  and 
the  phonograph  hangs  on  though  everything  else 
disappears. 

"It  is  for  this  reason  that  phonograph  paper 
is  held  in  high  esteem  and  instalment  dealers  can 
raise  money  on  it  without  great  difficulty." 


HE  OWNED  FOUR  TALKING  MACHINES 

Negro  Farmer  of  Georgia  Kept  Young  Folks  at 
Home  by  Providing  Them  With  Music 


The  Howard  Stowers  Co.,  Bronx,  has  been 
incorporated  with  a  capital  of  $25,000,  to  do  a 
business  in  all  kinds  of  musical  instruments. 
The  incorporators  are  B.  Bamonte,  M.  Petrane 
and  N.  F.  Babino. 


The  fallen  price  of  cotton  seems  to  have  had 
its  effect  on  the  music  business  in  the  South  if 
we  may  believe  the  story  of  a  pawnbroker  of 
Macon,  Ga.,  who  tells  of  a  negro  farmer  who 
sought  to  pawn  four  talking  machines,  all  in- 
struments of  high  grade.  The  negro  declared 
that  he  felt  the  pinch  of  hard  times  and  would 
redeem  the  loan  as  soon  as  he  found  a  market 
for  his  cotton  crop.  When  asked  why  he  had 
bought  four  talking  machines  the  negro  said 
that  he  had  purchased  one  instrument  for  one 
of  his  girls  and  later  found  that  the  only  way 
to  keep  his  other  children  at  home  was  to  pro- 
vide each  of  them  with  a  talking  machine  of 
their  own. 


PART  SCREED  INTO 
MOTOR  SHAFT 


PATENTS  APPLIED  FOR. 


<E 

o 

a_ 

O 


O 

L— 

X 


% 

■x- 
z 

C7 


RETAIL  PRICE  $3.75 

Samples  sent  post  paid  on  receipt  of  $2.25 

LIBERAL  DISCOUNTS  TO  THE  TRADE 


Motor  and  Spring  Safety  Device 

(PATENTS  APPLIED  FOR) 

IMPOSSIBLE  TO  OVERWIND  THE  MOTOR 

When  sufficiently  wound,  the  handle  automatically  ceases 
to  wind.  Thus,  any  child  can  wind  the  talking  machine 
with  safety. 

A  Simple  Fool-Proof  Device 
— Fills  a  Long-Felt  Want — 

Can  be  attached  by  anyone  in  a  few  minutes. 

NOW  READY  FOR  VICTOR  MACHINES 

Territory  Open  to  Jobbers  and  Dealers 

PHONOGRAPH  SPECIALTIES  MFG.  CO. 

67-69  Fleet  St.  Jersey  City,  N.  J. 


The  Cheney  iMotor 
Is  the  Heart  of  the  Instrument 


Only  by  following  these  motors 
through  our  factory  can  you  realize  the 
care  and  precision  with  which  they  are 
made.  The  real  test  comes,  however,  in 
their  use.  Day  after  day,  year  after  year, 
Cheney  Motors  deliver  perfect  service. 


<Zhe 

HE 


In  these  times  when  the  buying  pub' 
he  is  more  critical  than  ever,  we  look 
toward  the  future  with  supreme  confi- 
dence.  This  confidence  is  inspired  by 
knowing  that  our  devotion  to  the  high' 
est  manufacturing  standards,  coupled 
with  the  exclusive  and  basic  principles 
of  Cheney  construction  found  in  no 
other  phonograph,  will  always  insure  to 
Cheney  dealers  the  finest  in  reproducing 
instruments. 

The  Cheney  Talking  Machine  Co. 

New  York  Chicago 


The  Cheney  costs  no  more  than  other  phonographs. 
Sells  for  $125  to  $385. 


34 


THE   TALKING   MACHINE  WORLD 


February  15,  1921 


CLEVELAND  TRADE  PREPARES  FOR  ASSOCIATION  REUNION 

Meeting  and  Banquet  Take   Place  Late  in   February — Reorganization   of   Brunswick  District 
Branch — New  Establishments  Opened  Up — Record  Artists  to  Appear  in  Concert — Other  News 


Cleveland,  O.,  February  2. — The  annual  banquet 
of  the  Talking  Machine  Dealers'  Association 
of  Northern  Ohio  will  be  the  biggest  event  of 
its  kind  ever  held  in  this  section  of  the  country. 
This  is  the  opinion  of  officials  and  entertain- 
ment   committee,    following   announcement  of 


F.  S.  Buttweiler 

tentative  plans  in  connection  with  the  annual 
meeting  of  the  organization  held  January  26. 
The  festivities  will  be  under  the  capable  direc- 
tion of  Louis  Meier,  L.  Meier  &  Sons;  C.  C. 
Lipstreu  and  Ford  Young,  the  Lakewood  Music 
Co.  The  gathering  will  take  place  late  in  Feb- 
ruary and  several  novel  features  are  on  the  pro- 
gram, all  of  which  will  be  held  in  reserve  and 


kept  secret  until  the  night  of  the  entertainment. 

Officers  of  the  organization  for  the  coming 
year  are:  President,  Grant  Smith,  Euclid  Music 
Co.;  vice-presidents,  R.  Svehla,  Svehla's  Music 
House,  and  B.  Ptak,  Ptak's  Music  House;  sec- 
retary, Ed  B.  Lyons,  Eclipse  Musical  Co.;  treas- 
urer, W.  E.  Shay,  Elyria. 

Opening  of  Spence  Music  Co. 

City  officials  and  persons  prominent  in  the 
social  life  of  Zanesville  attended  the  opening 
there  of  the  Spence  Music  Co.,  of  which  E.  O. 
Callender  is  manager.  Twelve  booths  and  equip- 
ments and  decorations  in  keeping  with  the  size 
of  the  store  have  been  installed.  An  orchestra 
and  local  talent  rendered  musical  numbers  and 
several  thousand  persons  were  present.  The 
opening  was  aided  by  George  H.  Deacon,  trav- 
eling representative  of  the  Cleveland  Talking 
Machine  Co. 

Talking  machine  interests  here  planning 
events  in  which  artists  who  make  records  would 
appear  have  had  their  plans  set  back  by  the 
burning  of  Gray's  Armory,  popular  hall  for 
these  gatherings.  City  officials  promise  speed- 
ing up  on  the  construction  of  Public  Hall,  how- 
ever, and  it  is  expected  the  latter  will  be  ready 
for  first  use  early  in  August. 

Important  Brunswick  Changes 

Developments  of  this  territory  by  the  Bruns- 
wick-Balke-Collender  Co.  is  seen  in  the  reorgani- 
zation of  the  Cleveland  district  branch  and  the 
naming  of  new  heads  of  departments  here.  F. 
S.  Buttweiler  comes  from  the  Indianapolis 
branch  as  branch  manager  here.  P.  H.  McCul- 
loch,  formerly  at  Chicago,  becomes  phonograph 
division  manager.  Both  have  had  long  experi- 
ence in  their  respective  divisions.  Mr.  Butt- 
weiler has  been  with  the  company  forty-two 
years  and  managed  eight  different  branches.  He 


is  treasurer  of  the  company's  Merit  Club,  at- 
tained in  sales  competition.  Mr.  McCulloch  is 
not  only  well  versed  in  Brunswick  activities,  but 
is  considered  an  authority  on  talking  machine 
business  developments. 

Colonial  Music  Shoppe  Opens 
Among  the  first  of  new  retail  establishments 
to  open  this  year  is  the  Colonial  Music  Shoppe, 
in  the  extreme  eastern  end  of  town.  A.  Fine- 
silver,  recently  in  other  business  and  formerly 
with  the  Hippodrome  Theatre  orchestra,  is  head 


P.  H.  McCulloch 

of  the  enterprise.  The  new  store  is  located  in  a 
growing  suburban  district  and  is  close  to  many 
industrial  esta'blishments,  including  the  National 
Lamp  Works  of  the  General  Electric  Co.  Ed  B. 
Lyons,  sales  manager,  the  Eclipse  Musical  Co., 
Victor  jobber,  assisted  Mr.  Finesilver  in  estab- 
lishing the  new  business.  A  record  for  equip- 
ment installation  was  made  by  the  Unit  Con- 


February  IS,  1921 


THE    TALKING    MACHINE  WORLD 


65 


The  Name 


has  become  synonymous 
with  DIE-CASTING 

to  America's  most  discriminating  manufacturers 

A  preference  earned  by  the  quality  of  its  goods,  its 
knowledge  of  the  business  and  the  service  rendered 
by  its  three  big  Die^Casting  Plants  at  Brooklyn, 
Toledo  and  Chicago. 


DOES 


White  Metal  and  Aluminum 
Die  Castings  —  "Do-Di"  Fin- 
ished Brass  Castings — Doehler 
Babbitt  Lined  Bronze  Back 
Bearings  —  "Do-Lite"  Babbitt 
Lined  Aluminum  Back  Bear- 
ings. 


If  you  are  thinking  of  die-castings  to  cut  the  cost  of 
manufacture,  to  eliminate  complication  or  to  speed 
production, 

Die-Casting  Headquarters  can  help  you. 


*THE_WORLD'S  LARGEST  MANUFACTURERS  OF  DIE  CASTINGS 

S.OOKLTCN.N.Y.  TOLEDO.OHIO.'  CHICAGO,  ILL. 

JBSBBt  orrises  m  all  principal  cities 


struction  Co.,  which  had  booths  and  other  ac- 
cessories in  place  in  less  than  a  week  from  the 
time  the  order  was  sent  from  this  city. 

Celebrates  Columbia  Week 

Columbia  week  was  to  be  celebrated  by  the 
Cleveland  Columbia  Graphophone  Co.  officials 
and  dealers.  About  February  1  exclusive  Co- 
lumbia artists  were  to  appear  in  concert  here, 
including  Josef  Hofmann,  Happy  Six,  Hulda 
Lashanska,  Ed  Brown  and  Kerekjarto. 

To  Install  Victrolas  in  the  Schools 

The  Cleveland  Talking  Machine  Co.  has  en- 
dorsed the  plan  of  the  Magazine  and  School 
Co-operative  Association,  which  calls  for  the 
installing  of  Victor  machines  in  all  schools  in 
the  country.  The  move  has  been  approved  by 
former  Governor  Cox,  of  Ohio,  and  President- 
elect Harding.  Irwin  Dunlap  is  head  of  the 
Association.  It  is  planned  to  create  much  up- 
lift work  through  the  use  of  talking  machines 
in  schools. 

A  Great  Achievement 

After  several  years'  effort  it  remains  for  the 
Yahrling  &  Rayner  Co.,,  Warren,  O.,  to  accom- 
plish the  hitherto  impossible,  the  recognition  of 
music  in  the  news  columns  of  daily  newspapers 
the  same  as  other  activities  are  recognized  as 
news.  This  has  been  attained  without  any  spe- 
cial event  being  put  on  at  the  store.  The  result 
is  a  one-column  story  telling  about  musicians, 
their  music  and  how  music  is  an  aid  to  more 
satisfactory  living,  with  mention  of  the  develop- 
ment of  music  through  the  talking  machine. 
Cortot  Scores  in  Recital 

Among  artists  to  be  seen  and  heard  at  close 
range  by  members  of  the  trade  here  has  been 
Alfred  Cortot,  French  pianist,  noted  alike  in 
concert  and  records.  He  was  invited  to  address 
the  salesmanship  classes  conducted  under  di- 
rection of  Miss  Grazella  Puliver,  educational 
director  of  the  Cleveland  Talking  Machine  Co- 
Some  Edison  News 

New  dress  for  an  old  method  of  attracting  con- 
sumer interest  to  new  and  large  machines  is 
being    used    by    Harry    Tucker,    the  Phono- 


graph Co.,  Edison  distributor.  Lists  of  owners 
of  small  models  have  been  prepared  with  the 
prices  paid  for  the  machines.  These  owners 
have  been  approached  with  judiciously  worded 
and  illustrated  pamphlets,  pointing  out  in  each 
individual  case  the  opportunity  to  use  their  small 
machines  as  a  partial  down-payment  on  new  and 
larger  models.  The  exact  amount  that  is  al- 
lowed on  each  machine  is  mentioned.  Imme- 
diate response  and  several  sales  followed  the 
announcement  in  the  first  few  days  of  the  plan. 

A  series  of  unusual  tone-test  concerts  by 
Cleveland  Edison  dealers  was  being  planned  for 
early  in  February.  Through  the  co-operation  of 
Phonograph  Co.  officials,  artists  were  to  be 
brought  here,  the  plan  calling  for  a  large  tone- 
test  for  every  day  during  the  week,  each  at  a 
different  dealer's  store.  Among  artists  who 
were  planning  to  come  here  was  Glenn  Ellison. 
Levy  Acquires  Phillips  Store 

A.  R.  Levy,  for  eight  years  identified  with  the 
talking  machine  industry  here,  has  acquired  the 
Joe  Phillips  store  in  East  Seventy-ninth  street 
and  will  conduct  it  as  his  own  business. 
Kennedy-Green  Co.  Expansion 

Development  of  foreign  record  business  on  a 
large  scale  is  being  planned  by  the  Kennedy- 
Green  Co.,  Okeh  record  jobber  in  northern  Ohio. 
Through  co-operation  with  the  General  Phono- 
graph Corp.  the  best  compositions  of  Europe 
will  be  procured  and  developed  under  Ameri- 
can manufacturing  skill.  The  listing  calls  for 
seventeen  foreign  languages  and  the  initial  dis- 
tribution will  include  Polish,  Italian  and  Ger- 
man records,  the  others  being  added  as  fast  as 
they  can  be  produced. 

Famous  Record  Artists  in  Concert 

Concerts  by  record-making  artists  are  getting 
to  be  the  correct  thing  in  music  here.  In  No- 
vember came  the  Eight  Famous  Victor  Artists 
and  early  in  February  will  come  Marion  Harris 
and  the  Columbia  Saxophone  Sextet  and  Yerkes' 
Novelty  Orchestra,  representative  of  Columbia 
music.  This  group  was  to  appear  at  Gray's 
Armory,  under   the   sponsorship   of  Columbia 


dealers,  including  N.  Speilman,  B.  Salzman,  M. 
Chiaken,  M.  Bernstein  and  A.  Sognick.  All  Co- 
lumbia dealers  have  been  co-operating  in  the 
sale  of  tickets.  A  similar  event  is  planned  by 
Harry  Webber,  Akron  dealer. 

Another  similar  event  was  being  planned  by 
the  Brunswick-Balke-Collender  Co.,  co-operat- 
ing with  George  S.  Dales,  Akron  dealer  in 
Brunswicks,  for  the  appearance  there  of  Theo- 
dore Karle,  exclusive  Brunswick  artist,  who  was 
to  appear  at  a  hall  there  and  later  hold  a  recep- 
tion at  the  Dales  establishment.  Autographed 
records  were  to  be  distributed.  Personal  assist- 
ance in  the  event  was  to  be  given  by  P.  H.  Mc- 
Culloch,  phonograph  division  sales  manager,  and 
Jack  Kennedy,  of  the  Cleveland  staff. 


SAPPHIRES 


IMPORTED 


BALLS 
20  c.  each 
16  c.  in  dozen  lots 
13  c.  in  hundred  lots 
12  c.  in  thousand  lots 


POINTS 
20  c.  each 
18c  in  dozen  lots 
15  c.  in  hundred  lots 
\3%  c.  in  thousand  lots 

942  MARKET  STREET 
SAN  FRANCISCO,  CAL. 


66 


THE   TALKING   MACHINE  WORLD 


February  IS,  1921 


EFFICIENT  MERCHANDISING  HELPS 


Members  of  Sales  Staff  of  Bruno  Attend  Victor 
Salesmanship  School — Harris  Tells  of  Service 
Values — Mr.  Landau  a  Recent  Visitor 


Edward  G.  Evans  and  Joseph  C.  Schlick,  of 
the  sales  staff  of  C.  Bruno  &  Son,  Inc.,  Victor 
wholesalers,  New  York  City,  attended  the  Victor 
Salesmanship  School  at  Camden,  N.  J.,  during 
the  month  of  January.  Both  Mr.  Evans  and  Mr. 
Schlick  were  enthusiastic  in  their  praise  of  the 
value  of  this  course.  Jerome  Harris,  secretary 
of  the  company,  is  energetically  promoting  the 
Bruno  policy  of  service  to  the  dealer,  and  in  this 
respect  is  enthusiastically  recommending  that 
the  dealer  take  advantage  of  every  facility  of- 
fered by  the  Victor  organization  in  efficiently 
merchandising  the  great  line  which  they  carry. 
Mr.  Harris  specifically  calls  attention  to  the 
ready  reference  labels  and  stock  record  book. 
Both  these  systems  Air.  Harris  classes  as  pro- 
viding unequaled  help  in  the  modern  efficient 
merchandising  of  Victor  products. 

Among  recent  visitors  to  Bruno  headquarters 
was  H.  Landau,  of  Wilkes-Barre,  Pa.  Mr.  Lan- 
dau's Victor  business  in  this  city  has  progressed 
remarkably,  due  to  his  intense  enthusiasm  over 
the  Victor  line  and  his  energetic  salesmanship. 
Mr.  Landau  has  conducted  a  number  of  drives 
with  exceptional  success  on  "Last  Opportunity 
Records,"  cut-out  records  in  the  Victor  list. 


Do  You  Throw  Money  Away? 

It  is  not  a  popular  pastime — but  still  it  is 
unconsciously  done  by  many  who  just  don't 
know  that  Repair  Parts  can  be  bought  for  less 

RENE  MADE  SPRINGS  AND  PARTS  LAST  LONGER 

COST  LESS 

RENE  MFG.  CO.  Montvale,  N.  J. 


CATALOG  OF  MUSICAL  MERCHANDISE 


USING  PROPER  JUDGMENT 


A  salesman  who  receives  a  sample  of  goods 
from  his  house,  and  upon  first  view  determines 
that  it  "won't  sell,"  and  places  his  judgment 
flatly  against  that  of  his  house  without  exerting 
his  best  efforts  on  a  trial,  is  giving  exhibition 
of  a  deplorable  lack  of  common  sense,  and 
offering  an  insult  to  the  intelligence  of  his  em- 
ployer. 


Buegeleisen  &  Jacobson  have  demonstrated 
their  enterprise  in  the  musical  merchandise  field 
through  the  prompt  publishing  during  the  early 
part  of  the  year  of  their  1921  catalog  of  musical 
merchandise.  This  catalog  is  said  to  be  the 
first  catalog  printed  containing  the  new  scale 
of  prices.  Although  the  prices  listed  therein  are 
the  latest,  the  policy  of  the  house  of  Buegeleisen 
&  Jacobson  to  correct  prices  to  the  date  of  in- 
voice assures  the  purchaser  of  the  advantage  of 
any  possible  further  reduction. 

The  new  catalog  consists  of  forty  pages  and 
lists  instruments  from  all  parts  of  the  world 
and  contains  the  merchandise  of  old  and  estab- 
lished standing,  such  as  Durro  violins,  Duss  band 
instruments,  Lester  accordeons  and  Stewart 
banjos. 


ments  to  be  known  as  the  Sequoia  phonographs. 
A  record-filing  device  will  also  be  manufactured. 
A.  C.  Einstein,  formerly  with  the  Manophone 
Corp.  and  also  the  Hobart  M.  Cable  Co., 
has  been  appointed  general  manager  of  the  Se- 
quoia division. 


"STICK  TO  FACTS" 


SEQUOIA  LINE  APPEARS  ON  COAST 

New  Instrument  Is  Manufactured  by  Southern 
California  Hardwood  &  Mfg.  Co. 


W.  A.  Winkler,  Dover,  O.,  has  taken  on  the 
Victor  line  of  talking  machines  and  records. 


Los  Angeles,  Cal.,  February  1. — The  Southern 
California  Hardwood  &  Mfg.  Co.,  which  has 
been  making  the  Hawthorn  phonograph  for 
some  time,  has  announced  a  new  line  of  instru- 


When  you  start  to  advertise, 

Stick  to  facts! 
Good   business    isn't    built    on  lies — 

Stick  to  facts! 
No  matter   what  you  have  to  sell! 
The  truth   is   good   enough    to  tell! 
Boost   your   goods   and  boost   them  well, 

But  stick  to  facts! 

When  tempted  to  exaggerate, 

Stick  to  facts! 
Tell  the  truth,   don't  overstate — 

Stick  to  facts! 
If  the  truth   is  not  enough, 
Something's  wrong  about  your  stuff, 
Anyway,  don't  try  to  bluff — 

Stick  to  facts! 

Makers,  merchants,  middlemen, 

Stick  to  facts! 
Pick  your  points  with  pungent  pen, 

Stick  to  facts! 
Tho  others  make  their  figures  lie, 
Boasting  of  their  values  high, 
Causing  trade  to  pass  you  by, 

You  stick  to  facts! 


BELL       HOOD      Semi-Permanent  Needle 


THE  NEEDLE  WITH  TONE  QUALITY 


THE  BELL  HOOD 


PAT.  MAY  4,  1920 


SEMI-PERMANENT  NEEDLE 

The  Sounding  Board  Beil  produces  the  best  results.  Eliminates  as  no  other 
needle  can,  all  mechanical  noises.   Tonal  effects  for  any  record. 


LOUD 


Made  by  the  Bell  Hood  Needle  Co.,  New  Haven,  Conn.,  U.  S.  A. 

IMPROVES  YOUR  PHONOGRAPH  lOO  PER  CENT 

"The  Bell  Does  It" 

Purifies  the  tone,  reduces  the  scratching  and  mechanical  sounds  to  a  minimum. 
SEMI-PERMANENT  POINT— Loud— Medium— Soft 

A  profitable  needle  for  dealers  to  sell.    More  than  2000  Dealers  are  now  selling  them  with  splendid  success.  Order 

from  the  nearest  branch. 

THE  BELL  HOOD  NEEDLE  CO. 


183  Church  St.,  New  Haven,  Conn. 


3901  Sheridan  Road 
Chicago,  111. 


PETERMAN  SALES  CO. 
Oneonta,  Alabama 


807  The  Arcade,  Cleveland 

A.  M.  BRINKLE  89  10th  St.,  South 

33  So.  16th  St.,  Philadelphia,  Pa.  Minneapolis 

Distributors  for  all  states  west  of 
Mississippi  River  and  Wisconsin 


The  Talking  Machine  World,  New  York,  February  15,  1921 


1 

i 


■ 


i 


1 


1 

i 


Announcing 

JOHN  McCORMACK 


ON 


I 


1 


1 


Records  . 

I 

We  have  great  pleasure  in  announcing  that  we  have  secured  | 
the  right  to  market  wonderful  recordings  of  the  voice  of 

JOHN  McCORMACK 


I 

1 


The    World-famous    Irish  tenor 

The  greatest  tenor  on  the  concert  stage  | 

These  recordings  were  made  in  London  for  the  International  Talking  | 
Machine  Company,  and  we  have  secured  at  great  expense  a  license  | 
to  offer  them  to  the  American  public. 

These  records  are  McCormack  himself.    No  more  need  be  said. 



Ready  about  February  20th  | 

500011 

12  in.  I  HEAR  YOU  CALLING  ME  (Marshall),  Orchestra  Accompaniment 
500051 

12  in.  CELESTE  AIDA,  (From"Aida")(Verdi),  Orchestra  Accompaniment 
$1.50  J  I 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 

25  West  45th  Street  New  York  City,  N.  Y. 


February  IS,  1921 


THE    TALKING    MACHINE  WORLD 


67 


CABLE  ADDRESS  EEO'D 
"FILASSK — PHILA." 


THE  MARK  OF 


ANYjS 


Size 
uantity 
ality 


SERVICE  AND 


LONG   DISTANCE  'PHONE 

BAKING  535 


SATISFACTION  Slight 


Phonographically  Speaking  VTy    They  Talk  For  Themselves 

IMICO  INDIA  RUBY 
MICA  DIAPHRAGMS 


INTERNATIONAL  MICA  COMPANY 


PHILADELPHIA,  PA. 
U.  S.  A. 


INTERNATIONAL  MICA  CO.,  106-110  W.  Lake  St.,  Chicago,  Illinois 


FACTORY  AND  SALES  DEPT., 
37TH  AND  BRAND YWINE  STS., 
WEST   PHILA.,  PA. 

MOORE  &  WHITESIDE 
MONTREAL,  CANADA 


FEDERAL  PHONO  SUPPLY  CO. 
3009   JENKINS  ARCADE 
PITTSBURGH,  PA. 

*" WALTER   S.  GRAY 
SAN  FRANCISCO,  CAL. 


LAKESIDE    SUPPLY  CO. 
416    SOUTH    DEARBORN  ST. 
CHICAGO,  ILLINOIS 

STEINOLA  COMPANY 
Kansas  City,  Mo. 


Write  for  "IMICO"  representation  in  your  territory— domestic  or  foreign.     Special  facilities  for  Export  Business. 

"IMICO"  and  "SERVICE"  are  SYNONYMOUS 


OUTSIDE  SALESMEN  GETTING  RESULTS  IN  LOS  ANGELES 

Talking  Machine  Houses  Going  After  Business  and  Getting  It — Educational  Plans  Discussed — 
Magnavox  on  Tour  of  the  World — Local  Association  Holds  Meeting 


Los  Angeles,  Cal.,  February  1. — Talking  machine 
business  for  the  first  month  of  the  year  has 
been  fair.  Record  sales  would  have  been  con- 
siderably larger,  of  course,  if  stocks  had  been 
more  complete — there  is  still  a  considerable 
shortage  among  the  old  standard  numbers,  and 
many  of  the  late  hits  are  soon  sold  out,  while 
records  of  the  most  famous  artists  have  been 
unobtainable  for  months.  The  engagement  of 
crews  of  outside  salesmen  has  been  inaugurated 
by  a  few  firms,  which  serves  as  a  reminder  of 
old  times  when  house-to-house  canvassing  was 
in  vogue.  With  the  increase  of  stocks  of  ma- 
chines urged  by  jobbers  and  manufacturers  on 
the  dealer  there  is  no  doubt  that  greater  efforts 
will  be  made  toward  sales  than  ever  before 
during  the  present  year,  and  many  persons  who 
have  no  thought  of  owning  a  talking  machine 
at  the  present  time  of  writing  will  find  them- 
selves proud  possessors  of  reproducing  instru- 
ments before  the  passing  of  many  moons  has 
taken  place. 

Educational  Representative  Entertained 

A  dinner  which  was  attended  by  sixty-five  per- 
sons was  given  at  Christopher's  on  January  18. 
Mrs.  Greenwood,  manager  of  the  record  depart- 
ment of  the  Wiley  B.  Allen  Co.,  presided,  and 
the  guest  of  the  evening  was  Miss  Cross,  special 
representative  of  the  educational  department  of 
the  Victor  Talking  Machine  Co.  A  majority  of 
the  record  salesmen  and  saleswomen  from  the 
various  Victor  record  departments  in  Los  An- 
geles were  present,  as  well  as  managers  and 
the  heads  of  departments.  After  a  sumptuous 
repast  Mrs.  Greenwood  made  a  neat  speech  and 
introduced  Miss  Cross,  who,  she  said,  would 
relate  some  of  the  methods  which  were  em- 
ployed in  educating  children  along  musical  lines 
through  the  Victrola.  Miss  Cross  then  gave,  a 
most  interesting  demonstration  with  charts  and 
a  school  Victrola,  which  had  been  provided  for 
the  occasion.  Then,  after  the  tables  and  chairs 
had  been  placed  on  one  side  instruction  was 
given  in  folk  dancing,  and  Miss  Cross  soon  had 
the  satisfaction  of  seeing  the  entire  company 
engaged  in  a  rousing  Danish  folk  dance.  Every- 
body declared  the  evening  a  most  delightful  and 
instructive  one  and  all  were  unanimous  in  their 
praise  of  the  charm  and  skill  shown  by  their 
fair  guest. 

Magnavox  to  Go  Around  the  World 

A  trip  around  the  world  which  will  occupy 
two  years  commenced  last  week  when  the 
twenty-eight-foot  boat  Wisdom  2  left  the  port 


of  Los  Angeles  for  the  South  Seas.  The  Mar- 
quesas, Fiji  and  Samoa  Islands  will  first  be 
visited,  and  subsequently  the  Antipodes,  Su- 
matra and  Borneo,  and  thence  to  China  and 
India.  The  voyage  is  undertaken  for  scientific 
research  work  and  included  in  the  equipment  are 
motion  picture  machines  and  a  Sonora  phono- 
graph equipped  with  a  Magnavox.  The  Sonora 
with  the  Magnavox  is  in  charge  of  G.  A.  McNeil, 
who  was  formerly  a  member  of  the  sales  force 
of  the  music  department  of  Barker  Bros.  The 
effect  of  grand  opera,  sacred  music  and  jazz 
on  the  natives  of  the  various  countries  should 
add  considerably  to  the  interest  and  results  of 
the  expedition. 

Sherman,  Clay  Manager  Visits  San  Francisco 

Charles  Ruggles,  Los  Angeles  branch  manager 
of  Sherman,  Clay  &  Co.,  Victor  distributors, 
left  last  week  for  a  visit  to  San  Francisco.  Mr. 
Ruggles  anticipates  a  wonderful  year  in  business 
and  looks  forward  to  an  increased  supply  of  rec- 
ords and  the  elimination  of  the  back  orders 
for  hundreds  of  thousands  of  records  which  he 
has  placed  with  the  factory  during  the  last  few 
months. 

Music  Trades  Association  Meets 

The  monthly  meeting  of  the  Music  Trades  As- 
sociation of  Southern  California  was  held  on 
January  12  at  Ye  Bull  Pen  Inn.  There  was  a 
large  attendance  present.  E.  A.  Geissler,  presi- 
dent, occupied  the  chair. 

Spends  Night  on  Ocean  in  Hydroplane 

Newton  Hancock,  of  the  Hancock  Music  Co., 
had  an  unpleasant  experience  recently  which 
might  have  ended  still  more  seriously.  He  was 
invited  to  attend  a  ball  at  San  Diego,  together 
with  three  other  musicians,  in  order  that  they 
might  dispense  sweet  music  to  the  dancers.  It 


was  arranged  that  they  should  be  taken  down 
the  coast  over  the  sea  in  a  Navy  hydroplane. 
Unfortunately  the  machine  developed  engine 
trouble  and  they  were  obliged  to  descend  two 
thousand  feet  to  the  ocean.  This  proved  a  dif- 
ficult task  because  it  was  dark,  but  it  was  ac- 
complished safely.  However,  in  spite  of  search 
parties  in  the  shape  of  submarine  chasers  being 
sent  out,  they  were  not  found  until  6  o'clock  next 
morning  and  were  compelled  to  spend  the  night 
baling  a  leaky  boat — seasick,  cold  and  hungry. 
Blue  Bird  Company  Speeds  Up 
Increased  production  of  Blue  Bird  phono- 
graphs, including  some  new  period  models,  is 
taking  place  at  the  factory.  General  Manager 
Fybush  recently  appointed  D.  G.  Sunderland 
as  superintendent  of  sales,  and  aggressive  sales 
plans  have  been  inaugurated  and  it  is  anticipated 
that  still  further  additions  to  the  plant  will  be 
necessary. 


A  LOWELL  STORE  THAT  IS  BUSY 


Lowell,  Mass.,  February  1. — The  Lowell  Com- 
mission House,  located  at  374  Middlesex  street, 
which  carries  the  Emerson  line  and  that  of  the 
General  Phonograph  Corp.,  has  been  having  a 
good  business  and  apparently  this  is  one  of 
those  houses  that  refuses  to  be  "downed"  by 
alleged  business  conditions.  The  manager  of  the 
talking  machine  'department  of  this  large  estab- 
lishment, which  as  a  larger  proposition  carries 
a  fine  line  of  rare  antiques,  has  been  taking  on 
a  large  stock  of  goods  in  anticipation  of  better 
days,  which  condition  is  warranted  by  present 
sales,  which  are  growing  fast. 


BUYS  THE  TRIPLETT  STORE 


The  Triplett  Phonograph  Store,  Osgood,  Ind., 
has  been  purchased  by  Dr.  Freeman,  who  is 
perfecting  plans  for  its  enlargement  and  im- 
provement. 


MAGNET  DECALCOMANIE  NAMEPLATES 

FOR  TALKING  MACHINE 
CABINETS  Eu  c 


r 


SOLD  BY 

HURTEAU.WlLLlAMS&CO>r 

MOMTREAL    OTTAWA 


Pamphlets  with  fac-simile  illus- 
trations and  prices  mailed 
on  request. 

g  SMITH-SCHIFFLIN  CO. 

149  Church  Street  New  York  City 


SOIL®  EV 


SSB®  ssr< 


68 


THE    TALKING   MACHINE  WORLD 


February  15,  1921 


G.  W.  HOPKINS  SAYS  DEPRESSION  IS  DUE  TO  PESSIMISM    COAST  FURNITURE  MEN  ORGANIZE 


General  Sales  Manager  of  Columbia  Co.,  in  a  Vigorous  Talk  on  "Business  To-day"  Before  the 
City  Club  of  Boston,  Gives  Some  Selling  Advice  Which  Is  Both  Timely  and  Needful 


In  an  address  made  by  Geo.  W.  Hopkins,  gen- 
eral sales  manager  of  the  Columbia  Grapho- 
phone  Co.,  at  the  City  Club  of  Boston  late  last 
month  he  very  pertinently  pointed  out  that  the 
period  of  "business  hesitation"  should  be 
charged  up  to  those  "bankers  and  newspapers 
who,  beginning  last  May,  spread  broadcast  that 
pessimistic  drool — 'Don't  buy;  prices  are  com- 
ing down'."  He  bearded  one  of  these  bankers 
and  forced  him  to  admit  that  "never  in  one  hun- 
dred years  has  the  country  suffered  a  panic  when 
such  crops  have  been  gathered  as  those  of  1920." 

Mr.  Hopkins'  subject  was  "Business  To-day — 
What  Are  You  Going  to  Do  About  It?"— and 
his  sallies  of  wit  and  forceful  arguments  aroused 
much  applause.  As  readers  of  The  World  know, 
Mr.  Hopkins  is  a  one  hundred  per  cent  believer 
in  newspapers  and  in  advertising,  but  he  re- 
marked when  "such  pessimistic  drool"  appeared 
in  columns  parallel  to  the  advertising  the  latter 
availed  little. 

Draws  Golf  Analogy 

He  declared  present  conditions  artificial,  when 
pessimism  prevails  without  reason,  and  likened 
the  situation  to  the  "water  hazard"  on  a  golf 
links,  when  three  players  in  a  foursome  draw  old 
balls  or  "floaters"  out  of  their  pockets,  prepar- 
ing for  a  failure,  but  the  fourth,  with  confidence, 
tees  an  absolutely  new  ball,  and  drives  over,  the 
only  winner. 

"Grit  gets"  is  his  motto,  and  his  cure  for  pre- 
vailing pessimism  is  the  breaking  of  precedents 
and  the  doing  of  the  unusual. 

Dodging  orders  has  become  a  habit,  he  as- 
serted, because  for  three  years  the  factories  have 
not  been  able  to  catch  up.  "The  pitiful  thing 
about  the  retailer,"  he  said,  "is  that  as  he  has 
gradually  withdrawn  he  has  come  to  think  him- 
self grown  to  be  a  great  man;  but  he  hasn't 
grown;  he  has  only  swelled,  and  then  last  May 
the  bubble  was  pricked."  The  Italian  fruit  ven- 
dor Mr.  Hopkins  pronounces  a  natural  sales- 
man, for  when  you  ask:  "How  much  are  half  a 
dozen  bananas?"  he  promptly  puts  them  in  a 
bag  and,  holding  them  out,  says:  "Twenty-five 
cents." 

The  speaker  stressed  the  value  of  "phrenology, 
graphology,  psychology  and  mental  analysis" 
in  determining  the  potential  value  of  a  salesman 
and  confided  to  his  auditors  that  he  does  not 
pick  a  man  with  strong  home  ties,  "for  when 
Friday  night  comes  he'll  want  to  be  traveling 
towards  his  family,  with  a  resultant  loss  of  forty- 
eight  hours  to  the  firm."  The  automobile  sales- 
man should  be  advised  not  to  demonstrate  a 
higher  speed  than  twenty  miles  an  hour  to  a 
man  with  high  cheek  bones,  "for  they  indicate 
caution  strongly  developed." 

Picking  Stenographers 

There  was  a  burst  of  laughter  when  Mr.  Hop- 
kins exclaimed:  "Lots  of  stenographers  are 
picked  for  form,"  but  when  it  died  away  he 


explained:  "I  don't  mean  what  you  think  I  mean. 
There's  a  mark  right  here  in  the  forehead  that 
tells  whether  the  girl  will  get  her  pothooks  all 
mixed  up."  As  for  graphology,  he  alleged  that 
"fifty  words  of  handwriting  will  enable  you  to 
read  even  whether  the  writer  likes  music."  He 
added  that  "there  are  ninety-two  points  on  every 
man's  face  to  tell  character,"  but  advised  that 
questioning  be  also  resorted  to,  since  he  ad- 
mitted that  sometimes  some  of  the  points  con- 
tradict others. 

Illustrating  his  recommendations  for  the  resort 
to  unusual  methods  he  declared  that  "Dodge 
Bros,  began  to  beat  the  bushes  in  May  and  were 
the  only  automobile  concern  that  came  through 
to  December  15  with  increased  sales."  He  also 
told  of  increasing  sales  of  Columbia  records  in 
one  Lawrence  store  400  per  cent  by  introducing 
a  dancing  couple  in  the  windows  with  the  sign: 
"Come  in  and  learn  the  new  dances  to  music  of 
the  Columbia  Grafonola." 

Window  Display  Work 

He  found  a  grocer  selling  crackers  at  nine 
cents  a  pound  and  remonstrated.  ("This  was 
before  the  war.")  The  grocer  explained  that  it 
was  a  window  display  to  attract  trade  and  chal- 
lenged Mr.  Hopkins  to  do  better.  The  next 
week  Mr.  Hopkins  put  the  same  article  in  the 
window  with  a  sign — eleven  cents — and  sold 
four  times  as  many.  "The  public  believed  that 
it  was  a  cut  of  four  cents — something  back  from 
the  one  coin  piece." 

In  conclusion  he  warned  against  "paper 
profits,"  and  the  looming  up  of  volume,  a  pos- 
sible 100  per  cent  profit,  pointing  out  that  the 
really  successful  man  is  the  one  who  turns  over 
his  goods  six  times  a  year,  even  though  he  gets 
only  40  per  cent.  One  of  his  final  aphorisms 
was:  "Selling  is  like  the  measles.  It  is  catching; 
but  a  lot  of  salesmen  don't  expose  themselves." 

At  the  dinner  in  Mr.  Hopkins'  honor  John  H. 
Fahey  presided,  and  F.  Warren  Kimball  paid 
tribute  to  Mr.  Hopkins'  success  while  in  the 
employ  of  the  Chase  &  Sanborn  Co.  and  in  the 
Y.  M.  C.  A.  evening  law  school.  Likewise  Nel- 
son B.  Todd,  secretary  of  the  class  of  '08,  Wil- 
liam F.  Rogers  and  George  W.  Coleman 
complimented  the  guest  of  honor  as  one  of  the 
leading  advertising  men  in  the  country. 


JOIN  REFLEXO  CO.  FORCES 

Julius  and  Nestor  Roos  to  Devote  Entire  Time 
to  Selling  of  Reflexo  Products 


The  Reflexo  Products  Co.,  New  York  City, 
producers  of  the  Reflexo  polish  for  talking  ma- 
chines and  the  Reflexo  needle,  have  added  to 
their  sales  organization  through  the  appoint- 
ment of  Julius  and  Nestor  Roos.  Both  of  the 
Messrs.  Roos  are  well  known  in  talking  ma- 
chine circles  as  men  who  do  things. 


Talking  Machine  Interests  Represented  at  Re- 
cent Convention  Held  in  Tacoma,  Wash. 


Furniture  interests  on  the  Pacific  Coast  have 
organized  in  order  to  better  the  conditions  of 
their  ■  trade.  Recently  the  Furniture  Manu- 
facturers' and  Jobbers'  Association  met  in  Ta- 
coma, Wash.,  and  agreed  upon  advertising  and 
selling  campaigns  designed  to  bring  the  in- 
dustry to  the  front.  Among  the  directors  of 
the  Association  is  W.  H.  Beharrell,  of  the 
Heywood  Bros.  &  Wakefield  Co.,  makers  of 
the  Heywood-Wakefield  phonograph.  The 
Stradivara  Phonograph  Co.  was  represented  at 
the  meeting  by  W.  S.  Klein.  It  was  decided  to 
organize  the  trade  into  units  for  each  city  and 
Mr.  Beharrell  was  chosen  vice-president  of  the 
Portland  group. 


PERIOD  MODELS  SELL  QUICKLY 

Fifth  Avenue  Sonora  Salons  Close  Phenomenal 
Business — Many  Patrons  Purchase  Several  In- 
struments at  One  Time 


An  interesting  report  was  received  recently 
from  Mrs.  Edmund  J.  Brewster,  manager  of  the 
Fifth  avenue  salons  of  the  Sonora  Phonograph 
Co.,  who  gave  the  Sonora  sales  division  an  ac- 
curate idea  of  the  unlimited  sales  possibilities 
afforded  the  Sonora  dealer  in  New  York  terri- 
tory. In  this  report  Mrs.  Brewster  stated  that 
one  customer,  a  New  York  City  broker,  pur- 
chased the  following  Sonoras:  one  $775  Sonora 
as  a  present  for  his  wife  and  one  $425  Colonial 
model  for  his  Summer  home,  and  as  gifts  for 
friends,  one  $1800  Sonora  for  a  city  home,  one 
$975  Sonora  for  a  country  house  and  four  So- 
noras, ranging  in  price  from  $215  to  $250  each, 
making  a  total  of  eight  Sonoras  for  this  one 
customer. 

A  music  lover  residing  in  Brooklyn  purchased 
three  Sonoras  at  one  time,  selecting  an  Italian 
Renaissance  model,  and  two  Nocturnes  for  his 
nieces.  A  New  York  business  man  purchased 
three  Sonoras,  selecting  a  Hepplewhite-Pem- 
brook  for  his  own  use,  and  two  Nocturnes  as 
gifts  for  the  members  of  his  family. 

The  New  Year  started  well  at  the  Fifth  ave- 
nue salons,  one  customer,  on  January  3,  taking 
only  a  half  hour  to  select  two  Sheraton  De  Luxe 
models,  one  for  himself  and  the  other  as  a  gift 
for  his  mother.  On  January  4  two  Queen  Anne 
standards  were  sold  to  a  visitor. 

Practically  all  of  these  sales  were  cash  trans- 
actions, and  Mrs.  Brewster  well  deserved  the 
congratulations  which  she  received  from  Geo. 
E.  Brightson,  president  of  the  Sonora  Phono- 
graph Co.,  and  the  members  of  the  executive 
and  sales  organization. 


There  is  nothing  in  the  world  that  will  shut 
off  instructions  from  the  house  so  quickly  as 
an  abundance  of  orders  sold  at  the  right  price. 


THE 

TOLEDO  TALKING  MACHINE  CO. 

TOLEDO,  OHIO 


WHOLESALE 


EXCLUSIVELY 


February  IS,  1921 


THE   TALKING   MACHINE  WORLD 


69 


The  Jewel  Tone  Arm  and  Reproducer  8^  inch  length 

We  have  changed  the  name  and  improved  the  product. 


EDISON 


Universal  Attachments 


VICTOR 


Every  owner  of  an  Edison 
phonograph  is  a  prospect  for 
this  attachment.  Plays  Victor 
records  with  that  superior, 
mellow  quality  of  tone  so 
characteristic  of  the  "Jewel." 

Victor  Position 

Fig.  A  shows  Jewel  Reproducer 
in  position  for  playing  Victor 
and  other  lateral  cut  records. 


Hill  and  dale  records  are  re- 
produced correctly  by  the 
"Jewel"  method.  A  demon- 
stration will  convince  you  of 
its  superior  playing  qualities. 

Edison  Position 

Fig.  B  shows  Jewel  Reproducer 
in  position  for  playing  Edison 
and  other  hill  and  dale  records. 


w 

R 
I 

T 

E 

Today 

for 

S 
A 
M 
P 
L 
E 
S 


Victrola  owners  can  now  en- 
joy the  wonderful  creations 
of  SERGEI  RACHMANI- 
NOFF, the  celebrated  Rus- 
sian pianist,  so  artistically 
reproduced  in  Edison  records. 

Edison  Position 

Fig.  C  shows  Jewel  Reproducer 
in  position  for  playing  Edison 
and  other  hill  and  dale  records. 


Equipped  with  the  "Jewel" 
mute  and  Nomika  diaphragm, 
every  note  and  every  word  is 
reproduced  in  all  its  original 
clearness  and  beauty. 

Victor  Position 

Fig.  D  shows  Jewel  Reproducer 
in  position  for  playing  Victor 
and  other  lateral  cut  records. 


Fig.  B 


Fig.  D 


Send  for  a  sample  of  our  new  Non  Taper  Tone  Arm 

Every  piece  of  apparatus  that  leaves  our  factory  is  covered  by  the  "JEWEL"  guarantee- 
SATISF ACTION  OR  MONEY  REFUNDED.    Let*s  get  acquainted  now. 

Jewel  Phonoparts  Company 


670  W.  Washington  Blvd. 


Chicago 


The  New 

JEWEL 
AUTOMATIC  STOP 

is  now  ready 


Immediate  Deliveries  on 

Tone  Arms,  Uni- 
versal Attachments, 
Automatic  Stops 


70 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


Frank  Crumit  gives  her  "60  days"  when  he  pro- 
poses to  "Rosie."  You'll  reorder  in  much  less  time 
than  that  unless  you  double  your  initial  order. 

My  Gee  Gee  (From  the  Fiji  Isle),"  a  tenor  solo  by 
Tod  Weinhold,  is  the  coupling.  A-3346. 


Columbia  Graphophone  Co 

NEW  YORK 


INDIANAPOLIS  A  BUSY  TALKING  MACHINE  NEWS  CENTER 

Hendricks  Succeeds  Rosner  as  Manager  of  Pearson's — Stewart  Pointers  to  Dealers — Artists' 
Visits  Help  Record  Sales — Leading  Jobbers  and  Dealers  Tell  of  Trade  Betterment — Other  News 


Indianapolis,  Ind.,  February  5. — T.  W.  Hen- 
dricks, former  manager  of  the  Boice  Voice  Shop 
at  Kansas  City,  Mo.,  has  succeeded  M.  C.  Ros- 
ner as  manager  of  the  talking  machine  depart- 
ment of  the  Pearson  Piano  Co.  Mr.  Rosner 
has  entered  the  trucking  and  storage  business. 
Prior  to  his  connection  with  the  Boice  Voice 
Shop  Mr.  Hendricks  was  for  several  years 
assistant  manager  of  the  wholesale  and  retail 
departments  of  the  J.  W.  Jenkins'  Sons  Music 
Co.,  of  Kansas  City.  He  is  reorganizing  the 
Pearson  Co.'s  talking  machine  department  with 
a  view  of  making  more  prominent  the  service 
features.  He  is  adopting  a  distinctive  form  of 
advertising  that  drives  home  the  idea  of  Pearson 
service. 

Miss  Frances  Coyl,  formerly  of  Wideners' 
Grafonola  Shops,  has  been  employed  as  a  sales- 
woman in  the  talking  machine  department  of 
the  Baldwin  Piano  Co.  C.  P.  Herdman,  manager 
of  the  department,  says  the  outlook  for  busi- 
ness is  much  brighter  than  it  has  been  for  many 
weeks  and  that  the  number  of  inquiries  and 
prospective  purchasers  increases  each  week.  He 
has  added  two  women  canvassers  and  two  sales- 
men to  his  outside  force  with  satisfactory  re- 
sults. 

W.  G.  Wilson,  of  Wideners'  Grafonola  Shops, 
reports  the  business  of  the  last  half  of  the 
month  to  be  much  better,  with  every  indication 
of  an  early  revival  of  normal  conditions.  He 
has  added  Dell  Masters  to  his  sales  force. 

"Our  January  business  has  been  much  better 
than  we  anticipated,  both  in  instruments  and 
Re-creations,"  says  H.  G.  Anderson,  general 
sales  manager  of  the  Kipp  Phonograph  Co.,  Edi- 
son distributors.  "Some  sections  of  our  terri- 
tory report  excellent  business,  while  in  other 
sections  business  still  is  slow.    These  conditions, 


we  believe,  depend  a  good  deal  on  the  activity 
of  the  various  dealers." 

Among  the  Indiana  Edison  dealers  who  visited 
the  Kipp  Co.'s  plant  during  the  month  were: 
G.  W.  Guthrie,  Princeton;  Mr.  Kelleher,  of  the 
Thompson  Drug  Co.,  Danville;  Mr.  Osbon,  of 
the  Osbon  Dry  Goods  Co.,  Noblesville;  William 
M.  Moore,  of  the  William  M.  Moore  Co.,  Brazil; 
Mr.  Rupert,  of  the  New  Home  Furniture  Co., 
Linton,  and  Mr.  Calvin,  of  Sadie  Calvin  &  Sons, 
Nashville. 

As  throwing  an  interesting  sidelight  on  the 
general  business  conditions,  Edgar  Eskew,  of 
the  Pathe  Shop,  reports  that  during  the  second 
week  in  January  sales  were  fewer  than  in  any 
other  week  in  the  history  of  the  shop,  while  at 
the  same  time  collections  were  the  best.  The 
last  two  weeks  of  the  month,  Mr.  Eskew  reports, 
showed  a  marked  improvement  over  the  busi- 
ness of  the  last  few  months,  and  he  anticipates 
an  early  return  to  normal. 

"The  Pathe  Actuelle  steel  needle  record  is 
meeting  with  more  and  more  favor  in  this  ter- 
ritory," says  C.  O.  Mueller,  manager  of  the 
wholesale  Pathe  department  of  the  Mooney- 
Mueller-Ward  Co.  "We  have  passed  the  ex- 
perimental stage  now  and  this  record  is  very 
hard  to  beat." 

Air.  Mueller  says  he  is  receiving  better  reports 
from  central  and  northern  Kentucky,  which  is 
in  the  tobacco  belt.  He  says  the  reports  show 
that  the  tobacco  is  being  sold  after  a  long  fight 
between  the  tobacco  raisers  and  the  tobacco 
companies.  The  consequence  of  this,  according 
to  Mr.  Mueller,  is  a  decided  improvement  in  the 
talking  machine  business,  which  for  some  time 
has  been  very  dead  in  that  territory. 

With  the  Pathe  prices  guaranteed  up  to  July 
1  the  dealers  throughout  the  Indiana  territory 


are  doing  better  business,  says  Mr.  Mueller. 
He  reports  that  the  Lamb-Zink  Furniture  Co., 
of  New  Albany,  Ind.,  has  just  taken  on  a  larger 
Pathe  contract  and  is  going  after  the  phono- 
graph business  in  a  big  way. 

Charles  Herring,  Brunswick  dealer  of  El- 
wood,  Ind.,  has  arranged  through  the  In- 
dianapolis branch  of  the  Brunswick-Balke- 
Collender  Co.  to  have  the  Isham  Jones  Or- 
chestra play  for  a  dance  at  the  Elks  Club  in 
Elwood  February  10.  Herring,  of  course,  is 
letting  the  people  of  his  town  and  county  know 
that  the  Isham  Jones  Orchestra  plays  exclusively 
for  Brunswick  records. 

Jensen  Bros.,  of  Terre  Haute,  carload  buyers 
of  Brunswick  phonographs,  entertained  at  din- 
ner W.  J.  Baker,  manager;  A.  G.  Burr,  sales 
manager,  and  W.  E.  Pierce,  all  of  the  Brunswick 
Indianapolis  branch,  and  their  wives.  After  the 
dinner  the  company  was  entertained  with  vaude- 
ville and  dancing  in  the  concert  room  of  the 
Brunswick  Shop.  Mr.  Burr  reports  the  C.  W. 
Damm  Music  Co.,  of  Brazil,  Ind.,  as  a  new  dis- 
tributor of  the  Brunswick  phonograph  and  rec- 
ords. 

The  Brunswick  dealers  of  Fort  Wayne  are 
planning  to  book  the  Isham  Jones  Orchestra  for 
a  dance  some  time  in  Februarj^. 

W.  O.  Hopkins,  of  the  Edison  Shop,  made  a 
"tie-up"  of  newspaper  advertising  and  window 
display  with  a  Rachmaninoff  concert  at  the 
Murat  Theatre  that  brought  immediate  results 
in  the  way  of  numerous  requests  from  prospects 
who  wished  to  hear  the  Edison  Rachmaninoff 
Re-creations.  Mr.  Hopkins  featured  the  affair 
in  half-page  newspaper  advertisements. 

Under  the  direction  of  Miss  Caroline  Hobson, 
head  of  the  educational  department  of  the 
Stewart  Talking  Machine  Co.,  plans  are  being 
made  for  educational  classes  to  be  held  February 
22,  23  and  24.  The  classes  are  -conducted  as  pre- 
paratory for  the  larger  sessions  at  the  Victor 
factory. 

C.  C.  Supplee,  Victor  field  representative,  has 


WE  DO  NOT  MAKE  MOTORS 


HINGES 
LID  SUPPORTS 
NEEDLE  CUPS 


But  we  can  supply  you  any  other  Phonograph  Hardware  or  Fittings 

Let  Us  Make  Your 
KNOBS 
TONE  RODS 
DOMES  OF  SILENCE 


AUTOMATIC  STOPS 
DOOR  CATCHES 
NEEDLE  RESTS 


WEBER-KNAPP  CO. 


Jamestown,  N.  Y. 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


71 


Stewart 

Talking  Machine  Company 


JOBBERS 

cft>*~  die 


returned  to  the  Indianapolis  territory  and  is  ac- 
tively engaged  in  helping  dealers  to  prepare  for 
a  big  year.  One  of  the  suggestions  which  he  is 
carrying  to  the  dealers  is  that  arrangements  be 
made  for  improved  finances. 

George  E.  Stewart,  of  the  Stewart  Talking 
Machine  Co.,  has  returned  from  a  trip  to  the 
Victor  factory. 

The  house  organ  of  the  Stewart  Co.  prints 
the  following  comparison  and  comment  on  the 
Victor  advertising  done  in  Indianapolis  news- 
papers during  December: 

"Hoping  to  reap  the  benefit  of  the  talking 
machine  harvest  which  falls  to  the  hand  of  the 
good  reapers  every  December,  dozens  of  pre- 


viously inactive  talking  machine  advertisers 
leaped  into  the  columns  of  the  Indianapolis 
newspapers  just  previous  to  the  last  holidays. 

"Figures  show  that  84,000  agate  lines  of  news- 
paper advertising  were  used  by  all  makes  in 
competition  with  Victor  in  this  locality. 

"The  total  lineage  used  by  the  Victor  Co. 
and  its  dealers  in  the  Indianapolis  papers  was 
42,000.  The  closest  approach  to  this  figure  by 
any  group  representing  a  single  line  of  musical 
instruments  totaled  22,000  lines.  The  next  mark 
was  12,950  lines,  set  by  a  group  which,  at  the 
present  time,  is  practically  out  of  the  newspapers 
altogether. 

"In  some  months  the  Victor  dealers  of  In- 
dianapolis have  used  60  per  cent  of  the  adver- 
tising space  devoted  to  phonographs  and  talk- 
ing machines  in  the  Indianapolis  papers. 

"The  fact  that  they  used  last  December  only 
33  1/3  per  cent  indicates  purely  that  other  makes 
outdid  themselves  in  strenuous  efforts  to  in- 
crease business." 

The  Vigilance  Committee  of  the  Stewart  Co. 
had  occasion  recently  to  stop  the  use  of  Victrola 
electrotypes  in  advertising  of  stencil  instru- 
ments by  dealers  in  Connersville,  Brownstown 
and  Fora,  Ind.  The  dealers  were  warned  they 
were  making  a  serious  mistake  in  using  any  of 
the  exclusive  advertising  assets  of  Victor  deal- 
ers to  promote  the  sale  of  other  machines. 

The  Victor  dealers  of  Indianapolis  have 
largely  increased  their  record  sales  by  recent 
visits  to  the  city  of  Tetrazzini,  Galli-Curci  and 
Rachmaninoff.  They  are  prepared  to  take  ad- 
vantage of  a  coming  concert  by  Toscanini  and 
his  La  Scala  Orchestra,  of  Milan.  Dealers  in 
other  cities  are  laying  plans  to  take  advantage 
of  open  dates  for  the  Eight  Famous  Victor 
Artists  who  appeared  in  Indianapolis  last  Fall. 
All  Indianapolis  Victor  dealers  report  a  marked 
increase  in  record  sales  following  these  con- 
certs. 


GIMBEL  BROS.'  BRUNSWICK  DISPLAY 


Large  Show  Window  of  New  York  Department 
Store  Devoted  to  Interests  of  Brunswick 


Good  publicity  was  recently  given  the  Bruns- 
wick phonograph  by  Gimbel  Bros.,  New  York, 
in  a  specially  designed  window  display,  as  shown 
in  the  accompanying  picture.  The  window  was 
situated  on  a  corner  and  consequently  offered 
unusual    opportunities    for    attractive  display. 


A  Recent  Brunswick  Display  at  Gimbel's 

Models  of  the  Brunswick  were  placed  in  this 
window,  one  instrument  having  the  grill  re- 
moved to  show  the  tone  amplifier,  which  is  a 
special  feature  of  the  Brunswick.  In  each  case 
the  lid  of  the  instrument  was  raised  in  order 
to  show  the  different  positions  of  the  Ultona 
reproducer  in  playing  all  makes  of  records  with- 
out extra  attachment. 

As  Gimbel  Bros.'  store  is  placed  in  the  heart 
of  New  York's  shopping  center  and  is  constantly 
surrounded  by  great  crowds,  the  Brunswick  re- 
ceived some  very  valuable  publicity. 


There  are  more  traveling  men  than  there 
are  salesmen.  Moral:  A  traveling  man  should 
aspire  to  become  a  real  salesman. 


>^M 1  m 1  jja  uujiu 1  ISA 1  jja  »m 1  g  gg  <m  >  joi  gg 1  m 1  jg  gg  gg  be  m 1  m  'jxi  ■  ju  >>u  >m  *  ua  um  w  m  vu  w  mz& 

and  the  MotfOla. 


Since  the  Brunswicke-Balke-Collender  Co., 
have  unreservedly  indorsed-  the  MOTROLA, 
all  Brunswick  distributors  carry  a  complete 
stock  of  these  electric  self-winding  instru- 
ments, hence  can  give  your  orders  immediate 
delivery. 

The  Columbia  Graphophone  Co.,  The  Stan- 
Piano  Co.,  and  other  prominent  phonograph 
manufacturers  have  also  heartily  indorsed  the 
MOTROLA  and  placed  it  with  their  dis- 
tributors, because  it  is  equally  adaptable  to  all 
makes  of  machines,  and  can  be  simply  and 
easily  attached. 

Insure  the  lives  of  your  demonstration 
phonographs  by  electrically  winding  them  to 


the  proper  tension  instead  of 
having  them  jarred  and  possi- 
bly overwound.  Then  when 
your  customers  drop  in  to  try 
the  latest  record  they  will  get  MOTROLA- 
WISE  by  actually  operating  it  themselves. 

Once  they  have  touched  the  magic  button, 
they  will  never  be  satisfied  to  go  back  to  the 
hand-cranking  process  of  old — your  $30.00 
sale  is  made,  and  at  a  handsome  profit ! 

Tie  up  with  the  National  Advertising  Cam- 
paign by  MOTROLA  window  displays  and 
store  demonstrations; — show  it  to  those  who 
are  daily  reading  about  this  marvelously  con- 
venient self-winder. 


Detroit  JONES-MOTROLA,  Inc. 

83  E.  Woodbridge  St.  29  West  35th  Street,  New  York,  N.  Y. 

ATLANTA  KANSAS  CITY,  MO, 

226^  Peachtree  St.  1104  Walnut  St. 


CHICAGO 

57  E.  Jackson  Blvd 

LOS  ANGELES 

6019  Hollywood  Blvd 


72 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


DEATH  OF  CHARLES  J.  ORTH 

Passing  of  Prominent  Talking  Machine  Jobber 
and  Music  Merchant  of  Milwaukee  Greatly 
Regretted — Widely  Recognized  as  Composer 


Milwaukee,  Wis.,  February  5. — Charles  J.  Orth, 
distributor  of  the  Puritan  phonograph  and  Puri- 
tan records  in  the  Wisconsin  and  Upper  Michi- 


Mr.  Orth  was  born  in  Milwaukee  fifty-four 
years  ago  and  made  this  city  his  lifetime  home. 
As  a  youth  he  came  into  prominence  as  a  musi- 
cian and  as  a  composer,  which,  about  twenty- 
five  years  ago,  led  to  his  entering  the  music 
trade  as  a  business.  He  continued  his  musical 
activities  and  produced  a  number  of  notable 
compositions.  "In  a  Clock  Store,"  a  descriptive 
piece,  has  gone  into  thousands  of  American 
homes  on  the  Columbia  record.  Other  noted 
compositions  are  "Draper  Hall  March"  and  "Ro- 
mance," a  symphonic  poem  which  was  placed  on 
the  program  of  the  famous  Boston  Symphony 
Orchestra. 

After  devoting  about  twenty  years  to  the  re- 
tail  piano   and   talking  machine  business  Mr. 


Orth,  five  years  ago,  entered  the  jobbing  field  as 
well,  becoming  distributor  of  the  Sonora.  About 
two  years  later  he  was  appointed  exclusive  dis- 
tributor of  the  Puritan  line  in  the  State  and 
Upper  Peninsula.  He  continued  in  the  retail 
business,  the  headquarters  being  at  504  Grand 
avenue,  Milwaukee. 

Mr.  Orth  was  prominent  in  Masonic  circles, 
having  been  a  member  of  Kilbourn  Lodge, 
Calumet  Chapter,  Ivanhoe  Commandery  and 
Wisconsin  Consistory,  32d  degree  Scottish  Rite, 
as  well  as  Tripoli  Temple  of  the  Mystic  Shrine. 
He  also  was  a  life  member  of  Garfield  Lodge, 
Knights  of  Pythias.  Funeral  services  were  con- 
ducted February  4  under  the  auspices  of  Kil- 
bourn Masonic  Lodge. 


V.  W.  MOODY  VISITS  NEW  YORK 


Popular  Victor  Wholesaler  Calls  Upon  Victor 
Trade — Makes  Interesting  Comments  Anent 
Business  Outlook  in  His  Territory 


Charles  J.  Orth 

gan  territory,  and  one  of  the  best-known  musi- 
cians and  music  merchants  of  the  Northwest, 
died  Tuesday,  February  1,  after  an  illness  of 
several  months  with  organic  trouble.  His  death 
was  a  great  shock,  for  after  a  siege  of  severe 
illness  immediately  after  the  holidays  he  was 
reported  to  be  improving  rapidly  and  expecting 
to  return  to  his  desk  within  a  short  time. 


V.  W.  Moody,  general  sales  manager  of  the 
Buffalo  Talking  Machine  Co.,  Buffalo,  N.  Y., 
Victor  wholesaler,  was  a  visitor  to  New  York 
last  week  calling  upon  his  many  friends  in  the 
trade.  While  here  Mr.  Moody  visited  the  edi- 
torial offices  of  The  World  and  gave  an  interest- 
ing account  of  general  conditions  in  Buffalo 
territory  and  his  observations  anent  the  retail 
situation  as  a  whole  were  illuminating. 

In  a  chat  with  The  World  Mr.  Moody  com- 
mented upon  the  fact  that  Victor  dealers  every- 
where are  preparing  energetic  and  aggressive 
Spring  campaigns,  which  will  undoubtedly  pro- 
duce excellent  results.  Included  in  these  cam- 
paigns are  practically  every  form  of  high-grade 
and  effective  publicity,  and  the  jobbers  are  co- 
operating with  the  dealers  in  every  possible 
way. 

Mr.  Moody  emphasized  the  fact  that  those 
dealers  who  are  going  after  business  along  effi- 
cient lines  are  reporting'  very  satisfactory  sales 
totals.  Here  and  there  a  dealer  complained  that 
January  business  was  not  up  to  his  expectations, 


but  upon  inquiry  Mr.  Moody  learned  that  this 
particular  dealer  had  not  instituted  any  definite 
sales  campaign  after  the  close  of  the  holiday 
season,  but  had  depended  upon  the  momentum 
of  Fall  and  holiday  trade  to  carry  him  through 
the  Winter  and  Spring  months.  Needless  to 
say,  he  was  disappointed  with  the  sales  figures, 
but  this  mistaken  sales  idea  is  rapidly  disap- 
pearing and  practically  in  every  instance  Mr. 
Moody  was  furnished  with  data  by  the  dealer 
which  indicated  that  Victor  representation  this 
year  will  reflect  in  every  detail  the  fame  and 
prestige  of  Victor  product. 

Commenting  upon  the  situation  in  his  own  ter- 
ritory Mr.  Moody  stated  that  there  exists  a  feel- 
ing of  optimism  and  confidence  which  is  most 
gratifying.  Victor  dealers  are  utilizing  every 
means  at  their  command  to  increase  their  sales 
totals,  and  with  the  hearty  co-operation  of  the 
Victor  factory  and  the  Victor  jobbers  the  re- 
sults for  the  first  six  weeks  of  the  new  year 
have  been  pleasing  and  satisfying. 


S.  Rinaldb,  proprietor  of  the  Rinaldo  Grafo- 
nola  Shop,  Meriden,  Conn.,  who  has  been  look- 
ing for  a  suitable  location  in  order  to  expand 
his  business,  has  announced  that  he  expects  to 
be  installed  in  a  new  building  before  the  end 
of  the  month. 


File  Your  Records  so  you  can  find  them  and  it's  easy  to  sell  them. 

This  System  pays  for  itself  by  increasing  Sales  through  better  service  and  Automatic  ordering  of  "Sold-Out"  Records 

PATENTED  RECORD  FILING  CABINETS  AND  VISIBLE  TAB  INDEXES  ARE  GUARANTEED 

Immediate  Shipments 

on  all  models  in  stand- 
ard finishes.  Light  and 
Golden  Oak,  Red  and 
Brown  Mahogany,  En- 
amels, White,  Old  Ivory 
and  French  Grey. 


SALF.S  SYSTEM  ENVELOPES 
keep  track  of  what  you  sell  and 
what  you  need — an  automatic  in- 
ventory, showing  profitable  and  slow 
sellers.  Arranged  for  upright  or 
flat  filing  and  will  fit  any  system. 


Sectional  Models  Fit  Any  Size 
Stock  and  Help  You  Grow. 


Visible  Tab  Paperoid  Index 

The  Tab  extends  in  front  of  the  record 
with  numbers  always  visible.  Used  the  same 
as  a  stock  envelope,  one  for  each  title,  leav- 
ing all  records  in  their  envelopes.  Is  used 
to  re-order  by  and  keeps  "Sold-out"  num- 
bers continually  before  you. 

Shows  quick  and  slow  sellers.  The  best 
and  simplest  "Sales  and  Ordering"  index 
ever  devised  and  rapidly  replacing  the  stock 
cover  because  of  its  many  advantages.  Fits 
any  filing  system,  shelving  or  racks.  Printed 
both  sides  for  right  or  left  hand  flat  or 
upright  filing. 


THE  OGDEN  SALES  SYSTEM  IS  EQUIVALENT  TO  AN  EXTRA  CLERK  AND  INCREASES  SALES 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


73 


Announcement 


The  Hall  Manufacturing  Co. 

Succeeds  the 

B  &  H  Fibre  Manufacturing  Co. 

The  product  hereafter 
will  be  known  as  the 


HALL  FIBRE  NEEDLE 


In  order  to  better  identify  the  needle  which  has  won 
so  great  popularity  in  the  homes  of  talking  machine 
owners  throughout  the  country,  and  for  the  protection 
of  our  dealers,  jobbers  and  ourselves  against  inferior 
substitutes,  the  B  &  H  Fibre  Mfg.  Co.  have  decided 
to  make  the  above  change  in  name. 


Office  and  Factory 


33-35  W.  Kinzie  St.,  Chicago 


74 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


piiiiiiiiiiniiiiiiiiiiiiiiiiiiin 

|  Is  Your  Sales  Service  Taken  for  Granted  or  [ 

I  DO  YOU  KnOW  It's  Ri£ht?    ■■■        ■■■    By  Frank  M.  Knowles  | 


■lllillllllllffllllllllllllllllllllllllllllllllllllll 
"Xope,  we  ain't  got  that  record."    "Nope,  I 
don't  know  when  we'll  get  any."    "Nope,  I  ain't 
able  to  tell  where  you  can  find  one." 

Tell  the  average  talking  machine  dealer  that 
one  of  his  snappy  sales  women  had  given  those 
three  answers  in  sequence  to  three  direct  ques- 
tions from  a  prospective  customer,  and  had 
then  turned  her  back  and  walked  away  to  resume 
an  interrupted  conversation  with  a  fellow  em- 
ploye, and  the  dealer  would  more  than  likely 
question  one's  veracity.  It  might  have  happened 
in  a  competitor's  store,  he'd  admit,  but  in  his 
own  store,  never. 

And  the  case  is  not  an  exceptional  one,  more's 
the  pity,  for  a  tour  of  an  even  dozen  retail  talk- 
ing machine  establishments  made  by  the  writer 
in  search  of  a  mere  eight  records  brought  forth 
the  fact  that  really  efficient  retail  sales  organi- 
zations— that  is,  efficient  in  every  detail,  regard- 
less of  whether  or  not  the  boss  happens  to  be 
about — are  surprisingly  few. 

Would  it  seem  possible  that  a  customer  with 
money  in  pocket  could  remain  standing  for  an 
average  of  five  minutes  in  each  of  three  talking 
machine  stores  before  any  inquiry  was  made  re- 
garding his  desires?  Yet  that  "happened  in  three 
out  of  twelve  stores,  twenty-five  per  cent,  to  be 
exact.  In  the  first  store — a  really  beautiful  place 
— it  was  about  luncheon  time  and  the  establish- 
ment was  apparently  in  entire  charge  of  a  young 
woman.  When  the  writer  entered  she  was  at  the 
telephone.  He  waited  quietly  on  the  theory  that 
business  was  being  transacted,  but  soon  learned 
from  hearing  snatches  of  the  conversation  that 
it  was  merely  a  social  visit  over  the  wire.  Did 
the  young  woman  acknowledge  his  presence  by 
a  smile  or  nod  of  the  head  to  indicate  politely 


!■!  !;!:MM:iM  l  1. 1 :  m  i :  i :  I  i  l  i  i !  1 1 , :  i .  M ;  M ! !  i !  i ; ,  i  l  l  I  m  1  m  1 1 1  [  i  m  !  i:i  i :  i :  i . ;  i ; : .  i : :  1 1 !  i :  ■ : ; :  ■ : . : .  i ;  i : ! ; !  i  i  i :  i : ! :  i .  i ;  i :  i  i  i  i : ! :  i  ■  i .  i !  i : ; ! ; : :  i  ■  i  l  Mhhin:!;!!,:  KMiiiiiiii  iiii'iiii'ii'iMii:!:!  i:i::.!::Li:i;!:i;.::i:i:i;i;:i;;:i:i:,:;i.i.i:i::M:  ri:  iiisimi  i.Kiii!  iijKiiJniiiH.mhi.iMUi;: -i.  i;  ii  .i.iii.. 


IIIIIIIIIUIIIIIIIIIIIIIIUIIIIDIIIIIIIIIIIIIIIIIIIIIIIIIM 
that  she  would  be  with  him  in  a  minute  or  so? 
She  did  not.  She  simply  glanced  at  him  casually 
once  or  twice  and  went  right  on  talking  to 
"Mabul."  The  exit  of  the  prospective  customer 
was  accomplished  without  interruption,  and  the 
telephoning  kept  right  on. 

On  another  day  two  or  three  sales  people  in 
a  store  were  busy  when  the  writer  entered,  but 
a  young  fellow,  apparently  a  bookkeeper,  sat 
SI 


■  Sometimes  There  Is  a  ■ 

■  Wide  Difference  Be-  Jj 
tween  the  Sort  of  Serv-  ■ 

■  ice  Planned  and  the  m 
m  Sort  That  Is  Rendered  ■ 


figuring  at  a  desk.  The  writer  stood  and  stood 
and  then  stood  some  more,  first  on  one  foot 
and  then  on  the  other.  He  made  his  nervous- 
ness quite  evident.  The  bookkeeper  glanced 
up  but  said  nothing.  Two  salesmen  could  be 
seen  in  booths  talking  to  customers,  but  neither 
one  had  even  a  smile  to  spare.  Here,  too,  the 
prospective  customer  walked  out  without  inter- 
ference. Admitting  that  the  bookkeeper  knew 
nothing  of  selling,  and  that  the  salesmen  them- 
selves were  busy,  it  would  have  been  a  simple 


matter  for  the  former  to  have  explained  the 
situation  and  asked  the  customer  to  be  seated  for 
a  moment  until  a  salesman  should  be  free.  Or 
it  would  have  been,  equally  easy  for  one  of  the 
salesmen  to  have  excused  himself  from  the 
booth  long  enough  to  explain  the  circumstances 
to  the  customer  and  make  him  feel  that  his 
business  was  wanted  even  though  there  were 
no  facilities  at  the  moment  for  taking  care  of 
it.  In  either  case,  had  the  customer  been 
forced  to  leave  without  being  served,  he  would 
have  held  no  ill  feelings.  Being  simply  neglected 
he  went  out  feeling  sore. 

In  the  third  instance  two  men  and  a  girl,  all 
apparently  salespeople,  were  in  a  booth  enjoying 
the  reading  of  what  was  apparently  a  letter  or 
circular  of  some  sort.  The  laughter  was  hearty 
and  continuous.  When  the  door  slammed  after 
the  writer's  entrance  all  three  looked  up,  gave 
him  a  glance,  and  then  went  on  enjoying  them- 
selves. The  prospective  customer  stood  there 
for  about  a  minute,  although  it  seemed  longer, 
and  then  decided  to  move  along.  As  he  opened 
the  door  one  of  the  salesmen  came  hurriedly 
out  of  the  booth  with  a  loud  "Hey,"  but  the 
customer  felt  that  he  would  do  better  making 
hay  out  where  the  sun  was  shining.  This  was 
the  most  flagrant  neglect  of  a  customer  that 
came  to  the  writer's  attention,  and  was  so 
flagrant  as  to  be  little  short  of  criminal. 

It  is  a  generally  recognized  fact  that  giving 
the  customer  what  he  wants  is  not  salesman- 
ship— it  is  simply  filling  an  order.  The  selling 
comes  with  the  presentation  and  sale  of  records 
for  which  the  customer  has  not  asked,  but  are 
of  sufficient  interest  to  him  to  warrant  their 
purchase.     One  of  the   elementals  of  talking 


MERCHANDISING  VALUE 


Style  K4— Top  40^"x22" ;  Height  35" 


Style  K5— Top  41"x22j4";  Height  35" 


$150 


Retail  Price 


LAUZON QUALITY 


$160 


The  foresighted  merchant  with  a  hand  on  the  pulse  of  public  demand  will  immediately  perceive 
the  opportuneness  of  the  above  popular  priced  consoles. 

Lauzon  quality  assures  honest  value  and  the  price  is  a  1 92 1  proposition  calculated  to  build  sales 
throughout  the  year. 

MICHIGAN  PHONOGRAPH  CO. 

Phonograph  Division,  Lauzon  Furniture  Co. 
Office,  National  City  Bank  Bldg.     Factory,  Monroe  avenue  and  6th  street 
GRAND  RAPIDS.  MICH. 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


75 


MICA 
DIAPHRAGMS 

Absolutely  Guaranteed  Perfect 
We  get  the  best  India  Mica  directly. 
We  supply  the  largest  Phonograph  Manu- 
facturers. 

Ask  for  our  quotations  and  samples  before 
placing  your  order. 

American  Mica  Works 


47  West  St. 


New  York 


machine  salesmanship  would  seem  to  be  to  call 
the  customer's  attention  to  the  new  current  re- 
leases, if  not  to  the  standard,  or  popular,  num- 
bers in  the  regular  catalog.  If  he  asks  for  a 
violin  solo,  the  logical  thing  would  seem  to  be 
to  call  his  attention  to  other  violin  solos,  to  new 
numbers  by  stringed  quartets,  etc.  In  the  face 
of  all  this,  in  four  of  twelve  stores,  although 
the  customer  received  more  or  less  prompt  at- 
tention and  was  privileged  to  read  and  study 
the  advertising  on  the  walls  and  in  the  booths, 
he  was  permitted  to  leave  after  purchasing  one 
record,  and  after  answering  in  the  negative  the 
simple  question,  "Anything  else  to-day?" 

The  fact  that  the  writer  finally  came  home 
with  twelve  instead  of  eight  records  proves  that 
he  was  in  a  receptive  mood  and  might  have  lis- 
tened to  a  suggestion  that  he  hear  one  or  two 
worth-while  records  demonstrated  for  his  bene- 
fit. 

In  another  of  the  twelve  stores  the  attention 
received  from  the  salesman  was  so  strong  as 
to  be  little  less  than  embarrassing.  He  used 
every  trick  in  the  trade,  and  then  some  more. 
He  talked  records,  records,  and  records,  from 
the  time  the  customer  passed  inside  the  door, 
and  so  anxious  was  he  to  build  up  a  sale  that 
he  hardly  took  time  to  demonstrate  records 
which  he  recommended  and  with  which  the  cus- 
tomer was  not  familiar.  The  customer  asked 
for  one  particular  record  on  his  list.  He  came 
out  with  his  head  swimming  and  with  the  re- 
quested record  and  three  more  unrequested  rec- 
ords under  his  arm,  and  on  leaving  him  at  the 
door  with  an  urgent  plea  that  he  at  least  listen 
to  "Margie,"  the  salesman  acted  as  though  in 
purchasing  only  four  records  the  customer  had 
really  wasted  his  time  and  was  altogether  rather 
unappreciative  of  the  salesman's  interest.  That 
particular  man  was  a  salesman,  but  in  his  en- 
thusiasm he  had  developed  the  fault  of  crowding 
his  customer  too  much.  When  the  writer 
wants  to  buy  some  more  records  he  is  going  to 
a  store  where  there  are  real  salesmen,  but  where 
he  will  not  be  rushed  of!  his  feet.  The  sensation 
isn't  pleasant. 

In  the  four  remaining  stores  the  service  might 
be  described  as  fully  up  to  the  standard.  In  two 
cases  this  was  due  probably  to  the  fact  that  the 
proprietor  himself  did  the  serving  and  naturally 
took  a  personal  interest  in  cultivating  the  cus- 
tomer's friendship  with  a  view  to  getting  his 
permanent  trade.  In  two  other  stores,  and  they 
were  not  big  main  street  establishments,  either, 
the  sales  people,  one  salesman  and  one  sales- 
woman, to  be  exact,  managed  to  send  the  writer 
out  with  an  extra  record  or  two  and  a  general 
feeling  of  satisfaction.  The  young  lady,  who 
apparently  was  in  direct  charge  of  the  record 
selling,  was  busy  when  the  writer  entered,  but 
stole  a  moment  from  her  first  customer  to  offer 
the  writer  the  latest  supplement  and  some  spe- 
cial literature  and  asked  him  to  be  seated  for 
just  a  moment  until  she  was  free.  She  was  so 
pleasant  about  it  that  one  seemed  almost  under 
obligation  to  stick  around  until  he  could  re- 
ceive the  desired  attention. 

This  particular  young  woman,  as  well  as  the 
young  man  in  the  next  store,  knew  records; 
not  only  those  they  handled,  but  competing 
makes,  which  made  possible  comparisons  of  re- 
cordings that  were  calculated  to  be  strongly  in 
favor  of  the  records  at  hand.  The  writer  is  addict- 
ed to  string  music  and  to  choruses,  and  when  he 
made  that  fact  evident  in  his  request  for  two  or 


three  records  they  were  offered  him  by  both 
sales  people,  not  jazzy  fox-trots,  crashing  band 
selections  or  saxophone  sobs,  but  music  of  the 
sort  he  favored.  It  made  the  selection  of  some 
extra  records  a  simple  and  pleasant  matter 
and  the  feeling  upon  leaving  the  store  was  that 
the  salesman  had  really  conferred  a  favor  by 
calling  attention  to  recordings  that  might  other- 
wise have  remained  unknown. 

It  is  to  be  taken  for  granted  that  every  talk- 
ing machine  retailer  wants  his  people  to  give 
the  sort  of  service  that  will  build  up  business 
and  win  appreciation  .and  that  he  tries  earnestly 
to  develop  'his  organization  to  that  end.  When 
he  is  in  sight  it  is  most  likely  that  the  sales 
people  "snap  to  it,"  as  it  were,  and  endeavor  to 
work  along  proper  lines.  The  test  of  the  serv- 
ice, however,  is  the  sort  that  is  rendered  when 
the  boss  is  out  of  sight  and  out  of  hearing.  If 
a  dealer  in  another  character  could  come  back 
into  his  store  as  a  customer  at  a  time  when  he 
is' supposed  to  be  absent  he  probably  would  find 
some  things  to  surprise  him.  It  is  not  always 
the  fault  of  the  salesman.    The  dealer  in  his 


talks  and  in  his  training  has  gone  at  them  from 
the  angle  of  the  employer  and  has  not  had  a 
chance  to  test  out  that  knowledge  from  the 
angle  of  the  customer.  Spying,  of  course,  is  to 
be  condemned  because  it  upsets  morale  and 
breeds  discontent,  hut  the  adoption  of  some 
friendly  method  that  will  provide  a  guide  to 
the  salesman's  methods  from-  the  customer's 
angle  should'  prove  helpful  to  both  dealer  and 
salesman. 

As  a  matter  of  fact,  one  large  concern  in  the 
West  has  engaged  a  capable  woman  whose  duty 
is  to  circulate  through  its  own  and  other 
stores  for  the  purpose  of  observing  ways  and 
means  for  improving  the  general  merchandis- 
ing and  selling  tactics  of  the  organization.  This 
plan  is  worthy  of  emulation. 


VOCALION  AGENT  IN  SALAMANCA 


A.  L.  Niles,  talking  machine  dealer  of  Sala- 
manca, N.  Y.,  has  recently  been  appointed  an 
authorized  representative  for  the  Aeolian-Vo- 
calion  line  of  phonographs  and  records. 


1 


Fletcher 
Alltones 
Needle 


Patent  Pending 


A  new  semi-permanent  needle  that  actually  plays 
ALL  TONES— LOUD,  MEDIUM  AND  SOFT— 
and  the  gradations  between,  perfectly.  Made  of 
special  steel  that  does  not  injure  the  record  as  do 
harder  substances. 

To  give  long  life  to  the  record  and  to  get  the  best 
possible  results  while  playing,  recommend 
FLETCHER  ALLTONES  NEEDLES  to  your 
customers. — They  will  appreciate  it. 

Stocking  this  one  needle  meets  every  demand  at 
a  saving  in  space  and  capital. 

Retail  price  per  card  of  four  needles  .  .  .  . 
Boxes  of  100  cards,  to  dealers  .  .  

Valuable  selling  helps  free 


25c 
$15 


Jobbers — Write  for  Territory  and  Proposition 


FLETCHER  ALLTONES 
NEEDLE  CO.,  INC. 

205  Travis  Street  San  Antonio,  Texas 

New  York  Jobber 

ANDREW  H.  DODIN,  Inc. 
28  Sixth  Avenue  New  York 


76 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


BETTER  TONE  IS  EVIDENT  IN  THE  CALIFORNIA  TRADE 

Anti-Crab  Society  Organized  to  Combat  the  Pessimists — Columbia  Co.  Branch  Settled  in  New 
Quarters — Some  Recent  Trade  Visitors — Talking  Machine  Dealers  Plan  Fancy  Dress  Ball 


San  Francisco,  Cal.,  February  1.— The  San 
Francisco  trade  is  pretty  well  satisfied  with 
January  business,  which  was  somewhat  better 
than  was  expected.  Some  concerns  report  more 
sales  this  month  than  the  same  month  a  year 
ago,  but,  taking  the  business  as  a  whole,  perhaps 
there  is  a  slight  falling  off.  A  decidedly  better 
tone  is  evident  and  the  leading  purveyors  of 
musical  merchandise  are  confident  that  the  year 
will  turn  out  all  right.  Panic  talk  is  at  a  dis- 
count and  membership  in  the  Anti-Crab  Society 
is  increasing  by  leaps  and  bounds.  Billy  Morton, 
manager  of  the  retail  talking  machine  depart- 
ment of  Sherman,  Clay  &  Co.,  is  president  of 
the  new  organization  and  he  has  been  empow- 
ered to  appoint  an  anti-gloom  committee 
whose  business  it  will  be  to  investigate  all 
cases  of  commercial  pessimism  coming  up 
before  the  society.  Believing  in  the  potency 
of  a  cheerful  philosophy  in  the  conduct  of 
business,  the  society  will  seek  to  banish  all  un- 
wholesome whimpering  from  the  ranks  of  the 
San  Francisco  talking  machine  fraternity. 
Real  grievances  will  be  accorded  serious  consid- 
eration, but  imaginary  ones  will  be  ruthlessly 
laughed  out  of  court. 

Savings  Bank  Deposits  Increase 

The  California  banks  report  a  great  increase 
in  savings  deposits  for  this  month.  There  is 
more  money  of  this  kind  on  hand  than  ever 
before,  hence  it  does  not  seem  reasonable  to 
suppose  that  the  lovers  of  music  will  not  con- 
tinue to  patronize  the  shops  with  the  usual 
readiness  when  prices  and  goods  are  satisfac- 
tory. The  hold-off  attitude  is  not  so  strong 
as  it  was.  The  percentage  of  non-employment 
in  California  is  much  lower  than  in  the  East 
and  there  is  good  cause  to  expect  a  big  revival 
in  building  the  coming  Spring.  The  housing 
problem  is  acute  in  some  sections  of  the  State 
and  new  homes  must  be  provided  for  the  people. 
Population  is  increasing  here  at  a  greater  ratio 
than  at  any  time  since  before  the  war. 

Columbia  Co.  Is  Now  in  New  Quarters 

The  San  Francisco  branch  of  the  Columbia 
Graphophone  Co.  has  at  last  got  moved  into 
the  new  building  on  Bryant,  near  Second  street. 
The  new  quarters  are  not  completed  as  yet,  and 
the  place  is  rather  upset,  but  business  is  going 
on  as  usual.  The  offices  on  the  second  floor 
are  exposed  to  a  flood  of  sunlight  and  are  most 
pleasant  in  their  -  appointments.  The  model 
shop,  for  the  benefit  of  the  Columbia  patrons, 
is  located  on  the  same  floor  as  the  offices  and 
is  indeed  a  truly  model  shop.  Meetings  of 
an  educational  character  will  be  held  periodically 
in  the  shop  and  the  dealers  will  be  invited  to 
attend.  The  company  will  also  launch  a  new 
house-to-house  canvass  campaign  very  soon 
in  order  to  co-operate  with  the  dealers  in 
stimulating  business.  Mr.  Wilcox,  the  man- 
ager, is  gratified  with  the  present  business  out- 


look and  is  naturally  pleased  with  the  new 
building,  which  offers  so  many  modern  advan- 
tages in  the  matter  of  handling  business.  The 
new  violin  records  of  Kerekjarto,  which  have 
just  arrived  on  the  Coast,  have  made  a  wonder- 
ful impression  on  those  who  have  been  privi- 
leged to  hear  them  and  it  is  a  foregone  con- 
clusion that  they  will  make  a  wide  appeal  out 
this  way  to  music-lovers.  The  recent  song  re- 
cital of  Louis  Graveure,  the  famous  baritone, 
stimulated  not  a  little  the  demand  for  his  ex- 
clusive Columbia  records. 

A.  S.  Garbett  Visits  Fresno 
A.  S.  Garbett,  formerly  editor  of  Etude  and 
the  Victor  Monthly  Supplement,  was  a  recent 
visitor  at  the  Fresno  store  of  Sherman,  Clay 
&  Co.,  and  while  there  he  gave  several  talks 
on  salesmanship  for  the  benefit  of  the  store 
force. 

Remick  Shop  Uses  Magnavox 

Ben  Adkins,  manager  of  the  Remick  Song 
Shop  on  Market  street,  has  adopted  the  Magna- 
vox as  an  auxiliary  in  his  publicity  department. 
The  latest  Remick  song  hits  are  transmitted 
to  the  passing  public  through  the  strenuous 
medium  of  the  Magnavox,  and  everybody  is 
minded  to  "stop,  look,  listen."  The  instrument 
carries  a  melody  above  the  noise  of  the  street. 
Coast  Likes  Policy  of  Victor  Co. 

O.  N.  Rothlin,  in  charge  of  the  San  Francisco 
record  division  of  the  wholesale  Victor  depart- 
ment of  Sherman,  Clay  &  Co.,  says  the  Coast 
business  is  good,  and  better  than  Eastern  busi- 
ness. Records  are  arriving  a  little  better  and 
he  hopes  to  have  sufficient  stock  to  accommo- 
date all  the  trade  in  the  near  future.  The  policy 
of  the  Victor  Co.  to  back  up  popular  record 
hits  will  mean  much  to  the  Coast  trade. 
Three  of  the  most  popular  hits  on  the 
Coast  are:  "Whispering,"  "Feather  Your  Nest" 
and  "Coral  Sea."  The  last  named  is  by  King 
Zaney  and  Herb  Brown,  both  residents  of  and 
popular  in  California. 

Brunswick  Gains  Growth  Fast 

The  San  Francisco  office  of  the  Brunswick- 
Balke-Collender  Co.  reports  fine  progress  with 
the  Brunswick  records  on  the  Pacific  Coast. 
The  demand  is  growing  fast  and  steadily  in  all 
parts  of  the  Coast  territory.  The  stock  of 
Brunswick  machines  in  San  Francisco  is  ample 
for  the  requirements  of  the  trade  at  the  present 
time,  and  during  the  holidays  there  was  no 
shortage  except  on  a  few  numbers.  Clark 
Wise,  accompanied  by  Mrs.  Wise,  will  leave 
next  week  for  a  ten-day  trip  to  Los  Angeles 
and  vicinity  on  business  and  pleasure. 
Big  Time  Promised  at  Fancy  Dress  Ball 

The  talking  machine  dealers  of  San  Fran- 
cisco are  planning  for  their  annual  fancy  dress 
ball,  to  be  held  soon,  and  it  is  the  ambition 
of  the"  association  to  put  over  something  this 
year  which  will  make  a  big  smoke.    The  trade 


Well  Rated  Deal  ers 
Can  Discount  Their 

PHONOGRAPH  INSTALLMENT 
CONTRACTS 

WITH  US 

Thereby  Turning  Their  Accounts 
INTO  WORKING  CAPITAL 


459-465  Montgomery  St. 
San  Francisco,  Cal. 


is  getting  so  blase  that  it  takes  a  sensation  to 
get  them  together  socially  these  days.  Billy 
Morton  has  his  brains  working  on  the  project. 
Batkin  Finds  January  Normal 
A.1  A.  Batkin,  of  Byron  Mauzy,  says  Janu- 
ary business  is  normal  and  that  the  people  are 
showing  a  keen  though  discriminating  interest 
in  the  best  of  offerings.  Buying  is  careful,  but 
there  is  plenty  of  buying.  Rollin  V.  Astra,  of- 
fice manager  for  Byron  Mauzy,  is  receiving- the 
congratulations  of  the  trade  upon  the  advent  in 
his  home  of  an  eight-pound  baby  daughter. 


ORDERS  SONORA  IN  UNIQUE  WAY 

Customer  of  Drug  Store  Includes  Order  for 
Nocturne  Model  in  His  Drug  List— An  Un- 
usual Method  of  Purchasing  a  Phonograph 

A  search  for  orders  recently  took  A.  C. 
Marugg,  of  the  sales  staff  of  the  Minneapolis 
Drug  Co.,  Minneapolis,  Minn.,  Sonora  distrib- 
utor, into  the  store  of  F.  J.  Warner,  at  Marietta, 
Minn.  Business  was  pretty  brisk  and  the  owner 
of  the  drug  store  and  both  of  his  clerks  were 
busy  serving  customers.  Mr.  Warner  was  attend- 
ing to  the  requirements  of  a  customer  of  ordi- 
nary appearance,  probably  a  prosperous  farmer. 
The  visitor  had  a  piece  of  rough  wrapping  paper, 
from  which  he  was  reading  with  slight  difficulty, 
the  notes  having  evidently  been  made  hastily 
with  a  soft  pencil  stub.  "One  can  Mennen's 
talcum  powder,"  he  read  from  the  list,  and  Mr. 
Warner  immediately  brought  it  down  from  the 
shelves.  "Calox  tooth  powder,"  the  customer 
continued,  reading  from  his  notes,  "a  large 
chamois,  one  Sonora  Nocturne  model,  and  let 
me  see  some  hair  brushes." 

The  proprietor  helped  the  customer  load  the 
Sonora  into  his  car  without  showing  any  un- 
usual symptoms,  but  Mr.  Marugg  hurried  to 
the  telegraph  office  to  advise  his  house  that  the 
dealers  in  his  territory  were  "selling  Sonoras 
like  packages  of  chewing-gum." 


FOUNDED  1835 


ARMSTRONG'S 

Distributors 


There  are  numerous  reasons  why  Pathe  Dealers  are  satisfied. 
Write  today  for  full  information. 

ARMSTRONG   FURNITURE  CO. 

59  and  61  North  Main  Street  Memphis,  Tenn. 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


Model    506  $295.00 


The  finest  reproducing 
phonograph  in  the  'world 


CLEAR,  resonant,  life-like  is  the  voice  of 
the  artist  or  instrument,  as  reproduced 
with  fidelity  by  the  truly  artistic  Steger. 
To  listen  to  this  wonderful  phonograph  is  to 
enjoy  all  the  thrill  and  pleasure  of  hearing  the 
iving  voice.  The  beautiful  Steger  brings  to 
the  home  all  of  the  world's  best  music  and 
plays  it  with  a  vivacity  and  realism  that  no 
other  phonograph  can  surpass. 

Its  many  exclusive  features,  the  patented 
adjustable  Steger  tone-arm,  the  scientifically- 
designed  sound  amplifying  chamber  of  even- 
grained  spruce  and  the  get-at-able  record  file 
are  eloquent  reasons  for  the  Steger's  recogni- 
tion as  the  finest  of  reproducing  phonographs. 

The  Steger  Phonograph  is  as  beautiful  in 
finish  and  design  as  it  is  charming  in  its  tone- 
reproducing  qualities.  There  is  a  variety  of 
artistic  styles  at  a  wide  range  of  attractive 
prices. 

Progressive  phonograph  merchants  have 
found  that  Steger  representation  brings  pres- 
tige and  profits. 

A  complete  plan  of  dealer  merchandising 
co-operation  adds  immeasurably  to  tha  value 
of  the  Steger  agency. 


Desirable  territory  open.    Write  for 
the  Steger  proposition  today. 

PHONOGRAPH  DIVISION 

STEGER  &  SONS  T0™ 

Steger  Building,  Chicago,  III. 


78 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


GREAT  DEMAND  FOR  RECORDS  IN  MILWAUKEE  TERRITORY 

Wholesale  and  Retail  Trade  Expanding— Dealers  and  Jobbers  Optimistic  Anent  Outlook— Death  of 
C.  J.  Orth  Regretted — Sales  Promotion  and  New  Ideas  of  Merchandising  Prominent — Other  News 


Milwaukee,  Wis.,  February  11. — A  demand  for 
talking  machine  records  that  overshadows  any- 
thing ever  experienced  in  the  local  trade  is  the 
most  conspicuous  feature  of  current  business 
conditions.  The  sales  of  instruments  are  satis- 
factory, but,  as  usual  at  this  time  of  the  year, 
the  demand  is  of  a  scattered  nature  and  dealers 
are  obliged  to  go  further  into  the  highways  and 
byways  than  at  any  other  season  to  seek  out 
willing  prospects.  While  stocks  of  instruments 
are  generally  reported  to  be  ample  to  meet  cur- 
rent requirements,  record  merchandise  is  still 
below  par,  and  it  is  a  constant  battle  for  dealers 
to  keep  an  adequate  stock  on  hand,  especially  of 
the  popular  numbers.  This  situation,  however, 
is  slowly  being  relieved. 

The  wholesale  trade  has  received  a  great  deal 
of  encouragement,  especially  in  the  last  two  or 
three  weeks,  from  the  improvement  in  orders 
from  the  -retail  trade.  For  a  number  of  weeks 
immediately  following  the  holidays  retail  requisi- 
tions were  of  rather  small  volume  and  confined 
mainly  to  "high  spot"  selections  to  fill  in  or 
round  out  stocks.  Ordinarily  the  post-holiday 
time  is  one  of  considerable  buying  to  overcome 
stock  depletion  through  holiday  shopping,  but 
conditions  unfavorable  to  broad  consumer  buy- 
ing in  November  and  December  made  this  less 
necessary  than  customary.  Still,  in  respect  to 
some  styles,  new  buying  by  retailers  was  of  a 
relatively  high  order. 

"Business  is  growing  better  every  day."'  is 
the  cheerful  report  of  Sam  W.  Goldsmith,  vice- 
president  of  the  Badger  Talking  Machine  Co., 
Victor  jobber.  "Our  retail  trade  likewise  is 
very  hopeful,  and  it  looks  as  if  the  Easter  season 
this  year  will  be  quite  important  from  a  talking 
machine  standpoint.  The  holiday  comes  much 
earlier  than  normally,  so  that  we  already  are 


beginning  to  get  some  effect  of  buying  in  antici- 
pation of  a  good  demand  at  that  time.  As  far 
as  records  are  concerned  we  have  never  had  a 
more  wonderful  business  than  that  which  we 
are  enjoying  right  now.  We  simply  can't  keep 
abreast  of  the  demand." 

The  trade  was  inexpressibly  shocked  to  learn 
of  the  death,  on  February  1,  of  Charles  J.  Orth, 
one  of  the  best-known  men  in  the  Wisconsin 
music  trade,  who  has  been  especially  prominent 
as  the  distributor  of  Puritan  phonographs  and 
Puritan  records  in  the  Wisconsin  and  Upper 
Michigan  territory.  Mr.  Orth  had  been  in  poor 
health  for  more  than  two  months,  but  his  con- 
dition was  improving  steadily  and  his  passing, 
therefore,  came  as  a  sudden  blow  to  a  vast  host 
of  friends.  A  biography  of  Mr.  Orth  will  be 
found  on  another  page  of  this  issue. 

Brunswick  instrument  and  record  business  in 
the  first  six  weeks  of  the  new  year  has  sur- 
passed that  of  the  same  period  of  1920  by  a 
comfortable  margin,  which  is  especially  gratify- 
ing in  view  of  the  fact  that,  earlier,  the  hope 
had  been  to  reach  last  year's  volume.  "That 
we  should  go  ahead  of  1920  was  beyond  our 
expectations,  still  we  feel  it  augurs  well  for 
healthy  increases  during  the  rest  of  the  year," 
said  T.  I.  Kidd,  manager  of  the  Milwaukee 
branch  of  the  Brunswick-Balke-Collender  Co., 
275-279  West  Water  street.  "We  feel  sure  this 
will  be  the  best  Brunswick  year  in  the  north- 
western territory  that  we  have  ever  known." 

The  Phonograph  Co.  of  Milwaukee,  49-51 
Oneida  street,  is  getting  excellent  results  from 
its  special  sales  campaign  in  Wisconsin  as  a 
follow-up  of  vigorous  promotion  during  the 
holiday  season. 

The  Yahr  &  Lange  Drug  Co.,  207-215  East 
Water  street,  distributor  of  the  Sonora  in  Wis- 


consin and  Northern  Michigan,  is  reaping  the 
benefit  of  an  elaborate  advertising  campaign 
carried  on  during  all  of  1920  and  being  continued 
in  even  a  broader  way  this  year.  Besides  ex- 
tensive newspaper  and  magazine  advertising  the 
Yahr  company  is  using  billboards  to  good  ad- 
vantage. This  publicity  is  regarded  as  some  of 
the  finest  and  most  striking  billboard  advertis- 
ing that  has  ever  been  done  in  this  part  of  the 
country.  The  dignity  and  elegance  of  the 
boards  are  especially  appealing  and  the  cause 
of  much  favorable  comment  to  supplement 
praise  of  the  instrument. 

According  to  H.  M.  Hahn,  sales  manager  of 
the  Paramount  phonograph  department  of  E.  R. 
Godfrey  &  Sons  Co.,  293  Milwaukee  street,  this 
Made-in-Wisconsin  instrument  and  Paramount 
records  as  well  are  establishing  some  new  rec- 
ords. The  company  handles  five  Central  States 
and  also  wholesale  talking  machine  store  equip- 
ment, accessories  and  supplies. 

The  Columbia  branch  continues  to  exert  a 
notable  sales  promotion  effort,  the  feature  of 
which  is  the  close  co-operation  given  its  dealers 
in  the  Milwaukee  and  Wisconsin  territory.  As  a 
rule  the  large  display  advertisements  give  the 
full  list  of  dealers,  which  is  highly  appreciated 
by  them  and  is  resulting  in  an  identification  of 
dealers  with  a  pioneer  and  popular  instrument 
and  records  which  is  building  up  a  most  ad- 
vantageous position  for  the'  line.  Columbia  rec- 
ord business,  as  reported  by  representative 
downtown  dealers,  is  bigger  and  better  than  it 
has  ever  been  before. 

A  striking  piece  of  Columbia  publicity  was 
done  recently  during  the  two-weeks'  engage- 
ment of  the  "Greenwich  Village  Follies"  at  the 
Davidson  Theatre.  One  afternoon  Ted  Lewis 
and  his  famous  jazz  band  appeared  at  Wald- 
heim's,  210-214  West  Water  street,  and  gave  a 
program  before  nearly  2,000  people — all  that 
could  be  crowded  into  the  big  store.  More 
than  500  had  to  be  turned  away. 

The  Kesselman-O'Driscoll  Co.,  517-519  Grand 


PHONOGRAPH  RECORD  LABELS 


Emerson 


That  will  meet  the  requirements  of  the  manufacture1 
of  Records.  Our  experience  along  this  line  assures 
you  of  the  best  of  results,  quality  as  well  as  artistic 
in  design.  We  make  record  labels  for  some  of  the 
largest  record  manufacturers. 

If  we  are  not  making  any  of  the  following  Specialties 
for  you  we  would  be  pleased  to  quote  you  as  our  ex- 
perience enables  us  to  give  you  the  desired  results. 

KEYSTONE  PRINTED-SPECIALTIES  COMPANY 

321-327  Pear  Street 
SCRANTON,  PA, 


Our  Specialties — 

Phonograph  Record 
Labels 

Gummed  Stickers  of 
large  quantities 

Trading  Stamps,  etc. 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


79 


To  Sell  a  Victrola 

as  an  ordinary  talking 
machine  is  to  belittle  its 
great  value. 

To  display  any  other 
talking  machine  alongside 
of  the  Victor  divides  the 
customer's  interest  and 
your  selling  argument  too, 
lessening  your  chances  of 
selling  either  machine. 

We  can  help  you  sell  the 
Victor. 

Write  us 

BUFFALO  TALKING 
MACHINE  CO. 

Wholesale  Victrola  Distributors 
BUFFALO,  N.  Y. 


avenue,  originally  established  as  a  small  Victor 
retailer  on  the  northwest  side,  and  now  one  of 
the  largest  general  music  stores  in  the  Middle 
West,  has  recently  effected  further  notable  ex- 
tension of  its  organization.  The  talking  machine 
division,  featuring  the  Victor  and  the  Edison, 
continues  under  the  management  of  L.  J.  Mon- 
roe, with  A.  J.  Althause  as  assistant.  This  divi- 
sion also  handles  all  record,  player  roll  and 
small  goods  sales. 

The  R.  H.  Zinke  Music  Co.,  425  Milwaukee 
street,  one  of  the  leading  East  Side  Victor  deal- 
ers in  Milwaukee,  has  experienced  a  splendid 
growth  in  the  first  nine  months  of  its  existence. 
The  business  was  established  on  May  1,  1920, 
and  under  the  efficient  administration  of  Rich- 
ard H.  Zinke,  a  veteran  Victor  man,  has  become 
one  of  the  best-known  stores  in  Milwaukee.  The 
Victor  record  department  is  particularly  a  fea- 
ture and  has  built  up  a  large  clientele. 

Miss  Julia  Wolff,  manager  of  the  talking  ma- 
chine and  record  department  of  the  Edmund 
Gram  Music-  House,  414-416  Milwaukee  street, 
has  been  introducing  some  new  ideas  in  mer- 
chandising the  Aeolian- Vocalion  and  the 
Cheney.  Miss  Wolff  is  a  firm  believer  in  keeping 
in  constant  touch  with  present  customers  and 
with  prospects  as  well.  This  not  only  has  made 
the  Gram  house  as  widely  known  as  a  talking 
machine  house  as  it  has  been  known  for  years 
as  the  home  of  the  Steinway,  but  built  up  a  very 
large  volume  of  record  business  for  the  Aeolian' 
line,  particularly  among  the  more  discriminating. 

The  Milwaukee  Better  Business  Bureau,  con- 
ducted as  part  of  the  activities  of  the  Associa- 
tion of  Commerce,  has  accomplished  splendid 
work  in  checking  what  threatened  for  a  short 
time  to  lead  to  a  flood  of  unethical  advertising, 
in  as  well  as  out  of  the  music  trade.  The  latest 
report  of  complaints  and  results  of  handling 
them  mentions  the  case  of  a  pharmacy  house 
which  advertised:  "We  have  the  largest  stock 
of  phonographs  in  the  county."  The  same 
house  was  accused  of  violating  an  agreement 
in  cutting  the  price  of  a  certain  phonograph  by 
giving  away  a  number  of  records  with  each  in- 
strument. 'When  appealed  to  the  company 
agreed  to  discontinue  such  tactics  and  to  co- 
operate with  the  Better  Business  Bureau,"  is 
the  conclusion  given  in  the  report  of  the  case. 

Oscar  H.  Morris,  secretary  and  manager  of 
the  Bureau,  is  also  serving  his  first  term  as  a 
member  of  the  State  Senate  from  the  fifth  dis- 
trict, comprising  the  highest-class  residence  dis- 
trict in  Milwaukee. 

Clarence  C.  Warner,  428  Eleventh  avenue, 
vice-president  of  the  Milwaukee  Association  of 
Music  Industries,  recently  was  featured  in  a 
special  article  in  one  of  the  local  newspapers 
as  a  veteran  Victor  dealer  who  has  been  in 
this  line  for  twenty  years. 

The  Fred  Leithold  Music  Co.,  325  Main  street, 
La  Crosse,  Wis.,  has  recently  completed  im- 
portant improvements  and  enlargements  of  its 
store,  which  make  it  one  of  the  most  expansive 
as  well  as  attractive  in  any  part  of  the  State. 
Fred  Leithold,  president  and  manager,  is  a  vice- 
president  of  the  Wisconsin  Association  of  Music 
Industries  and  an  enthusiastic  member  of  the 
National  Association.  A  feature  of  the  rebuilt 
store  is  the  talking  machine  department,  which 
represents  the  Victor  exclusively.  Eight  booths 
have  been  installed  and  the  record  library  has 
been  enlarged  to  accommodate  15,000  to  16,000 
numbers. 


CANADIAN  MUSICAL  IMPORT  DATA 

Complete  Figures  as  Published  by  Dominion 
Bureau  of  Statistics  for  November  Last 


Ottawa,  Ont.,  February  5. — During  the  month  of 
October,  1920 — the  last  month  for  which  figures 
are  available — Canada  imported  musical  instru- 
ments and  parts  to  a  total  value  of  $365,698,  of 


which  $232,394  is  credited  to  talking  machines 
and  records.  This  latter  figure,  while  consider- 
ably lower  than  that  for  October,  1919  (which 
was  $370,908,  to  be  exact)  is  $68,799  greater  than 
the  import  figure  for  September,  1920.  To  trans- 
late these  figures,  which  have  been  compiled  by 
the  Dominion  Bureau  of  Statistics  from  records 
supplied  by  the  Department  of  Customs,  into 
words,  it  is  equivalent  to  saying  that  Canada 
imported  more  talking  machines  and  parts  in 
October,  1920,  than  in  September,  1920,  and  yet, 
as  compared  with  the  imports  of  October,  1919, 
there  has  been  a  considerable  falling  off.  The 
import  figures  are  as  follows: 

Talking   Machines  and   Finished   Parts  Thereof 


Sept.        Oct.        Oct  6  Mos.  Ending  Oct. 

1920        1920         1919  1919  1920 

United    Kingdom    ..      $1,334       1,116       1.131  2.995  10.431 

United   States               $138,193    208,753    329,131  1.2S6.005  1,066.477 

Japan                                $234    1.116  1.336 

Switzerland                         $116          593       5,049  14.634  6.269 

Other   Countries    . . .        $165    20  377 

Total                             $140,042    210,462    335,314  1,301,770  1.0S4.S90 

Records  (Disc  and  Cylinder) 

Sept.        Oct.        Oct.  6  Mos.  Ending  Oct. 

1920      -1920         1919  1919  1920 

United   Kingdom    . .        $272           40         126  S99  1.52S 

United   States                 $23,281      21.S92      35.468  222,704  152.399 

Japan                            $   110  1,301 

Other   Countries    ...       $   . . .  -.  4S9 

Total   $23,553      21,932      35,594  223,713  155.717 


Personal  Service 


G.  F.  RUEZ 

Pres.  and  Treas. 

H.  A.  GOLDSMITH 

Secretary 

S.  W.  GOLDSMITH 

Vice-Pres.  and 
General  Mgr. 


The  members  of  our  company  are  always  available 
and  will  gladly  see  you  personally  or  write  you  at 
any  time  we  can  possibly  serve  you. 
Get  acquainted  with  the  Badger  brand  of  per- 
sonal service. 

Badger  Talking  Machine  Company 

Exclusive  Victor  Distributor 
135  SECOND  STREET  MILWAUKEE,  WIS. 


80 


THE    TALKING    MACHINE  WORLD 


February  IS,  1921 


New  Unico  Establishment — 0.  K.  Houck  Piano  Co.,  Memphis,  Tenn. 


CONSTRUCTIVE  SALESMANSHIP 
THE  BATTLE  CRY  FOR  1921 

This  is  a  selling  year.  Never,  in  our  history,  has  there  been  greater  need  for  Sales  Effort. 
Potential  Selling  Efficiency  is  the  keynote  of  the  Unico  System. 

Unico  Equipment  is  the  surest  guarantor  of  retail  sales  known  to  the  Talking  Machine 
Industry — 1700  successful  dealers  attest  this  fact. 

Unico  Equipment  is  a  permanent  asset  and  not  subject  to  the  usual  depreciation  of 
ordinary  store  equipment.  There  are  many  instances  of  resale  of  Unico  Equipment 
after  several  years'  use,  at  prices  higher  than  the  original  cost. 

Unico  Service  covers  every  angle  of  your  Merchandising  problem,  from  efficient 
department  layout  to  accomplished  sales,  and  is  available  to  every  Talking  Machine 
Dealer,  no  matter  where  located. 

Unico  Service  operates  with  marvelous  rapidity.  Speed — Yes,  but  not  at  the  expense 
of  quality,  efficiency  and  permanent  value. 

The  Battle  is  to  the  Strong — and  the  Quick.  Make  your  Selling  Equipment  100  per  cent 
Strong  and  do  it  Quickly. 

Wire,  write  or  phone  today  to  our  nearest  office. 
Your  problem  will  receive  immediate  expert  attention. 

Unico  Demonstrating  Rooms,  Counters,  Record  Racks  and  Decorations  are  available 
in  twelve  designs  and  standard  finish  for  immediate  shipment. 


Unico  Construction 
is  patented. 


Unico  Designs 
are  patented. 


UNIT  CONSTRUCTION  COMPANY 


NEW  YORK  Rayburn  Clark  Smith,  President  CHICAGO 

299  Madison  Ave.  58th  Street  and  Gr^s  Avenue  Willoughby 

Corner  41st  St.  PHILADELPHIA  Building 


February  IS,  1921 


THE   TALKING   MACHINE  WORLD 


81 


SOPRANO  SCORES  SUCCESS 

Miss  Cyrena  Van  Gordon,  Exclusive  Columbia 
Artiste,  Receives  Ovation  in  Role  of  "Brun- 
hilde" — Newspapers  Give  Enthusiastic  Praise 


Miss  Cyrena  Van  Gordon,  exclusive  Columbia 
artist  and  prominent  dramatic  soprano,  attained 
phenomenal  success  in  the  role  of  "Brunhilde" 
in  the  production  of  one  of  Wagner's  famous 
operas  given  recently  by  the  Chicago  Opera  Co. 
in  Chicago.  The  performance  given  by  this  re- 
nowned dramatic  soprano  was  the  subject  of 
general  praise  by  all  the  Chicago  newspapers, 
and  Columbia  dealers  took  advantage  of  her 
success  to  feature  her  records  prominently  in 
their  advertising. 

In  the  Chicago  Herald-Examiner  Miss  Van 
Gordon's  superb  rendition  of  this  difficult  role 
was  accorded  enthusiastic  praise,  the  musical 


Miss  Cyrena  Van  Gordon. 

critic  of  the  paper  stating  in  part  as  follows: 
"A  wonderful  performance!  A  great  triumph 
for  a  young  American  artist;  a  victory  for  opera 
in  English!  This  was  the  consensus  of  opinion 
after  the  'Valkyrie'  last  evening.  It  was  one  of 
the  most  brilliant  successes  of  the  season,  an 
occasion  marked  by  breathless  attention  on  the 
part  of  the  huge  audience,  which  filled  the 
Auditorium  to  its  utmost  capacity  and  then 
broke  loose  after  every  act  to  express  in  no 
uncertain  terms  of  approval  how  it  was  affected 
by  this  splendid  achievement. 

"Miss  Van  Gordon  met  the  test  easily  and 
triumphantly.  She  was  dramatically  powerful 
and  vocally  superb.  Even  her  English  was  all 
one  could  ask,  and  the  picture  she  made  as  the 
maid  in  shining  armor,  with  her  silver  shield 
and  scarlet  cloak,  will  not  soon  be  forgotten, 
especially  when  she  came  on  the  stage  leading 
her  milk-white  steed. 


Victor  Ready  Refer- 
ence Labels  make 
slow-moving  records 
speedy  sellers.  Just 
put  them  into  your 
record  rack,  Mr.  Vic- 
tor Dealer,  and  watch 
the  record  racket. 

BRUNO 


"By  what  she  accomplished  last  evening,  Miss 
Van  Gordon  takes  her  place  among  the  fore- 
most singers  of  the  day.  She  is  fulfilling  the 
late  Maestro  Campanini's  prediction:  'You  will 
one  day  be  one  of  the  greatest  dramatic  so- 
pranos of  the  age'." 


DINNER  TO  F.  C.  HOWARD 

Head  of  Company  of  That  Name  and  Members 
of  Staff  Guests  at  Testimonial  Dinner 


Syracuse,  N.  Y.,  January  31. — The  testimonial 
dinner  to  F.  C.  Howard,  head  of  the  F.  C. 
Howard  Piano  Co.,  and  members  of  his  staff, 
by  A.  D.  Ogden,  the  company's  road  man 
handling  the  Howard  account,  was  a  great  suc- 
cess in  every  particular.  The  guests  included 
Mrs.  Howard,  wife  of  the  proprietor;  Mrs. 
Ogden,  R.  O.  Ainslie,  assistant  treasurer  of  the 
Hallet  &  Davis  Co.,  who  devotes  his  attention 
to  the  Pathe  line,  and  who  came  over  from 
Boston  for  the  occasion;  E.  B.  Dryden,  travel- 
ing representative  of  the  Pathe;  E.  C.  Adams, 
the  Pathe  dealer  at  Cato,  N.  Y.,  who  started 
in  October  and  who  has  built  up  a  most  credit- 
able business;  William  Goff,  of  the  Howard 
staff,  and  Mrs.  Goff;  Miss  Louise  Howard,  Mr. 
and  Mrs.  Howard's  daughter,  and  J.  H.  Persee, 
S.  J.  Seckner,  E.  N.  LaRose,  Florence  Souders 
and  Morris  Souders,  all  members  of  Mr.  How- 
ard's staff. 

Mr.  Ogden  was  toastmaster,  and  there  were 
interesting  talks  by  Mr.  Howard,  Mr.  Dryden, 
Mr.  Adams  and  Mr.  Ainslie.  The  latter,  in 
recognition  of  the  excellent  upbuilding  of  the 
Pathe  business  in  this  territory,  presented  Mr. 
Ogden  with  a  Pathe  Actuelle,  the  gift  coming 
from  the  Hallet  &  Davis  Co. 


W.  S.  GRAY  CO.  ANNUAL  MEETING 

John  L.  McNab,  Prominent  Attorney,  Now  One 
of  Directors  of  San  Francisco  House 


San  Francisco,  Cal.,  January  27. — The  stock- 
holders of  the  Walter  S.  Gray  Co.  held  their 
first  annual  meeting  at  the  offices  of  the  com- 
pany, 942  Market  street,  January  25,  at  which 
time  the  first  dividend  checks  were  distributed, 
the  corporation  having  been  in  existence  just 
one  year.  The  president  submitted  a  state- 
ment of  condition  and  report  on  business  for 
the  year  and  stated  that,  while  he  was  fairly 
well  satisfied  with  the  volume  of  business  and 
profits  for  1920,  he  was  of  the  'belief  that  1921 
would  see  both  largely  increased. 

Only  one  change  was  made  in  the  Board  of 
Directors  and  Mr.  Gray,  the  president,  believes 
he  has  greatly  strengthened  the  board  by  the 
addition  of  John  L,.  McNab,  a  prominent  at- 
torney of  San  Francisco,  as  he  is  a  man  of 
large  affairs  and  very  well  and  favorably  known 
throughout  the  Pacific  Coast.  The  new  Board 
of  Directors  consists  of  Walter  S.  Gray,  John 
L.  McNab,  Robert  G.  Gray,  G.  Victor  Strain 
and  A.  M.  Gray. 

The  officers  elected  are:  Walter  S.  Gray, 
president;  Robert  G.  Gray,  vice-president;  M. 
F.  Olson,  secretary,  and  A.  M.  Gray,  treasurer. 


BUY  MINNEAPOLIS  DRY  GOODS  CO. 


w. 


C.  Whitney  and  W.  S.  MacGregor  Now  in 
Complete  Control  of  Large  Concern 


Minneapolis,  Minn.,  February  5. — W.  C.  Whit- 
ney and  W.  S.  MacGregor,  who  have  for  some 
time  managed  the  affairs  of  the  Minneapolis 
Dry  Goods  Co.,  have  purchased  the  company 
and  will  change  the  name  to  the  Whitney-Mac- 
Gregor  Co.  The  new  owners  have  announced 
that  there  will  be  no  change  in  the  established 
merchandising  policies  of  the  company.  Plans 
for  bigger  business,  however,  are  under  way  and 
improvements  to  the  store  arrangement  and 
equipment  are  now  being  carried  out. 


The  man  who  can  do  things,  and  do  them 
right  without  being  continually  instructed,  is 
the  man  who  is  appreciated  in  business. 


25c+25c+25c,  etc. 
means  good  profits! 

17  VERY  sale  of  Sonora 
1  needles  rings  up  at  least 
a  quarter  in  the  cash  register. 
And  it  is  the  easiest  thing 
imaginable  to  sell  these 
needles,  just  call  your  cus- 
tomers attention  to  them! 


THE  INSTRUMENT  OF  QUALITY 

onor, 

CLEAR    AS   A  BELL 


Semi-Permanent 


NEEDLES 


deserve  to  be  placed  in  the 
best  position  on  your  coun- 
ters. They  give  unequaled 
satisfaction  in  service  and 
bring  buyers  back  to  your 
store  again  and  again  for 
more. 

Because  of  their  superior 
quality  these  needles  are 
preferred    by    the  public. 

Send  in  your  order  today  if 
your  stock  is  incomplete. 

Loud  —  Me  d  ium  —  Soft 
25c.  per  card  of  5 

(40c.  in  Canada) 

Sonora  $fjonograprj 
Companp,  3lnc. 

GEORGE  E.  BRIGHTSON,  President 
279  Broadway  NEW  YORK 

Canadian  Distributors 
I.  Montagnes  &  Co. 
Toronto 


f*  A  ITTT  AUTI  Beware  of  similarly 
1    A1J    I    I  I  J  N  '   constructed  needles 

«  v  *  Avrii.  of  inferior  qualily. 


82 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


BUFFALO  SEEKS  LAW  AGAINST  MISLEADING  ADVERTISING 

Chamber  of  Commerce  Back  of  This  Movement — W.  D.  Andrews  Purchases — Wallace  New  Co- 
lumbia Dealer — V.  W.  Moody  on  Trip — Rice  Store  Destroyed  by  Fire — News  of  Month 


Buffalo,  N.  Y.,  February  2. — Legislation  which 
would  make  it  an  actionable  offense  for  a  con- 
cern dealing  in  musical  instruments  to  publish 
misleading  advertising,  which  gives  the  customer 
an  enlarged  impression  of  what  he  is  getting 
for  his  money,  is  now  being  sought  by  the  music 
trades  group  of  the  Buffalo  Chamber  of  Com- 
merce. The  group  is  now  working  on  a  cam- 
paign for  such  a  law,  and  is  seeking  to  enlist 
the  aid  of  the  whole  Chamber. 

This  comes  as  the  result  of  certain  advertise- 
ments of  talking  machines  ' which  have  come  to 
the  notice  of  the  group.  Samples  of  the  adver- 
tisements were  displayed  at  a  recent  meeting  of 
the  music  men,  and  after  giving  them  careful 
consideration  it  was  decided  that  some  of  them 
were  misleading  and  deceptive.  In  these  alleged 
deceptive  ads,  it  was  held,  the  customer  was 
given  the  impression  that  he  was  getting  more 
equipment  at  the  price  named  than  was  really 
the  case.  And  so  the  music  trades  group  is 
now  working'for  a  law  which  will  make  mis- 
leading advertising  a  punishable  offense. 

Announcement  that  he  had  purchased  the  in- 
terest of  W.  D.  Andrews,  his  senior  partner, 
was  made  February  2  by  Curtis  N.  Andrews, 
of  the  firm  of  W.  D.  &  C.  N.  Andrews,  the 
prominent  Victor  wholesalers.  W.  D.  Andrews 
will  look  after  interests  which  he  has  in  Syra- 
cuse.   This  matter  is  referred  to  elsewhere. 

A  serious  fire  in  the  business  section  of  the 
city  occurred  on  January  17,  originating  in  the 
talking  machine  store  of  Herman  Rite.  The 
building  burned  to  the  ground  and  several  ad- 
joining buildings  were  destroyed  before  the  fire 
was  gotten  under  control. 

V.  W.  Moody,  of  the  Buffalo  Talking  Ma- 
chine Co.,  finds  that  dealers  throughout  his  ter- 
ritory are  maintaining  a  good  level  of  sales  and 
he    expects    them    to    increase    steadily.  Mr. 


Moody  recently  made  a  trip  to  New  York  and 
called  on  his  friends  in  the  trade  there. 

Much  interest  in  the  new  foreign  language 
Okeh  records  is  reported  by  the  Iroquois  Sales 
Corp.  This  city  has  a  large  Polish  population 
which  should  purchase  many  of  the  records  in 
their  own  language. 

Charles  Hoffman,  Sonora  and  Brunswick 
dealer,  had  a  narrow  escape  from  serious  in- 
jury recently.  He  was  driving  his  auto  in  Dela- 
ware avenue  and  swerved  sharply  to  avoid  hit- 
ting another  car.  His  car  brought  up  against 
the  curb,  smashing  two  wheels.  But  outside  of 
a  shaking  up,  Mr.  Hoffman  was  uninjured. 

A  number  of  dealers  in  this  district  were  call- 
ers at  the  Columbia  Buffalo  branch  office. 
Among  them  were  Frederick  Jenss,  of  Jenss 
Bros.,  Lockport;  H.  S.  Miller,  of  Avon,  and 
Robert  Mann,  of  Warsaw. 

E.  L.  Wallace  is  the  new  Columbia  representa- 
tive in  Rochester.  He  takes  the  place  of  D.  A. 
Little,  who  has  taken  charge  of  the  Palace 
Music  Shop  there.  Through  Mr.  Little,  Marion 
Harris  and  the  Columbia  Saxophone  Sextet  will 
appear  at  Rochester  February  11,  playing  at  a 
concert  and  for  a  dance  there.  The  .artists  will 
also  come  to  Buffalo  and  Niagara  Falls.  Ar- 
rangements are  being  made  for  a  concert  in 
this  city. 

W.  P.  Duffy,  merchandise  supervisor  at  the 
Columbia  branch  office  here,  and  formerly  in 
the  dealers'  service  department  at  the  Phila- 
delphia office,  became  a  benedict  last  month. 
The  bride  was  Miss  Martha  Hurlock,  of  Phila- 
delphia. 

N.  A.  Taber,  manager  of  the  local  Pathe  of- 
fice, reports  that  business  is  going  very  well 
with  him.  Many  sales  are  being  made  by  Pathe 
dealers  and  a  number  of  new  agencies  estab- 
lished.    Among   the    new    Pathe    dealers  are 


Robert  E.  Schwalb,  of  285  Genesee  street,  and 
Gerald  Arndt,  of  Town  Line. 

Charles  Markham,  local  manager  for  the 
Brunswick  phonograph,  has  just  returned  from  a 
trip  through  his  territory,  and  reports  that  he 
finds  business  is  good.  Among  the  cities  visited 
by  Mr.  Markham  in  the  course  of  his  trip  were 
Syracuse  and  Utica. 


ODD  SITUATION  IN  NEW  ZEALAND 

Country  Has  Plenty  of  Money  but  Needs 
Credit — Condition  Arises  Because  of  Hold-up 
in  Gold  Exportation — Bonds  for  Imports 


American  exporters  to  New  Zealand  are  ad- 
vised by  Consul-General  Winslow,  at  Auckland, 
to  meet  in  a  generous  way  the  economic  situa- 
tion which  has  developed  there.  He  explains 
that  there  are  plenty  of  good,  conservative,  re- 
liable business  houses  to  whom,  it  would  seem, 
a  reasonable  amount  of  credit  can  be  safely  ex- 
tended, and  with  profit.  It  is  suggested,  in 
view  of  the  prohibition  on  the  exportation  of 
gold,  that  American  business  houses  take  in 
payment,  or  as  security  for  payment  of  imports, 
bonds  and  Government  debentures. 

Money  is  plentiful  in  the  dominion,  the  banks 
really  holding  more  than  can  be  put  to  good 
use,  but  there  is  difficulty  in  establishing  credits 
in  London  and  New  York,  because  gold  cannot 
be  exported.  The  trade  balance  has  steadily 
gone  against  the  country  since  the  beginning 
of  1920,  and  toward  the  end  of  the  year  the 
banks  announced  that  they  would  discourage 
the  importation  of  non-essentials,  such  as  motor 
cars,  high-priced  millinery,  jewelry,  confection- 
ery, etc.,  and  would  not  finance  such  importa- 
tions unless  exceptionally  good  reasons  existed 
for  them  at  the  time.  Though  this  policy  was 
exceedingly  embarrassing  for  both  bankers  and 
importers,  its  adoption  seemed  essential,  in  view 
of  the  necessity  of  allaying  possible  panic  as  a 
result  of  the  most  trying  period  experienced  in 
the  dominion  since  the  beginning  of  the  war. 


The  Brooks  Automatic 

is  justly  termed  The  Wonder 
Instrument.    It  has  all  the  good 


DEALERS 

There  are  some  com- 
munities where  the 
BROOKS  is  not  rep- 
resented effectively  as 
yet.  Write  us  at  once 
regarding  your  terri- 
tory. We  are  planning 
a  sales  campaign  of 
wide  scope  this  year 
and  large  distributors 
and  dealers  will  find 
the  acquisition  of  the 
BROOKS  line  a  big 
factor  for  business 
volume  during  1921. 


THE  REPEATING  DEVICE 

The  Brooks  Automatic  Repeating  and  Stop 
Device  is  an  exclusive  Brooks  feature.  It  gives 
this  phonograph  a  broader  scope  than  any 
other  make  and  requires  no  attention  beyond 
setting  the  needle  and  turning  a  little  knob. 
It  is  to  the  phonograph  what  the  self  starter 
was  to  the  automobile. 


style  is 
with  th 
device. 


Repeating  Phonograph 

qualities  of  other  high  grade 
makes,  but  is  completely  put  in 
a  class  by  itself  by  virtue  of 
the  inbuilt  Repeating  Device, 
which  enables 
the  operator 
to  play  any 
make  of 
record,  any 
desired  num- 
ber of  times. 

Shown  are  three 
Brooks  models  of 
different  sizes,  all 
beautifully  carved 
and  finished.  Each 
identically  equipped 
e  repeating  and  stop 


The 
Wonder 
Instruments 


Automatic  Repeating 

Phonographs 

ROOKS  MANUFACTURING  COMPANY,  SAGINAW,  MICH. 


The  Talking  Machine  World,  Nezv  York,  February  15,  1921 


The  SPHINX  MOTOR 


Ref-.  U.  S.  Pal.  Off. 

The  Standard  By 
Which  All  Phono- 
graph Motors 
Are  Judged  and 
Valued. 


QUALITY  plays  an  important  role  today  in  successfully 
marketing  a  phonograph — whether  building  up  a  clientele 
for  a  new  product,  or  extending  distribution  on  one  well 
established.  The  first  requisite  quality  feature  of  any  good 
instrument  is  its  motor. 

THE  Sphinx  Motor  possesses  advantages  that  can  instantly 
be  appreciated  on  sight  and  demonstration.  It  concentrates 
on  quality.  It  instills  confidence,  tears  down  sales  resistance 
and  makes  the  entire  phonograph  more  quickly  salable — by 
offering  an  effective  sales  "approach." 

BACKED  by  the  resources  and  reputation  of  an  organiza- 
tion responsible  for  many  institutional  developments  in  the 
phonograph  field,  the  Sphinx  Motor  should  receive  a  promi- 
nent place  in  your  phonograph  sales  efforts  for  the  ensuing 
year. 

SPHINX  GRAMOPHONE  MOTORS,  Inc. 

512  FIFTH  AVENUE,  NEW  YORK 


Concentrates  on  Quality 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


83 


Repossessions 

are  now  stacking  high  in  warerooms.  What 
are  you  going  to  do  with  those  YOU  have? 
KNOCK  OFF  $50.00  to  $100.00? 

Don't  Do  It ! 

Buy  a  few  dollars'  worth  of  LESLEY'S 
PATCHING  VARNISH  and  other  needed 
finisher's  supplies  and  make  them  look  bet- 
ter than  new  at  an  average  cost  of  $3.50 
each :  THEN  MAKE  THE  PROFIT  YOU 
SHOULD  HAVE. 

LESLEY'S  FINISHER'S  SUPPLIES  are 
the  best  possible  and  are  sold  on  a  MONEY 
BACK  GUARANTEE.  Write  a  letter  to- 
day and  tell  us  how  much  trouble  you  have 
and  we  will  tell  you  how  little  it  will  cost 
you  for  the  stuff  to  FIX  'EM  UP. 


Lesley's  Chemical  Co. 

10  S.  New  Jersey  St. 
Indianapolis,  Ind. 


WALTER  SCANLAN  SCORES  A  HIT 

Popular  Irish  Tenor  Attains  Success  in  "Hearts 
of  Erin" — Emerson  Records  in  Active  Demand 


The  Emerson  Phonograph  Co.,  New  York,  has 
received  interesting  reports  from  Pittsburgh  in 
connection  with  the  appearance  of  Walter 
Scanlan,  the  popular  Irish  tenor,  in  the  musical 
comedy  "Hearts  of  Erin."  Mr.  Scanlan  has 
scored  a  phenomenal  success  in  this  musical 


Walter  Scanlan 
play,  and  according  to  the  present  schedule 
"Hearts  of  Erin"  will  probably  open  in  New 
York  during  April.  Emerson  dealers  in  Pitts- 
burgh have  taken  advantage  of  Mr.  Scanlan's 
appearance  in  their  city  to  feature  his  records 
to  excellent  advantage.  The  Emerson  records 
of  the  two  hits  in  this  show,  "Nora"  and  "On 
Sweetheart  Shore,"  have  met  with  an  active  de- 
mand, particularly  as  these  records  reflect  in 
every  detail  Mr.  Scanlan's  superb  voice. 

BYRON  DA VEGA  FORSTER  ARRIVES 

Almost  simultaneously  with  the  advent  of  the 
new  year  arrived  Byron  Davega  Forster.  B.  R. 
Forster,  president  of  the  Brilliantone  Steel 
Needle  Co.,  is  the  proud  father  and  is  enthusi- 
astically telling  his  many  friends  in  the  trade 
of  the  Brilliantone  of  the  youngster's  cries.  Mrs. 
B.  R.  Forster,  it  will  be  remembered,  is  the 
daughter  of  I.  Davega  and  sister  of  Abram  Da- 
vega, president  and  vice-president,  respectively, 
of  the  Knickerbocker  Talking  Machine  Co.  B. 
D.  Forster  is  the  first  male  arrival  in  the  Forster 
family  and  has  two  older  sisters. 

Dave  Roth,  proprietor  of  Roth's  Music  Store, 
186  South  High  street,  Columbus,  O.,  has  taken 
on  the  Okeh  line  of  records.  He  is  also  add- 
ing six  demonstration  booths  for  the  hearing 
of  these  records. 


NEW  BUILDING  FOR  LANDAU'S 


Victor  Dealers  of  Wilkes-Barre,  Pa.,  Purchase 
$130,000  Property  to  House  Business 


Wilkes-Barre,  Pa.,  February  3. — Landau's,  Vic- 
tor retailers  of  this  city  and  Hazleton,  Pa., 
have  recently  purchased  the  large  Hurwitz  Build- 
ing at  34  South  Main  street.  This  deal  is  said 
to  be  one  of  the  most  important  real  estate 
transactions  in  this  city  of  recent  years,  the  con- 
sideration being  quoted  at  $130,000.  After  exten- 
sive alterations  and  improvements  have  been 
made,  Landau's  will  take  possession  of  the  build- 
ing and  will  have  one  of  the  largest  and  best 
equipped  music  houses  in  this  section  of  the 
State. 

The  new  building  runs  225  feet  deep  and  has 
three  floors  with  large  display  windows  facing 
on  Main  street.  In  the  rear  of  the  building  is 
an  alley  which  will  provide  excellent  facilities 
for  the  expeditious  receiving  and  shipping  of 
merchandise.  It  is  planned  to  have  thirty  dem- 
onstration rooms  installed  in  the  Victor  depart- 


ment, which  will  place  this  department  among 
the  largest  in  the  Keystone  State.  With  the 
acquisition  of  the  new  building  it  is  planned  to 
open  a  piano  department.  Five  well-known  makes 
will  be  carried.  Ample  space  will  also  be  de- 
voted to  player  roll  and  sheet  music  depart- 
ments. 

Landau's  is  one  of  the  oldest  music  houses 
in  the  city.  Under  the  able  direction  of  Hyman 
Landau  and  Harry  Michlosky,  the  affairs  of  this 
firm  have  met  with  continued  success  and  the 
business  has  grown  to  the  point  where  the  fore- 
going change  has  been  made  an  absolute  neces- 
sity. The  new  location  is  but  a  half  block  dis- 
tant from  the  present  location  at  70  South  Main 
street,  which  this  firm  has  occupied  for  years. 


COLUMBIA  STORE  IN  BATTLE  CREEK 

P.  E.  McMurphy  last  month  opened  a  Colum- 
bia Shop  in  Battle  Creek,  Mich.,  at  60  East  Main 
street.  The  store  equipment  includes  five 
demonstration  booths  and  a  large  record  rack 
and  record  counter. 

iii  inn  mi m  i  iiamiMUiMMn Yirniwimfio— 


MAIN  SPRINGS 

Guaranteed  to  be  made  of  the  highest  grade 
carbon  steel  procurable.  Prices  quoted  are 
possible  only  because  of  our  immense  pur- 
chasing and  distributing  powers. 

(No  Shipment  Made  Less  Than  Six  Springs) 

 Lots  of  


6 

12 

25 

50 

100 

each 

each 

each 

each 

each 

No. 

24 

14" x. 018x8  feet,  for  small  toy  motors,  pear  shape 

hole  $  .20  $  .18 

$  .17  $  .16 

$  .15 

No. 

25 

54"x. 020x8  feet,  for  Sonora,  Swiss,  Pathe,  pear  shape 

.22 

.20 

.19 

.18 

.17 

No. 

26 

s/a"x. 020x11  feet,  for  Edison  Gem,  loop  end  

.30 

.28 

.27 

.26 

.25 

No. 

28 

^4"x.022x9  feet,  for  Carola,  Triton,  Melophone,  etc., 

.38 

.37 

.35 

.33 

.31 

No. 

29 

34"x.022xl0  feet,   for   small   Columbia,  Universal, 

Heineman,  Harmony,  Vanophone,  Pathe,  pear  shape 

.43 

.42 

.40 

.38 

.35 

No. 

30 

J4"x.022xl0  feet,  for  Blick,  Wonder,  Premier,  Meis- 

.47 

.46 

.44 

.42 

.40 

No. 

31 

l"x.025x9  feet,  for  Swiss  motors,  small  Columbia, 

.54 

.52 

.50 

.48 

.45 

No. 

32 

l"x.020xl3  feet,  for  small  Victor,  pear  shape  hole.. 

.54 

.52 

.50 

.48 

.45 

No. 

33 

I"x.025xl2    feet,    for    Pathe,    Heineman,  Mandel, 

Aeolian,  Meisselbach,  Vitanola,  pear  shape  hole.... 

.70 

.67 

.60 

.55 

.50 

No. 

34 

l"x. 025x14  feet,  for  Sonora,  Saal,  Thomas,  Silver- 

.75 

.70 

.65 

.60 

.55 

No. 

35 

l"x.028xl0  feet,  for  all  styles  Columbia  machines, 

.54 

.52 

.50 

.48 

.45 

No. 

36 

l"x.025x9  feet,  for  Meisselbach,  No.  12,  Thomas, 

.54 

.52 

.50 

.48 

.45 

No. 

37 

l"x.025xl6  feet,  for  Meisselbach,  Saal,  Thomas,  Sil- 
vertone,  Modernola,  Rishell,  Widdicomb,  Sonora, 

.85 

.83 

.80 

.75 

.70 

No. 

38 

l"x. 025x16  feet,  for  Vitanola,  pear  shape  

.85 

.83 

.80 

.75 

.70 

No. 

39 

l"x.028xll  feet,  for  Edison  Standard,  pear  shape.. 

.59 

.57 

.53 

.50 

.47 

No. 

40 

1  3/16"x.028xl6  feet,  for  Heineman,  Pathe,  Rex, 

.90 

.88 

.85 

.80 

.75 

No. 

41 

027x25  feet,  for  Edison  Diamond  Disc,  pear 

1.80 

1.70 

1.65 

1.55 

1.50 

(If  the  above  are  desired  in  assorted  sizes,  the  quantity  price  will  be  allowed.) 

TERMS:     2%    10  days  or  30  days  net,  to  houses  with  satisfactory  commercial  rating.     To  others,  3% 
discount,  cash  with  order.     Please  enclose  Parcel-post  charges,  if  wanted  that  way. 


Write  for  our  latest  catalogue,  now  on  the  press,  containing  hundreds 
of  needed  repair  parts.    Ask  for  catalogue  W. 

EVERYBODY'S  TALKING  MACHINE  CO. 

38  North  Eighth  Street         PHILADELPHIA,  PA. 

Exclusive  Distributors  for  the  General  Phonograph  Corporation 


84 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


BELIEVES  IN  HIGH=GRADE  BUSINESS   CAJNTON  TRADE  SHOWS  BETTERMENT 


S.  B.  McLaughlin,  Manager  of  Baldwin  Piano 
Co.  Department,  Tells  Why  That  Class  of 
Trade  Is  the  Best  for  the  Dealer 


Cincinnati,  O.,  February  3. — Sherman  B.  Mc- 
Laughlin, manager  of  the  talking  machine  de- 
partment of  the  Baldwin  Piano  Co.,  is  a  firm 
believer  in  going  after  high- 
grade  business  on  a  high- 
grade  basis,  and  in  an  inter- 
view with  The  World  says 
he  is  heartily  in  sympathy 
with  the  stand  taken  by  C. 
S.  Hammond,  manager  of 
the  talking  machine  depart- 
ment   of    Loeser    &  Co., 

Brooklyn,  N.  Y.,  in  his  in- 
S.  B.  McLaughlin    teresting  article  which  ap. 

peared  in  The  Talking  Machine  World  January. 

"If  talking  machine  dealers  as  a  whole  would 
see  the  ethics  of  good  business  by  interesting 
the  customer  in  the  quality  and  musical  advan- 
tages of  "the  instrument  instead  of  advertising 
the  fact  that  one  could  purchase  the  instrument 
on  ridiculous  terms,  the  instrument  itself  would 
mean  more  to  the  purchaser,  business  placed  on 
a  higher  scale,  and  dealers  would  become  more 
able  to  withstand  financial  storms,"  said  Mr.  Mc- 
Laughlin. 

"A  salesman  has  a  stronger  line  of  sales  argu- 
ment by  showing  the  superior  quality  and  ad- 
vantages of  the  machine  on  sales  than  by  treat- 
ing the  customers  as  if  they  were  non-music 
lovers  and  simply  desired  to  buy  any  machine 
providing  the  terms  were  the  lowest  and  the 
payments  easiest. 

"The  average  Victrola  prospect  is  too  much 
educated  to-day  along  the  lines  of  talking  ma- 
chines to  believe  that  ridiculous  'dollar  down  and 
dollar  a  week'  terms  must-be  used  in  order  to  sell 
an  instrument  so  high  in  the  public  opinion  as 
the  Victrola,  and  dealers  who  resort  to  these 
tactics  not  only  cheapen  their  place  of  business, 
but  degrade  the  instrument  which  they  offer  for 
sale,  in  the  mind  of  the'  customer. 

"We  represent  ourselves  as  high-grade  dealers 
in  every  respect,  which  right  is  certainly  ours, 
for  we  carry  on  our  business  in  a  high-grade 
way  and  handle  a  high-grade  instrument.  Our 
term  sales  are  based  on  the  ten  to  twelve-month 
plan,  not  over.  Our  sales  force  is  educated 
along  the  lines  of  a  good  substantial  down  pay- 
ment. 

We  have  no  difficulty  in  securing  these 
terms,  as  our  patrons  visit  us  to  purchase  an 
article  of  quality  and  therefore  expect  to  pay 
for  that  which  they  receive.  Terms  are  seldom 
discussed  until  after  the  sale  is  made  on  the 
merits  of  the  machine." 


The  Derwin  Music  Co.,  New  York,  has  been 
granted  a  charter  at  Albany.  The  capital  of 
the  new  corporation  is  $10,000  and  the  incor- 
porators are:  V.  T.  Folmer,  L.  and  T.  J.  Derwin, 
203  West  103d  street. 


Resumption  of  Big  Industrial  Plants  Has  Bene- 
ficial Effect  on  Business — Klein-Heffelman  Co. 
to  Move  -Into  New   Building — Other  News 


Canton,  O.,  February  3. — With  partial  resumption 
of  two  of  Canton's  largest  steel  plants  music 
dealers  declare  there  has  been  a  slight  improve- 
ment in  business.  The  majority  of  the  dealers 
report  a  good  January,  especially  the  Alford  & 
Fryar  Co.  Saies  of  this  company  for  the  month 
of  January  were  in  excess  of  the  December 
business,  according  to  A.  M.  Alford.  W.  H. 
Woomer,  proprietor  of  the  Canton  Phonograph 
Co.,  told  The  World  representative  that  busi- 
ness with  his  concern  during  the  month  of  Jan- 
uary was  better  than  past  months  and  that  in- 
dications were  that  February  would  be  still  bet- 
ter. S.  B.  Van  Fossen,  new  manager  of  the 
J.  W.  Brown  Piano  Co.,  says  there  is  a  notice- 
able improvement  in  business  at  this  store  and 
that  he  believes,  with  more  plants  resuming,  that 
business  for  Spring  will  be  nearer  normal  than 
for  a  year. 

All  downtown  stores,  including  the  Klein- 
Heffelman  Co.,  George  Wille  and  the  Alford  & 
Fryar  Co.,  declare  record  sales  the  past  month 
better  than  the  average.  The  engagement  of 
"Irene,"  the  popular  musical  show,  here  helped 
music  dealers  and  stimulated  record  sales,  ac- 
cording to  W.  H.  Woomer. 

Preparations  are  being  made  by  the  Klein- 
Heffelman  Co.  to  vacate  its  present  quarters  for 
the  new  and  spacious  $450,000  building,  just 
across  the  street.  It  is  hoped  that  this  will  be 
ready  for  occupancy  early  next  month.  Special 
attention  is  to  be  given  the  musical  depart- 
ment, according  to  E.  J.  Heffelman,  president 
of  the  company. 

Music  dealers  at  Alliance  report  much  im- 
provement in  sales  of  talking  machines  and 
musical  .goods  generally.  Many  of  the  factories, 
which  have  been  idle  for  several  weeks,  are  re- 
suming and  dealers  anticipate  a  business  revival 
in  the  Spring.  It  is  understood  that  the  Alford 
&  Fryar  Co.  will  establish  a  branch  in  that  city 
in  the  Spring. 

The  Ideal  Co.  at  Massillon,  which  is  to  move 
into  the  newly  completed  $1,000,000  Snyder-Hess 
building,  will  maintain  a  music  department  in 
its  big  department  store,  according  to  Charles 
Wagoner,  of  the  firm.  The  Ideal  Co.  will  oc- 
cupy, besides  the  basement,  five  of  the  eight 
t'oors. 

The  D.  W.  Lerch  Music  Co.,  of  Canton,  re- 
cently opened  an  attractive  new  store  on  Main 
street  in  Massillon. 


REMODELING  WORCESTER  STORE 


The  Steeres  Music  Store,  Worcester,  Mass., 
which  handles  Sterling  and  Mathushek  pianos, 
Sterling  players,  Columbia  Grafonolas,  Melodee 
rolls,  etc.,  is  now  being  remodeled,  and  when  the 
operation  is  completed  the  store  will  be  one 
of  the  most  attractive  in  the  city. 


WhatMoreCanYouAsk 

All  the  features  that  go  to  make  a  talking 
machine  Profitably  Salable  you  will  find  as 
regular  equipment  of  Magnola:  "Built  by 
Tone  Specialists." 


Wa.tcKii^  tke  Music  Come  Out 

Complete  description  of  all  these  features  is 
to  be  found  in  our  handsome  illustrated 
catalog,  which  we  should  like  to  send  you. 
May  we  ?  Ask  us  to  tell  you  our  plans 
for  your  benefit! 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ.  President 


General  Offices 
711    MILWAUKEE  AVENUE 
CHICAGO 


Southern  Wholesale  Branch 
1530  CANDLER  BLDG. 
ATLANTA.  8A. 


MELODEE  ROLL  WINDOW  DISPLAYS 


First  of  Attractive  Series  of  Window  Cards  to 
Be  Shown  in  February 


The  new  monthly  window  display  service  to 
stimulate  interest  in,  and  sales  of,  Melodee  music 
rolls  is  now  in  operation,  and  the  Melodee 
Music  Co.  has  already  distributed  the  first  of 
the  displays  which  will  be  seen  in  dealers'  win- 
dows in  February.  Two  cards  are  included  in 
the  first  showing,  one  featuring  "Mother's 
Songs,"  played  by  Florence  Beebe  and  Cliff 
Hess,  and  the  other  four  popular  numbers,  in- 
cluding "Bright  Eyes,"  "Down  by  the  Ohio," 
"My  Mammy"  and  "Rosie."  The  signs  are  most 
attractive  in  design,  and  are  of  the  sort  calcu- 
lated to  attract  attention. 


IMPROVED  PACKING  FOR  BENCHES 


Boston,  Mass.,  February  5. — The  Lansing  Sales 
Co.,  of  this  city,  has  inaugurated  a  progressive 
innovation  in  the  shipping  of  piano  benches 
which,  in  the  future,  are  to  be  shipped  in  veneer 
packing  cases  similar  to  those  used  for  Victrolas. 
This  will  be  a  marked  improvement  over  the 
former  crates.  A.  J.  Cullen,  president  of  the 
company,  expects  to  leave  in  the  very  near 
future  for  a  trip  covering  New  York,  Philadel- 
phia and  the  Middle  West. 


THE  PHONOSTOP 


In  its  fifth  year.  Best  and  most  popular.  Set 
in  one  second.  Better  than  any  Non-Set  stop 
yet  invented.  Perfect  Service  and  Satisfaction. 
Made  in  Gold  and  Nickel  Plate.  Universal. 


Give  us  your  trade — we  will  hold  it  by  MERIT 

THE  PHONOMOTOR  CO.  -  i&^TK 

WESTERN  REPRESENTATIVES:  CHICAGO 
Harry  Engel,  McClurg  Building,  and  Jewel  Phonoparts  Co.,  630  W.  Washington  Street 


February  15.  1921  THE     TALKING     MACHINE     WORLD  85 


INVESTMENT  vs.  SPECULATION 

Do  you  know  the  difference  between  Investment  and  Speculation"?  Have 
you  had  any  experience  in  the  stock  market  in  the  last  few  years?  If  so,  you 
ought  to  know  the  difference.   If  not,  ask  a  few  friends  who  have  had  experience. 

You  will  find  Investment  much  safer  and  more  profitable  in  the  end  than 
Speculation. 

Victor  Talking  Machine  Co.'s  products  represent  the  highest  class  type  of 
Investment  for  Victor  dealers  who  require  safety  of  principal  combined  with 
dependable  income. 

Ask  your  banker  or  your  broker  what  tests  are  applied  to  determine  whether 
a  security  is  an  Investment  or  a  Speculation.  Apply  these  tests  to  the  Victor 
Talking  Machine  Co.  and  its  products. 

You  may  only  need  to  review  your  own  experience  or  that  of  dealers  who 
have  speculated  with  other  lines. 

If  you  must  be  assured  of  the  best  supply  and  service  as  a  Victor  Dealer 
then  you  should  choose  as  your  Victor  Distributor  one  to  whom  you  can  apply 
the  same  Investment  tests. 

The  greatly  increased  supply  of  Victor  Victrolas  and  records  will  enable 
dealers  to  be  more  discriminating. 

As  Victor  Distributors  we  strive  to  refleC.  Victor  Supremacy. 

Avoid  Speculation,  Mr.  Victor  Dealer,  if  you  value  the  good-will  of  your 
trade. 

The  Victor  line,  in  combination  .with  Blackman  as  your  source  of  supply, 
will  prove  to  be  a  most  -profitable  Investment  for  Victor  Dealers. 

J.  NEWCOMB  BLACKMAN. 


Talking  Machine  Co. 

81  Reade  St.    Near  Church  St.    New  York 

VICTOR  DISTRIBUTORS         EXCLUSIVELY  WHOLESALE 


86 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


H  aving  proven  to 
be  one  of  the  greatest 
educational  factors 
the  world  has  ever 
known,  the  Victor 
Talking  Machine  is 
destined  to  be  a  neces- 
sary requisite  in  every 
school  and  home. 
Consider,  Mr.  Victor 
Dealer,  what  this 
means  to  you. 

BRUNO 


! 


SOUTHERN  VOCALION  DISTRIBUTORS 

Company  of  That  Name  Organized  in  Birming- 
ham, Ala.,  With  W.  H.  Shire  as  President,  to 
Distribute  Vocalion  Machines  and  Records,  as 
Well  as  the  Melodee  Music  Rolls 


The  Aeolian  Co.  announced  last  week  that  it 
had  appointed  the  Southern  Vocalion  Distribu- 
tors, Inc.,  as  distributors  of  Vocalion  machines 
in  the  Southern  territory.  The  new  company 
will  be  headed  by  William  H.  Shire  as  president 


Wm.  H.  Shire 


and  general  manager.  Mr.  Shire  is  well  known 
in  the  phonograph  industry,  as  he  had  charge  of 
the  Emerson  phonograph  distribution  in  this 
territory  for  over  three  years,  as  well  as  cov- 
ering the  territory  west  of  the  Mississippi.  The 
company  has  opened  offices  at  226  North  Twen- 
tieth street,  Birmingham,  Ala.,  but  has  plans  to 
open  ■  headquarters  at  Atlanta  just  as  soon  as  a 
suitable  location  can  be  obtained. 

Mr.  Shire's  life  work  has  been  the  distribu- 
tion of  merchandise,  and  with  the  full  knowl- 


edge that  he  has  of  the  needs  of  the  dealers  he 
is  making  plans  for  service  to  Vocalion  agents 
that  is  going  to  solve  many  problems  that  face 
phonograph  dealers.  A  very  important  one  is 
giving  them  a  quick  turnover  on  their  stock.  He 
is  leaving  Birmingham  in  the  near  future  for  a 
trip  through  the  Southern  territory  so  he  may 
come  in  personal  contact  with  the  problems  of 
each  dealer. 

Southern  Vocalion  distributors  will  also  dis- 
tribute Melodee  rolls  and  a  large  stock  order 
has  already  been  placed  and  stock  is  en  route  to 
the  Birmingham  office. 


MODERNOLA  CO.  IN  NEW  PLANT 

New  Factory  Building  in  Johnstown,  Pa.,  Oc- 
cupied Without  Halt  in  Production 


Johnstown,  Pa.,  February  5. — The  Modernola 
Co.,  of  this  city,  has  now  taken  possession  of 
its  new  factory,  the  transfer  to  the  new  plant 
being  accomplished  with  practically  no  hin- 
drance to  production.  The  new  Modernola  fac- 
tory has  three  times  the  capacity  of  the  former 
plant  and  is  built  according  to  the  best  ap- 
proved plans  and  is  equipped  with  the  most 
modern  machinery.  George  Seiffert,  president 
of  the  Eastern  Phonograph  Co.,  Modernola  dis- 
tributor for  the  East,  was  in  Johnstown  dur- 
ing the  early  part  of  the  month  and  was  en- 
thusiastic over  the  facilities  of  the  new  factory. 


RECEIVER  FOR  ACKOLET  MFG.  CO. 

Vincennes,  Ind.,  January  31. — On  the  petition  of 
Lucius  R.  Henley  the  Knox  circuit  court  has 
appointed  John  A.  Schild  receiver  for  the  Acko- 
let  Manufacturing  Co.,  1810  North  Second  ave- 
nue. The  company  manufactures  specialties, 
principal  among  which  is  an  automatic  stop. 

The  petitioner  is  a  stockholder  and  says  that 
the  company's  liabilities  are  about  $20,000  in 
excess  of  its  assets.  He  says  he  is  the  endorser 
on  notes  of  the  company  to  the  extent  of 
$10,000. 


PLAN  STRONG  DRIVE  ON  NEEDLES 

Brilliantone  Steel  Needle  Co.  to  Carry  on  In- 
tensive Campaign  During  Current  Year 

An  intensive  sales  campaign  is  being  con- 
ducted under  the  direction  of  Byron  R.  Forster, 
president  of  the  Brilliantone  Steel  Needle  Co., 
New  York,  and  H.  W.  Acton,  secretary  of  the 
company.  Despite  the  fact  that  both  Brillian- 
tone steel  needles  and  Reflexo  needles,  of  the 
Reflexo  Products  Co,  Inc.,  have  already  at- 
tained a  tremendous  sales  volume,  it  is  planned 
to  make  a  special  drive  during  1921  that  will 
eclipse  all  former  campaigns. 

The  Brilliantone  Steel  Needle  Co.  is  the  sales 
agent  for  the  old  established  firm  of  W.  H. 
Bagshaw  Co.,  of  Lowell,  Mass.  The  product  of 
this  company  has  been  well  known  to  the  trade 
for  many  years  through  its  uniform  high  qual- 
ity. In  describing  their  plans  for  the  coming 
year,  B.  R.  Forster,  president  of  the  Brillian- 
tone Steel  Needle  Co.,  stated  in  part:  "The 
Bagshaw  Co.  for  more  than  fifty  years  has  cen- 
tered its  activities  upon  the  production  of  needles 
and  is  the  greatest  single  producer  of  steel 
needles  in  the  world.  C.  H.  Bagshaw  and  his 
associates  have  decided  to  center  their  activities 
entirely  upon  the  manufacturing  of  talking  ma- 
chine needles.  The  Brilliantone  Steel  Needle 
Co.  is  sales  agent  and  our  prices  are  exactly 
the  same  as  the  factory  prices.  No  commission 
or  brokerage  is  added. 

"The  Brilliantone  Steel  Needle  Co.  has 
achieved  exceptional  success  and  with  the  an- 
nounced increase  of  manufacturing  facilities 
at  the  Bagshaw  factory  at  Lowell,  combined 
with  the  intensive  campaign  to  be  carried  on, 
it  is  expected  that  even  greater  heights  will  be 
attained  in  the  year  that  is  to  come." 

WILL  ENTER  RED  SEAL  SCHOOL 

Portland,  Me.,  February  7. — Miss  Gertrude  Long- 
ley,  of  F.  E.  Tainter  &  Co.,  Lewiston,  Me.,  well- 
known  Victor  dealers,  will  be  a  member  of  the 
Red  Seal  school  at  the  factory  of  the  Victor 
Talking  Machine  Co.,  Camden,  N.  J.,  starting 
the  course  on  February  14.  Miss  Longley  is 
well  known  in  the  New  England  Victor  trade 
and  is  most  enthusiastic  regarding  the  value  of 
the  Red  Seal  course. 


NEW  YORK  RETAILER  IN  TROUBLE 

A  petition  in  bankruptcy  has  been  filed  against 
Sam  Zitterer,  trading  as  Lenox  Phonograph 
Shop,  at  113  West  116th  street,  by  Samuel  Spiro, 
a  creditor.  Judge  Hand  has  appointed  John 
L.  Lyttle  receiver  in  $1,000  bond.  Liabilities  are 
said  to  be  about  S10.000. 


SUPREME  No.  5  SOUND  BOX 


An  extra  word  in  regard  to  this 
box.  It  represents  the  latest 
development  in  the  art.  Tone 
is  both  loud  and  mellow.  Al- 
though new,  it  is  taking  well 
and  making  friends  fast. 

Although  the  quality  of  its  tone 
is  the  strongest  talking  point  it 


possesses, 
design  is 


yet  its  shape  and 
different.  Octagonal 
in  design,  cone  shaped 
back,  heavily  plated, 
it  is  a  thing  of  beauty. 

In  the  cone  shaped 
back  is  the  resonator, 
upon  which  the  cal- 
culations have  been 
made  to  a  scientific 
nicety.  The  secret  of 
the  tone  of  this  box 

lies  here,  and  is  designed  to  give  that  deep,  rich  tone  that 

so  many  strive  for. 

Send  for  a  sample  and  listen  to  it  once.    It  hits  you  right  away. 
Sample,  Nickel  $5.00,  Gold  $7.00 

Tone  arms  for  every  talking 
machine   at   revised  prices 

The  William  Phillips  Phono  Parts  Corp. 

145  WEST  45th  ST.  NEW  YORK 


February  IS,  1921 


THE    TALKING    MACHINE  WORLD 


87 


77ie  Phonograph  Situation  Today 


THE  phonograph  business  is  today  approaching  the  nor- 
mal— is  steadying  into  a  sound  and  permanent  industry. 

Like  the  bicycle  of  many  years  ago  and  the  automobile  of  later 
days,  it  has  passed  through  its  period  of  hectic  and  unnatural 
stimulation. 

The  maelstrom  concerns,  brought  into  existence  by  the  in- 
ability of  established  manufacturers  to  supply  an  abnormal 
demand,  are  passing.   The  present  year  will  see  their  end. 

Phonograph  dealers  have  already  seen  the  handwriting  on 
the  wall. 

They  are  also  beginning  to  feel  the  "sales  resistance"  of  a 
more  careful  Public — the  public  that  is  being  gradually  edu- 
cated— not  alnnc  from  the  performance  of  unknown  phono- 


graphs, but  also  from  their  comparative  value  after  a  year 
or  so  of  use. 

Now  is  the  time  for  shrewd  phonograph  dealers  to  found 
their  business  upon  the  rock  of  genuine  merit.  Tie  up  to  a 
line  which  is  already  established,  one  which  is  selling  be- 
cause of  inherent  qualities,  which  enables  it  to  overcome  all 
competition — one  whose  musical  and  artistic  qualifications 
are  above  all  criticism. 

The  Aeolian  Company  is  the  largest  manufacturer  of  musi- 
cal instruments  in  the  world.  The  Vocalion  is  more  than 
a  phonograph — it  is  a  supreme  musical  instrument,  and  the 
Vocalion  (red)  records  have  achieved  the^-highest  place  of 
honor  with  the  music-loving  public. 


THE    AEOLIAN  COMPANY 

Aeolian    Hall  iiaagi^  New  York 


88 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


ACTIVE  "TRADE  DOINGS"  IN  THE  PITTSBURGH  TERRITORY 

Urge  Enactment  of  New  Law — Talking  Machine  Men  Meet — New  Brunswick  Representatives — 
Edison  Dealers  to  Assemble — Business  Steadily  Bettering — Drake  Tells  How  Business  Can  Be  Had 


Pittsburgh,  Pa.,  February  7. — Talking  machine 
dealers  of  Pittsburgh  and  vicinity  are  keenly 
interested  in  the  proposed  law  for  the  pro- 
tection of  the  trade  that  will  be  presented  to 
the  Pennsylvania  Legislature  for  enactment 
at  the  present  session.  The  attention  of  the 
talking  machine  and  music  dealers'  fraternity 
here  was  called  to  the  proposed  law  by 
Charles  L.  Hamilton,  of  the  S.  Hamilton  Co., 
Victor  and  Columbia  Grafonola  dealer,  who 
is  an  active  member  of  the  Talking  Machine 
Dealers*  Association  of  Pittsburgh  and  a  former 
president  of  the  organization. 

Ask  Dealers  to  Interest  Themselves 

Mr.  Hamilton  had  letters  sent  to  all  of  the 
trade  and  others  interested  in  talking  machines, 
in  which  he  urged  that  the  members  of  the 
Legislature  from  Pittsburgh  and  vicinity  be 
petitioned  to  see  that  the  bill  is  enacted  into 
a  law.    In  part  his  letter  reads  as  follows: 

"How  many  pianos  have  you  lost  because 
your  customers  failed  to  pay  rent  for  their 
houses  and  the  landlords  seized  and  .sold  your 
pianos  to  satisfy  rent  claims?  The  answer 
to  that  question  should  be  'None,'  for  there  is 
a  law  in  Pennsylvania  which  gives  you 
adequate  protection  if  you  do  as  directed.  - 

"How  many  talking  machines  have  you  lost 
for  the  same  reason?  The  answers  to  that  will 
vary  because  there  is  now  no  law  protecting 
our  talking  machines  against  seizure  and  sale 
by  landlords  to  satisfy  rent  claims. 

"George  W.  Pound,  the  energetic  and  capable 
general  counsel  for  the  Music  Industries  Cham- 
ber of  Commerce,  has  been  instrumental  in 
having  introduced  in  the  State  Legislature-  'An 
Amendment  to  the  Laws  of  Pennsylvania,' 
which,  if  passed,  will  make  it  possible  for  each 
and  every  one  of  us  to  put  our  talking  ma- 
chines out  on  monthly  payments  without  hav- 
ing the  constantly  pressing  fear  and  possibil- 
ity of  the  landlords  seizing  and  selling  them 
to  satisfy  their  rental  claims.  This  amend- 
ment is  thus  worded: 

"An  act  to  exempt  talking  machines,  pho- 
nographs and  musical  instruments  of  every  de- 
scription, leased  or  conditionally  sold  to,  or 
hired  by,  any  person  or  persons  residing  in 
or  having  a  place  of  business  in  this  Common- 
wealth, from  levy  or  sale  on  execution  or  dis- 
tress for  rent." 

In  closing  the  letter  Mr.  Hamilton  makes  the 


following  timely  and  pertinent  admonition: 
"We  merchants  in  talking  machines,  phono- 
graphs and  musical  instruments  of  every  de- 
scription .are  alive'  to  the  importance  of  such 
protection  as  this  act  will  afford,  but  the  State 
legislators  are  not.-  It  is  up  to  us. to  impress 
upon  them  the  importance  of  making  this  sug- 
gestion a  law  of  the  State. 

"Do  not  forget  that  the  landlords  of  the 
State  and  some  of  the  real  estate  agents  are 
going  to  be  busy  against  this  amendment,  as 
some  of  them  rest  easy  when  they  know  they 
have  a  talking  machine  belonging  to  you  or  to 
me  in  the  house  of  ' one  of  their  tenants,  for,  if 
the  tenant  does  not  pay  up,  the  talking  machine 
will  pay  all  or  a  large  part  of  the  back  rent." 

It  is  expected  that  when  the  bill  is  reported 
in  committee  a  delegation  of  talking  machine 
dealers  and  other  musical  merchandise  dealers 
will  visit  the  State  Capitol  at  Harrisburg  in 
favor  of  the  proposed  amendment. 

Talking  Machine  Dealers'  Association  Meets 
The  January  meeting  of  the  Talking  Machine 
Dealers'  Association  of  Pittsburgh  was  held 
at  the  Hotel  Chatham,  Tuesday  evening,  Jan- 
uary 25.  The  usual  dinner  preceded  the  busi- 
ness meeting.  The  latter  part  of  the  time  de- 
voted to  the  assembly  was  marked  by  a  full 
and  free  interchange  of  opinion  as  to.  the  out- 
look of  the  talking  machine  trade  in  this  sec- 
tion. There  was  a  marked  feeling  of  optimism 
reflected  in  the  various  statements  made  by 
representative  talking  machine  dealers  from 
different  parts  of  the  city  and  county.  Among 
the  speakers  were:  F.  C.  Wampler,  of  McKees- 
port;  Clark  Wright,  of  lEast  Pittsburgh;  French 
Nestor,  of  the  Standard  Talking  Machine  Co.; 
George  H.  Rewbridge,  manager  of  the  whole- 
sale Victrola  department  of  the  W.  F.  Fred- 
erick Piano  Co.;  A.  R.  Meyer,  of  the  Joseph 
Horne  Co.  talking  machine  department,  and  the 
well-known  president,  John  H.'  Phillips,  the 
Northside  Victor  dealer.  The  sentiment  of 
those  who  spoke  was  very  strongly  in  favor  of 
maintaining  an  optimistic  view  of  the  future  of 
the  trade.  As  far  as  business  in  the  Pittsburgh 
district  is  concerned,  it  was  emphasized  that 
energy  and  ambition  plus  common  sense  and 
good  salesmanship  would  bring  the  desired  re- 
sults to  the  talking  machine  dealers. 

In  the  matter  of  the  Association  affiliating 
with  other  Allied  Music  Trade  organizations, 


a  committee  of  three  was  named,  consisting  of 
Messrs.  Nestor,  chairman;  Wright  and  Leo 
Half,  of  Homestead,  to  investigate  the  matter 
and  make  a  report  to  the  association  at  a  future 
meeting. 

President  Phillips  named  the  following  as  an 
executive  committee  or  board  of  directors:  C. 
L.  Hamilton,  Messrs.  Rewbridge,  Wright  and 
Half,  J.  C.  Roush,  William  Wampler,  Thomas 
T.  Evans,  N.  Spear  and  John  Henk.  The  of- 
ficers are  also  members  of  the  directorate. 
Edison  Dealers  to  Meet  in  Pittsburgh 

The  Buehn  Phonograph  Co.,  Edison  distribu- 
tor, has  made  an  advance  announcement  of 
the  convention  of  Edison  dealers  in  the  Pitts- 
burgh zone,  on  February  23  and  24,  at  the  Fort 
Pitt  ..Hotel.  Among  the  speakers  will  be  Wil- 
liam Maxwell,  vice-president  of  Thomas  A. 
Edison,  Inc.  There  will  also  be  a  number  of 
helpful  papers  read  by  various  Edison  dealers, 
followed  by  discussions.  The  two  days  of 
profitable  conferring  will  be  wound  up  by  an 
elaborate  dinner  and  dance.  All  of  the  dealers 
have  been  urged  to  bring  their  wives  and  em- 
ployes with  them.  A.  A.  Buehn,  treasurer  of  the 
company,  stated  to  The  World  representative 
that  the  convention  will  be  one  of  the  largest 
and  most  important  ever  held  under  the  au- 
spices of  the  Buehn  organization. 

Miss  Lillian  A.  Wood  a  Busy  Woman 

Miss  Lillian  A.  Wood,  manager  of  the  Victor 
educational  department  of  the  C  C.  Mellor  Co., 
will  spend  two  weeks  during  this  month  at  the 
Victor  School  of  Salesmanship,  at  Camden, 
N.  J.  Miss  Wood  has  been  a  very  busy  person 
the  past  few  weeks  promoting  the  educational 
work  by  appearing  before  various  teachers'  in- 
stitutes in  western  Pennsylvania  demonstrat- 
ing the  practicability  of  a  Victrola  in  the  school- 
room. In  addition  to  this  Miss  Wood  gave  a 
series  of  "selling"  talks  to  groups  of  saleswomen 
in  talking  machine  shops.  On  her  way  to  Cam- 
den Miss  Wood  will  stop  at  Harrisburg  to 
attend  the  State  School  Directors'  Convention. 
In  her  very  admirable  work  Miss  Wood  has  the 
capable  and  efficient  assistance  of  Miss  H.  H 
Taudte,  of  the  Mellor  Victor  staff. 

F.  J.  Drake  Says  "Business  Can  Be  Had" 

Fred  J.  Drake,  manager  of  the  C.  C.  Mellor 
Co.'s  retail  Victor  department,  is  positive  that 
there  will  be  ample  business  in  his  department 
due  to  his  system  of  promoting  sales  with  the 
aid  of  his  staff  of  salespersons.  Mr.  Drake  is 
inclined  to  view  the  talking  machine  situation 
with  satisfaction  and  believes  that  the  business 
can  be  secured  by  "going  after  it." 

Elated  Over  Sonora  Outlook 

H.  Milton  Miller,  manager  of  the  Sonora  Co., 
distributor  of  the  Sonora  phonograph  in  this 
territory,  is  elated  over  the  outlook  for  business 
and  feels  that  sales  this  Spring  will  show  a 
marked  increase  over  the  same  period  a  year 
back.  He  has  two  men  on  the  road  whose  re- 
ports, he  asserts,  are  highly  gratifying  from  a 
sales  standpoint. 

Represents  the  Modernola  Co. 

J.  A.  Endres,  formerly  with  the  Brunswick 
sales  organization,  is  now  the  Pittsburgh  repre- 
sentative of  the  Modernola  Co.,  of  Johnstown, 
Pa.  He  has  offices  and  show  rooms  in  the  Fort 
Pitt  Hotel. 

Returns  From  Extended  Trip 

H.  J.  Brennan,  manager  of  the  Pittsburgh 
Talking  Machine  Co.,  Pathe  distributor,  re- 
turned from  a  trip  to  the  Pathe  dealers  in  west- 
ern Pennsylvania,  eastern  Ohio  and  West  Vir- 
ginia. Mr.  Brennan  stated  that  the  outlook  for 
increased  Pathe  business  was  very  encouraging 
in  the  Pittsburgh  territory. 

New  Brunswick  Representatives 

J.  A.  Scanlan,  sales  manager  of  the  phono- 
graph division  of  the  Brunswick-Balke-Collender 
Co.,  stated  to  The  World  representative  that 
the  advance  sales  for  Spring  delivery  of  Bruns- 
wick phonographs  and  Brunswick  records  were 
most  pleasing.  He  believes  that  Brunswick 
dealers  have  taken  his  suggestions  and  are 
"pushing"  the  line  with  gratifying  results. 
Among  the  new  Brunswick  dealers  in  Mr.  Scan- 
lan's  territory  are:  W.  S.  Morrison,  Somerset. 
(Continued  on  page  90) 


READJUSTED  PRICES 


SPRINGS 

No.  200— 5^-inch  x  8  ft.  •   .  .$.27 

No.  201 — 34-inch  x  7  ft  29 

No.  202— %-inch  x  10  ft.,  Meisselbach .  .  .35 

No.  203 — 34-inch  x  9  ft   .35 

No.  204 —  1-inch  x  10  ft.,  Col.  all  styles  .50 
No.  205 —  1-inch  x  9  ft.,  Meiss  No.  2..  .45 
No.  206—  1-inch  x  12  ft.,  Pathe,  Heine- 
man,  Meisselbach   55 

No.  207—  1-inch  x  13  ft,  Small  Victor  .55 

No.  208— lJ4-inch,  New  Victor  85 

No.  209— 1-3/16-in.  x  16  ft.,  Heineman 

&  Pathe  .  •   90 

No.  210 — l^-inch  x  11  ft,  Edison  Dia- 
mond Disc  •  •   1.50 

OTHER  SIZES  UPON  REQUEST 


SAPPHIRES 


GENUINE  EDISON  TYPE  SAPPHIRE 
POINT  NEEDLES 

25  '  100 

10i4c  9^C 

GENUINE  PATHE  TYPE  SAPPHIRE 
POINT  NEEDLES 


Id  lots  of   12 

lie 


500 


In  lots  of. 


12 

10c 


25 

9r4c 


100 
9c 


500 

8J4c 


GENUINE  EDISON  TYPE  DIAMOND 
POINT  NEEDLES 


In  lots  of   12 

1.50 


25 

1.40 


100 
1.25 


500 

1.15 


We  also  handle  a  complete  line  of 

MOTORS,  TONE  ARMS,  REPRODUCERS,  Etc. 


SPECIAL  QUANTITY  PRICES.       WRITE  TODAY 


THE  ARGUS  PHONOGRAPH  SUPPLY  CO. 

30  EAST  23d  ST.,     t.i.  1749  &■•«,<,     NEW  YORK  CITY 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


89 


Precision 

J  his  word,  Precision,  was  not  connected 
carelessly  with  the  Stephenson  Phonograph 
Motor,  nor  was  it  chosen  as  are  many 
trade  names,  simply  as  a  distinguishing  mark. 
But,  rather,  it  grew  with  the  product,  natur- 
ally, slowly,  even  as  character  develops  in  a 
man. 

And  Precision  .  .  .  Exactness  .  .  .  Accu- 
racy .  .  .  these  mean  much  in  any  znechan- 
ical  appliance  less  wear,  quiet  running, 
longer  life.  And  these  in  turn  mean  greater 
service  and  greater  satisfaction. 


The  Stephenson  Precision-Made  Motor 
through  service  rendered  and  satisfaction 
given  has  earned  this  word,  Precision,  even 
as  character  must  be  earned.  And  always 
will  it  be  guarded  carefully — always  will 
the  Stephenson  Motor  be  a  Precision- Made 
Motor. 

STEPHENSON 

DIVISION 

DE     CAMP    C    SLOAN  INC. 

One  Hundred  and  Seventy  Pennington  Street 
J^ew&rik^vJXew  ^Jersey 


MANUFACTURERS  OF  THE  STEPHENSON  PRECISION- 


MADE  MOTORS  AND  TONE  ARM  AND  SOUND  BOX 


90 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


THE  FINEST  OF 


CORE  STOCKS 

For  Phonographs  and  Record  Cabinets 
Are  supplied  by  the 

GERMAIN  BROS.  CO. 

Makers  of  the  Famous 
"Germain  Piano  Backs" 

SAGINAW  MICHIGAN 


DOINGS  IN  THE  PITTSBURGH  TRADE 

{Continued  from  page  88) 

Pa.;  S.  A.  Phillips  Music  Co.,  Morgantown, 
West  Va.;  Seneca  Mercantile  Co.,  Chambers- 
ville,  Pa.;  L.  B.  Vaughan,  Columbiana,  O.;  M.  P. 
Wagner,  Brownsville,  Pa.;  M.  P.  Ritchie, 
Verona,  Pa.;  J.  C.  Wishart  &  Son,  Washington, 
O.;  Martin  &  Schiller,  822  Wood  street,  Wilkins- 
burg.  Pa.,  and  L.  C.  Millheim,  Butler,  Pa. 
W.  C.  Hamilton  Honored 

At  the  request  of  Alfred  L.  Smith,  general 
manager  of  the  Music  Industries  Chamber  of 
Commerce.  W.  C.  Hamilton,  president  of  the 
S.  Hamilton  Co.,  and  also  president  of  the 
Piano  Merchants'  Association  of  Pittsburgh, 
named  a  legislative  committee,  Mr.  Smith  hav- 
ing requested  Mr.  Hamilton  to  be  the  chair- 
man. His  associates  are  as  follows:  W.  C. 
Dierks,  of  the  C.  C.  Mellor  Co.;  E.  B.  Heyser, 
of  the  W.  F.  Frederick  Co.,  both  Victor  dis- 
tributors: E.  G.  Hays,  of  E.  G.  Hays  &  Co.. 
Brunswick  and  Modernola  dealers,  and  Theo- 
dore Hoffmann,  of  the  J.  M.  Hoffmann  Co., 
Brunswick  dealer. 

January  Business  Flattering  ■ 

"Our  January  business  was  most  flattering 
and  we  are  positive  that  February  will  make 
as  good,  if  not  a  better  showing  in  the  sale  of 
Columbia'  Grafonolas  and  Columbia  records," 
said  S.  H.  Nichols,  the  well-known  manager  of 
the  Pittsburgh  office  of  the  Columbia  Grapho- 
phone  Co.  Mr.  Nichols  is  very  optimistic 
relative  to  Columbia  business  this  Spring  and 
is  of  the  opinion  that  with  the  coming  of  April 
there  will  have  been  reached  a  readjustment  in 
business  circles  that  will  permit  of  unlimited 
business  opportunities. 

A  recent  visitor  to  the  Pittsburgh  offices  was 
George  W.  Hopkins,  the  well-known  live  wire 
general  sales  manager  of  the  Columbia  organi- 
zation, with  headquarters  in  New  York.  He 
presided  at  a  salesman's  conference  while  here. 
Paramount  Grows  in  Popularity 

H.  W.  Cross,  manager  of  the  talking  machine 
department  of  the  Shipley-Massingham  Co., 
Paramount  phonograph  distributor,  stated  that 
the  sales  of  Paramount  phonographs  and  Para- 
mount records  for  January  were  much  greater 
than  had  been  anticipated.  A  four-day  service 
for  records  has  been  inaugurated  between  the 
factory  in  Port  Washington,  Wis.,  and  Pitts- 
burgh. Mr.  Cross  is  confident  that  the  Para- 
mount line  will  be  a  winner  in  1921  in  his  ter- 
ritory. 

J.  C.  Roush  in  Florida 

J.  C.  Roush.  the  well-known  president  of  the 
Standard  Talking  Machine  Co.,  Victor  distribu- 
tor, with  his  family,  is  spending  the  Winter  sea- 
son at  Palm  Beach,  Fla. 

Reports  an  Increasing  Demand 

J.  A.  Pentz.  manager  of  the  Pittsburgh  office 
of  the  Philadelphia  Show  Case  Co.,  Aeolian- 
Vocaiion  distributor,  reported  a  very  brisk  sea- 
son in  January  and  stated  that  orders  were 
coming  in  with  marked  regularity  from  the 
three  roadmen  that  the  Pittsburgh  office  has  in 


the  field.  "The  outlook  for  the  sale  of  the 
Vocalion  and  the  Aeolian- Vocalion  records  in 
this  section  is  very  bright,"  said  Mr.  Pentz. 
The  Vocalion-Mel-O-Dee  Shop,  where  the  re- 
tail end  of  the  trade  is  handled,  is  also  doing  a 
very  satisfactory  business  according  to  Man- 
ager Doel.  Sales  of  Aeolian-Vocalion  records 
and  the  Bubble  Books  have  been  a  feature. 

MONTHLY  KNICKERBOCKER  RECITAL 

Abram  Davega  Discusses  Value  of  Various  Ac- 
cessories— March  Victor  Records  Played 

The  Knickerbocker  Talking  Machine  Co.,  Vic- 
tor wholesaler,  held  a  monthly  recital  of  ad- 
vance records  on  Wednesday  morning,  Febru- 
ary 2,  in  the  auditorium  of  Knickerbocker  head- 
quarters, New  York  City.  In  spite  of  the  in- 
clement weather  a  representative  number  of 
Knickerbocker  Victor  dealers  were  present.  The 
entire  advance  list  of  March  Victor  records  was 
played.  The  stage  was  attractively  set  with  the 
new  period  model  Victrola  which  also  served 
to  demonstrate  the  new  records.  In  the  fore- 
part of  the  stage  were  two  of  the  new  copper 
electric  signs  produced  by  the  advertising  de- 
partment of  the  Victor  Co.  and  which  were  late- 
verbally  called  to  the  attention  of  the  visiting 
dealers.  These  signs  are  equipped  with  change- 
able slides  and  a  permanent  display  of  the  Vic- 
tor trade-mark.  At  the  present  time  four 
changes  of  slides  are  available. 


During  the  course  of  the  recital  Abram 
Davega,  vice-president  of  the  company,  followed 
his  usual  custom  of  giving  helpful  ideas  to  the 
assembled  dealers.  Besides  calling  attention  to 
the  new  copper  Victor  signs,  Mr.  Davega  spoke 
enthusiastically  on  the  Victor  record  stock  book. 
Mr.  Davega  urged  the  use  of  this  book  by  the 
dealer  and  outlined  its  many  advantages.  In 
concluding  his  address,  Mr.  Davega  reviewed 
present  business  conditions  and  prophesied  that 
the  retailer  who  used  every  facility  offered  him 
and  energetically  stimulated  his  sales  would  find 
1921  a  very  profitable  year.  J.  J.  Davin,  of  the 
Reincke-Ellis  Co.,  was  present  and  had  set  up 
two  advance  displays  that  the  Binger  Co.  will 
shortly  produce,  in  the  model  windows  adjoin- 
ing the  Knickerbocker  auditorium.  One  dis- 
play realistically  depicted  the  interior  of  the 
Metropolitan  Opera  House  and  the  other  was  a 
patriotic  display  covering  Lincoln's  and  Wash- 
ington's birthdays. 

Following  the  recital,  all  repaired  to  the  Hotel 
Theresa,  where  the  Knickerbocker  Talking  Ma- 
chine Co.  again  played  host  to  the  dealers  in 
the  serving  of  a  sumptuous  luncheon.  The 
Reincke-Ellis  Co.  distributed,  through  the 
Knickerbocker  Talking  Machine  Co.,  an  attrac- 
tive novelty  to  all  present,  consisting  of  a 
pocket  mirror,  the  reverse  side  of  which  simu- 
lated a  Victor  record.  The  appropriate  title  of 
this  record  was,  "Her  Bright  Smile"  Haunts  Me 
Still." 


MASTER   WAX  BUSINESS  BLANKS 

The  Wax  and  Novelty  Company 

67-69  Paris  Street,  Newark,  N.  J. 

Will  continue  the  business  hitherto  carried  on  by  me  at  16  West 
39th  Street,  New  York.   All  work  will  be  done  under  my  personal 

supervision. 

I  will  be  able  also  to  work  out  special  problems  in  connection  with 
record  making  for  anyone  needing  experienced  advice  or  assistance. 

F.  W.  MATTHEWS 


February  15,  1921  THE    TALKING    MACHINE    WORLD  91 


Kerekjarto's  playing  of  Sarasate's  "  Jola  dc 
Pablo"  is  the  most  phenomenal  violin 
record  ever  made.  It  will  have  steady 
sales  for  years.  Columbia  49903. 

Columbia  Graphophone  Co 

NEW  YORK 


SUIT  AGAINST  PULLMAN  COMPANY 


GRANBY  MANAGER  IN  NEW  YORK 


JOINS  CRESSEY  &  \LLEN  STAFF 


Failure  to  Deliver  $300,000  Worth  of  Edison 
Period  Cabinets  Starts  Action 


On  February  2  the  Edison  Phonograph 
Works  brought  suit  against  the  Pullman  Co.  in 
the  Federal  District  Court,  at  Chicago,  111.,  to 
recover  $300,000  damages,  for  the  Pullman  Co.'s 
failure  to  deliver  a  large  quantity  of  Chippen- 
dale and  Inlaid  Sheraton  cabinets,  which  it  had 
contracted  to  deliver  within  a  specified  time. 


NEW  REMINGTON  CORP.  TREASURER 


Harry  F.  Sieber,  Well-Known  Banker,  Elected 
to  That  Office— Everett  H.  Holmes.  Secretary 


At  a  recent  meeting  of  the  directors  of  the 
Remington  Phonograph  Corp.,  Harry  F.  Sieber, 
late  president  of  the  Parkway  Trust  Co.,  Phila- 
delphia, Pa.,  and  at  present  president  of  the 
United  States  Acceptance  Corp.,  was  elected 
treasurer  of  the  corporation.  Everett  H.  Holmes 
was  elected  to  fill  the  office  of  secretary. 


SITUATION  IN  THE  NORTHWEST 


C.  R.  Stone,  of  the  Stone  Piano  Co.,  Minne- 
apol's  and  Fargo,  Tells  of  Manner  in  Which 
the  Wheat  Crisis  Has  Affected  Trade 


C.  R.  Stone,  of  the  Stone  Piano  Co.,  Minne- 
apolis, Minn.,  and  Fargo,  N.  D.,  was  a  visitor  to 
Aeolian  Hall  this  week  and  brought  with  him 
an  interesting  report  regarding  the  general  busi- 
ness situation  in  the  Northwest,  and  particularly 
in  the  wheat  belt. 

Business  is  practically  at  a  standstill  in  that 
section,  declared  Mr.  Stone,  owing  to  the  fact 
that  the  wheat  growers  are  refusing  to  release 
their  crops  except  at  high  prices.  This  means 
that  the  farmer's  credit  has  been  utilized  to  the 
limit,  and  he  has  no  free  money  either  to  invest 
in  new  goods,  or  to  meet  payments  upon  goods 
already  bought  in  anticipation  of  the  income 
from  the  last  harvest.  The  situation  is  begin- 
ning to  adjust  itself  slowly,  however,  but  unless 
these  prices  advance  materially  there  is  little 
hope  for  any  rapid  improvement. 

Meanwhile,  the  music  men  in  the  Northwest 
are  going  after  business  with  renewed  vigor, 
finding  customers  among  those  who  are  not 
directly  affected  by  the  tying  up  of  wheat. 


MARKET  NEW  MODEL  SOUND  BOX 

The  Mutual  Phono  Parts  Mfg.  Corp.,  New 
York  City,  which  was  recently  formed  to  take 
over  the  assets  and  production  of  the  former 
Mutual  Talking  Machine  Co.,  has  recently  placed 
on  the  market  a  new  sound  box  known  as  No.  5. 
The  men  identified  with  this  new  company  are 
Herman  Segal,  president,  and  N.  Garfinkel,  sec- 
retary and  treasurer.  Mr.  Segal  has  had 
eighteen  years'  experience  in  the  talking  ma- 
chine industry  and  will  devote  his  particular  at- 
tention to  the  production  activities  of  the  new 
company. 


E.  C.  Howard  Brings  Encouraging  Report  From 
Norfolk  Headquarters 


E.  P.  Johnston  Now  Connected  With  Prominent 
Victor  Wholesaler — Well  Known  in  Trade 


E.  C.  Howard,  general  sales  manager  of  the 
Granby  Phonograph  Corp.,  was  among  the  re- 
cent visitors  to  the  metropolis  and  stayed  in 
New  York  for  a  week  looking  after  Granby  in- 
terests. A  number  of  new  dealers  have  been 
appointed  in  Greater  New  York  who  are  fea- 
turing the  Granby  phonograph  with  much  en- 
thusiasm. Mr.  Howard  reports  that  the  distri- 
bution of  the  Granby  phonograph  throughout 
the  entire  country  has  progressed  at  a  rapid 
pace  and  that  a  steady  volume'  of  reorders  is 
being  received  at  the  headquarters  in  Norfolk. 

Mr.  Howard  is  devoting  his  time  both 
night  and  day  to  the  Graniby  proposition  and 
has  brought  Mrs.  Howard  and  his  young 
daughter  to  Norfolk,  Va.,  where  they  are  mak- 
ing their  residence. 


E.  P.  Johnston,  who  has  had  extensive  experi- 
ence in  the  talking  machine  business,  has  re- 
cently joined  the  traveling  staff  of  Cressey  & 
Allen,  Victor  distributors,  Portland,  Me.  Mr. 
Johnston  has  a  host  of  friends  in  the  trade  who 
wish  him  success  in  his  new  post,  and  his  thor- 
ough knowledge  of  the  industry  will  enable  him 
to  co-operate  efficiently  with  the  dealers. 

C.  R.  Cressey,  of  the  firm  of  Cressey  &  Allen, 
and  C.  B.  Snow,  manager  of  the  company's 
wholesale  Victor  department,  have  just  returned 
from  a  visit  to  the  Victor  factory  at  Camden, 
N.  J.,  imbued  with  renewed  optimism  and  en- 
thusiasm for  the  coming  year.  En  route  to 
Portland,  Me.,  they  spent  a  few  days  in  New 
York,  visiting  their  many  friends  in  the  talking 
machine  trade. 


The  UDELL  trade-mark 
insures  an  honest  product 
and     an     honest  price. 


Auxiliary  Cabinet 


Y: 


OU  doubtless  have  many  customers  who  have  bought  floor 
types  of  Talking  Machines  but  they  have  an  overflow  of  records 
that  they  do  not  know  what  to  do  with.  We  accordingly  have 
made  pattern  No.  1422  to  fill  this  demand.    The  design  is  such 
that  it  will  harmonize  in  any  surroundings.    It  can  be  used  with 
any  floor  type  Talking  Machine  to  splendid  advantage.  Write 
today  for  our  new  Blue  Book  of  Record  Cabinets. 


The  UdellWorks 

Indianapolis— 1250  West  28th  St. 


32 


THE    TALKING    MACHINE  WORLD 


February  IS,  1921 


soss 


Soss  Invisible  Hinges 

preserve  beauty.  The  fine  cabinet  work  which  is  re- 
quired in  many  instances  to  preserve  the  disguise  of 
talking  machine  cabinets  requires  that  hinges  be  as  in- 

 conspicuous  as  possible.     Soss  Hinges  are 

invisible. 

«  \  Write  for  Catalogue  T. 

SOSS  MANUFACTURING  COMPANY 

Grand  Avenue  and  Bergen  Street,      Brooklyn,  N.  Y. 


REPAIRS 

TALKING  MACHINE  TROUBLES  AND 
HOW  TO  REMEDY  THEM 

Conducted  by  Andreiv  H.  Dodin 


FACTS  THAT  SAVETIME  AND  MONEY 

The  repairman  should  be  very  careful  in -his 
handling  of  machines  in  the  homes  of  the  cus- 
tomers. Very  often  the  complaint  will  be  over 
some  trifling  matter — such  as  a  brake  leather 
squeaking,  automatic  stop  not  working  or  speed 
adjusting  screw  not  going  down  far  enough. 
Rather  than  go  ahead  and  take  the  motor  apart 
to  find  the  trouble,  always  make  it  a  point  to 
first  ask  the  customer  what  the  complaint  is, 
and  then  be  guided  accordingly.  You  will  find, 
in  the  course  of  a  month,  that  this  one  little 
question  will  save  you  hours  of  work.  Another 
point — don't  be  too  quick  to  tell  the  customer 
what  the  actual  trouble  is — that  this  part  is 
broken  or  that  this  part  is  worn  out,  or  you  will 
give  the  impression  that  the  machine  is  not 
a  good  one,  and  consequently  will  soon  wear 
out.  This  idea  often  leads  the  customer  to 
demand  an  exchange  of  motors,  and  once  you 
do  that,  whenever  anything  happens  to  the  ma- 
chine they  look  to  you  to  make  another  ex- 
change rather  than  repair  the  old  motor. 

The  dealer  will  find  it  a  good  plan,  and  a  great 
saver  of  time  for  his  repairman,  if,  at  the  time 
he  makes  a  machine  sale,  he  calls  the  attention  of 
the  purchaser  to  the  following: 

1.  That  a  machine  must  be  oiled  at  stated 
times. 

2.  If  used  to  any  great  extent,  make  a  point 
of  going  over  the  governor  spring  screws 
and  tightening  them  up  about  once  every 
six  months;  also  the  motor  board  screws 
and  nuts. 

3.  Take  out  the  winding  key,  oil  the  threads 
on  the  winding  shaft  and  also  oil  the  wind- 
ing key  where  it  rubs  against  the  es- 
cutcheon plate. 

4.  Put  vaseline  on  the  spiral  cuts  of  the  turn- 
table spindle  and  governor  spindle. 

5.  See  that  brake  leather  is  properly  held 
in  place,  and  that  turntable  does  not  hit 
or  rub  against  any  part  of  the  motor  boaro. 
attachments. 

These  little  hints,  if  given,  and  followed  by 
the  machine  owner,  will  save  him  trouble  and 
expense  and  will  certainly  conserve  for  other 
purposes"  the  time  of  the  repairman. 


EIGHT  VICTOR  ARTISTS  ON  TOUR 

Covering  Leading  Cities  in  the  West  and  South 
During  February  and  March 


The  Eight  Famous  Victor  Artists  are  con- 
tinuing their  tour  of  the  United  States,  meeting 
with  success  at  every  turn.  Despite  the  so- 
called  slump  in  attendance  at  theatres  generally, 
the  "Eight  Famous"  seem  to  be  enjoying  even 
better  success  at  this  time. 

Their  tour  in  February  will  be  through  Ar- 
kansas, Louisiana  and  Texas,  covering  the  fol- 
lowing points  on  these  particular  dates:  Febru- 
ary 16,  Texarkana,  Ark.;  17,  Shreveport,  La.; 
IS,  Beaumont,  Tex.;  19,  Port  Arthur,  Tex.:  21, 
Houston,  Tex.;  22,  Austin,  Tex.;  23,  Waco,  Tex.; 
24,  Brownwood,  Tex.;  25,  San  Angelo,  Tex.; 
26,  Abilene,  Tex.;  28,  Fort  Worth,  Tex.  March 
1.  Wichita  Falls,  Tex.;  2,  Dallas,  Tex.:  3,  Mc- 
Alester,  Okla. ;  4,  Muskogee,  Okla.  These  data 
will  aid  in   dealers'  co-operation. 


SONORA  MOTION  PICTURE  SLIDES 


The  advertising  department  of  the  Sonora 
Phonograph  Co.  has  prepared  two  attractive  mo- 
tion picture  slides  which  are  now  being  fur- 


One  of  the  Sonora  Slides  for  Dealers 

nished  to  Sonora  dealers.  This  method  of  pub- 
licity is  being  used  generally  by  Sonora  repre- 
sentatives throughout  the  country,  and  the 
advertising  department  at  the  executive  offices 


Another  One  of  the  Series 


has  received  many  letters  of  commendation  re- 
garding the  distinctiveness  and  artistic  design 
of  these  slides.  Dealers  should  avail  themselves 
of  this  means  of  bringing  their  house  to  the 
attention  of  the  people  of  their  town. 

Next  month  ends  the  Winter.  Then  will 
come  Spring  and  with  Spring  comes  a  busy  sea- 
son.   Are  you  ready  for  it? 


"Thrift,"  "Prosperity"  and 

Einson  Lithography 

IT  is  more  than  a  coincidence  that  "Einson"  Service  and  "Einson" 
Lithography  should  be  playing  an  important  part  in  the  two  great  public- 
spirited  campaigns  now  under  way — the  National  Thrift  Drive  and  the 
National  Prosperity  Campaign. 

For  "Thrift"  the  Einson  Organization  was  called  upon  to  lithograph  the 
posters  used  in  the  campaign.  Execution  was  the  test,  and  Einson  per- 
formance won. 

For  "Prosperity"  the  Einson  Organization  was  commissioned  to  create,  design 
and  lithograph  all  the  units  in  the  campaign — from  outdoor  posters,  window 
displays  to  poster  stamps.  Vision,  ideas,  originality  and  execution  were  the 
tests,  and  again  the  Einson  Organization  proved  itself  in  actual  performance. 

The  same  initiative,  fertility  of  ideas,  clearness  of  vision  and  quality  of  litho- 
graph production  are  at  the  service  of  national  advertisers  who  want  to  help 
their  dealers  sell  more  merchandise. 


EIM/ON  LITHO 

i  N  C  ORPO  ft  AT  1 D 


Executive  Offices  and  Art  Studios  Factory  and  Plant 

71  West  23rd  Street,  New  York,  N.  Y.  327  East  29th  Street,  New  York,  N.  Y. 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


93 


We  Will  Do  for  You  What 
We  Have  Done  for  Others 

"I  consider  your  Service  and  your  policy 
the  finest  thing  I  have  ever  run  into  in  all 
the  years  I  have  been  in  business.  I  consider 
the  Service  you  give  worth  many,  many 
times  its  cost,  and  would  not  give  it  up  for 
anything.  We  find  that  our  phonograph  and 
piano  business  has  grown  to  nearly  thre2 
times  what  it  was  last  year,  since  using  your 
Service. 

"We  desire  to  say  right  now  that  the  sym- 
pathetic penetration  of  your  Service  into  our 
individual  needs  has  brought  a  sustaining 
element  of  originality  and  power  of  inesti- 
mable value  to  our  organization,  especially 
at  this  time  of  expansion.  We  received  a  great 
many  favorable  comments  on  our  adver- 
tising. It  sure  brings  the  best  customers 
into  our  store. 

"Hats  off  to  the  Talking  Machine  World 
Service  that  makes  the  cash  register  work 
overtime!" 

ABSOLUTE  control  of  every  situation 
comes  from  knowledge  of  the  FACTS — 
not  from  guesswork  or  theory. 

WHEN  YOU  SIGN  UP  for  the  TALK- 
ING MACHINE  WORLD  SERVICE  ex- 
clusively in  your  city,  you  secure  the  best 
that  money  can  buy  in  the  way  of  SERVICE 
from  highly  trained  retail  music  experts. 

THE  COST?  NOTHING— when  you 
notice  the  results  obtained  for  the  money 
invested. 

WE  WILL  GLADLY  forward  complete 
information  regarding  the  TALKING  MA- 
CHINE WORLD  SERVICE  upon  receipt 
of  the  attached  coupon. 


Talking  Machine  World  Service, 

373  Fourth  Avenue,  New  York  City. 

If  other  dealers  in  big  cities  as  well  as  small  towns  are  getting 
results  and  making  a  big  profit  on  the  Talking  Machine  World  Service, 
I'd  like  to  know  all  about  it.  Without  obligation,  send  me  sample 
copies  of  ads,  form  letters,  ideas,  etc.  Tell  me  what  it  will  cost 
per  month  for  exclusive  use  in  my  territory. 


The  population  of  my  city  is  

I  handle  these  machines  

My  firm  name  is  ,  

By   

My  address  

K.  2-15-21. 


Mail  the  above  coupon  today. 


TALKING  MACHINE  WORLD  SERVICE 

373  FOURTH  AVENUE  NEW  YORK  CITY 


94 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


NOVEL  FIRE  OR  BURGLAR  ALARM 


HANDSOME  VEST=POCKET  CATALOG 


New  York  Fireman  Perfects  Device  Utilizing 
Talking  Machine  and  Telephone 


Sonora  Period  Models  Illustrated  in  New  Cata- 
log— Hand-colored  Illustrations  are  Unique 
and  Attractive — Convenient  Little  Volume 


Some  time  ago  The  World  told  of  an  inven- 
tion patented  by  William  J.  Lush,  a  New  York 
City  fireman,  which  provided  for  a  means  of 
giving  an  automatic  alarm  over  the  telephone, 
i  he  idea  embodied  seemed-  a  practicable  one 
and  the  device  promised  early  completion.  Mr. 
Lush  has  now  placed  his  finished  contrivance 
on  exhibition  in  Grand  Central  Palace. 

The  alarm  system  may  be  applied  to  both 
burglary  and  fire.  A  telephone  instrument  is 
placed  before  a  small  talking  machine,  which  is 
connected  with  wiring  throughout  a  building. 
For  fire  alarm  small  devices  very  highly  sensi- 
tive to  heat  are  distributed.  Upon  any  increase 
of  temperature,  such  as  might  be  caused  by  a 
fire,  a  current  is  transmitted  to  the  alarm  box. 
This  releases  the  weight.  The  falling  weight 
lifts  the  receiver  of  the  telephone.  Simultane- 
ously the  talking  machine  is  set  going,  and  re- 
peats again  and  again  into  the  telephone  mouth- 
piece: 

"A  fire  has  broken  out  (in  such  and  such  a 
place)." 

The  Central  operator  relays  the  call  on  to 
the  fire  station. 

For  burglary,  any  disturbance  to  wiring  such 
as  might  be  caused  by  a  robber,  or  a  cashier's 
pressing  a  button  with  his  foot,  starts  the  ma- 
chinery. Instead  of  the  fire  alarm  record  a 
burglar  alarm  record  has  been  placed  on  the  in- 
strument.   The  telephone  operator  is  told: 

"A  robber}^  is  occurring  (at  such  and  such  a 
place)." 

An  ordinary  telephone  instrument  suffices  for 
the  device.  It  may  be  used  for  conventional 
purposes  and  placed  in  the  alarm  box  when 
desired. 


A  leather-bound,  vest-pocket  size  catalog  of 
Sonora  period  models  has  just  been  issued  by 
the  advertising  division  of  the  Sonora  Phono- 
graph Co.  This  catalog,  which  is  unique  in 
many  respects,  will  be  a  welcome  addition  to  the 


mahogany;  width,  fifty-three  inches;  height, 
thirty-eight  inches;  depth,  twenty-three  inches; 
antique  gold  trimmings;  carved  wooden  tone 
arm;  motor  meter:  capacity  of  100  records." 

Among  the  instruments  presented  in  this 
handsome  catalog  are  the  following  Sonora 
period  models:  Jacobean.  Jr. -Lancaster;  Shera- 
ton-Kenilworth ;  Heppelwhite,  Jr.-Pembrook; 
Louis  XVI-Royale;  Louis  XYI-Richelieu;  Eng- 
lish Renaissance-Edgemoor;  Colonial-Mt.  Ver- 
non;   Chippendale-Windermere;    Queen  Anne- 


The  opening  of  the  new  Columbia  branch  in 
Baltimore  has  been  set  for  April  1,  according 
to  a  recent  announcement. 


Vest-pocket  Edition 

library  of  high-class  publicity  matter  introduced 
by  this  progressive  advertising  department. 

A  full  page  is  devoted  to  illustrating  each 
model  in  the  Sonora  period  line  and  every  illus- 
tration is  hand-colored.  This  miniature  catalog 
reflects  dignity  and  quality  in  every  detail,  and 
Sonora  dealers  and  jobbers  who  have  visited 
advertising  headquarters  in  New  York  are  most 
enthusiastic  in  praising  this  new  book. 

On  the  reverse  side  of  the  illustration  there 
is  given  a  brief  description  of  the  model  that 
is  illustrated,  as.  for  example,  the  Louis  XV- 
DuBarrv  is  described  as  follows:  "Walnut  and 


of  the  Sonora  Catalog 

Queensboro;  Jacobean-Robespierre;  Gothic- 
Normandy:  Gothic,  Jr.-Notre  Dame;  Heppel- 
white-Traymore;  Adam-Hartford;  William  and 
Mary-Raleigh;  Italian  Renaissance-Milano;  Hep- 
pelwhite-Canterbury ;  Louis  XV-Lorraine;  Hep- 
pelwhite, Jr. -Islington :  Adam-Westminster; 
Italian  Renaissance,  Jr. -Luzerne;  Duncan 
Phyfe-Fulton ;  Italian  Renaissance-Verona. 


RAISING  THE  LID  WINDS  MOTOR 


Unknown  Efficiency  Fan  Offers  Siggertion  to 
Do  Away  With  Bather  of  Winding  Spring 


To  Phonograph  Engineers 

Today  the  average  citizen,  not  alone  the  technical 
expert,  knows  that  the  Reproducer  makes  or 
mars  the  phonograph.  Practice,  not  theory,  has 
long  demonstrated  that  the  reproducer  is  the 
f  undamental  which  governs  the  musical  value 
of  the  instrument. 

Quality  in  the  Reproducer  is  the  foundation  on 
which  quality  performance  must  be  based. 

Combined  with  scientific  amplifier  construction 

The  Newton  Reproducer 

stands  unrivalled;  the  high  light  of  achievement 
in  sound  reproduction  and  a  worthy  foundation 
for  the  phonograph  par  excellence. 

Sample  for  inspection  and  test  forwarded  promptly 

(Standard  hub  11/16"  opening) 

Price— G.  P.  $5.00— N.  P.  $4.00 


W.  L  .ISJEWTONTCO..  INC. 


SCRIBNER  BUILDING 

•97  Fi  fth  Avenue  .NevYorx  City 


A  musical  efficiency  expert  has  suggested 
something  new  for  inventors  to  puzzle  over.  In 
order  to  do  away  with  the  usual  winding  of  the 
motor  after  every  few  selections  have  been 
played,  he  suggests  some  sort  of  device  which 
will  rewind  the  motor  by  the  simple  action  of 
ra-sing  and  lowering  the  lid.  The  motion  of 
raising  the  lid  to  insert  a  record  will  wind  the 
motor  half  way  and  the  closing  of  the  lid  will 
complete  the  job.  In  this  .way  he  claims  that 
it  is  entirely  possible  to  wind  the  motor  to  a 
tension  sufficient  to  play  one  record.  Why  all 
this  "efficiency"?  If  he  really  wants  to  save 
himself  trouble,  why  not  get  an  electric  motor? 
He  wouldn't  even  have  to  lower  the  lid  then! 
That  ought  to  appeal  to  him! 


WILL  MARKET  AUTOMATIC  STOP 


The  Sterling  Devices  Co.,  Chicago,  111.,  will 
soon  announce  a  new  non-set  automatic  stop 
adapted  to  all  makes  of  talking  machines,  and 
preparations  for  an  intensive  advertising  cam- 
paign are  now  under  way.  The  unique  feature 
of  the  Sterling  non-set  automatic  stop  is  the 
fact  that  it  forms  an  integral  part  of  the  tone 
arm  and  is  not  a  part  of  the  motor,  thereby 
giving  it  a  universal  application.  The  executives 
of  the  company  are  enthusiastic  regarding  this 
new  addition  to  their  line,  and  full  details  will 
be  offered  to  the  trade  at  an  early  date. 

Fred  Wenzel  was  recently  elected  treasurer  of 
the  Sterling  Devices  Co.,  assuming  his  new 
duties  several  weeks  ago. 


PEERLESS  ALBUM  CO.  MOVES 

The  Peerless  Album  Co.  moved  early  this 
month  to  its  new  home,  636-638  Broadway,  New 
York.  As  announced  in  the  January  number  of 
The  World  the  new  quarters  are  centrally  lo- 
cated and  visiting  buyers  will  find  the  new  ad- 
dress a  most  convenient  one. 


February  15.  1921 


THE    TALKING    MACHINE  WORLD 


95 


7 


3UMmi«Aili!SfjviRBsra«ffaffii' 
S 


■■MtwaeKWji»jin«M«rai»aMM" 


DIG!! 


COMMERCIALLY,  Mr.  Victor  Dealer,  you  enjoy  a  distinct  and  envia- 
ble position,  one  that  will  be  maintained  only  just  so  long  as  you  keep 
your  "shoulder  to  the  wheel.  Keeping  your  shoulder  to  the  wheel  means 
that  you  have  a  definite  objective,  without  which  you  are  maneuvering  poorly, 
and  are  destined  to  defeat.  Having  a  set  purpose,  you,  as  a  conscientious  and 
worthy  Victor  Dealer,  have  an  unobstructed  and  direct  road  to  still  greater 
success. 

Put  into  practical  use  Victor  "equipment,  such  as  Ready  Reference  Labels, 
Stock  Record  Books,  Electrical  Signs,  Advertising  Copy,  Wind  ow  Displays, 
Ope  ratic  Figures  and  other  Victor  Business  Builders;  utilize  the  helps  that  as- 
sure a  prosperous  future,  and  which  must  eventually  be  in  the  scheme  of  all 
successful  Victor  Dealers. 

It  has  been  "easy  picking  for  the  Victor  Dealer  during  the  last  six  years,  a 
veritable  joy-ride,  so  to  speak — and  now,  well — let  s  get  down  to  real  work. 

Thousands  of  talking  machines  of  questionable  quality  and  dubious  origin  are  now 
being  urged  upon  the  public — a  public  that  has  not  been  educated  as  you  have 
been — -and  it  now  becomes  your  moral  duty  to  impress  upon  the  people  in  your 

community  the  reasons  for  VICTOR  SUPREMACY. 


Determination,  courage,  originality  and  resourcefulness  are  elements  that  will 
decide  whether  you  are  to  be  or  not  to  be  successful  in  a  big  way. 

All  we  have  said  in  the  foregoing  is  expressed  or  implied  in  just  one  little  word, 
a  word  of  but  three  letters,     D  I  G  .       Let  this  be  your  pass  word. 


C.  BRUNO  &  SON,  Inc. 


351-353  Fourth  Avenue 

Victor  Distributors  to  the  Dealer  Only 


New  York 


fsiinufs«Mi«cta 


96 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


J.  J.  REILLY  MADE  SALES  MANAGER 

Advanced  to  Important  Post  in  Melodee  Roll 
Department  of  Vocalion  Co.  of  Pennsylvania 


Philadelphia,  Pa.,  February  5. — John  J.  Reilly 
has  been  made  sales  manager  of  the  Melodee 
roll  department  of  the  Vocalion  Co.  of  Pennsyl- 
vania, located  in  this  city,  former]}'  the  Philadel- 
phia Show.  Case  Co.,  wholesale  distributor  of 


John  J.  Reiily 


the  Vocalion  instruments,  Red  records  and 
Melodee  music  rolls. 

"Jack"  Reilly,  as  he  is  familiarly  known  to 
the  trade,  has  been  closely  associated  with  both 
the  music  roll  and  phonograph  industries  for 
many  years  and,  being  thoroughly  familiar  with 
every  phase  of  music  roll  merchandising  and 
conversant  with  all  the  details  of  this  industry, 
is  particularly  well  qualified  to  fill  his  new  post. 


He  started  his  music  roll  experience  at  Lyon 
&  Healy's,  Chicago,  and  shortly  after  was  placed 
in  charge  of  the  music  roll  department  of  the 
George  P.  Bent  Co.,  Chicago,  and  was  also 
placed  in  charge  of  the  Victor  department  of 
that  company  when  it  was  opened.  Next  he 
went  with  Grinnell  Bros.,  in  Detroit,  and  then 
with  John  Wanamaker,  in  Philadelphia,  as  music 
roll  department  manager. 

The  wholesale  field  offering  opportunities  for 
wider  activities,  Mr.  Reilly  joined  the  traveling 
staff  of  the  Universal  Music  Co.,  and  for  the 
past  two  and  one-half  years  has  represented  this 
company,  and  later  on  the  Melodee  Co.,  in  all 
the  large  cities  in  the  Eastern  territory,  also 
visiting  the  Vocalion  phonograph  dealers. 

NEWS  OF  EMERSON  TRAVELERS 

Sales  Manager  M'orrison  Now  on  Pacific  Coast 
Co-operating  With  Jobbers 


H.  E.  Morrison,  sales  manager  of  the  Emer- 
son Phonograph  Co.,  is  now  on  the  Pacific 
Coast,  and  during  the  past  ten  days  has  spent 
considerable  time  in  Seattle  and  Spokane.  At 
the  latter  city  Mr.  Morrison  co-operated  "with 
the  Northwest  Phonograph  Jobbers,  Inc., 
Emerson  jobbers,  in  connection  with  their  sales 
plans  for  the  coming  year. 

C.  F.  Usher,  field  representative  for  the  com- 
pany, has  been  calling  on  the  trade  in  Ohio, 
working  in  conjunction  with  the  Emerson  Ohio 
Co.,  Cleveland,  O.,  in  the  development  of  1921 
business.  His  reports  indicate  that  dealers  in 
this  territory  are  preparing  for  an  active  Emer- 
son trade. 

Morton  Lucas,  field  representative  of  the 
company,  is  now  in  Chicago,  co-operating  with 
the  sales  staff  of  the  Emerson  branch  in  that 
city  in  stimulating  the  demand  for  foreign 
language  records. 

Owen  Logan,  field  representative,  is  working 
with  the  sales  staff  of  the  Emerson  Products 
Co.,  Syracuse,  N.  ,Y.,  Emerson  jobbers,  and  the 
outlook  in  this  territory  is  very  gratifying. 


EDMUND  BRANDTS  TO  EUROPE 

Prominent  Manufacturer  to  Make  Extensive 
European  Trip  and  Desires  to  Be  of  Assis- 
tance to  Those  Desiring  European  Connec- 
tions— Widely  Acquainted  in  Foreign  Lands 


Celina,  O.,  February  3. — Edmund  Brandts, 
who  is  well  known  in  the  talking  machine  trade 
and  furniture  circles  as  sales  manager  and 
partner  in  the  Mersman  Bros.,  Brandts  Co.,  of 
this  city,  plans  to  embark  on  an  extended  Euro- 
pean tour  the  latter  part  of  April.  His  itinerary 
includes  a  large  portion  of  the  European  conti- 
nent. 

Mr.  Brandts  came  to  this  country  from 
Gladbach,  Germany,  about  seventeen  years  ago 
and  is  identified  with  several  very  successful 
manufacturing  enterprises  in  this  city.  While 
Mr.  Brandts  was  first  prompted  to  make  this 
trip  because  of  his  European  family  ties  and 
his  inability  to  visit  the  land  of  his  nativity 
during  the  war,  he  plans  to  combine  business 
with  pleasure  by  taking  care  of  special  trade 
assignments  on  the  other  side  for  a  number  of 
American  manufacturers.  Mr.  Brandts  is  well 
acquainted  with  -many  influential  business  and 
professional  men  in  France,  Germany,  Holland, 
Belgium,  Spain  and  Italy  and  plans  to  use  this 
acquaintanceship  in  forming  advantageous 
European  connections. 


ENTERS  THE  FIELD  AS  WHOLESALER 

The  Argus  Phonograph  &  Supply  Co.,  New 
York,  has  recently  been  formed  to  wholesale 
talking  machine  specialties,  and  it  will  particu- 
larly concentrate  on  the  sale  of  main  springs 
for  motors  and  sapphires  and  diamonds  for  re- 
producers. The  company  will  be  incorporated 
very  shortly  with  Charles  Alweis  as  president 
and  Alfred  Sondheim  as  secretary  and  treasurer. 
Both  of  these  men  are  well-known  in  the  talking 
machine  trade,  and  the  new  company  has  already 
established  a  number  of  excellent  accounts  in  the  ' 
industry. 


THE  VICTOR  TALKING  MACHINE  COMPANY 

Has  acquired  control  of 

THE  GRAMOPHONE  COMPANY,  Ltd. 

of  Great  Britain 


We  bel  ieve  The  Gramophone  Company  will  be  a  tre- 
mendous success,  and  have  procured  a  limited  amount  of 
Gramophone  Company  Limited  Ordinary  Stock,  which 
we  offer  subject  to  prior  sale  or  change  in  price  at  $7.50 
per  share 


Write  for  further  information 

BOENNING,   GARRISON   &  CO. 

BANKERS   &  BROKERS 

MEMBERS   PHILADELPHIA  STOCK  EXCHANGE 
904-9  Stock  Exchange  Building  Philadelphia,  Pa. 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


97 


SISESJALKINS  MACHINE 


[Editor's  Note: — This  is  the  fourth  of  a  new  series  of 
articles  by  William  Braid  White,  devoted  to  the  various 
interesting  opp'ortunities  which  prevail  in  the  domain  of 
education  for  the  retailer  of  talking  machines.  The  subject 
is  one  of  great  interest  and  we  commend  these  articles  to  the 
consideration  of  all  who  are  devoting  attention  to  the  featur- 
ing and  developing  of  the  musical  possibilities  of  the  talking 
machine,] 


LET'S  GET  BACK  TO  MUSIC 


Dealers  in  all  parts  of  the  country  are  find- 
ing it  necessary  to  devise  new  and  more  ef- 
fective methods  of  selling.  Nobody  claims  that 
the  people  of  the  United  States  are  short  of 
cash,  or  that  they  have  lost  the  interest  they 
were  showing  a  year  ago  in  music  and  musical 
instruments.  Dealers  who  understand  the  truth 
about  the  situation  know  that  the  present  re- 
luctance is  relative.  It  looks  very  big  when 
compared  with  the  crazy  extravagance  of  a 
year  ago;  but  it  is  not  at  all  big  compared 
with  the  sort  of  coyness  that  had  to  be  over- 
come five  years  ago.  In  other  words,  sales- 
men have  lost  their  keenness  after  a  .period  of 
two  years  of  sellers'  market;  and  now  they  are 
finding  it  hard  to  get  back  the  old  "pep." 

But  some  things  have  changed  meanwhile. 
For  one  thing,  since  1914  the  number  of  dealers 
who  sell  talking  machines  has  enormously  in- 
creased. Hundreds  of  piano  merchants  have 
taken  oh  talking  machines,  and  they  above  all 
are  the  persons  who  are  just  now  complain- 
ing that  sales  are  slow.  The  regular  talking 
machine  specialists  on  the  other  hand,  although 
they  are  not  occupied  merely  in  trying  to  allot 
an  insufficient  stock  of  machines  among  a 
crowd  of  eager  would-be  purchasers,  neverthe- 
less are  selling  machines.  The  truth  of  course 
is  that  the  latter  have  learned  by  experience 


that  there  is  only  one  sure  way  to  get  retail 
talking  machine  business,  irrespective  of  other 
conditions.  That  way  is  to  dig  out  the  prospect 
and  then  demonstrate  until  the  desire  for  music 
has  been  aroused. 

Arouse  Desire 

When,  in  fact,  this  desire  for  music  has  been 
definitely  aroused  there  will  be  little  or  no 
.serious  difficulty  in  making  sales  on  reasonable 
terms  and  at  the  right  prices. 

It  is  just  at  this  point  that  these  remarks 
begin  to  square  with  the  general  purpose  of 
these  articles.  If  we  do  not  feature  the  musical 
possibilities  of  the  talking  machine  we  shall 
not  be  able  to  arouse  a  desire  for  music.  If 
we  do  not  arouse  a  desire  for  music  then  we 
shall  have  nothing  to  fall  back  on  but  prices 
and  terms.  Now,  at  a  time  like  the  present, 
the  worst  possible  argument  is  prices  and  terms. 
For  those  who  are  likely  to  be  good  risks  are 
the  very  persons  who  will  now  be  willing  to 
wait  "till  prices  come  down,"  as  they  put  it. 
They  will  wait  because  they  are  careful  in 
money  matters;  and  so  long  as  the  only  language 
in  which  they  are  allowed  to  think  of  the  pro- 
posed talking  machine  are  money  terms  they 
will  do  the  very  natural  thing  and  wait.  Who 
can  blame  them? 

On  the  other  hand,  those  who  will  bite  eagerly 
now  at  easy  terms  are  likely  to  be  those  who 
will  buy  anything  if  only  it  is  to  be  had  "on 
time."  Just  at  the  present  moment  business  of 
this  kind  is  not  desirable. 

Now,  therefore,  the  wise  merchant  will  work 
as  never  before  to  interest  his  prospects  in 
music,  in  the  musical  side  and  the  musical  pos- 
sibilities of  the  talking  machine. 


Work  of  this  kind  must  begin,  of  course,  with 
the  canvasser  who  first  digs  up  the  prospect, 
and  must  be  simultaneously •  developed  in  news- 
paper advertising.  That  which  is  vital  just  now 
is  to  surround  the  idea  of  the  talking  machine 
with  the  atmosphere  of  musical  entertainment. 
There  is  nothing  so  important  as  this,  and  unless 
it  is  persistently  carried  out  the  merchant  may 
wonder  in  vain  what  is  the  matter  with  business. 
In  fact,  he  will  never  find  out. 

The  Most  Interesting  Thing 

Now,  what  is  the  most  interesting  thing 
which  can  be  said  about  the  talking  machine, 
from  the  musical  standpoint?  The  answer 
should  scarcely  be  needed  at  all,  but  one  notices 
that  merchants  have  been  getting  out  of  the 
habit  of  thinking  of  music  lately  and  have  mani- 
fested a  deplorable  tendency  to  think  only  in 
terms  of  furniture  and  instalments.  Therefore 
let  every  one  remember  now  that  the  most  in- 
teresting statement  you  can  make  about  the 
talking  machine  is  that  it  comprises  all  musical 
instruments  and  all  music,  that  it  is  "all  music" 
brought  to  the  purchaser's  home  and  fireside, 
that  it  is  all  that  you  can  ask  for  in  a  musical 
way,  and  that  it  has  the  power  to  satisfy  every 
musical  desire,  from  the  desire  for  a  dance  to 
the  desire  for  the  classics  of  violin  literature. 

That  is  the  most  interesting  thing  one  can 
say  and  some  snappy  presentation  of  the  state- 
ment should  stand  somewhere  in  every  news- 
paper advertisement  and  be  repeated  in  every 
canvasser's  talk  as  well  as  in  the  closing  talk 
in  ,the  store. 

"Music  All  the  Time" 

If  I  were  writing  newspaper  copy  for  the  re- 
(Conthmed  on  page  98) 


This  Exquisite 
Queen  Anne  Console 

is  one  of  the  models  in  the  Jewett  line  of  popular- 
priced  consoles.  It  is  a  musical  instrument  of 
acknowledged  superiority  in  tone,  design  and  cabinet 
work. 

The  fact  that  this  model  retails  for  practically  one- 
third  less  than  other  consoles  of  the  same  high  grade 
gives  a  clear  conception  of  the  possibilities  in  store 
for  those  who  become  dealers  or  distributors  of  the 
Jewett  line  of  popular-priced  quality  phonographs. 

Details  of  agency  proposition  furnished  on  request. 

Jewett 

PHONOGRAPHS 


Jewett  Phonograph  Company, 
1730  Penobscot  Bldg.,  Detroit,  Mich. 

Please  send  me  details  regarding  your  agency 
proposition  in  this  locality 

Name   

Address  


98 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


**lfs  sweeping  the  Country! 


HONOLULU  EYES 

One  most  beautiful  Waltz  Melody 

in  years       "Published by  LEO. FEIST  ing  ■  JT% 

I  -  FEIST  BLDG. 

,.^,-.45^^^*"  NEW  YORK. 


■  Q/ou  can  't  go  wrong 
wilh  any  Feist  S~onn . 


FEATURING  THE  MUSICAL  POSSIBILITIES  OF  THE  "TALKER" 


(Continued  from  page  98) 


tail  talking  machine  trade  just  now,  I  should 
talk  music  all  the  time.  That  does  not  mean 
classical  music,  or  operatic  music,  or  vocal 
music,  or  dance  music,  or  jazz  music,  exclusive- 
ly or  specially.  It  means  just  music  in  general. 
And  I  should  talk  the  universality  of  the  talking 
machine  and  the  universal  appeal  of  music  till, 
figuratively,  the  cows  came  home.  Then  I 
should  take  very  good  care  that  the  canvassers 
talked  everything  or  anything  else  save  prices 
and  terms.  I  should  make  them,  in  fact,  talk 
music  all  the  time,  pointing  out  to  every  one 
that,  indeed,  a  good  talking  machine  is  neither 
very  expensive  nor  hard  to  buy;  but  not  claim- 
ing for  a  moment  that  a  good  talking  machine 
can  in  any  circumstances  be  a  "bargain,"  in  the 
ordinary  sense  of  that  abused  term. 

Letting  Them  Listen 
And  I  should  go  further.  I  should  insist  that 
the  sales  talk  in  the  store  be  a  musical  talk  and 
a  musical  demonstration.  I  should  insist  that 
from  the  moment  the  prospect  and  his  family 
arrived  in  the  store  their  time  should  be  kept 
occupied  with  music,  music,  music,  chosen  at 
their  command  in  the  beginning,  but  gradually 
worked  over  so  as  to  concentrate  their  atten- 
tion upon  the  tone  and  the  general  musical 
beauty  of  the  talking  machine.  I  should  insist 
further  that  such  a  variety  of  music,  after  the 


original  choices  had  been  played,  should  be 
placed  before  the  prospect,  so  as  to  ensure  that 
the  wonderful  possibilities  of  entertainment  and 
fun  residing  in  the  great  catalogs  of  records 
should  be  at  least  dimly  sensed,  to  the  end  that 
not  only  a  desire  for  a  machine,  but  a  lasting 
desire  for  new  records,  as  often  as  possible, 
should  be  implanted. 

The  Universal  Love 

It  is  the  unanimous  opinion  of  all  who  have 
to  do  with  the  teaching  of  music  in  the  schools 
or  with  community  music  in  any  form  that  the 
love  for  music  is  by  all  odds  the  nearest  to  be- 
ing universal  of  any  passion  not  utterly  animal. 
At  the  present  time,  those  who  are  merchandis- 
ing the  means  for  satisfying  this  love  are  making 
the  mistake  of  their  lives  in  not  uniting  upon 
a  general  preaching  of  the  gospel  of  music  in 
their  advertising  and  in  their  selling.  Prices 
and  terms  are  necessary  enough,  of  course,  but 
they  do  not  belong  in  the  forefront  of  the 
argument.  And  in  fact  they  belong  very  much 
in  the  background  just  now. 

"Getting  Them  In" 

It  will  be  said  that  the  main  difficulty  now 
is  to  get  the  people  into  the  store.  That  may 
be  true,  but  it  is  also  true  that  the  people  will 
come  wherever  there  is  an  attraction.  During 
the  present  peculiar  period  through  which  we 


MR.  RETAILER: 

Do  you  know  that  one  card  of 


Plays  all 
Records 


SUPERB 
TYLUS 
SEMI-PERMANENT 

H      A      if   .  J 
'.III    <l>    <!>  <> 


Saves  all 
Records 


a      ■     .  I  ■ 

PLAYS  1O0-2OO  RECORDS 

Made  by  Mellow-Tone  Needle  Co. 
-    Anson  i  a    .  Conn. 


will  play  500  to  800  RECORDS 

Think  what  it  means  to  be  able  to  tell  a  customer  that. 

Retails  25c.  per  card. 

SOFT 


LOUD  MEDIUM 

SEND  FOR  SAMPLES  AND  DISCOUNTS 


Mellowtone  Needle  Co.,  Inc. 


Sole 
Manufacturers 


Ansonia,  Conn. 


are  rapidly  and  most  successfully  passing  some 
of  our  largest  retailers  of  talking  machines  have 
kept  themselves  busy  without  any  let-down  by 
the  expedient  of  running  some  continuous  at- 
traction of  a  musical  sort  calculated  to  keep  the 
people  on  the  alert  and  to  "bring  them  in." 
The  great  house  of  Lyon  &  Healy  in  Chicago 
has  been  running  daily  concerts  for  a  long 
time  past  in  its  recital  hall,  with  splendid  re- 
sults. Men  and  women  drop  in,  hear  the  talk- 
ing machine  under  the  most  perfect  conditions, 
find  that  they  are  not  solicited  or  bothered,  go 
away,  think  about  it,  wonder  if  the  possession 
of  such  a  machine  could  be  managed  in  some 
way,  and  then,  ten  to  one,  the  lady  of  the  home 
is  visited  by  a  clever  young  outside  salesman 
from  the  same  great  house.  The  result  can  be 
foreseen,  can  it  not? 

There  are  plenty  of  variants  to  be  worked  out 
by  the  wise  and  active  salesmanager  or  mer- 
chant. There  are  some  general  thoughts  cal- 
culated to  impress  upon  all  concerned  the  great 
text  "If  you  want  to  sell  just  now  sell  that  the 
value  of  which  cannot  be  estimated  in  dollars, 
but  which  is  more  and  more  desired  in  propor- 
tion as  it  is  made  more  and  more  familiar:  sell 
music,  and  nothing  else!" 


TAKES  ON  NEW  LINES 

The  Cabinet  &  Accessories  Co.,  New  York 
City,  has  added  to  the  large  list  of  accessories 
which  this  firm  carries  the  Tonofone  needle, 
manufactured  by  the  R.  C.  Wade  Co.,  of  Chi- 
cago. Otto  Goldsmith,  president  of  the  com- 
pany, has  experienced  a  decided  demand  in  the 
territory  which  he  covers  for  a  semi-permanent 
needle  of  high  quality  and  has  already  found 
that  the  Tonofone  needle  is  meeting  with  much 
success  among  the  dealers  he  supplies. 

The  Cabinet  &  Accessories  Co.  has  also  been 
appointed  exclusive  metropolitan  distributor 
for  the  Cirola  phonograph.  Mr.  Goldsmith 
plans  to  feature  this  portable  phonograph  ex- 
tensively in  the  months  to  come.  The  exclusive 
territory  extends  within  a  radius  of  twenty-five 
miles  in  each  direction  from  the  Grand  Central 
Station. 


STRATFORD  PHONO.  CO.  AFFAIRS 


In  the  matter  of  the  Stratford  Phonograph 
Co.,  bankrupt,  the  trustee  has  filed  a  petition 
for  authority  to  sell  the  present  property  of  the 
bankrupt  located  at  Ashland,  O.,  at  public  auc- 
tion, and  this  petition  was  scheduled  to  come  up 
for  hearing  before  the  Referee  in  Bankruptcy  on 
February  14,  and  it  is  announced  that  if  not  then 
otherwise  ordered  this  sale  will  be  ordered  and 
held  on  February  19,  1921,  as  advertised. 


Miss  Ruth  Howard,  who  was  until  recently 
manager  of  the  phonograph  department  at  By- 
ron Mauzy,  of  Oakland,  Cal.,  has  been  given 
charge  of  the  record  department  of  Long's 
Music  House,  Pasadena. 


The  Talking  Machine  World,  New  York,  February  15,  1921 


Records 


MARCH  RELEASE 


4228 
10-in. 
$1.00 


4229 
10-in. 
85c. 


4243 
10-in, 
85c. 


4244 
10-in. 
85c. 


4245 
10-in. 
85c. 


MEM'RIES  OF  YOU  MAMMY  (Popular  Blues) 
(Vocal)  .  .  .  Mamie  Smith  and  Her  Jazz  Hounds 

IF  YOU  DON'T  WANT  ME  BLUES  (Popular 
Blues)  (Vocal) 

Mamie  Smith  and  Her  Jazz  Hounds 

BROADWAY  ROSE  (Tenor  with  Orch.) 

Billy  Jones 

LITTLE  CRUMBS  OF  HAPPINESS  (Tenor  with 
Orch. )  Lewis  James 

[ONE,  TWO,  THREE,  FOUR  (Vocal  Trio  with 
Hawaiian  Guitars)  Crescent  Trio 

MAUI  ALOHA  (Hawaiian  Guitar  Duet) 

Ferera-Franchini 

COUNTY  KERRY  MARY  (Tenor  and  Quartet 
with  Orch. )  Sam  Ash  &  Shannon  Four 

BONNIE  LASSIE  (Tenor  and  Quartet  with  Orch.) 

Charles  Hart  &  Shannon  Four 

LIKE  WE  USED  TO  BE  (Baritone  with  Orch.) 

Elliott  Shaw 

THERE  IS  ONE  GIRL  (Will  She  Ever  Be  Mine) 
(From  the  Musical  Play,  "Hearts  of  Erin") 
(Tenor  and  Quartet  with  Orch.) 

Sam  Ash  &  Shannon  Four 


TONE  SWEET  DAY  (Tenor  with  Orch.) 
4246  I  Lewis  James 

10-inJ 

85c.  j  IN  THE  HEART  OF  DEAR  OLD  ITALY  (Vocal 
[    with  Orch. )  Crescent  Trio 


4247  f PICKANINNY  ROSE  (Baritone  with  Orch.) 

10-in. 

85c. 


Ernest  Hare 

LINDY  (Vocal  with  Orch.)  Shannon  Four 

4248  ANNIE  LAURIE  (Scotch  Ballad)  .  .   Shannon  Four 


10-in. 

85c. 


CARRY  ME  BACK  TO  OLD  VIRGINNY  (Vocal 
with  Orch. )  The  Three  Virginians 


4249 fTURKEY  IN  THE  STRAW   (Comic  Vocal) 
10-in  \     (Baritone  with  Orch.)  Billy  Golden 

85c.  [RABBIT  HASH  (Monologue)  Billy  Golden 

rJUNE  (I  Love  No  One  But  You)  (Fox-trot) 
4230  Joseph  Knecht's  Waldorf  Astoria  Dance  Orch. 

10-inJoROP  ME  A  LINE   (Intro.   "My  Husband's 
85c.      Dearest    Friend")      (From     Musical  Play, 
I    "Honeydew")  Orlando's  Orchestra 


4231  f CARESSES  (Fox-trot)  .  Lanin's  Roseland  Orchestra 
85c    HINDOO  HOP  (Fox-trot)  .   Rega  Dance  Orchestra 


4232 
10-in. 
85c. 


PALESTEENA  (Fox-trot) 

Green  Brothers'  Novelty  Band 

HONOLULU  EYES  (Waltz) 

Green  Brothers'  Novelty  Band 


fNO  WONDER  I'M  BLUE  (Fox-trot) 

4233  Joseph  Samuels'  Jazz  Band 
10-in. 

85c J  SOMEBODY'S  EYES  (Fox-trot) 

I  Harry  Raderman's  Jazz  Orchestra 

4234  | HUMMING  (Fox-trot)  .  .  .   Rega  Dance  Orchestra 

1?"™',ROSIE  (Make  It  Rosy  for  Me)  (Fox-trot) 
85c- 1  All  Star  Trio 

4235  ROSE  (Fox-trot)  Rega  Dance  Orchestra 

10-ui.  I  BEAUTIFUL  FACES  (From  "Broadway  Brevi- 
85c'i     ties")  (Fox-trot)   Vernon  Trio 

4236  f SHOW  ME  HOW  (Fox-trot)  Vernon  Trio 

1 0  in 

85c!  1  SWEET  LOVE  (Fox-trot)  Orlando's  Orchestra 

fNOW  AND  THEN  (Fox-trot) 

4237  i  Harry  Raderman's  Jazz  Orchestra 
10-in. 

85c. !  DOLLY,  I  LOVE  YOU  (Fox-trot) 

Harry  Raderman's  Jazz  Orchestra 

4238  LOTUS  FLOWER  (Waltz) 

10-in  -!         Joseph  Knecht's  Waldorf  Astoria  Dance  Orch. 
85c.  [MIDNIGHT  (Fox-trot)  Orlando's  Orchestra 

4239  f NIGHTINGALE  (Fox-trot)  Rega  Dance  Orchestra 
10-in. ;  _         _  , 

85c.  (ALGIERS  (Fox-trot)  Rega  Dance  Orchestra 

YOU'RE  JUST  LIKE  A  ROSE  (Introducing, 
"Hello    Imagination")     (From  Hippodrome 

4240  Show,  "Good  Times")    (One-step)  (Accor- 
10-inJ     d'on)   Perry 

85c.  it  ISN'T  WHAT  SHE  DOES  THAT  MAKES 
ME  LOVE  HER  (Introducing,  "I  Told  You 
So")   (Fox-trot)   (Accordion)  Perry 

4241  j£L  CAPITAN  (March)  Conway's  Band 

85^  [THE  NEW  COLONIAL  MARCH  .  Conway's  Band 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 

25  West  45th  Street  New  York  City,  N.  Y. 

Factories:      Newark,  N.  J.      Elyria,  Ohio      Putnam,  Conn.      Springfield,  Mass.      Kitchener,  Ont. 
Branch  Offices:     Chicago,  111.      Toronto,  Can.      London.  Eng. 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


99 


JOHN  H.WI  LSON ,  Manager  11  j    \       \    V      ^/  1 1  H  N  G  AN  J 

324 WASHINGTON  ST.,BOSTON,MASS.  k#  ^fcH^  «^  ■  ■  ■   — ^  ^  ■  ^  b         H  &# 


Optimism,  Confidence 

and 

Steinert  Service 

Overcome  and  surmount  any  and  all 
obstacles  or  difficulties  and  help  make 


LOYAL 


DEALERS 


VICTORIOUS 


M.  STEINERT  &  SONS  CO. 

VICTOR  WHOLESALERS 

35  Arch  Street       ::       ::       ::       ::      ::      ::  Boston 

STEINERT  SERVICE  SERVES 


Boston,  Mass.,  February  5.— Not  a  few  local 
talking  machine  houses  report  business  as  hav- 
ing been  spotty  during  the  past  month.  Five 
days  of  a  week,  for  instance,  would  be  quiet, 
then  there  would  be  a  spurt  on  Saturday,  only 
to  have  the  quiet  regime  return  on  the  following 
Monday.  Most  places  report  the  record  busi- 
ness as  very  good,  but  the  buying  of  machines 
has  not  been  especially  conspicuous.  The  feel- 
ing is  pretty  general,  however,  that  the  current 
month  will  show  an  improvement  in  conditions 
and  that  from  now  on  there  will  be  an  appre- 
ciable advance,  for  it  is  conceded  by  the  leaders 
in  the  talking  machine  business  that  the  corner 
has  been  turned  and  that  everything  is  on  the 
upward  move  to  better  times. 

Optimistic  Over  the  Outlook 

Manager  Fred  E.  Mann,  of  the  Columbia  Co., 
became  quite  cheery  the  other  day  when  The 
World  correspondent  dropped  in  and  listened 
to  him  read  extracts  from  a  recent  issue  of  a 
Wall  street  magazine  in  which  the  Columbia 
was  put  in  a  very  favorable  light.  Taking  his 
cue  from  some  of  the  optimistic  statements 
wherein  the  1920  business  was  reported  to  have 
shown  such  a  big  increase  over  the  previous 
twelve  months,  Mr.  Mann  proceeded  to  express 
himself  very  confidently  anent  the  business  that 
is  ahead  for  the  co'mpany,  in  part  basing  his 
remarks  upon  his  own  near-at-hand  experience 
right  here  in  his  own  field.  He  said  that  after 
a  dullness  following  the  first  of  the  new  year, 
there  being  a  natural  stagnation  every  Janu- 
ary, things  began  to  pick  up,  and  all  the  dealers 
were  looking  forward  to  an  era  of  good  busi- 
ness on  which  the  larger  dealers  in  particular 
already  have  made  a  start.  With  the  facilities 
that  the  company  has  to  turn  out  the  goods  he 
believed  the  time  was  not  far  off  when  the  en- 
tire output  of  the  factory  would  be  speedily 
taken  as  fast  as  put  out. 

New  Pathe  Representation 

The  Pathe  department  of  Hallet  &  Davis  has 
begun  the  new  year  under  most  auspicious  con- 
ditions. Stephen  A.  Colahan,  who  has  been  for 
eight  months  manager  of  the  retail  department 
of  the  Pathe,  is  now  more  closely  associated 
with  Wholesale  Manager  R.  O.  Ainslie,  and  will 


devote  most  of  his  time  to  traveling  through 
the  New  England  field.  Toward  the  latter  part 
of  January  he  and  Mr.  Ainslie  spent  several 
days  looking  over  the  Providence  and  Paw- 
tucket,  R.  I.,  territory.  Some  new  concerns  with 
which  the  Pathe  has  lately  signed  up  are  Doyle 
&  Mitchell,  Amesbury;  Henry  Baker,  Hyannis; 
Raphael  Seney,  Plainfield,  Conn.,  and  J.  &  M. 
Company,  Pawtucket,  R.  I. 

A  Visitor  From  Nova  Scotia 
Colonel  E.  C.  Phinney,  of  the  firm  of  N.  H. 
Phinney,  Ltd.,  of  Halifax,  Nova  Scotia,  was  a 
recent  caller  on  Manager  Mann  of  the  Columbia. 
Col.  Phinney  had  been  in  New  York  and  spent 


several  days  in  the  laboratories  of  the  company. 
His  house  is  the  largest  Columbia  jobber  in 
the  Province,  and  it  operates  eight  stores.  Mr. 
Mann  speaks  of  Colonel  Phinney  as  a  real  live 
wire. 

Two  other  callers  at  the  Columbia  head- 
quarters here  have  been  H.  S.  Root,  of  the  H.  S. 
Root  Co.,  of  Newport,  Vt.,  where  he  is  an  ex- 
clusive Columbia  dealer;  and  J.  P.  Middleton, 
who  also  conducts  an  exclusively  Columbia  shop 
at  Pittsfield. 

Toward  the  latter  part  of  January  the  local 
headquarters  of  the  Columbia  had  with  it  two  of 
the  company's  auditors  from  New  York,  here 
to  pay  their  regular  semi-annual  visits — W.  G. 
Westenfeld  and  H.  L.  Brewster. 

Leaves  the  Hub  for  Mineola 

H.  L.  Pratt,  who  has  been  with  the  executive 
office  sales  department  of  the  Columbia  Co.  in 
New  York,  has  finally  got  his  family  moved 
over  to  the  metropolis,  having  found  a  home  at 
Mineola,  Long  Island.  The  family  home  has 
been  in  Newton  Centre,  which  is  a  suburb  bor- 
dering on  Boston. 

New  Puritan  Agents 

Manager  Ellsworth,  local  manager  for  the 
Puritan,  made  by  the  United  Phonograph  Corp., 
says  that  he  finds  business  decidedly  picking  up. 
He  has  lately  taken  on  several  new  dealers  in 
New  England,  among  them  Ordway  &  Dalton, 
at  White  River  Junction,  Vt.;  the  Farrar  Fur- 
niture Co.,  at  Bangor,  Me.,  and  the  Cornell  Mu- 
sic Store,  at  Middleton. 

New  Store  in  Roxbury  Section 

A  new  shop  just  opened  in  the  Roxbury  dis- 
trict to  be  devoted  exclusively  to  the  Puritan 
is  the  Harmony  Shop,  2413  Washington  street. 
The  store  has  a  good  frontage,  is  110  feet  deep, 
and  is  in  charge  of  J.  H.  Duffy,  an  enterprising 
young  man. 

To  Represent  the  O.  K.  Records 

A.  J.  Delaurie,  formerly  with  the  Emerson 
Co.  and  well  known  around  Boston,  has  as- 
sociated himself  with  the  E.  B.  Shiddell  Co., 
jobbers  for  the  Okeh  records,  and  will  devote 
his  time  to  the  Massachusetts  territory.  Mr. 
Townsend,  who  has  been  handling  the  Greater 
Boston  territory  for  some  time,  is  meeting  with 
(Continued  on  page  101) 


\ 


T 


TODAY'S  success- 
ful Victor  dealer 
is   careful,  determined 
and  persistent.    He  be- 
lieves  that  satisfactory 
service  helps  progress.  He 
knows   that    Eastern  Service 
specializes    for    his  best 
interests    by    using  every 
power  to  maintain  and  im- 
prove   his  profits. 


Eastern  Talking  Machine 
Co. 

85  Essex  Street 
Boston,  Mass. 


ioo 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


ill! 


*¥•  H •  BAG S H A¥  COM P AN Y - 


The  Triumph  of  the 
Talking  Machine  Needle  Industry 


s 


INCE  the  founding  of  the  company  in  1870  Bagshaw  has 
taken  a  most  active  and  prominent  part  in  the  upbuilding 
of  the   Talking   Machine   Needle  industry. 

The  progress  of  the  company  from  the  beginning 
has  been  markedly  influenced  by  the  firm  belief 
of  every  member  of  the  institution  in  its  plans, 
purposes  and  products.  Harmony  of  effort,  intelli- 
gent work,  confidence  in  the  company  and  in  one 
another — these  influences  have  combined  to  build 
Bagshaw  to  its  present  great  proportions. 


The  rounding  out  of  its  first  half  century  finds  the  organization 
full  of  youth  and  determination,  alive  to  the  promises  of  the  future 
and  strengthened  by  the  good  will  and  good  faith  of  customers  whose 
patronage  has  been  earned  and  held  through  merit. 


W.  H.  BAGSHAW  GO. 

LOWELL,  MASS. 

Oldest  and  Largest  Makers  of  Talking  Machine  Needles  in  the  World 
Established  1870  Incorporated  1917 

Selling  Agents 

Brilliantone  Steel  Needle  Go.  of  America 
347  Fifth  Avenue  New  York  City 


February  15,  1921 


THE    TALKING   MACHINE  WORLD 


101 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND— (Continued  from  page  99) 


n.arked  success.  Mr.  Shiddell  reports  an  un- 
usually prosperous  season  and  adds  that  he  is 
weil  pleased  at  the  way  the  New  Year  has 
started.  His  quarters,  at  142  Berkeley  street, 
are  getting  big  supplies  of  records,  but  they 
are  taken  by  the  trade  almost  as  fast  as  re- 
ceived, he  says. 

F.  C.  Howard  a  Visitor 

F.  C.  Howard,  the  talking  machine  dealer  of 
Syracuse,  N.  Y,  who  was  honored  by  a  big  tes- 
timonial dinner  the  early  part  of  January,  was 
a  welcome  visitor  to  Boston  later  in  the  month, 
coming  here  with  R.  O.  Ainslie,  the  wholesale 
manager  of  the  Pathe,  who  was  one  of  the 
guests  at  the  Syracuse  banquet.  Mr.  Howard 
was  pleasantly  entertained  while  in  Boston. 

West  End  Phonograph  Co.  Opens  New  Store 

The  West  End  Phonograph  Co.,  located  in 
Leverett  street,  has  opened  a  new  store  in 
Causeway  street,  opposite  the  North  station.  It 
will  be  devoted  exclusively  to  the  Victor  product. 
At  the  Leverett  street  store  only  the  Columbia 
line  will  be  carried. 

Unit  Construction  Men  Visitors 

Three  of  the  Unit  Construction  Co.  staff 
visited  the  Boston  trade  during  January.  First 
came  Rayburn  Clark  Smith,  the  president;  who 
was  accompanied  by  Gus  Mayer,  the  sales  man- 
ager, and  they  remained  in  town  several  days. 
The  following  week  Arthur  W.  Deas,  Jr.,  the 
company's  Eastern  manager  at  the  New  York 
office,  came  to  -Boston  and  he  got  the  same 
cordial  handshake  that  is  always  accorded 
popular  members  of  the  trade.  Mr.  Deas,  on 
leaving  Boston,  went  on  to  Portland,  Me.,  for 
a  visit  among  the  trade. 

Plan  to  Visit  Bermuda 

President  Charles  H.  Farnsworth,  of  the 
Eastern  Talking  Machine  Co.,  is  planning  a 
trip  to  Bermuda,  and  if  he  can  make  the  proper 
arrangements,  he  will  start  in  a  short  time. 

Prepare  for  Concert  of  Eight  Victor  Artists 

Kenneth  Reed,  wholesale  manager  of  the 
Steinert's  Victor  headquarters,  will  soon  be  busy 
on  the  plans  for  the  Spring  tour  in  New  Eng- 
land of  the  Eight  Famous  Victor  artists.  These 
concerts  will  be  limited  to  six  or  less  and  will 
take  place  the  first  week  in  April.  Those  places 
where  arrangements  have  already  been  definitely 
made  are:  Worcester,  Lawrence,  Providence, 
R.  I.,  and  Bangor,  Me.  The  latter  part  of  Janu- 
ary Manager  Reed  made  a  trip  into  the  Western 
Massachusetts  territory  and  New  York;  and 
later  he  took  a  trip  over  to  the  Camden  factory. 
Vocalion  Artist  Attracts  Big  Crowd 

John  Charles  Thomas,  the  baritone  of  "Apple 
Blossoms,"  lately  given  at  the  Colonial  Theatre, 
and  who  is  one  of  the  artists  featured  by  the 
Vocalion,  gave  a  largely  attended  concert  in 
Jordan  Hall  on  the  afternoon  of  January  20,  and 
his  voice  was  described  by  one  daily  newspaper 
as  having  fluency,  richness  and  warmth  and  "one 
of  the  most  beautiful  baritones  heard  here  in 
years."  Such  praise  should  make  for  great  popu- 
larity with  his  Vocalion  records. 

John  Maguire  Broadens  His  Scope 

John  Maguire,  who  has  been  a  valued  em- 
ploye of  the  Eastern  Talking  Machine  Co.  for 
a  number  of  years,  is  no  longer  inside  the  estab- 
lishment. Instead  he  is  now  on  the  road,  having 
taken  the  place  of  Edward  J.  Dunham,  who  re- 
signed lately.  Mr.  Maguire's  territory  is  in  east- 
ern Massachusetts,  and  he  is  making  good  in 


MUSIC  CABINETS 

See  Display  Ad  in  This  Issue 

Rtrbis  Rfesgacd  Mhm 

See  Display  Ad  in  This  Issue 
SPECIAL 
I  am  prepared  to  ship  all  orders  on  either  line 
promptly. 

Send  your  orders  for  both  these  lines  to 
L.W. HOUGH  20SudburySt.,  Boston,  Mass. 

New  England  Representative 


H0RT0HGALL0  CREAMER  CO 


NEW  HAVEN 


CONNECTICUT 


VICTOR  SERVICE  SPECIALISTS 


every  way,  thanks  to  a  pleasing  personality,  an 
intimate  knowledge  of  the  business  and  a  con- 
vincing way  of  presenting  his  Victor  line. 
Sympathy  for  Herbert  F.  La  Roe 

The  local  trade  learns  with  regret  of  the 
bereavement  which  has  come  to  Herbert  F.  La 
Roe,  of  La  Roe's  Music  Store,  at  Woonsocket, 
R.  L,  in  the  loss  of  his  wife,  who  died  about  the 
middle  of  January. 

Hammond  Buys  a  Puritan 

A  recent  purchaser  of  a  Puritan  talking  ma- 
chine from  the  warerooms  at  429  Boylston  street 
was  John  Hays  Hammond,  Jr.,  the  famous  in- 
ventor, whose  royalties  on  inventions  controlled 
by  the  United  States  Government  brings  him  a 
small  fortune  annually.  Mr.  Hammond  had 
examined  the  mechanics  of  -the  Puritan  but  a 
short  time  when  he  pronounced  the  system  on 


which  this  talking  machine  was  built  as  nearly 
perfect.  The  features  that  made  their  special 
appeal  were  the  long  wooden  horn  and  the 
resonant  sound  board,  a  combination  that  he 
believed  was  capable  of  giving  the  purest  tone. 
The  horn,  too,  had  points  of  superiority  in  his 
estimation. 

Wilbur  W.  Longfellow's  Plans 
Wilbur  W.  Longfellow,  who  came  back  to 
Boston  several  months  ago  to  become  manager 
of  the  Barite  Company  in  Boylston  street,  is 
no  longer  connected  with  that  house,  and  it  may 
be  that  he  will  go  into  some  other  line  of  busi- 
ness. 

Visiting  the  Trade  in  the  West 

Mr.  Cullen,  of  the  Lansing  Sales  Co.,  is  in 
the  West  on  a  business  trip.    He  has  been  in 
(Continued  on  page  102) 


Cm  ii  urn 
■LIU"" 

-  I 


run  hi  i  ii  1 1  ii  mi 


""' 1  1 1 1 1 1  ■  n  ii  ii  i  ii  i  hi  n  n  1 1  in  ■  i"  1 1  ' 

mil  fir  '  1  ■  -i  in  m  | 


Dealers'  Cooperation 

Dealers'  problems  are  quickly  solved 
by  the  house  of  Cressey  &  Allen 

Our  earnest  desire  to  promote  dealer  sales  is 
well  known  throughout  New  England.  From 
every  corner  Victor  dealers  come  to  confer, 
for  experience  has  proven  that  we  DO  help 
materially.  It  is  this  cooperation  that  is 
building  our  prestige  and  standing  with  New 
England  Victor  dealers. 


rTTTTTTTTT7TT7»^V 

ion  Li 


102 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND — (Continued  from  page  101) 


Chicago  and,  according  to  his  original  itinerary, 
he  was  to  have  gone  as  far  as  Kansas  City. 
During  his  absence  the  business  is  being  effi- 
ciently cared  for  by  R.  G.  Lipp,  a  new  acquisi- 
tion to  the  company,  who  came  East  a  few 
weeks  ago  from  Chicago,  where  he  was  presi- 
dent of  the  All-in-One  Corporation.  Mr.  Lipp 
says  business  through  January  was  very  good. 
Burke  in  Optimistic  Mood 
Joe  Burke  was  over  in  New  York  a  while 
ago  attending  a  directors'  meeting  of  the  Mu- 


dow  in  the  Boylston  street  warerooms  of  the 
M.  Steinert  &  Sons  Co.  It  was  one  of  the  most 
attractive  windows  on  this  thoroughfare,  in  fact, 
it  was  one  of  the  most  artistic  creations  seen 
anywhere  in  the  city  during  the  holidays.  Scat- 
tered about  in  the  foreground  were  the  beauti- 
ful operatic  figures  which  are  recognized  as  the 
output  of  the  Penn  Phonograph  Co.,  of  Phila- 
delphia. Stopping  to  enjoy  the  window,  in  one 
corner  of  which  was  a  tall  and  beautifully  deco- 
rated and  illuminated  tree,  one  saw  that  the 


MAKES  FULL  RESTITUTION 

Boston,  Mass.,  February  6. — In  the  cases  of  Her- 
bert L.  Royer  and  Charles  Lowell,  who  were 
sentenced  in  the  municipal  court  several  weeks 
ago  to  six  months  each  in  the  House  of  Cor- 
rection, full  restitution  has  been  made.  Lowell 
pleaded  guilty  to  Henry  P.  Fielding,  the  assist- 
ant district  attorney,  when  the  cases  canje  up 
in  the  superior  court,  and  the  latter  recommended 
probation. 

Royer  pleaded  nolo  contendere  and  Assistant 
District  Attorney  Fielding  recommended  his 
case  be  placed  on  file.  The  full  restitution  made 
included  the  paying  by  Royer  and  Lowell  of 
the  costs  of  the  trial  and  the.- return  of  the  ma- 
chines which  had  been  taken.  The  original 
charge  included  seven  counts  for  receiving 
stolen  goods. 

The  story  of  the  cases  against  these  two  men 
was  told  in  last  month's  issue  of  The  World. 
Having  taken  an  appeal  from  the  lower  court's 
finding  of  guilty  Royer  and  Lowell  were  out  on 
$2,000  bail  awaiting  disposition  in  the  upper 
court. 


MANY  COMPLIMENTARY  OPINIONS 

Warren,  Mass.,  February  1. — B.  D.  Perkins, 
manager  of  the  U-Sav-Your  Mfg.  Co.,  manufac- 
turers of  U-Sav-Your  dressing  for  Victrolas, 
has  received  many  highly  complimentary  re- 
ports from  distributors  of  U-Sav-Your  polish. 
The  Horton-Gallo-Creamer  Co.,  of  New  Haven, 
Conn.,  has  had  exceptional  results  in  the  dis- 
tribution of  this  line  and  states  that  repeat  orders 
are  coming  in  very  satisfactorily.  '  The 
Schmelzer  Co.,  of  Kansas  City,  Mo.,  made  an 
equally  encouraging  report  and  both  these  firms 
expect  that  by  the  Spring  a  large  business  will 
be  developed  with  this  line.  Collings  &  Co., 
Newark,  N.  J.,  were  among  the  first  distributors 


An  Artistic  Steinert  Window,  Showing  Use  of  Grand  Opera  Figures 


sical  Supply  &  Equipment  Co.  Since  then 
President  Morris,  of  the  company,  has  been 
here  in  town.  Manager  Burke  reports  the  So- 
nora  and  Magnavox  business  has  shown  a 
marked  improvement  during  January,  and  the 
latter  is  finding  especial  favor  among  the  man- 
agers of  halls. 

A  Beautiful  Steinert  Window 
The  accompanying  picture  was  taken  during 
the  Christmas  holidays  and  shows  the  large  win- 


whole  idea  was  to  feature  the  Red  Seal  Victor 
records  which,  through  this  clever  display,  en- 
joyed an  enormous  sale  through  the  medium  of 
the  Steinert  house. 

R.  G.  Clarke  With  Cluett 
Raymond  G.  Clarke,  who  was  one  of  Man- 
ager Wheatley's  staff  at  the  Vocalion  head- 
quarters, is  now  located  at  Albany,  N.  Y.,  where 
he  has  associated  himself  with  Cluett  &  Co., 
which  house  handles  the  Vocalion. 


KRAFT-BATESANDSPENCER 

NEWENGL-AND  DISTRIBUTORS 


INC 


PHONOGRAPHS     AND  RECORDS 


Could  You  Become  a  Brunswick  Dealer? 

JUST  as  Brunswick  factory,  materials  and  methods  must  conform  to  absolutely  rigid  stand- 
ards, so,  too,  Brunswick  dealers  must  prove  their  desirability.  They  must  show  that  they 
appreciate  the  fact  that  The  Brunswick  is  a  high-class  specialty,  and  that  they  will  always 
present  it  to  the  public  as  such. 

There  is  no  mystery  about  the  astounding  success  of  The  Brunswick — built  up  in  four 
years'  time  against  keen  competition.  The  Brunswick  Method  of  Reproduction  has  -several 
basic  improvements  which  no  other  phonograph  has  or  ever  can  have.  The  Brunswick 
Ultona,  for  instance,  is  the  only  reproducer  ever  invented  which  actually  plays  all  makes  of 
records  just  exactly  as  they  should  be  played,  and  without  using  attachments. 

The  Brunswick  offers  the  most  profitable  phonograph  franchise  obtainable,  not  only 
Decause  of  the  excellence  of  The  Brunswick  itself  from  the  buyer's  viewpoint,  but  also  be- 
cause of  the  faster  turnover  for  the  dealer. 

For  The  Brunswick  has  not  been  and  will  not  be  cheapened  by  cut-price  and  easy-term 
devices  which  tie  up  the  dealer's  money  in  long-time  payments. 

KRAFT-BATES  &  SPENCER,  Inc.,  1265  Boylston  Street,  BOSTON,  MASS. 

NEW  ENGLAND  DISTRIBUTORS 
Steel  Needles  Albums  Record  Brushes  Khaki  Covers 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


103 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND— (Continued  from  page  102) 


of  the  U-Sav-Your  cleanser  and  dressing  and 
have  therefore  already  developed  very  satisfac- 
tory business  with  this  product.  During  the 
month  of  January  every  dealer  in  New  Jersey 
was  called  upon  in  reference  to  the  U-Sav-Your 
polish.  The  result  of  this  canvass  is  reported 
entirely  satisfactory. 


NEW  MUSIC  SHOP  OPENED  IN  BOSTON 

Copley  Square  Music  Shop,  on  Huntington  Ave., 
to  Handle  Columbia  Exclusively 


Boston,  Mass.,  February  1. — The  accompanying 
picture  shows  the  interior  of  the  Copley  Square 
Music  Shop,  located  at  40  Huntington  avenue, 
this  city.     The  interior  is  finished  in  French 


Interior  View  of  New  Music  Shop 

gray  and  between  the  windows  down  one  side 
are  French  plate  mirrors.  It  is  an  exclusively 
Columbia  shop  and  from  the  first  it  has  handled 
a  large  amount  of  goods,  its  machines  and  rec- 
ords constantly  finding  a  ready  sale.  E.  A.  Carr 
is  the  president  of  the  company  operating  the 
store  and  E.  B.  Sewall  is  the  treasurer.  Mrs. 
A.  W.  Graves  is  in  charge  of  the  sales  work. 
Mr.  Carr  is  a  newcomer  in  the  talking  machine 
field,  having  heretofore  been  identified  with  other 
lines  of  business.  In  his  home  city  of  Gloucester 
he  is  associated  intimately  with  its  musical  life 
and  is  the  leader  of  the  local  orchestra. 


URGES  MEMORY  CONTESTS 

Mrs.  Oberndorfer  Points  Out  Advantages  of 
Music  Memory  Contests  in  Address  Recently 
Delivered  at  Meeting  in  Boston 


Boston,  Mass.,  February  4. — That  music  memory 
contests  should  be  started  in  every  community 
of  America  by  women's  clubs  was  one  of  the 
declarations  made  at  a  meeting  in  the  Museum 
of  Fine  Arts  a  few  days  ago  by  Mrs.  Anne 
Faulkner  Oberndorfer,  of  Chicago.  Mrs.  Obern- 
dorfer is  chairman  of  the  music  department  of 
the  General  Federation  of  Women's  Clubs,  and 
wife  of  Max  Oberndorfer,  member  of  the  Chi- 
cago Symphony  Orchestra,  and  through  her 
efforts  the  school  children  of  that  city  hear  the 
best  compositions  through  the  frequent  visits 
of  players  to  the  classrooms.  In  the  course 
of  her  talk  Mrs.  Oberndorfer  said: 

"Briefly,  the  plan  is  to  enlist  the  support  of 
the  clubs,  board  of  education,  superintendent  of 
schools,  supervisor  of  music,  newspapers  and 
music  dealers.  A  list  of  fifty  good  instrumental 
compositions  is  made.  These  selections  should 
be  available  on  records,  player-piano  rolls,  and 
in  simple  piano  sheet  music,  which  the  children 
can  play  themselves.  Newspapers  should  be 
asked  to  publish  the  lists,  and  possibly  a  short 
analysis  of  each  number.  At  the  end  of  six 
weeks,  or  two  months,  these  fifty  good  composi- 
tions will  be  known  by  every  child  and  in  every 
home  in  your  community.  Then  the  contest 
should  be  held,  with  preliminary  contests  in  each 
school.  Eight  or  ten  of  the  compositions  should 
be  played,  without  programs,  the  children  writ- 
ing down  the  name  of  the  composition,  com- 
poser, and  possibly  when  and  where  he  lived, 
and  the  meaning  of  the  selection.  The  twenty- 
five  best  papers  should  constitute  the  school 
team,  and  then  the  final  contest  of  teams  should 
be  held  in  a  big  hall,  under  the  auspices  of  the 
community  musical  interests. 


Your  Guarantee 
Mr.  Dealer 

LANSING  KHAKI 
COVERS 

For  All 
Phonographs 

Unqualified  Endorsement 
of  Biggest  Manufacturers 
and  Dealers 


Eliot  and  Warrenton  Sts. 
BOSTON,  11,  MASS. 


'Americans  have  had  the  wrong  attitude  re- 
garding music  for  so  many  years  that  it  is  diffi- 
cult for  us  to  grasp  quickly  the  full  realization 
of  its  power.  As  a  nation  we  have  treated  music 
as  a  thing  apart  from,  instead  of  a  part  of,  our 
daily  life.  The  General  Federation  has  pledged 
its  support  to  all  good  American  music.  What 
are  we  to  do  about  it?  First,  we  must  familiarize 
ourselves  with  the  music  that  is  being  used  in 
our  homes,  clubs,  schools,  churches,  Sunday 
schools,  theatres,  moving  picture  houses,  and  the 
music  that  is  being  advertised  in  our  shops, 
magazines  and  newspapers.  We  shall  be  sur- 
prised; we  may  even  be  horrified  with  what  we 
find,  but  it  is  time  we  knew." 

"Nameplates  With  a  Personality'' 

For  Manufacturers  and  Dealer*  of  Talking  Machine*. 
Phonographs,  Musical  Instruments,  etc. 

E.  V.  YEUELL  CO.,  Maiden,  Mass. 

When  Yottll  Think  of  Nameplatet 
Yea'll  Think  of  Yvaell. 


The  "Perfection'  Universal  Ball-Bearing  Tone  Arm 

No.  6  With  New  Pur-i-tone  Reproducer  (attached) 


Set  in  position  for  playing  "lateral"  cut  records 


'Set  in  position  for  playing'  "hill  and  dale"  records 
with  diaphragm  facing  front  of  machine 


The  "Perfection"  Universal  Bali-Bearing  Tone  Arm  No.  6 
with  New  Pur-i-tone  Reproducer  attached  plays  Victor, 
Columbia  and  all  other  makes  of  disc  records  on  all  types  of 
Edison  Disc  Machines,  producing  with  clarity  and  volume  of 
tone  excelled  by  no  other  attachment.  This  attachment  is 
manufactured  in  Gold,  Nickel  and  Oxidized  finish  (William  & 
Mary)  with  the  best  of  India  Mica  Discs. 

WRITE  FOR  DESCRIPTIVE  CATALOG  AND  PRICES 
Manufactured  by 

New  England  Talking  Machine  Co. 

16-18  BEACH  STREET        BOSTON.  11,  MASS. 


CALIFORNIA 

San  Francisco — Walter  S.  Gray  Co. 
COLORADO 

Denver — Denver  Dry  Goods  Co. 
GEORGIA 

Atlanta— Phonographs.  Inc. 
IOWA 

Des  Moines— 'Harger  &  Blish 

MASSACHUSETTS 

Boston — Pfcrdee-Ellenberger  Co. 


DISTRIBUTORS: 

MISSOURI 

St.  Louis— Silverstone  Music  Co. 

NEBRASKA 
Omaha — 'Shultz  Bros. 

NEW  YORK 

Albany— American  Phonograph  Co. 
New  York — The  Phonograph  Corp.  of 
Manhattan 


OHIO 

Cleveland— The  Phonograph  Co. 
PENNSYLVANIA 
Pittsburgh — Buehn  Phono.  Co. 
Philadelphia — Girard  Phono.  Co. 

UTAH 

Ogden — Proudfit  Sporting  Goods  Co. 
VIRGINIA 

Richmond— C.  B.  Haynes  Co..  Inc. 


Factory  Representative — Louis  A.  Schwarz 

1265  BROADWAY,  NEW  YORK,  N.  Y. 


104 


THE   TALKING   MACHINE  WORLD 


February  15,  1921 


Bright  Eyes,  Rosie,  Margie,  Palesteena,  Feather  Your  Nest, 

Rose,  Why  Don't  You,  Grieving  For  You,  Broadway  Rose,  Oh  Gee !  Say 

Gee!,  and  all  the  other  latest  dance  and  song  hits  ready  for  immediate  delivery  on 

Grey  Gull  Records  at  85c.  Retail 

Price  COUNTS  nowadays,  as  Grey  Gull  Dealers  can  testify.  A  dollar 
for  records  is  too  high-— it's  a  War  Price.  85  cents  is  Normal — and  the  Public 
BUYS.  Try  it  and  see. 

Grey  Gull  Records  are  recorded  and  manufactured  complete  in  one  plant  by 
a  conservative,  strongly  financed  concern.  They  are  not  tied  to  any  phonograph. 
Send  in  a  trial  order  to  nearest  distributor. 


Distributors 

American  Phonograph  Co. 
.  17  N.  Ionia  Ave., 
Grand  Rapids,  Mich. 

Associated  Furniture  Manufacturers 
1209  Washington  Ave., 
St.  Louis,  Mo. 

Joseph  Barnett  &  Co. 
218  Fourth  Ave.,  East, 
Cedar  Rapids,  Iowa 

Capital  Paper  Company 

South  St., 
Indianapolis,  Ind. 

Cole  &  Dunas  Music  Co. 
54  W.  Lake  Street, 
Chicago,  111. 

Excelsior  Music  Co. 
Cape  Girardeau,  Mo. 

Fuller  Phonograph  Co. 

101  N.  Water  Street, 
Wichita,  Kansas 

Grey  Gull  Records,  Inc. 

295  Huntington  Ave., 
Boston,  Mass. 

National  Phonograph  Co. 

518  Penn  Avenue, 
Pittsburg,  Pa. 

Scott  Weighing  Machine  Co. 
Topeka,  Kan. 

Seidel  Music  Publishing  Co. 

Indianapolis,  Ind. 
Smith  &  Phillips  Music  Co. 
409  Washington  St;, 
E.  Liverpool,  Ohio 

T.  &  H.  Specialty  Mfg.  Co. 
Charleston,  W.  Va. 

United  Music  Stores 
619  Cherry  Street, 
Philadelphia,  Pa. 


Dance  Hits 


BRIGHT  EYES — Fox-trot  Bonnie  Krueger's  Orchestra)  L-1045 

. 10-in. 

■  OODLES — Fox -trot  Joseph  Samuels'  Music  Masters)  e5c 

FEATHER   YOUR   N  EST— Fox-trot  Banjopators)  L-1037 

I'D    LOVE   TO    FALL    ASLEEP   AND   WAKE    UP    IN     V  10-in. 
MY  MAMMY'S  ARMS  Banjopators  j  85C. 

MARGIE— Fox-trot  Selvln's  Novelty  Orchestra)  L" 1036 

BIDDY— Fox-trot    All  Star  Trio)85c"'" 

GRIEVING   FOR  YOU— Fox-trot  Banjopators")  L" 1038 

BEAUTIFUL  ANNABEL  LEE — Waltz  Banjopators  j^"1' 

ROSIE— Fox-trot  Sung  tor  Dancing  by  Ernest  Hare")  L-1039 

OH  GEE!  SAY  GEE ! — Fox-trot,  i- 10-in. 

Sung  for  Dancing  by  Ernest  Hare)  85c. 

YOU  OUGHTA  SEE  MY  BAB Y— Fox-trot.  ")  ,  .... 

Banjopators.  with  vocal  chorus  by  Ernest  Hare  I  rA'  i 
WHY  DON'T  YOU?— Fox-trot.  1.2 

Banjopators.  with  vocal  chorus  by  Ernest  Hare'  850" 

PALESTEENA— Fox-trot.  .  .  .... 

Banjopators.  with  vocal  chorus  by  Ernest  Hare|,»,„ 
MY  HOME  TOWN  IS  A  ONE-HORSE  TOWN — Fox-trot,  foe* 

Banjopators,  with  vocal  chorus  by  Ernest  Hare) 

WHISPERING— Fox-trot.  Joseph  Samuels'  Music  Masters)1--1031 
KISMET— Fox-trot  Joseph  Samuels'  Music  Masters]  '^'J"' 

ROSE— Fox-trot. 


LOO 
DA 


Banjopators,  with  vocal  chorus  by  Ernest  Hare^L-1041 
K  WHAT  YOU'VE  DONE  WITH  YOUR  DOG-GONE  '  10-in 
KNGEROUS    EYES— Fox-trot.  f85c 
Banjopators,  with  vocal  chorus  by  Ernest  Hare  J 


I   NEVER  KNEW— Fox-trot.  "1  L-1044 

Banjopators.  with  vocal  chorus  by  Ernest  Harelio-in. 
JUST  LIKE  A  ROSE— Fox-trot  Gilt  Edge  Four  j  85c. 

AVALON— Fox-trot  Starita  Saxophone   Sextette)  ^->027 

y  10-in. 

CUBAN   MOON— One-step. .  Krueger's  Melody  Syncopators  j  85c 

JAPANESE    SANDMAN— Fox-trot,  ")  L- 1032 

Joseph  Samuels'  Music  Masters  L  [o-in. 
LOUISIANA— Waltz  Paragon   Dance  Orchestra f  85c. 


Song  Hits 

BROADWAY  ROSE  Sung  by  Charles  Harrison)  L-2043 

BLUE  DIAMONDS  Sung  by  Henry  Burrjajj'"' 

TRIPOLI  Sung  by  Charles  Hart  and  Louise  Terrell")  L-2034 

HIAWATHA'S   MELODY   OF   LOVE  5-  10-in. 

Sung  by  Charles  Hart  and  Louise  Terrell )  85c. 

FEATHER  YOUR  NEST  Sung  by  Charles  Harrison-)  L-2044 

WHEN   HE   GAVE   ME  YOU    (Mother  of   Mine).  MO-in. 

Sung  by  Henry  Burr  j  85c. 

MY   LITTLE  BIMBO,   DOWN   ON   THE   BAMBOO   ISLE.1  L-2015 

Sung  by  Billy  Jones  L  | o-in 
TIDDLE-DEE  WINKS  Sung  by  Billy  Murray)85c.  " 

LET  THE  REST  OF  THE  WORLD  GO  BY.  "1  L-2017 

Sung  by  Henry  BurrL|0.jn 
WON D'R I NG  Sung  by  Charles  Hart)85c. 

I'LL  BE  WITH   YOU   IN  APPLE  BLOSSOM  TIME.  1  .  ,„,„ 

Sung  by  Henry  Burrl7„. 

LITTLE  TOWN   IN  THE  OULD  COUNTY   DOWN.  flO-in. 

Sung  by   Henry  Burr^  85c- 

AVALON  sung  by  Ernest  Hare")  L-2040 

LIKE    WE    USED   TO    BE.  >-  10-in. 

Sung  by  Charles  Hart  and  Louise  Terrell  j  85c. 

JUST  LIKE  A  GYPSY  Sung  by  Ernest  Hare")  L-2042 

DON'T  TAKE  AWAY  THOSE   BLUES.  HO-in. 

Sung  by   Ernest  Hare  J  85c. 

I'D    LOVE    TO    FALL    ASLEEP    AND    WAKE    UP    IN")  .  ,„,„ 

MY   MAMMY'S   ARMS  Sung   by   Billy  Jones  I  ,„'.  9 

DOWN   IN  CHINATOWN.  f I?"'"" 

Sung  by  Billy  Jones  and  the  Harmonizer  Quartet '  85c- 

OLD   PAL  (Why  Don't  You  Answer  Me?).  ")  L-2036 

Sung   by  Charles   Hart  L  10-in 
PRETTY   KITTY   KELLY  Sung  by  Charles  Hartj85c. 

CHILI  BEAN  Sung  by  Billy  Murray)  L"2018 

MARIELLA  Sung    by    Patricola J  gjj'"" 

DOWN  THE  TRAIL  TO   HOME.  SWEET  HOME,  L-2025 

Sung  by  Charles  Hart    ,„  . 
WHEN   I   LOOK   IN   YOUR  WONDERFUL   EYES,  fj?"'n" 

Sung  by  Henry  Burr)  °5c* 


INCORPORATED 

295  HUNTINGTON   AVENUE,  BOSTON,  MASS. 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


105 


BRUNO 


Like  a  new  broom, 
Victor  Ready  Refer- 
ence Labels  sweep 
clean.  Cobwebs  never 
form  where  these  little 
trojans  are.  Let  them 
work  for  you,  too, 
Mr.  Victor  Dealer. 

BRUNO 


UNIQUE  RETAIL  ESTABLISHMENT 

Sonora    Dealer    Purchases    Church    as  Retail 
Headquarters — Unusual  Means  for  Display 


In  these  days  of  "blue  laws"  it  is  interesting 
to  learn  that  someone  is  actively  engaged  in  ail 
opposite   direction.     In   the   city   of  Franklin, 


Novel  Retail  Sonora  Headquarters 

N.  H.,  it  was  decided  that  one  of  the  churches 
was  not  needed,  and  an  enterprising  Sonora 
dealer,  H.  E.  Rainville,  purchased  the  church 
and  turned  it  into  a  retail  home  for  the  Sonora. 

This  home  for  the  display  of  the  Sonora 
product  is  not  only  unique  but  has  possibilities 
for  display  which  are  thoroughly  unusual.  On 
the  opening  day  Mr.  Rainville  gave  a  concert, 
and  no  less  than  a  thousand  people  from  Frank- 
lin and  the  vicinity  called  to  inspect  this  Sonora 
retail  establishment. 

Mr.  Rainville,  who  is  one  of  Franklin's  best- 


No.  35217-Basket 
filled  with  flow- 
ers each  75c,  per 
dozen  $7.50. 

My  Spring  Cata- 
logue No.  35  with  il- 
lustrations in  colors 
of  Everlasting  Dec- 
orative Flowers, 
Plants,  Vines,  Shrub- 
bery, etc.,  free  for 
the  asking;  write  for 
it  to-day. 

FRANK  NETSCHERT 

61  BARCLAY  ST.      NEW  YORK,  N.  Y. 


known  business  men,  came  to  this  country  from 
Canada  in  1890,  and  three  years  later  began 
work  for  C.  C.  Paige,  continuing  with  Mr.  Paige 
for  sixteen  years.  Eight  years  ago  Mr.  Rain- 
ville bought  out  Mr.  Paige,  and  the  business 
under  his  management  has  grown  to  be  one  of 
the  leading  concerns  of  its  kind  in  this  territory. 


ANNOUNCE  COLUMBIA  RECORD  SALE 


Selected  List  of  Retired  Columbia  Records  to 
Be  Offered  to  Public  at  Fifty-nine  Cents 
Each  in  Order  to  Reduce  Size  of  Catalog 


The  Columbia  Graphophone  Co.  announced 
this  week  that,  effective  March  1,  Columbia 
dealers  may  offer  their  trade  a  list  of  130  rec- 
ords (260  selections)  which  will  retail  at  fifty- 
nine  cents. 

In  making  this  important  announcement  the 
company  stated  as  follows:  "To  keep  the  Co- 
lumbia record  catalog  within  a  reasonable  size 
we  must  retire  certain  records.  Many  of  these 
are  still  popular  enough  to  sell  quickly  at  a 
popular  price.  Within  a  few  days  you  will  re- 
ceive our  retired  record  list  which  will  give  you 
the  full  list  of  records  to  be  sold  at  fifty-nine 
cents.  If  you  need  more  of  these  130  numbers 
you  can  get  them  from  Columbia  branches  at 
fifty-nine  cents,  less  your  regular  discount.  We 
have  discontinued  the  manufacture  of  these  rec- 
ords, so  the  supply  is  limited. 

"The  majority  of  these  records  have  been 
released  within  the  last  eighteen  months.  You 
will  find  on  the  list  selections  by  such  artists  as 
Al  Jolson,  Art  Hickman's  Orchestra,  Van  and 
Schenck,  Harry  Fox,  Guido  Deiro,  the  Paul 
Biese  Trio,  Ted  Lewis'  Jazz  Band,  Henry  Burr, 
Campbell  and  Burr,  the  Peerless  Quartet,  Ster- 
ling Trio,  etc. 

"We  are  going  to  advertise  this  sale  in  all 
parts  of  the  country  in  the  daily  papers.  The 
publicity  value  of  this  sale  to  your  store  will 
depend  upon  the  degree  of  energy  and  en- 
thusiasm with  which  you  back  it  up.  We  will 
supply  you  with  advertisements  that  will  pull 
if  you  want  to  advertise  it  on  your  own  account." 

The  130  records  on  the  retired  record  list  in- 
cluded in  this  fifty-nine-cent  sale  are  all  ten-inch 
double-disc  Columbia  records,  and  these  records 
will  be  eliminated  from  all  future  editions  of  the 
Columbia  record  catalog,  and  will  not  be  pressed 
at  the  Columbia  record  plant  in  the  future.  The 
sale  applies  only  to  these  130  records,  each  one 
of  which  will  carry  a  suitable  label  advising  the 
public  that  the  record  is  on  the  special  retired 
list,  retailing  at  fifty-nine  cents. 


PROSPECTS  BRIGHT  IN  CHICAGO 


H.  B.  Levy,  Aeolian  Co.  Manager,  Brings  En- 
couraging Report  From  the  West 


H.  B.  Levy,  manager  of  the  Chicago  branch 
of  the  Aeolian  Co.,  who  was  at  headquarters  at 
Aeolian  Hall,  New  York,  last  month,  had  the 
following  to  say  regarding  the  business  situa- 
tion in  the  West: 

"Retail  Vocalion  business  in  Chicago  over  and 
since  the  holidays  was  very  satisfactory.  The 
Christmas  Club  carried  . on  by  Mandel  Brothers, 
who  retail  the  Vocalion  in  Chicago,  pulled  tre- 
mendous results,  and  although  the  advertising 
was  on  our  two  cheaper  instruments,  the  aver- 
age sale  actually  brought  in  by  this  advertising 
was  very  much  in  excess  of  the  retail  prices  on 
the  instruments  featured. 

"Possibly  the  most  interesting  development  of 
our  Chicago  business  is  the  merchandising  of 
the  new  Red  Record.  These  recordings  are 
going  through  in  such  excellent  shape  and  the 
product  itself  is  of  such  distinctiveness  that 
1921  will  undoubtedly  be  a  great  year  so  far 
as  the  sale  of  these  records  is  concerned,  not 
only  in  Chicago,  but  in  the  entire  territory  sur- 
rounding. This  fact,  coupled  with  the  increased 
production  program,  enhances  our  agency  terms 
tremendously.  This  is  reflected  by  the  many  in- 
quiries we  are  receiving,  not  only  in  Chicago, 
but  elsewhere  from  our  national  advertising  in 
the  Saturday  Evening  Post,  etc." 


ESTABLISH  FACTORY  IN  SHANGHAI 

The  Franco-Chinese  Co.,  Ltd.,  has  opened  a 
factory  in  Shanghai  to  manufacture  talking  ma- 
chines and  records. 


FORM  NEW  MOTOR  CORPORATION 

The  Haidel  Spring  Motor  Mfg.  Corp.  was 
recently  incorporated  in  Delaware  with  an  au- 
thorized capital  of  $1,000,000.  The  incorporators 
are:  C.  T.  Cohee,  C.  B.  Outen  and  S.  L.  Mackey 
of  Wilmington. 


NOW  WITH  BALDWIN  PIANO  CO. 

W.  H.  Youse  and  E.  P.  McDonald  have  re- 
signed from  the  Period  Cabinet  Sales  Co.,  at 
New  Albany,  and  are  now  associated  with  the 
Baldwin  Piano  Co.,  in  Louisville,  Ky. 


To  be  a  good  listener  is  sometimes  as  im- 
portant with  the  salesman  as  to  be  a  good 
talker.    If  possible,  he  should  be  both. 


The  No.  106  Shattuck  Fibre  Stand  after  its  owner 
had   traded  the  No.  6,Victrola 


Has  Your  Distributor  Approached 
You  on  These  Beautiful 
Victrola  Stands? 

The  demand  for  Fibre  fur- 
niture is  growing  very  rapidly. 
That  is  only  one  of  the  many 
reasons  why  the  Shattuck  hand- 
woven  Fibre  Stand  sells. 

Finished  in  Oak  or  Ma- 
hogany, or  special  finishes  to 
match  any  settings,  nothing  is 
more  beautiful,  more  practical, 
more  economical. 

Everybody  likes  these 
"Shattucks"  and  everyone  can 
afford  to  have  one.  They'll 
sell  your  small  machines. 

The  Shattuck  Fibre 
Furniture  Company 

Makers  of  Quality  Furniture 
CLEVELAND         ::  OHIO 

Ask  your  distributor  how  we  furnish  your 
booths  and  reception  room 


106 


THE   TALKING   MACHINE  WORLD 


Februaby  15,  1921 


S 


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5 

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a. 

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SELLING 
TALKING 
MACHINES 


HAT  are  your  customers'  require- 
ments in  a  Talking  Machine? 

First,  that  it  reproduce  well. 
Second,  that  it  adds  to  the  Home 
picture. 

With  the  first  we  have  nothing  to  do,  but 
with  the  second  a  lot. 


The  higher  you  raise  the  body  of  a 
Talking  Machine  Cabinet  from  the  floor 
the  less  it  fits  into  the  picture  and  yet  you 
must  have  legs  to  the  Cabinet  and  you  must 
apply  something  to  make  it  easy  to  move. 

Slides — Domes  of  Silence — are  the  only 
contrivances  upon  the  market  that  do  not 
unduly  raise  the  Cabinet  and  yet  help  make 
it  easy  to  move  the  machine  from  place 
to  place,  save  strain  upon  the  legs — save 
floors — save  rugs. 

This  is  the  reason  so  many 
Cabinets  from  the  high  price 
period  models  down  are  today 
equipped  with  Domes  of  Silence. 


HENRY  W.  PEABODY 
&  CO. 

Domes  of  Silence  Division 
17  State  Street  New  York 


Specify  DOMES  OF  SILENCE 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


107 


Riccardo  Stracciari  sings  "La  Paloma" 
with  its  imperishable  charm  just  as  they 
sing  it  in  Madrid  and  all  over  South 
America.  Stock  up!  Columbia  49758. 


Columbia  Graphophone  Co 

NEW  YORK 


JONES  ORCHESTRA  IN  NEW  YORK 


Celebrated  Brunswick  Record  Makers  Appear 
at  Ziegfeld  "Midnight  Frolic"  in  Special 
Three-day  Engagement  on  February  1,  2  and  3 


On  February  1,  2  and  3  the  special  feature  at 
the  Ziegfeld  "Midnight  Frolic"  on  the  Amster- 
dam  Roof  in  New  York  was  the  celebrated 


announcing  the  fact  that  this  orchestra  recorded 
exclusively  for  the  Brunswick-Balke-Collender 
Co.,  and  the  selections  which  were  heard  at  the 
"Midnight  Frolic"  could  be  had  on  Brunswick 
records  from  any  Brunswick  dealer.  The  ap- 
pearance of  these  artists  in  New  York  afforded 
good  publicity  for  the  dance  records. 


COLUMBIA  RECORD  PRICES  REDUCED 


Records  by  Non-exclusive  Artists  Reduced  From 
One  Dollar  to  Eighty-five  Cents 


The  Isham  Jones  Orchestra 

Isham  Jones  Orchestra  of  Chicago,  which  has 
won  wide  popularity  through  the  dance  records 
which  it  has  made  exclusively  for  the  Brunswick 
records  manufactured  by  the  Brunswick-Balke- 
Collender  Co.  During  the  three  nights'  engage- 
ment the  crowds  on  the  roof  were  treated  to  a 
real  musical  dance  festival. 

Prior  to  the  opening  night  and  during  the 
three  days  of  the  engagement  the  newspapers 
carried  advertisements  telling  of  the  event  and 


Columbia  dealers  were  advised  this  week  by 
Geo.  W.  Hopkins,  general  sales  manager  of  the 
Columbia  Graphophone  Co.,  that,  effective  Feb- 
ruary 1,  all  records  by  non-exclusive  Columbia 
artists  in  the  ten-inch  double-disc  blue  label  A 
series,  ten-inch  double-disc  green  label  E  series 
and  ten-inch  double  disc  C  series  will  retail  at 
eighty-five  cents,  instead  of  the  former  price  of 
one  dollar.  Records  by  exclusive  Columbia 
artists,  consisting  of  the  theatrical  favorites, 
dance  orchestras,  etc.,  will  continue  to  be  sold 
at  one  dollar. 

In  his  letter  to  the  trade  Mr.  Hopkins  stated 
that  the  records  listed  at  this  reduced  price 
would  be  advertised  generally,  and  that  every 
form  of  co-operation  would  be  offered  to  the 
dealers  to  enable  them  to  take  advantage  of 
this  important  announcement.  Attached  to  Mr. 
Hopkins'  letter  was  a  list  of  the  Columbia  non- 
exclusive artists  whose  records  will  hereafter 
retail  at  eighty-five  cents. 


The  KENT  MASTER  ADAPTER 


plays  ALL  RECORDS  at  their  best 
on  the 

EDISON  DISC  PHONOGRAPH 


Write  for  particulars  concerning  this,  the  best 
known  and  largest  seller  of  its  kind  in  the  market. 
Attractive  prices  and  terms  will  be  quoted  you. 


WE  specialize  in  attachments  for 
Edison  and  Victor  machines;  also 
soundboxes,  diamond,  sapphire  and  steel 
needles.  Drawn  brass  tone  arms  made 
to  order.  Tube  and  pipe  bends  of  all 
kinds  successfully  executed. 


F.   C.   KENT   CO.     ::     Specialty  Manufacturers 

IRVINGTON,  N.  J. 

whose  phonograph  accessories  "win  their  way  by  their  play" 


PAUL  BIESE  JOINS  COLUMBIA  CO. 


Prominent  Orchestra  Director  of  Chicago  Takes 
Similar  Post  With  the  Columbia 


G.  C.  Jell,  general  manager  of  the  Columbia 
recording  laboratory,  announced  this  week  that 
Paul  Biese,  director  of  the  orchestra  at  the 
Pantheon  Theatre,  Chicago,  III,  and  one  of  the 
best-known  exponents  of  modern  dance  and 
popular  music,  will  become  associated  with  the 


Paul  Biese 

Columbia  Graphophone  Co.  on  May  1  as  an  or- 
chestra conductor. 

Mr.  Biese  has  won  countrywide  renown  as  one 
of  the  leading  musical  conductors  in  the  popular 
field,  and  the  Columbia  records  made  by  the 
Paul  Biese  Trio  and  the  Paul  Biese  College  Inn 
Orchestra  have  been  enthusiastically  received  by 
Columbia  dealers  and  the  public. 

Robert  Hood  Bowers,  formerly  one  of  the 
orchestra  conductors  at  the  Columbia  record 
laboratory,  resigned  on  February  1. 


40  SONORA  DEALERS  IN  KENTUCKY 

The  Robinson-Pettet  Co.,  distributor  of  the 
Sonora  in  the  State  of  Kentucky,  recently  carried 
an  ad  in  the  Louisville  papers  calling  attention 
to  the  increased  growth  of  Sonora  demand  in 
that  State  and  pointed  out  that  forty  dealers 
are  now  handling  the  Sonora  in  Kentucky. 


NO  ILL  EFFECTS  FROM  FIRE 

The  retail  establishment  of  J.  S.  Case,  located 
in  Logan,  Ohio,  which  was  recently  damaged  by 
fire,  is  now  in  good  shape  again  inasmuch  as  all 
the  talking  machine  and  record  stock  was  re- 
moved'in  time  so  that  the  stock  was  but  slightly 
disfigured. 


SEND  FOR  ILLUSTRATED  PRICE  LIST 
AND  FREE  SAMPLE 

"GLOBE"  TRANSFER  NAME  PLATES 

DEALERS  EVERYWHERE  APPLY  THEM 
ON  PHONOGRAPHS.  PIANOS.  ETC. 

GLOBE    DECALCOMANIE  CO. 

 263  SUSSEX  ST..  NEWARK,  N.  J. 


108 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


/  j  i  m  t  ri  i  m  1 1  ii  n  i  m  n  m  ]  i  m  m  1 1 1 1  n  u  i  n  i  ittttttttt  rnTnTrrrnTTi  n  n  m  n  i  m  1 1  n  i  m  1 1  ^ 


UQ  U  A  L  I  T  "V 


H  A MOVER  ,  PA„U,S.A,  /  | 


Sheraton' 


Colonial 


Louis  XV 


Chippendale 


iimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiimiiiiiiiumiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii 


The  Console 

This  type  of  talking  machine  cannot 
be  bought  today  except  at  a  very  high 
price — a  price  beyond  the  means  of 
many  people  who  want  that  type 
machine. 

We  have  solved  the  problem  by  design- 
ing the  five  period  models  shown. 
These  designs  faithfully  represent  the 
periods.  The  cabinet  work  and  finish 
are  up  to  the  usual  LONG  QUALITY 
standard. 

These  five  "CONSOLES"  are  intended 
to  be  used  in  connection  with  the 
popular  Victrola  VI,  producing  a  com- 
bination outfit  that  looks  like  a  com- 
plete unit  costing  $230.00,  but  which 
you  can  sell  at  a  very  moderate  price— 
a  price  within  the  reach  of  all. 

Orders  received  for  them  indicate  that 
these  cabinets  have  caught  the  popular 
fancy,  and  they  are  bound  to  be  big 
sellers. 

Place  your  orders  NOW. 

Write  for  copy  of  catalogue. 


mmnr 


The  Geo.  A.  Long 
CabinetCompany 

HANOVER,  PA. 


pnmna 


mm 


Heppl<5white 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


109 


^^PnilADELPhlA^ 




Philadelphia,  Pa.,  February  8. — The  talking 
machine  business  in  Philadelphia  during  the 
month  of  January  was  very  much  better  than 
was  anticipated.  For  some  reason  unaccounted 
for  the  dealers  had  gotten  it  into  their  heads  the 
month  was  going  to  be  a  bad  one,  so  there  was 
nothing  else  to  do  but  let  "nature  take  its 
course."  They  acted  in  a  sort  of  attitude  "Ye 
who  enter  here  leave  all  hope  behind,"  and 
seemed  almost  determined  to  make  it  a  bad 
month  in  order  that  they  should  not  have  to 
undergo  the  humiliation  of  being  mistaken  if  it 
should  turn  out  to  be  a  good  month.  Fortu- 
nately it  turned  out  to  be  a  good  month,  and  it 
got  better  every  day  from  the  start.  It  was  a 
much  better  January  than  the  same  month  in 
1920  and  the  dealers  are  entering  the  second 
month  of  the  year  with  a  firm  hold  on  things, 
which  looks  most  encouraging  for  the  future.  All 
the  stores  are  very  well  stocked  with  goods  and 
even  the  Victor  jobbers  are  beginning  to  be  able 
to  get  sufficient  machines  and  records,  some- 
thing they  have  not  been  able  to  do  for  at  least 
five  years. 

Dealers  Hear  Victor  Officials  Speak 

All  that  remains  to  be  done  now  is  for  the 
dealers  to  "go  to  it"  and  keep  a  level  head.  The 
jobbers  have  been  getting  busy  in  this  regard 
and  have  been  calling  their  dealers  together  and 
arranging  special  talks  for  them  by  men  who  are 
keenly  alive  to  the  situation  and  who  will  be 
able  to  give  them  some  strong  points  on  selling, 
especially  under  present  conditions.  One  of 
these  firms  is  the  Louis  Buehn  Co.,  which  held 
meetings  on  February  3  and  February  7  which 
were  attended  by  dealers  throughout  this  terri- 
tory.    Prominent  members  of  the  Victor  Co. 


spoke.  The  story  of  these  meetings,  speakers, 
etc.,  is  referred  to  in  a  special  article  in  another 
section  of  the  paper. 

Columbia  Co.  Also  Holds  Meetings 
The  Columbia  Graphopfione  Co.  has  also  been 
having  profitable  meetings  of  its  sales  force  and 
dealers  throughout  the  territory.  The  first  of 
these  meetings  was  held  on  January  19  at  the 
Bellevue  Stratford  and  was  attended  by  a  com- 
plete representation  from  the  sales  department 
of  the  Philadelphia  branch,  which  was  addressed 
by  George  W.  Hopkins,  the  general  sales  man- 
ager from  the  New  York  office.  He  went  over 
the  details  of  the  policy  of  the  company  for 
1921,  the  goal  to  be  reached  and  the  plan  of 
action  to  be  followed. 
New  Columbia  Band  Accompaniment  Records 
Another  interesting  meeting  was  held  at  the 
Columbia  offices  on  the  Tuesday  following, 
January  25,  which  was  addressed  by  W.  A.  Will- 
son,  the  head  of  the  educational  department  of 
the  Columbia.  It  was  held  in  the  Model  Shop 
at  Sixth  and  Filbert  streets.  Among  other 
things,  and  the  most  important,  and  which  really 
brought  him  to  Philadelphia,  was  the  repre- 
sentation to  the  sales  force  of  the  new  Colum- 
bia band  accompaniment  records  for  singing 
patriotic,  sacred  and  old  familiar  songs  in 
homes,  schools  and  clubs.  This  new  system,  in 
which  a  uniform  key  will  be  used,  will  be 
brought  out  in  ten  records,  each  presenting  four 
songs,  which  will  be  ready  for  distribution  in 
March.  The  Columbia  Co.  believes  that  in  this 
system  it  has  struck  an  idea  that  is  going  to  be 
very  popular.  As  Mr.  Willson  explained,  by 
adjusting  the  Grafonola  to  make  the  records 
sound  softer  or  louder  the  accompaniment  will 


serve  for  a  small  group  or  a  large  assemblage. 
With  the  possession  of  these  records  a  piano, 
an  accompanist  or  a  leader  will  no  longer  be 
necessary.  All  that  is  necessary  is  to  possess 
the  records  and  immediately  there  is  available  a 
well  modulated  accompaniment  played  by  skilled 
musicians  personally  supervised  by  an  authority 
on  home,  school  and  community  singing,  Peter 
W.  Dykema,  who  has  made  the  records  in  a 
uniform  key. 

Some  Visitors  at  Columbia  Offices 

Manager  Cummin,  of  the  Columbia,  has  just 
returned  home  from  a  trip  during  which  he 
visited  the  firm's  dealers  in  Wilkes-Barre,  Scran- 
ton,  York  and  Lancaster.  Among  the  recent 
visitors  to  the  Columbia  were:  H.  A.  Yerkes, 
assistant  general  manager  of  the  Columbia  Co., 
accompanied  by  Joseph  Baylis. 

Territorial  Dealers'  Meetings  Planned 

Very  shortly  there  will  be  held  at  the  Phila- 
delphia office  what  they  call  territory  dealers' 
meetings,  the  object  of  which  is  to  enlighten 
all  the  dealers  on  the  company's  plans  for  1921. 
Dealers  from  the  different  territories  will  attend. 
These  meetings  in  the  past  have  been  very  well 
attended  and  have  been  very  helpful  to  the 
dealers.  M.  J.  Shaden,  who  has  been  added 
to  the  Columbia  sales  force,  replacing  W.  S. 
Schreiner,  has  started  to  cover  his  territory  in 
the  western  part  of  Pennsylvania. 

Buehn  Shows  Victor  Period  Designs 

The  Louis  Buehn  Co.  has  finally  succeeded  in 
getting  at  least  a  sample  of  the  Period  Model 
Victors  and  have  them  now  arranged  to  good 
advantage  in  the  room  it  has  given  over  to 
this  purpose  in  its  remodeled  building.  They 
(Continued  on  page  110) 


We  Are  Prepared 

To  aid  Our  Dealers  in  making  this  their  biggest  year  in 
Victor  Merchandising. 

Increased  Victor  Production  will  call  for  more  intelli- 
gent and  concentrated  application  m  sales  methods.  Con- 
structive counsel  will  be  given,  when  desired,  on  Business 
Problems. 

We  place  at  your  command  careful,  fair  and  dependable 
methods  of  distribution.  Also  the  use  of  our  Victor  Period 
Model  Salon. 

The  Louis  Buehn  Company 

OF  PHILADELPHIA 


110 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


THE  REGINA  "NATURE'S  TONE"  PHONOGRAPH 

Distributed  in  Eastern  Penna. — Delaware — Maryland  and  Southern  New  Jersey  by 


THE  DUTTON  CORPORATION 


Send  your  inquiriesdirect  for  We  get  back  of  every  dealer 

terms,  territory  and  selling  1025  ARCH  STREET  and  co-operate — not  unload 

helps.  ,    ,    _  our  stock  on  him. 

  PHILADELPHIA,  PA.   


One  visit  to  our  showrooms  or  a  little  correspond- 
ence with  our  campaign  manager  will  soon  prove 
"THE  REGINA"  fears  no  competition  if  you 
"let  it  speak  for  itself." 


Models  from 

$32.50  to  $350.00 


THE  TRADE  IN  PHILADELPHIA  AND  LOCALITY— (Continued  from  page  109) 


present  a  very  attractive  appearance  with  the 
handsome  new  furnishings  which  have  been 
added  to  the  room.  There  are  eight  different 
period  models  in  all,  the  last  one  to  be  received 
being  the  Louis  XVI. 

Change  in  Talking  Machine  Co.  Branch 

The  Talking  Machine  Co.'s  West  Philadelphia 
branch,  which  has  been  located  at  Fifty-second 
and  Chestnut  streets  for  a  number  of  years,  is 
about  to  be  removed  to  the  second  door  from 
the  corner,  103  South  Fifty-second  street  in  a 
new  building  just  completed. 
Aeolian  Line  for  Philadelphia  Show  Case  Co. 

Several  important  changes  were  made  by  the 
Philadelphia  Show  Case  Co.  in  January.  It  has 
given  up  the  representation  here  of  the  Sonora 
and  the  Okeh  records,  and  in  their  place  has 
taken  on  the  full  Vocation  line  of  the  Aeolian 
Co.,  both  machines  and  records.  Mr.  Burkart. 
formerly  of  the  rirm  of  Blake  &  Burkart,  has 
been  given  charge  of  the  department.  The 
Sonora  Co..  of  Philadelphia,  has  been  appointed 
distributor  for  the  Sonora,  as  well  as  for  the 
Okeh  records,  and  has  opened  an  establishment 
at  1214  Arch  street  on  the  sixth  floor. 

The  Philadelphia  Show  Case  Co.  has  made 
considerable  change  in  its  department,  having 
moved  the  salesrooms  and  offices  to  the  second 
floor  and  fitted  up  the  third  floor  of  the  estab- 
lishment as  a  showroom  for  the  Aeolian- 
Vocalion  machines  and  records.    These  are  dis- 


played in  an  attractive  way  and  there  is  a  piano 
in  the  room,  so  that  the  firm's  customers  can 
come  in  and  make  themselves  at  home,  demon- 
strating anything  the  firm  carries  in  the  talking 
machine  line  and  the  Melodee  music  rolls. 
Publish  Interesting  House  Organ 

The  United  Music  Stores,  of  this  city,  are 
publishing  an  interesting  house  organ  entitled 
"United  Music  Trades."  This  publication  has 
already  reached  its  third  issue  and  has  made  for 
itself  an  important  place  among  the  dealers  who 
secure  their  merchandise  from  the  United  Music 
Stores.  Besides  carrying  a  collection  of  news 
briefs  of  the  dealers  of  the  Quaker  City  and 
adjacent  territory,  space  is  devoted  to  a  summary 
of  the  latest  sheet  music  numbers  which  they 
job -together  with  an  itemized  list  of  the  re- 
leases of  the  Pianostyle  and  Connorized  rolls. 
This  company  also  distributes  Brilliantone  and 
Reflexo  needles,  Kleernote  player  pumps, 
Satin-0  polish,  record  albums,  record  covers 
and  Grey  Gull  records. 

Talking  Machine  Men  Hear  Address 

At  the  dinner  of  the  sales  department  of  Stern 
&  Co.,  dealers  in  talking  machines  and  furniture 
at  712  Market  street,  which  was  held  at  the 
Bellevue-Stratford  late  last  month,  Edwin  O. 
Lewis  delivered  an  interesting  address. 

Robinson  to  Travel  in  Interest  of  Vocalion 

James  Robinson,  formerly  a  traveling  man  for 
the  Girard  Phonograph  Co.,  has  become  a  trav- 


MYMAMM 

ESTABLISHED  136^ 


1108  CHESTNUT  SI 
PHILADELPHIA?* 


l/ictor 
lOhotoak 
ViMuforsi 


PLAYE-R, 
ROLLS' 


WE-Y/AANN 

keystone  state 

String 
Instruments 


Victor  Supreme 

The  Victor  dealer  who  devotes  his 
entire  energy^  the  advancement  of 
Victor  merchandise  in  his  Talking 
Machine  Department  will  find  that  in 
turn' his  entire  business  will  be  greatly 
benefited. 

At  Your  Service 

H.  A.  WEYMANN  &  SON,  Inc. 

1108  Chestnut  Street        Philadelphia,  Pa. 


eling  representative  of  the  Philadelphia  Show 
Case  Co.  and  will  cover  for  that  firm  the  States 
of  South  Jersey,  Delaware  and  Maryland  in  the 
interests  of  the  Vocalion  line  and  the  Melodee 
music  rolls.  Mr.  Robinson  has  long  been  con- 
nected with  the  industry.  A  recent  visitor  to 
the  Philadelphia  company's  offices  was  C.  H. 
Tracey,  of  the  Aeolian  Co.,  New  York. 
Select  Best-dressed  Windows 
The  Emerson  Philadelphia  Co.,  distributor  of 
Emerson    records    and    phonographs,  recently 


Hopkins'  Attractive  Window 

held  a  contest  among  dealers  for  the  best- 
dressed  window.  The  contest  was  held  with  the 
purpose  of  stimulating  popular  sales  and  provid- 
ing increased  incentive  for  attractive  windows 
during  the  holiday  season.  The  dealers  photo- 
graphed their  windows  and  a  great  many  photo- 
graphs were  submitted.  The  selection  of  the 
best  photograph  was  very  difficult  due  to  "the 
general  attractiveness  of  all  photographs  sub- 
mitted. In  fact,  it  was  impossible  to  select  one 
best  and  the  honor  of  first  place  was  therefore 
divided  between  two,  the  Hopkins  Piano  & 
Phonograph  Co.,  of  Chester,  Pa.,  and  the  Blue 
Bird  Music  Shop,  of  6020  Lansdowne  avenue, 
Philadelphia,  Pa.  We  present  an  illustration  of 
the  first-named,  but  we  may  say  that  the  Blue 
Bird  window  was  also  admirably  arranged  and 
of  such  merit  that  the  judges  had  to  divide 
honors  for  first  place. 

C.  E.  Gabriel  Returns  to  the  Fold 
Charles  E.  Gabriel,  after  an  absence  of  twelve 
{Continued  on  page  112) 
&ijf  n  Mfi  LirriTUJiirTiTirimiTif  ii  ii  u  nri  i  is  ri  mtij  nil  MTrm  nimm  iiiiirtirirmftTiititii;rirsinncrrTnirnrrTTTirTT(i(iriri(iiiirrTirTTiiiTT<iiirriiTt^ 

Keystone  Die-Casting  Co.  ( 

Norristown,  Pa. 


ALFRED  C.  RANTSCH 

Pres.  and  Geo.  Sales  Mgr. 


E.  J.  W.  RAGSDALE 
Treas.  and  Gen.  Mgr. 


*^uiiiiniiiii(iiiiiiiiiiiiiiiiiiiiiiuriniitnnBmainaniijra  iniiiiiiiniitmntfnimii 


mMmnnrannufflmiBH 


February  15,  1921 


THE   TALKING    MACHINE  WORLD 


ni 


What  sort  of  phonograph  line  do  you,  Mr.  Dealer,  want  to  sell? 
We  believe  the  following  are  prime  requisites : 

OCALION 

Made /y    THE  AEOLIAN  COMPANY" 

ist,  A  quality  line. 

2nd,  A  complete  line — both  machines  and  records. 

3rd,  A  line  backed  by  a  strong  house — One  that  has  proven  it  is  in  the 
phonograph  business  to  stay. 

4th,  A  line  on  which  you  can  get  service:  That  is,  get  goods  when  you 
want  them  and  not  have  the  goods  crammed  down  your  throat  when  you  don't 
want  them. 

5th,  A  line  on  which  you  are  protected ;  on  which  you  know  you  will  not 
have  to  divide  the  business  with  innumerable  competitors  handling  the  same 
line. 

6th,  A  line  where  no  attempt  is  made  to  coerce  you  into  following  the 
dictatorial  policy  of  the  distributor  or  manufacturer. 

The  Vocalion  Line,  made  by  the  Aeolian  Company,  fulfills  each  and  every  one  of  these 
conditions.  We  believe  the  Vocalion  Line,  made  by  the  Aeolian  Company,  to  be  so  much 
the  best  line  for  the  retailer  that  we  gave  up  an  established  business  of  well  over  a  Million 
Dollars  a  Year  to  become  an  Aeolian-Vocalion  distributor. 


127  North  13th  Street 

PHILADELPHIA 


2002   Jenkins  Arcade 

PITTSBURGH 


"Your  Phone  is  Youp  Stock  Sheet 


112 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


THE  TRADE  IN  PHILADELPHIA  AND  LOCALITY— (Continued  from  page  110) 


years,  returns  to  the  talking  machine  business  as 
vice-president  of  the  National  Music  Stores, 
Inc.,  a  new  concern  which  plans  to  open  a  chain 
of  talking  machine  stores  throughout  the 
country. 

Mr.  Gabriel  years  ago  was  connected  with  the 
Western  Electric  Co.  when  that  company  was  a 
Victor  and  Edison  distributor,  .later  entering  the 
employ  of  the  Columbia  Co.  when  they  were 
located  at  1019  Market  street,  Philadelphia,  and 
with  that  company  rose  in  the  ranks  to  branch 
office  manager,  having  been  placed  in  charge 
of  their  Camden  office,  which  was  then  located 
at  200  Broadway.  However,  Mr.  Gabriel  dur- 
ing the  time  he  was  not  connected  with  the 
talking  machine  trade  was  closely  associated 
with  it,  having  been  in  charge  of  the  club  plan 
department  of  N.  Snellenburg  &  Co.,  where  he 
handled  talking  machine  credits. 

To  Act  as  Regina  Distributors 

The  Regina  phonograph  will  receive  excellent 
representation  throughout  the  State  of  Penn- 
sylvania and  adjacent  territory  through  the  for- 
mation of  the  Dutton  Corp.,  with  headquarters 
at  1025  Arch  street,  Philadelphia,  Pa.  This  new 
corporation  will  distribute  the  Regina  phono- 
graph in  conjunction  with  its  wholesale  furni- 
ture and  will  also  distribute  Gennett  and  Para- 
mount records,  Tonofone  and  Brilliantone 
needles. 

Weymann  Finds  Victor  Output  Increasing 

H.  W.  Weymann,  of  H.  A.  Weymann  &  Son, 
says  that  every  mail  is  bringing  his  firm  con- 
gratulatory messages  from  .dealers  on  the  sup- 
ply of  Victor  machines  that  they  are  receiving, 
and  he  says  that  the  prospects  of  the  Victor  rec- 
ord increased  output  encourages  one  and  all  of 
their  Victor  dealers  to  look  forward  to  a  busy 
year.  They  have  been  able  to  add  a  number  of 
new  retail  dealers  to  the  Victor  since  the  sup- 
ply has  increased  to  the  extent  that  they  are 
able  to  take  reasonably  good  care  of  them. 
Penn  Co.  Enjoys  Good  Month 

The  Penn  Phonograph  Co.  has  been  enjoying 


a  very  good  business  in  January.  Machines  are 
coming  through  in  good  shape  and  record  ship- 
ments were  never  better.  The  company  ex- 
pects shortly  to  be  in  a  position  once  again  to 
fill  orders  from  its  racks,  something  it  has  not 
done  for  four  years  or  more.  Both  of  the  Penn 
salesmen,  Messrs.  Hippie  and  Brown,  have  re- 
turned from  the  road  and  have  brought  with 
them  very  good  reports  as  to  conditions  in  their 
respective  territories.  Among  the  recent  visitors 
to  the  offices  of  the  firm  were  Mrs.  Tietlebaum, 
of  the  Nanticoke  Temple  of  Music;  Robert 
Parker,  manager  of  George  Parker,  of  West 
Chester,  and  George  Gewehr,  of  Wilmington, 
Del. 

Dealers  Use  Profits  to  Improve  Own  Stores 

L.  P.  Brown  brings  the  following  reports  of 
dealers  in  his  section:  He  says  that  Shaffer  & 
Kreamer,  of  Lock  Haven,  Pa.,  are  taking  every 
dollar  they  made  last  year  in  profits  and  are 
reinvesting  it  in  their  business  in  the  enlarge- 
ment of  their  store  and  equipping  it  with  addi- 
tional demonstrating  booths.  Another  firm  that 
Mr.  Brown  states  has  been  making  marked  im- 
provement is  the  Shafer  Sporting  Goods  Store, 
of  Phoenixville,  Pa.,  which  has  spent  nearly 
$5,000  on  improving  its  store  and  in  adding  sev- 
eral new  Unico  Construction  Co.'s  booths. 
Langford  Now  With  Philadelphia  Show  Case  Co. 

Douglas  Langford,  who  has  been  with  the 
Aeolian  Co.  in  New  York  for  the  past  eight 
years,  has  connected  himseif  with  the  sales 
force  of  the  Philadelphia  Show  Case  Co.  and 
will  act  as  territorial  supervisor,  spending  his 
time  with  the  various  salesmen. 

Musical  Comedy  Stars  Give  Concert 

A  very  enjoyable  Emerson  record  concert  was 
given  in  the  Gimbel  Bros,  talking  machine  de- 
partment the  last  Tuesday  in  January  by  lead- 
ing artists  from  the  "Pitter  Patter"  company, 
playing  here  at  the  Walnut  Theatre.  The  Em- 
erson was  the  first  of  the  record  people  to  get 
the  "Pitter  Patter"  music  before  the  Philadelphia 
public.     Manager  Fox,  of  the  Emerson  Phila- 


delphia Co.,  reports  that  his  business  all  through 
January  has  been  very  good  and  that  records 
are  coming  through  with  a  very  steady  move- 
ment. Mr.  Hopkins,  of  the  Hopkins  Phono- 
graph &  Piano  Co.,  of  Chester,  was  a  recent 
visitor. 

Penn  Dog  Helps  Victrola  Census 

The  Penn  Co.  reports  that  a  number  of  its 
dealers  has  signed  up  on  its  advertising  propo- 
sition which  binds  the  giving  away  of  a  minia- 
ture Victor  dog  to  each  person  coming  into 
the  store  who  is  willing  to  sign  a  questionnaire, 
which  will  be  a  talking  machine  census  of  the 
dealer's  locality.  The  Penn  Victor  dog  business 
is  starting  again  in  a  brisk  way. 

C.  S.  Tay  Calls  on  Pathe  Trade 

The  Pathe  people  report  very  encouraging 
business  all  through  January  and  they  are. get- 
ting large  orders  from  all  sections  of  their  ter- 
ritory. C.  S.  Tay,  formerly  connected  with  the 
local  Pathe  Co.,  but  now  representing  the  Pathe 
corporation  in  Chicago,  was  in  Philadelphia  for 
an  entire  week  in  January  calling  on  the  trade. 
Everybody's  to  Issue  New  Catalog 

Everybody's  Talking  Machine  Co.  reports  that 
business  has  been  very  good  right  along.  ■  It 
will  soon  issue  a  large  catalog  which  is  to  con- 
tain about  1,000  cuts  of  different  parts  of  ma- 
chines that  are  handled.  The  latest  thing  added 
to  the  list  of  parts  is  a  spring-inserting  tool 


Why  Is  the  Penn-Victor  Dog  a  Success? 


FIRST — Because  the  Penn-Victor  Dog  advertises  the  Victor 
Talking  Machine  and  Victor  Records,  the  best  talking  ma- 
chine and  records  on  the  market. 

SECOND — Because  the  Penn-Victor  Dog  is  recognized  as  the 
dog  in  the  trade-mark  "His  Master's  Voice."  Everybody 
admires  the  dog  and  wants  it  if  it  can  be  had. 

THIRD — Because  the  Penn-Victor  Dog  establishes  a  personal 
relation  between  the  dealer  who  gives  it  away,  his  name 
being  cast  in  the  pedestal,  and  the  person  receiving  it. 

Questionnaire 


FOURTH — Because  dealers  in  all  parts  of  the  United  States, 
England,  Canada,  Bermuda,  Australia,  Hawaii,  Brazil,  Ar- 
gentina and  Central  America  have  used  the  Penn-Victor 
Dog  and  many  have  written  us  telling  of  its  successful 
use  as  an  advertising  feature. 

FIFTH — Because  the  Penn-Victor  Dog  affords  the  dealer  the 
opportunity  to  make  a  complete  survey  of  his  territory 
through  the  use  of  the  questionnaire  as  shown  in  the  il- 
lustration, a  dog  being  given  to  those  persons  filling  out 
the  questionnaire. 

VICTROLA  DEPARTMENT 

R.  L.  FOORD  FURNITURE  CO.,  Wilmington,  Delaware 


Do  you  own  a  Talking  Machine  (yes  or  no)  

What  Make   

Is  it  in  good  playing  condition  (yes  or  no)  

Have  you  ever  thought  of  exchanging  it  for  a  newer  or  larger  model  (yes  or  no)  , 

Do  you  receive  the  Victor  Record  Supplement  each  month  (yes  or  no)  

Have  you  ever  thought  of  buying  a  Victrola  (yes  or  no)  

Name   


Address 


City 


The  questionnaire  shows  you  who  has  a  Victrola;  who  has  not  a  Victrola; 
who  has  the  desire  for  a  Victrola;  who  has  a  machine  of  another  make 
and  wishes  to  exchange  it  in  part  payment  for  a  Victrola;  whose  name 
is  not  on  your  mailing  list  for  the  monthly  supplement,  but  wants  it  there. 


Atlanta.    Ga  Elyea  Talking  Machine  Co. 

Baltimore.    Md  Cohen  &  Hughes. 

E.  F.  Drnop  &  Sons  Co.,  Inc. 

Birmingham,  Ala  Talking  Machine  Co. 

Boston,  Mass  Oliver  Ditson  Co. 

Eastern  Talking  Machine  Co. 

The  M.  Steinert  &  Sons  Co. 

Buffalo.   N.   Y  Buffalo  Talking  Machine  Co. 

Burlington,   Vt  American   Phonograph  Co. 

Butte,    Mont  Orton  Bros 

Chicago.  HI  Chicago  Talking  Machine  Co. 

The  Eclipse  Music  Co. 

Cincinnati.    0  Ohio  Talking   Mftrhine  Co. 

Cleveland,    Ohio  Cleveland  Talking  Machine  Co. 

Denver,    Colo  The  Knight-Campbell  Music  Co. 

El  Paso,  Tex  W.  G.  Walz  Co. 

Honolulu,  T.  H  . . . .  Bergstrom  Music  Co.,  Ltd. 


I  ndianapotis.  Ind . 
Jacksonville,   Fla. . 

Memphis,  Tenn  

Kansas  City.  Mo. . 
Milwaukee,  Wis. . . 
Minneapolis,  Minn. 

Mobile,  Ala  

New  Haven.  Conn .  , 

Newark.  N.  i  

New  Orleans,  La.  . 
New  York  City  


.  Stewart  Talking  Machine  Co. 
.Florida  Talking  Machine  Co. 
.Houck  Piano  Co. 
.J.  W.  Jenkins  Music  Co. 
.Badger  Talking  Machine  Co. 
.Beckwith-O'Neill  Co. 
.Wm.  H.  Reynalds. 
.The  Horton-Gallo-Creamer  Co. 
.Collings  &  Co. 
.Philip  Werlein,  Ltd. 
.  Emanuel  Blout. 
C.  Bruno  &  Son. 

Knickerbocker  Talking  Machine  Co. 

New  York  Talking  Machine  Co. 

Orme3,  Inc. 

Silas  E.  Pearsall  Co. 

Louis  A.  Schwarz,  Inc. 


PENN  PHONOGRAPH  COMPANY, 

913  ARCH  ST.,  PHILADELPHIA,  PA. 


Omaha,  Neb  Mickel  Bros. 

Philadelphia,  Pa....H.  A.  Weymann  &  Son. 

Pittsburgh,  Pa  W.  P.  Frederick  Piano  Co. 

Portland,    Me  Cressey  &  Allen,  Inc. 

Rochester,    N.   Y  E.  J.  Chapman. 

St.    Louis,    Mo  Koerber-Brenner  Co. 

Toledo,  Ohio  The  Toledo   Talking  Machine  Co. 

Washington,  D.  C... Cohen  &  Hughes. 

E.   F.   Droop  &  Sons  Co. 

Robt.   C.  Rogers  Co. 

Dealers  not  served  by  any  of  these  distributors  will  be 
sold  direct  by  uS  or  we  will  charge  through  your  pre- 
ferred distributor  if  so  requested. 

InC.         Victor  Distributors 
Wholesale  Only 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


113 


THE  TRADE  IN  PHILADELPHIA  AND  LOCALITY — (Continued  from  page  112) 

SEEK  CHANGE  IN  PENNSYLVANIA  LAW 


and  another  that  winds  the  center  of  the  spring. 
Eoth  of  these  are  important  accessories  "to  a 
talking  machine  shop  and  have  been  selling  in 
large  -numbers.  Philip  Grabuski,  of  the  Every- 
body's sales  force,  has  just  returned  from  a  trip 
down  in  New  Jersey,  bringing  with  him  some 
very  substantial  orders,  and  after  remaining 
at  home  a  few  days  he  started  on  a  trip  to  the 
South,  covering  every  section  as  far  down  as 
Florida.  Paul  Baerwald,  the  general  manager 
of  the  General  Phonograph  Corp.,  was  a  visitor 
to  the  office  of  Everybody's  this  week. 

Consolidate  Two  Buildings 
The  United  Music  Store  Co.,  located  for  some 
months  at  619  Cherry  street,  has  purchased  the 
building  adjoining,  617  Cherry  street,  and  as 
soon  as  the  leases  of  the  tenants  expire  will 
convert  the  two  buildings  into  one.  The 
first  floor  of  the  present  establishment  is  oc- 
cupied by  the  offices  and  an  extensive  sheet 
music  department.  The  second  floor  is  the 
Pianostyle  floor,  where  there  is  carried  a  line 
of  more  than  15,000  music  rolls  and  large  quan- 
tities of  needles  and  pumps.  The  third  floor  is 
devoted  to  the  Connorized  roll  department, 
where  there  is  a  stock  of  upwards  of  50,000 
rolls.  The  fourth  floor  is  entirely  given  over 
to  the  foreign  music  rolls.  The  stock  is  said 
to  be  the  largest  carried  by  any  one  in  this 
city  consisting  of  about  30,000  picked  numbers. 
A.  J.  Heath  Bel'eves  in  Spirit  of  Optimism 
A.  J.  Heath  &.  Co.  report  that  they  had  a  very 
good  Okeh  record  business  in  January  and 
especially  on  the  Mamie  Smith  records,  for 
which  they  received  very  large  orders.  Their 
January  business,  like  their  December  business, 
was  50  per  cent  better  than  any  previous  month. 
Mr.  Heath  says:  "There  seems  to  be  a  little 
optimism  in  the  trade  at  the  present  time  and 
even  if  business  generally  is  not  very  much  bet- 
ter I  feel  that  as  long  as  the  dealers  are  show- 
ing a  little  optimism  we  do  not  need  to  wait  long 
before  things  will  reach  a  normal  and  satisfac- 
tory state."  W.  C.  Fuhri,  general  sales  manager 
of  the  General  Phonograph  Corp..  was  a  visi- 
tor in  Philadelphia  the  past  week. 


Efforts  Being  Made  to  Have  Amended  the  Law 
Permitting  of  Seizure  of  Talking  Machines  in 
Cases  of  Execution  Sales  for  Rent 


RECENT  VICTOR  LITERATURE 

The  Victor  Co.  has  just  sent  out  to  its  dealers 
a  goodly  budget  of  sales  literature  which,  in  the 
hands  of  enterprising  dealers,  should  be  produc- 
tive of  excellent  results  in  a  business  way.  In 
addition  to  the  regular  Victor  record  supplements 
there  are  attractive  supplements  in  the  follow- 
ing languages:  Bohemian,  Finnish,  Greek,  He- 
brew (Yiddish),  Hungarian,  Italian,  Mexican, 
Norwegian.  Slovak.  Swedish  and  Turkish. 


An  effort  is  to  be  made  at  the  present  session 
of  the  Pennsylvania  State  Legislature  in  Har- 
risburg  to  have  amended  the  law  which  at  pres- 
ent permits  of  the  seizing  of  pianos,  talking 
machines  and  other  musical  instruments  for  rent. 
The  amendment,  which  reads  as  follows,  has 
been  introduced  through  the  efforts  of  the 
Music  Industries  Chamber  of  Commerce: 

"An  act  to  exempt  talking  machines,  phono- 
graphs and  musical  instruments  of  every  descrip- 
tion leased  or  conditionally  sold  to  or  hired  by 
any  person  or  persons  residing  in  or  having  a 
place  of  business  in  this  Commonwealth,  from 
levy  or  sale  on  execution  or  distress  for  rent. 

"Section  1.  Be  it  enacted,  etc.,  that  all  talk- 
ing machines,  phonographs  and  musical  instru- 
ments of  every  description  leased,  conditionally 
sold  to  or  hired  by  any  person  or  persons  re- 
siding in  or  having  a  place  of  business  in  this 
Commonwealth  under  a  lease  or  contract  of  sale 
reserving  title  in  the  owner,  lessor  or  vendor 
until  paid  for,  shall  be  exempt  from  levy  and 
sale  on  execution  or  distress  for  rent  due  by 
such  person  or  persons  so  leasing  or  condition- 
ally purchasing  or  hiring  any  such  talking 
machines,  phonographs  and  musical  instruments 
of  every  description,  in  addition  to  any  articles 
or  money  now  exempt  by  law,  so  long  as  the 
title  thereto  remains  in  the  owner,  lessor  or 
vendor;  provided,  that  the  owner,  lessor  or 
vendor  of  such  talking  machines,  phonographs 
and  musical  instruments  of  every  description, 
or  his  or  their  agent  or  agents  or  the  person 
or  persons  so  leasing  or  conditionally  purchas- 
ing or  hiring  the  same  shall  give  notice  to  the 
landlord  or  his  agent  that  the  said  talking  ma- 
chines, phonographs  and  musical  instruments  of 
every  description  are  leased,  conditionally  sold 
or  hired." 

Dealers  throughout  Pennsylvania  are  urged 
to  support  the  measure  by  writing  to. their  State 
senators  and  assemblymen  in  its  favor.  "In  my 
judgment  every  help  should  be  given  to  have 
the  bill  passed,"  said  George  W.  Pound,  general 
counsel  for  the  Chamber.  "The  present  law  is 
a  discrimination  against  the  talking  machine  and 
against  music,  and  the  moral  effect  is  bad. 
Every  music  merchant  should  write  to  his 
legislative  representatives  in  favor  of  the  act." 


MAIN  SPRINGS 

Send  for  Price  List 
EVERYBODY'S  TALKING  M  ACH.CO. 

Authorized  Distributors 
Heineman  &  Meisselbach  Motors 
38   N.    8th  Street,  Philadelphia 


HUVER  HEADS  PHILA.  ASSOCIATION 


Officers  of  Victor  Dealers'  Association  Chosen 
at  Annual  Meeting  Last  Month 


Philadelphia,  Pa.,  February  4. — The  annual 
meeting  of  the  Philadelphia  Victor  Dealers'  As- 
sociation was  held  on  January  13  at  the  Belle- 
vue-Stratford  Hotel  at  12.30,  and  the  following 
officers  were  unanimously  elected  to  serve  for 
the  year  1921:  G.  W.  Huver,  president;  W.  G. 
Linton,  vice-president;  H.  Royer  Smith,  secre- 
tary, and  A.  C.  Weymann,  treasurer. 

J.  Ralph  Wilson,  the  retiring  president,  de- 
clined a  renomiuation  for  this  office  in  a  brief 
speech  stating  that  while  he  felt  that  he  did  not 
wish  to  take  the  responsibility  of- the  leadership 
of  the  association  for  another  year,  he  wanted 
the  new  officers  and  members  to  feel  that  he 
was  vitally  interested  in  the  success  of  the  asso- 
ciation and  that  he  was  anxious  and  willing  when 
called  upon  to  render  any  service  at  any  time 
and  in  any  way  possible. 

G.  W.  Whitney,  general  manager  of  C.  J.  Heppe 
&  Son,  in  a  very  fitting  speech,  called  the 
members'  attention  to  the  splendid  work  that 
Mr.  Wilson  had  done  in  organizing  and  bring- 
ing the  association  to  its  prosperous  condition 
at  the  present  time. 

The  new  president  appointed  the  following 
executive  committee  to  serve  for  the  year  1921: 
G.  W.  Whitney,  of  E.  J.  Heppe  &  Son;  J.  R. 
Wilson,  of  J.  R.  Wilson  Co.;  Herman  Cole; 
Manager  McCarthy,  of  Gimbel  Brothers,  and 
General  Manager  Ellis,  of  the  Talking  Machine 
Co. 


LOUISVILLE  S0N0RA  SHOP  BUSY 


Now,  altogether,  for  a  Spring  drive  for  retail 
trade ! 


The  Sonora  Shop,  of  Louisville,  Ky.,  is  now 
occupying  permanent  and  attractive  quarters  at 
650  South  Fourth  street.  M.  D.  May,  who  is 
the  proprietor  of  this  shop,  reports  an  increasing 
demand  for  the  Sonora.  A  number  of  new 
booths  have  recently  been  installed,  making  five 
in  all  which  this  shop  operates.  All  stores  re- 
port increasingly  good  business. 


PLAYS  ALL  RECORDS 

Six  Beautiful  Models 

We  offer  attractive  proposition  to 

DEALERS  and 
DISTRIBUTORS 

We  can  make  immediate  shipment  on  all 
models. 

Distributors  Wanted  in  Several  States 


WE  ARE.  DISTRIBUTORS  FOR 

LYRIC 

LATERAL 
RECORDS 

Dealers  Supplied  on  Short  Notice 

Supplying  you  with  Bulletins, 
Hangers,  Cut-outs  and  Advertising 
Matter  is  one  feature  of 

LYRIC  SERVICE 


MODEL  C 


AMERICAN  TALKING  MACHINE  CO.,  inc. 

GENERAL  OFFICES  AND  FACTORY 

BLOOMSBURG,  PENNA. 


114 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


TO  RECORD  ON  PACIFIC  COAST 


flWMI«IIH>—  «NfJfa    yMH««»»«««»«iMM>H«»IIHIl«»«/«tf>y  '**!•(  f/t||ll(^||l*IIH>il«|    *•••>•  I* lii«C5      MIMHIlliiMltH  V UtlltlMft  4*1 


E.  N.  Burns,  of  Columbia  Co.,  Leaves  for  San 
Francisco  in  Order  to  Secure  Some  Additional 
Records  by  Art  Hickman's  Orchestra 


E.  N.  Burns,  vice-president  of  the  Columbia 
Graphophone  Co.,  who  is  devoting  practically 
all  of  his  time  to  the  recording  division,  left  for 
the  Pacific  Coast  on  Sunday  with  a  recording 
equipment  for  the  purpose  of  making  an  addi- 
tional series  of  Art  Hickman's  Orchestra  rec- 
ords. This  famous  exclusive  Columbia  artist 
and  his  orchestra  are  now  playing  at  the  St. 
Francis  Hotel,  in  San  Francisco,  where  they  are 
steadily  increasing  their  tremendous  popularity 
and  prestige. 

It  is  possible  that  Mr.  Burns  will  also  make 
a  series  of  records  by  Ted  Lewis  and  his  band, 
as  this  well-known  orchestra  and  exclusive  Co- 
lumbia artist  are  at  present  also  sojourning  on 
the  Pacific  Coast. 


COOPERATING  WITH  DEALERS 

Griffith  Piano  Co.,  Newark,  N.  J.,  Sonora  Job- 
ber, Rendering  Efficient  Service  to  Dealers — 
Enthusiastic  Regarding  Period  Model  Business 


The  Griffith  Piano  Co.,  Newark,  N.  J.,  Sonora 
jobber,  which  has  been  notably  successful  in 
developing  sales  in  its  territory,  has  devoted 
particular  attention  to  stimulating  the  demand 


Busy  Home  of  Griffith  Piano  Co. 

for  Sonora  period  models.  Its  efforts  have  met 
with  a  hearty  response  from  the  dealers,  and 
the  Griffith  sales  organization  is  co-operating 
to  excellent  advantage  with  Sonora  representa- 
tives in  handling  this  business. 

Commenting  recently  upon  the  possibilities 
for  1921  Sonora  period  model  business,  one  of 
the  executives  of  the  Griffith  Piano  Co.  said: 
"Dealers  who  stocked  Sonora  period  models 
as   an   experiment  have   found  that   they  sell 


umiiiiiiiiiiiiiiii  mmTHmHmrmwmmmmmmrmmmMmmiltHHH,. 


quickly,  and  that  their  sales  possibilities  are 
unlimited.  In  our  Newark  store  we  placed  a 
Sonora  Chippendale  in  our  window  and  sold  two 
in  a  few  hours.  In  fact,  in  one  day  we  sold  six 
period  models  because  passers-by  admired  the 
models  in  our  window  display. 

"Our  experience  has  absolutely  'sold'  us  on 
period  models,  and  we  look  forward  to  a  very 
big  year  in  this  type  of  Sonoras.  About  sixty 
per  cent  of  our  total  advertising  will  be  de- 
voted to  featuring  period  models.  The  instru- 
ments will  be  featured  extensively  in  all  of  our 
sales  plans,  and  our  dealers  will  be  given  every 
opportunity  to  take  advantage  of  our  experience 
and  our  organization  in  the  development  of 
period  model  business." 


OPTIMISTIC  OVER  OUTLOOK 

A  recent  visitor  to  New  York  was  W.  F. 
Hitchcock,  president  of  the  Phonomotor  Co., 
Rochester,  N.  Y.  He  was  accompanied  by  his 
son,  and  called  upon  the  leading  members  of 
the  trade  in  this, city  in  the  interest  of  the 
electric  talking  machine  motor  and  automatic 
stop  which  his  firm  manufactures.  Regarding 
trade  conditions  Mr.  Hitchcock  was  optimistic 
and  reported  a  steady  improvement  not  only  in 
his  territory,  which  he  recently  visited1,  but  also 
throughout  the  Canadian  trade,  which  he  had 
previously  toured  in  order  to  learn  of  conditions 
there. 


AKRON  HAS  WIRELESS  CONCERTS 

Young    Radio    Enthusiast    Entertains  Nearby 
Operators  Twice  Daily  With  Song  Hits 

Akron,  O.,  February  5.— Sending  music  by  wire- 
less is  the  latest  accomplishment  of  Donald  A. 
Hoffman,  50  S.  Balch  street,  this  city.  Daily, 
between  the  hours  of  3  and  4  and  6  and  7,  the 
notes  of  the  latest  records  are  sent  out  on  air 
waves  and  are  picked  up  by  the  wireless  oper- 
ators within  a  radius  of  forty  miles.  With  an 
ordinary  receiving  outfit  the  musical  waves  can 
be  picked  up,  Hoffman  says.  The  concerts  have 
been  sent  out  every  day  this  week. 

"With  the  attachment  of  certain  coils  to  mag- 
nify the  sound  at  the  receiving  end  and  the  addi- 
tion of  a  horn  similar  to  that  on  an  ordinary 
talking  machine,  the  wireless  concerts  can  be 
received  in  any  part  of  the  city  with  the  same 
volume  of  sound  as  when  records  are  played  on 
the  machine,"  Hoffman  says.  "There  would  be 
no  more  difference  in  the  sound  from  the  horn 
at  the  receiving  end  than  if  the  horn  was  part 
of  an  ordinary  talking  machine." 

According  to  Hoffman  the  sound  is  picked  up 
at  South  Akron  station  so  strong  with  the  ordi- 
nary wireless  head  receivers  that  it  can  be 
heard  all  over  the  room.  When  the  wireless 
receiver  is  placed  to  the  transmitter  of  a  tele- 
phone the  playing  music  can  be  plainly  heard 
in  the  receiver  at  the  other  end  of  the  line. 


Quality 


Distinction 


The  "VICSONIA"  Reproducer 


Recognized  for  its  Perfect  interpretation  of  Edison  Disc  Records 
on  Victrolas  and  Grafonolas. 

Fitted  with  permanent  jewel  point.    No  loose  parts. 

Note:  The  Vicsonia  is  made  of  Bronze,  sand  casted  and  machined  to 
measurement.    Finished  in  heavy  Nickel  or  Gold  plate.    Flexible  stylus. 

Meet  the  demand — Serve  your  customers 

Sample  Model  "A"  or  "B"  Vicsonia  will  be  sent  on  receipt  of  $4.50.  Retail 
price  $7.50. 

Note:    Model  "B"  Vicsonia  plays  both  Edison  and  Pathe  records 

VICSONIA  MFG.  CO.,  Inc. 

313  E.  134th  STREET  NEW  YORK,  N.  Y. 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


115 


BUYING  PUBLIC  IN  TWIN  CITIES  AGAIN  IN  THE  MARKET      ROBT.  H.  BOWERS  WITH  AEOLIAN 


Trade  Somewhat  Slow,  but  Optimism  Prevails  as  to  a  Good  Volume  of  Trade  Later  in  Year — Job- 
bers and  Dealers  Tell  of  Conditions  and  All  Plan  Vigorous  Campaign  for  Trade 


Noted  Musical  Authority  Becomes  Musical  Di- 
rector of  Vocalion  Recording  Studios 


Minneapolis  and  St.  Paul,  Minn.,  February  3. 
■■— Although  the  trade  situation  in  the  Twin 
Cities  and  tributary  territory  appears  to  be 
somewhat  easier,  it  cannot  truthfully  be  said 
that  conditions  have  settled  down  to  a  normal 
basis.  Retail  merchants  think  that  the  general 
public  is  much  better  disposed  and  better  tem- 
pered than  it  has  been  for  some  months  past  and 
is  not  tugging  so  hard  on  the  purse  strings  as 
it  was.  They  may  be  right,  but  if  so  there  is 
hardly  any  noticeable  improvement  in  the  re- 
sults obtained  by  the  music  merchants  unless 
among  those  dealing  mainly  in  talking  machines. 

Local  dealers  who  loaded  up  rather  heavily- 
last  Fall  in  expectation  of  a  great  holiday  trade 
are  still  carrying  larger  stocks  than  they  like 
to  have  at  this  season  of  the  year.  Quite  a 
number  of  dealers  escaped  this  predicament  by 
canceling  orders  that  had  not  been  shipped. 
Between  the  dealers  who  are  unable  to  settle  for 
their  orders  and  those  who  sent  in  cancellations 
the  lot  of  the  distributing  houses  hardly  is  an 
enviable  one. 

And  still  one  will  find  no  gloom  in  the  music 
marts  of  Minneapolis  and  St.  Paul.  There  is 
an  air  of  optimism  and  confidence  in  the  future 
that  is  very  gratifying  to  all.  The  Winter  al- 
ways is  slow  in  the  great  Northwest  and,  after 
all,  it  is  not  believed  that  the  net  returns  for  the 
early  months  of  1921  will  fall  below  the  general 
average  for  a  comparative  period.  In  fact,  some 
houses  will  show  a  better  figure  than  the 
average,  though  hardly  comparable  to  1920. 

"We  have  no  complaint  whatever  as  to  the 
state  of  our  business  affairs,"  said  Jay  H. 
Wheeler,  head  of  the  Pathe  department  of  G. 
Sommers  &  Co.  "We  realize  that  business  con- 
ditions have  been  somewhat  disturbed  through 


various  causes,  but  we  dislike  to  harp  on  such 
things.  It  may  be  that  we  could  handle  more  or- 
ders and  yet  we  frankly  say  we  find  the  results 
generally  satisfactory,  in  view  of  the  troubled 
affairs  in  the  commercial  world.'' 

Matters  are  moving  quite  nicely  with  W.  J. 
Dyer  &  Bro.,  Victor  distributors.  Why,  George 
A.  Mairs,  head  of  the  department,  even  has  the 
temerity  to  complain  that  he  can't  get  enough 
goods.  It  should  be  explained  that  he  has  had 
some  difficulty  in  obtaining  certain  models 
which  are  in  demand.  Of  late  the  shipments  of 
Victor  goods  have  been  quite  satisfactory. 

Laurence  A.  Lucker,  distributor  of  the  Edison 
machines  and  records,  states  that  he  reviews  the 
past  year  with  entire  satisfaction.  Business 
success,  he  figures,  should  not  be  measured  by 
weekly  or  monthly  results,  but  by  the  year,  and 
the  year  1920,  taken  as  a  whole,  was  a  joy  and 
a  pride.  There  is  no  reason  to  doubt  that  1921 
will  be  other  than  an  excellent  year  when  once 
normalcy  has  been  attained,  which  probably  will 
be  by  early  Spring. 

The  Stone  Piano  Co.  has  been  conducting  a 
systematic  and  well-arranged  advertising  cam- 
paign for  the  Aeolian-Vocalions  and  this  in- 
strument now  is  regarded  in  the  Twin  Cities 
as  one  of  the  standard  machines  of  the  day. 


FORT  WAYNE  HOUSE  TAKES  LEASE 

Fort  Wayne,  Ind.,  January  31. — The  Ulrey  Music 
Shop,  1520  South  Calhoun  street,  has  taken  a 
long-time  lease  on  the  two  floors  just  above 
the  Windsor  jewelry  store,  1204  South  Calhoun 
street.  Mr.  Ulrey  says  an  upstairs  location  with 
cheaper  rent  will  enable  him  to  give  better 
values.    He  will  carry  all  makes  of  records. 


Robert  Hood  Bowers,  noted  musical  authority 
and  composer  of  operettas  and  other  works,  has 
joined  the  staff  of  the  Aeolian  Co.  as  musical 
director  of  the  Vocalion  recording  studios.  Mr. 


Robert  Hood  Bowers 

Bowers  is  well  qualified  for  the  new  post  inas- 
much as  he  has  for  several  years  past  been  con- 
nected with  another  prominent  talking  machine 
company  in  a  similar  capacity  and  with  great 
success.  He  has  already  taken  up  his  new  duties 
at  the  Vocalion  studios  in  New  York  and  it  is 
expected  that  the  results  of  his  efforts  will  soon 
make  themselves  apparent. 

Mr.  Bowers'  experience  as  a  composer  and  as 
a  director  has  given  him  a  thorough  insight  into 
musical  values,  a  knowledge  of  the  sort  of  music 
that  appeals  most  to  the  public  and  the  proper 
manner  of  producing  or  reproducing  it  through 
the  medium  of  the  talking  machine  record. 


New!  New! 

APEX  Fibre  Needle  Cutter 

Cuts  with  the  grain  to  the  point. 
Makes  the  use  of  fibre  needles  as  cheap  as  steel. 
No  variation  in  angle  or  size  of  cut. 
Does  not  crush  the  shell. 

Small  Size — Simple  Construction 
For  sale  through  jobbers  and  dealers. 
Retail  Price  $1.50 
Manufactured  by 

W.  H.  WADE14N  MicfeAvem,e 


New! 


New! 

Patented  Nov.  2.  1920 


i 

*  Cuts 

*  slice  so 

*  that  34  chips 
»  can   be  made 

*  »»d    M  records 

•  I  played  with  one 
4  fibre  needle. 


116 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


©© 


©© 
©© 


THE  SCOTFORD  TONEARM  AND 
SUPERIOR  REPRODUCER 


Manufactured  under  the  Patents  of  LOUIS  K.  SCOTFORD 


NO.  1  FINISH  TONEARM 


Plated  Base,  Black  Main  Elbow  and  Tube,  Plated  Connection 
with  No.  1  or  No.  2  Finish  Reproducer 


NO.  2  FINISH  TONEARM 

Black  Base,  Plated  Main  Elbowjand  Tube,  Plated  Connection 
with  No.  1  or  No.  2  Finish  Reproducer 


NO.  3  FINISH  TONEARM 

with  No.  3  Finish  Reproducer 
All  Parts  Plated 

No.  1  Finish  is  recommended  as  most  practical,  most  durable, 
best  looking  and  lowest  priced 


NO.  1  FINISH  REPRODUCER 

Black  Face  Rin&  and  Back 
Plated  Frame 


NO.  2  FINISH  REPRODUCER 

Plated  Face  Rin£  and  Frame 
Black  Back 


NO.  3  FINISH  REPRODUCER 

All  Parts  Plated 


©© 


©© 
©© 


©© 


! 

MICA  DIAPHRAGM        MICA  DIAPHRAGM        MICA  DIAPHRAGM     MICOMPO  DIAPHRAGM    BLACK  DIAPHRAGM 

YourNameplate  "Superior"  Nameplate  Plain  Gilt  Plate  ^    Plain  Gilt  Plate  Plain  Black 

"Superior"  Nameplate  Gilded 
Customer  to  furnish  the  necessary  Decalcomania  Transfers  when  ordered  with  individual  Nameplate  or  Your  Nameplate  or  Your  Nameplate 

Order  should  Specify  (1)  Style  Number  of  Finish,  (2)  Kind  of  Plating  (3)  Kind 
of  Diaphragm  and  (4)  whether  "Superior"  Nameplate  or  Plain 

No.  1  Finish,  is  recommended  as  a  pleasing  combination  of  japanned  and  plated  parts  which  is  very  practical  and  dur- 
able. In  this  style,  the  most  handled  parts  of  theTonearm  and  Reproducer  are  &iven  several  coats  of  black  rubber  japan 
baked  on  at  hi^h  temperature.  The  effect  is  a  rich  g,loss  which  retains  its  lustre  and  will  outwear  any  kind  of  electro- 
plating,. The  contrast  of  the  black  parts  with  the  plated  parts  of  Platinoid,  Nickel  or  Gold  is  very  effective.  The  black 
face  ring,  of  the  reproducer  in  this  finish  is  not  recommended  in  connection  with  the  Black  Composition  Diaphragm 
nor  with  a  name  plate  design  in  which  the  background  is  black.  But  it  is  highly  attractive  with  the  Black  Diaphragm 
Gilded  or  with  a  name  plate  desig,n  of  g,old  background.    For  the  Black  Diaphragm  or  black  name  plate,  No.  2  finish 

Reproducer  is  recommended,  which  may  be  used  with  No.  1  or  No.  2  Tonearm 
Platinoid  is  a  new  electro-plate  which  will  not  tarnish.    It  looks  like  Platinum  or  Silver  but  costs  no  more  than  Nickel 

Prices  on  200  or>Lar&er  Quantities  QUANTITY  PRICES  Effective  January  1,  1921 

will  be  Quoted  on  Application  ^ 

npnTnNFAT?M      ,  STYLE  1  FINISH  STYLE  2  FINISH  STYLE  3  FINISH 

~^~i£^^^r-T™^^T^™  ,  .       i  PLATINOID      POLISHED  PLATINOID      POLISHED  PLATINOID  POLISHED 

SUPERIOR  REPRODUCER  Combined  or  nickel  roman  gold     or  nickel  roman  gold     or  nickel  roman  gold 

24  and  less  than  100,  per  set   5.25  6.90  5.50  7.45  5.75  8.10 

6andlessthan    24,perset   5.45  7.20  5.70  7.75  5.95  8.40 

2andlessthan      6,perset   5.65  7.50  5.90  8.05  6.15  8.70 

Sample  delivered  prepaid   7.00  9.00  7.75  10.00  8.50  11.00 

Deduct  5  0  cents  from  price  of  sample  and  3  0  cents  each  from  quantity  prices  2  or  more  for  the  Reproducer  with  Micompo  or  Black  Composition  Diaphragm 
Length  8 1 i  inches  from  center  of  tonearm  base  to  needle  point.  Inside  diameter  of  base  2  inches.  Diameter  of  base  flange  3  %  inches.  Height  from  bottom  of  flange  to  top  of 
main  elbow  3  78  inches.  Special  Low  Base  can  be  furnished  for  cabinets  having  shallow  lids.    The  Low  Base  is  5  ii>  inch  lower  than  the  standard  base,  making  the  height  from 

bottom  of  flange  to  top  of  main  elbow  3%  inches 

EXTRA  CHARGE  FOR  SPECIAL  LENGTH 

The  Tonearm  is  regularly  made  with  5-inch  tube,  500  and  over  delivered  at  one  time,  each  No  extra  charge  NOTE — Special  lengths  are  not  carried  in  stock, 

and  combined  with  the  Superior  Reproducer,  the  250  and  less  than  500  delivered  at  one  time,  each. . .  $0.05  but  require  extra  time  to  manufacture.  We  recom- 

measurement  is  8  H  inches  fromcenterof  the  base  100  and  less  than  250  delivered  at  onetime,  each.. .      .  1  0  mend  that  where  possible  the  standard  8  M  inch 

opening  to  needle  point.  Must  be  mounted  so  that  24  and  less  than  1  00  delivered  at  one  time,  each. . .      .15  length  be  adopted.  This  affords  the  ideal  weight, 

the  needle  centers  on  the  turntable  spindle,  other-  6  and  less  than    24  delivered  at  one  time,  each. . .      .20  5  ounces  to  5  %  ounces  at  the  needle  point,  and 

wise  the  needle  cannot  center  the  groove  when  2  and  less  than       6  delivered  at  one  time,  each. . .      .50  the  correct  radius  for  playing  1  4  inch,  1  2  inch 

playing.  Speciallen&ths  to  order  at  these  prices:  Sample    1.00  and  smaller  records 

SAMPLES  ON  APPROVAL  TO  RESPONSIBLE  RATED  FIRMS 

BARNHART  BROTHERS  &  SPINDLER 

Monroe  and  Throop  Streets  CHICAGO 


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February  15,  1921 


THE    TALKING    MACHINE  WORLD 


117 


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PATENTED 
January  13,  1920 


When  lid  is  all  the  way  up  the 
spring  is  without  tension, 
entirely  released 


cUhe  SUPERIOR  LID  SUPPORT 

cUhe  Spring  Balance  that  Does  Not  Warp  the  Lid 

A  mere  touch  of  the  fin&er  lifts  or  closes  the  lid,  which  stops  at 
any  point  desired.  The  simplest  support  made.  Easiest  to  install. 
Positive  and  noiseless  in  operation 
The  material  used  in  the  manufacture  of  this  support  is  the  best 
cold  rolled  steel,  and  takes  a  hi&h  finish.   The  plating,  is  of  fine 
quality.  Black  Rubber  Japan  is  recommended  as  a  durable  and 
economical  finish  suited  to  any  style  of  cabinet  finish 


QUANTITY 
PRICES 

500  and  over,  each  

250  and  less  than  500,  each. 
1 00  and  less  than  250,  each. 
24  and  less  than  1 00,  each. . 
6  and  less  than    24,  each. . 
2  and  less  than       6 ,  each. , 
Sample  delivered  prepaid  


When  lid 
is  closed  the 
steel  roller 
fits  into  the 
notch  o£ 
track -arm, 
preventing 
spring  from 
exerting  any 
pull  on  the 
lid  while 
down 


BLACK  RUBBER  JAPAN   PLATINOID  OR  NICKEL   POLISHED  ROMAN  GOLD 


With 

Without 

With 

Without 

With 

Without 

Escutcheon 

Escutcheon 

Escutcheon 

Escutcheon 

Escutcheon 

Escutcheon 

$0.40 

$0.35 

$0.45 

$0.40 

$0.85 

$0.70 

.45 

.40 

.50 

.45 

.90 

.75 

.50 

.45 

.55 

.50 

.95 

.80 

.55 

.50 

.60 

.55 

1.00 

.85 

.60 

.55 

.65 

.60 

1.05 

.90 

.65 

.60 

.70 

.65 

1.10 

.95 

.75 

.75 

.75 

.75 

1.25 

1.25 

Coil  Sprinfe  is  of  the  required  strength  for 
operating  the  average  lid.  For  extra 
heavy  lids  a  DOUBLE  STRENGTH 
SPRING  can  be  furnished  at  an  extra 
charge  of  10  cents  each.  The  Lid  Sup- 
port as  regularly  supplied  fits  the  left  side 
of  cabinet,  but  on  special  order  can  be 
made  for  the  ri&ht  side  at  no  extra  charfee. 
Ei&ht  Screws  are  furnished  for  each  Sup- 
port with  Escutcheon,  six  Screws  for  each 
Support  without  Escutcheon 


<Uhe  SUPERIOR  UNIVERSAL  REPRODUCER 

Connections  are  provided  for  applying  the  Superior  Reproducer  to  several  standard  machines,  thus  equipping  these 
machines  for  playing,  all  makes  of  records.  Jobbers  and  Dealers  in  phonographs  and  records  may  with  this  line  make  it 
easier  to  sell  their  machines,  and  greatly  extend  the  demand  for  records.  Owners  of  old  machines,  when  supplied  with 
this  new  and  improved  means  of  playing,  renew  interest,  and  a&ain  become  buyers  of  records 


In  turning  the  Reproducer  from 
one  position  to  the  other  the 
needle  remains  on  the  same 
center  at  the  same  angle 

Connections  shown  are  for 
applying  the  Reproducer  to 
different  machines  named 


VICTOR 
ELBOW 


QUANTITY  PRICES  on  Application 

ORDER  BY 
NUMBER 

Superior  Reproducer  with  2  1-VE  Victor  Elbow  

♦Superior  Reproducer  with  2  1  -VGN  Gooseneck  for  O.  S.  Victor. 

Superior  Reproducer  with  2  1  -CC  Columbia  Connection  

Superior  Reproducer  with  2  1  -P  Connection  for  O.  S.  Pathe  

Superior  Reproducer  with  2 1  -E  Connection  for  Edison  


RETAIL  PRICE 


Nickel 

and 
Japan 

$6.50 
8.00 
7.00 
7.00 
7.50 


Gold 
and 
Japan 

$8.50 
10.75 
9.50 
9.50 
10.00 


EDISON 

*For  the  older  type  Victor  havinfe  the  small  tonearm  manufactured  prior  to 
1918.  the  21 -VGN  Gooseneck  Connection  is  preferred,  for  the  reason  it  takes 
the  place  of  the  regular  Victor  Gooseneck  and  permits  a  full  size  opening  from 
the  gooseneck  into  the  tonearm.  The  21 -VE  Elbow  is  correct  for  newer  Victors 
ha  vinfe  the  enlarged  tonearm  ;itmaybeusedfor  older  type  small  tonearms  .but 
the  volume  of  tone  is  not  quite  full,  as  the  elevated  position  of  the  Victor 
Gooseneck  with  the  Superior  causes  partial  closinfe  of 
the  opening  from  gooseneck  into  the  tonearm 


IJhe  SCOTFORD  MODEL  I  REPRODUCER 

This  is  the  original  Scotford  Reproducer,  designed  to  equip  Victor  and  Columbia  machines  for  playing  vertical  cut  (hill-and-dale)  records. 
It  plays  only  vertical  cut  records,  such  as  Edison  and  Pathe,  but  plays  them  at  their  best. 

The  Reproducer  is  made  to  fit  the 

Victor  exactly ;  with  the 
connection  shown  below,  it  may 
be  attached  to  the  Columbia 

CONNECTION 
FOR  COLUMBIA 


OFFSET  OF 
STYLUS  BAR 
CAUSES  NEEDLE 
TO  EXACTLY 
CENTER  THE 
GROOVE 


ON  THE 
COLUMBIA 


QUANTITY  PRICES  on  Application 

Nickel 

ORDER  BY  and 
NUMBER  Japan 

Scotford  Model  I  Reproducer  1  -V  for  Victor   $6.00 

Scotford  Model  I  Reproducer  with  1  -C  Connection  for  Columbia  .  6.75 


RETAIL  PRICE 


Gold 
and 
Japan 

$7.50 
8.75 


Many  owners  of  Victor  and  Columbia  machines  prefer  to  use  their  regular 
reproducers  for  playinfe  Victor  and  Columbia  records.  For  all  these,  the  Scot- 
ford Model  I  Reproducer  affords  the  ideal  means  of  playinfe  records  of  the 
vertical  cut.  It  takes  but  a  moment  to  remove  the  regular  reproducer  and  attach 
the  Scotford.  Fits  the  Victor  exactly,  and  with  the  connection  shown,  it  may  be 
readily  attached  to  the  Columbia  tonearm.  This  Reproducer  has  a  far&e  Dia- 
phragm, and  is  the  finest  obtainable  for  playinfe  Edison,  Pathe  and  records 
of  similar  cut  on  the  Victor  and  on  the  Columbia 


Samples  sent  Prepaid  at  the  Retail  List  Price 

BARNHART  BROTHERS  &  SPINDLER 

Monroe  and  Throop  Streets  CHICAGO 


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THE   TALKING   MACHINE  WORLD 


February  15,  1921 


Sell  your  customers  who  ask  lor  waltzes 
Baby  Dreams"  and  «TU  Be  With  You  In 
Apple  Blossom  Time,"  played  by  Prince's 
Orchestra,  and  they'll  be  back  the  follow- 
ing morning  for  more.  A-6177. 


Columbia  Graphophone  Co. 

NEW  YORK 


REAWAKENING  OF  TRADE  IN  THE  ST.  LOUIS  TERRITORY 


Higher  Priced  Machines  Have  Call — Collections 
corned — Jackson  Tells  of  Brunswick  Activitie 


in  Excellent  Shape — Ennis  and  Castleman  Wel- 
s — How  Co-operation  Helps — News  of  Month 


St.  Louis,  Mo.,  February  7. — The  talking  machine 
business  in  St.  Louis  is  still  slumbering,  but  re- 
tailers and  distributors  think  that  they  can  dis- 
cern stirrings  which  portend  a  reawakening. 
The  most  sanguine  do  not  expect  the  awaken- 
ing to  be  boisterous,  but  they  believe  that  with 
the  coming  of  Spring  the  awakening  will  be 
followed  by  a  fairly  active  movement.  In  a 
retail  way  there  appears  to  be  a  tendency  to 
drop  down  from  the  highest  priced  machines 
to  what  might  be  called  the  second  rank,  ma- 
chines that  retail  for  $150  to  $250.  The  only 
explanation  suggested  is  that  it  is  an  expres- 
sion of  the  general  conservatism  which  pre- 
vails. On  the  other  hand  there  is  practically 
no  demand  for  the  cheaper  machines.  Most  of 
the  dealers  in  St.  Louis  and  the  St.  Louis  job- 
bing territory  carried  pretty  full  stocks  over  the 
holidays  and   they   have  been   exerting  them- 


selves since  to  work  this  stock  off  in  the  ex- 
pectation of  reduced  factory  prices  or  the  put- 
ting out  of  new  models  at  lower  prices.  Dur- 
ing this  operation,  naturally,  they  have  not  been 
buying.  Reports  are  that  they  have  been  fairly 
successful  and  that  they  will  shortly  be  in  a 
position  to  begin  buying.  The  overstocked 
condition  after  the  holidays,  it  seems,  was  not  so 
much  in  standard  makes  as  in  the  other  makes, 
but  the  effect  is  the  same  as  if  the  dealers  had 
been  overloaded  with  standard  machines,  so  far 
as  their  capacity  for  buying  is  concerned. 

One  encouraging  fact  is  the  improvement  in 
collections.  Distributors  say  that,  whereas  a 
short  time  ago  dealers  had  to  confess  themselves 
unable  to  make  any  payments  at  all,  now  there 
are  few  who  are  failing  to  make  substantial 
payments.  A  better  feeling  is  reported  among 
the    dealers   than   prevailed    shortly   after  the 


QUALITY  and  SERVICE 

Both  are  synonymous  with  us 

Built  on  18  years'  experience  of  scientific  experiment  and  accom- 
plishments in  the  manufacture  of  high-grade  phonograph  parts. 


The  New  Mutual  No.  3  Tone  Arm 

and  the  New  Mutual  No.5  Sound  Box,  have  proved  a  wonderful  success. 
Write  for  sample. 

Ask  for  our  new  revised  price  list  and  full  particulars 


/TONE  ARMS  5  SOUND  BOXES 

PHONO  PARTS  CORP. 

149-151  Lafayette  St.  New  York  City 


holidays.  The  realization  is  general  that  they 
all  have  to  get  back  to  a  selling  basis. 

The  sales  of  records  have  been  but  little  af- 
fected by  the  general  business  stagnation.  All 
retailers  say  that  the  demand  for  new  releases 
is  as  keen  as  it  ever  was  and-  that  there  is  a 
steady  call  for  the  old  favorites. 

Conditions  Show  Betterment 

The  monthly  report  of  William  McC.  Martin, 
Federal  Reserve  agent  for  the  Eighth  District, 
notes  a  decrease  of  general  business  pessimism 
and  some  improvement  in  conditions  through- 
out the  district.    This  explanation  is  given: 

"This  reverse  psychology  is  based  on  the 
opening  up  of  scattered  buying,  not  particularly 
noteworthy  in  volume,  but  of  a  character  indi- 
cating that  stocks  of  merchandise  have  reached 
a  point  where  they  must  be  replenished  and  that 
a  good  part  of  the  war  inflation  has  been  ab- 
sorbed by  the  leveling  of  prices.  In  lines  where 
the  readjustment  has  made  greatest  progress, 
buying  is  heaviest.  The  public  is  in  need  of 
goods  and  is  more  disposed  to  fill  its  require- 
ments than  was  the  case  during  the  closing 
months  of  last  year.  In  a  number  of  important 
lines  there  seems  to  be  a  greater  degree  of  sta- 
bility, deflation  having  gone  sufficiently  far  to 
restore  confidence  in  future  values.  This  has 
resulted  in  the  placing  of  some  fair  orders  by 
retail  merchants,  and  .wholesalers  have  also  be- 
gun to  build  up  their  stocks.  Most  of  the  buy- 
ing, however,  is  for  immediate  delivery,  there 
being  relatively  little  done  in  the  way  of  future 
commitment.  Ultra  caution  is  still  the  dominat- 
ing feature  among  distributors  of  merchandise, 
and  ultimate  consumers  have  relaxed  their  recent 
regime  of  economy  only  to  the  extent  of  tak- 
ing what  they  are  obliged  to  have,  or  what  they 
may  require  at  very  evidently  reduced  prices. 

"Generally  the  holiday  trade  was  moderately 
satisfactory  only.  Great  quantities  of  goods 
were  moved,  however,  and  the  opening  of  the 
new  year  found  stocks  in  much  better  shape 
than  was  thought  possible  two  months  ago." 
Welcome  for  Mr.  Castleman 

St.  Louis  Victor  dealers  have  been  making 
the  acquaintance  of  the  factory  representative 
recently  appointed  to  the  Missouri  territory. 
Mr.  Castleman.  Missouri  has  been  without  a 
representative  for  the  past  six  months  and  wel- 
comes Mr.  Castleman,  as  well  as  Morris  de  C 
Freeman,  who  has  returned  to  the  western 
Illinois  territory.  Mr.  R.  J.  Coleman,  of  the 
educational  department  of  the  Victor  Co.,  was 
also  a  St.  Louis  visitor  recently,  and  is  work- 
ing in  the  schools  of  southwest  Missouri  at 
present. 

F.  E.  Ennis  Takes  Charge 

F.  E.  Ennis,  formerly  manager  of  the  phono- 
graph department  of  the  Bloomingdale  Store 
in  New  York,  arrived  in  St.  Louis  late  in  Janu- 
ary and  took  charge  of  the  phonograph  depart- 
ment of  the  Stix,  Baer  &  Fuller  Co.,  succeeding 
John  Maunder,  who  had  been  temporarily  in 
charge,  following  the  departure  of  W.  J. 
Medairy,  who  resigned  to  take  charge  of  a  de- 
partment at  Atlanta,  Ga.  Mr.  Ennis  has  taken 
hold  with  energy,  assisted  by  Mr.  Maunder,  who 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


119 


will  remain  with  the  department,  and  is  working 
out  plans  for  giving  the  department  new  im- 
petus. 

Mr.  Medairy  has  given  up  his  Atlanta  connec- 
tion on  account  of  ill  health,  and  has  returned 
to  St.  Louis.  He  is  reported  to  be  rather  seri- 
ously ill  at  his  home. 

Re-elected  President 

Joseph  B.  Helloing,  assistant  manager  of  the 
Hellrung  &  Grimm  Housefurnishing  Co.,  has 
been  re-elected  president  of  the  Retail  Furni- 
ture Dealers'  Association. 

Changes  Name  of  Company 

J.  H.  Kirkland  has  purchased  the  piano  and 
talking  machine  business  of  the  Horras  Piano 
Co.,  on  Twelfth  street,  and  has  changed  the  name 
to  the  Kirkland  Piano  Co.  The  Brunswick  talk- 
ing machine  is  handled. 

Brunswick  Sales  Stimulated 

Manager  Jackson,  of  the  Brunswick-Balke- 
Collender  Co.,  says  the  increase  in  the  sales  of 
Brunswick  records  is  very  gratifying  and  that 
the  movement  of  machines  is  improving.  '"The 
tendency,"  he  said,  "is  for  dealers  who  bought 
up  makeshifts  during  the  period  of  shortage  to 
clean  them  out  and  the  standard  lines  are  handi- 
capped by  that  liquidation.  They  all  realize  that 
they  have  got  to  get  back  to  the  selling  basis. 
The  potential  market  has  not  changed.  The  de- 
mand is  best  for  the  $250  Brunswick.  It  has  a 
wider  field  than  the  more  expensive  models  and 
its  sales  are  steadily  increasing." 

Theodore  Karle,  tenor,  made  his  first  appear- 
ance in  St.  Louis  early  in  February  since  he  be- 
came a  Brunswick  artist,  and  the  sale  of  his 
Brunswick  records  was  greatly  stimulated. 

A.  J.  Kendrick,  sales  managei  of  the  phono- 
graph department  of  the  Brunswick-Balke-Col- 
lender  Co.,  was  in  St.  Louis  in  the  early  part 
of  the  month  on  his  way  to  Chicago. 

Miss  Rosebrugh  Makes  Address 

Miss  Blanche  Rosebrugh,  of  the  Victor  edu- 
cational department  of  Scruggs-Vandervoort  & 
Barney,  was  invited  recently  to  speak  before  the 
Eighth  District  Federation  of  Music  Clubs  of 
Missouri  on  the  subject  of  the  influence  of  me- 


chanical reproducing  instruments  on  music  in 
the  schools.  Dr.  J.  W.  Withers,  superintendent 
of  St.  Louis  schools,  preceded  this  with  an  ad- 
dress on  the  effect  of  music  appreciation  study  in 
our  schools. 

Edison  Demand  "Remarkably  Good" 

Mark  Silverstone,  president  of  the  Silverstone 
Music  Co.,  says  the  Edison  retail  trade  is  re- 
markably good  and  the  wholesale  business  is 
improving.  Dealers,  he  says,  have  to  a  great 
extent  cleared  out  the  stocks  that  they  carried 
over  the  holidays  and  will  soon  be  buying  nor- 
mally. Mr.  Silverstone  will  go  to  Montreal  to 
attend  the  Edison  jobbers'  convention  and  ex- 
pects also  to  visit  the  Edison  laboratories. 
To  Open  St.  Louis  Branch 

The  Smith  Drug  Co.,  St.  Joseph,  Mo.,  jobber 
for  Missouri  for  the  Sonora  phonograph,  is  ar- 
ranging to  open  a  St.  Louis  branch  in  the  Ar- 
cade Building.  It  has  not  been  announced  who 
will  be  in  charge  of  it. 

To  Attend  Convention  in  Montreal 

C.  P.  Curry,  treasurer  of  the  Texas-Oklahoma 
Phonograph  Co.,  Dallas,  Tex.,  passed  through 
St.  Louis  orrhis  way  to  the  Edison  jobbers'  con- 
vention at  Montreal. 

A.  F.  Odell,  an  Edison  dealer  of  Quincy,  111., 
accompanied  by  his  wife,  has  gone  on  a  pleasure 
trip  to  San-  Antonio  and  Los  Angeles. 

Value  of  Co-operation 

That  Fritz  Kreisler  is  a  favorite  with  St.  Louis 
concertgoers  was  proved  again  when  the  S.  R.  O. 
sign  was  in  evidence  days  before  his  recent  con- 
cert in  this  city.  The  same  thing  happened  last 
Spring  at  his  fourth  appearance  during  the  sea- 
son. Three  exclusive  Victor  dealers  used  the 
medium  of  the  program  with  full-page  reminders 
of  his  Victor  records,  and  Victor  stores  over 
the  city  kept  the  public  informed  as  to  where 
his  records  might  be  heard. 

Columbia  News  Brieflets 

Manager  Edwin  M.  Morgan,  of  the  Columbia 
Phonograph  Co.,  has  returned  from  a  business 
trip  to  Memphis,  Tenn.,  and  Little  Rock,  Ark. 

A.  W.  Roos,  assistant  manager  of  the  Colum- 
bia  Phonograph   Co.,   reports   that  collections 


have  improved  greatly  and  all  but  a  few  of  the 
dealers  are  making  substantial  payments  and 
are  in  a  fair  way  toward  cleaning  up. 

O.  F.  Benz,  record  sales  manager  of  the  Co- 
lumbia Phonograph  Co.,  was  in  St.  Louis  early 
in  February  in  the  interest  of  the  new  records 
From  St.  Louis  he  went  to  Texas. 

Artophone  Activities 

The  Artophone  Co.  has  added  two  console 
models  to  its  line  of  Artophones.  Manager  Sal- 
mon, of  the  Okeh  record  jobbing  department, 
in  announcing  a  reduction  in  prices  on  Febru- 
ary 1  from  $1  to  85  cents  on  all  except  Mamie 
Smith  records,  said  that  the  January  business 
was  greater  than  that  of  December  and  that 
in  the  past  three  months  over  300  accounts  have 
been  opened  through  the  South.  The  entire 
South  is  covered  from  the  St.  Louis  jobbing 
center.  The  company  has  decided  not  to  move 
from  its  present  location  on  Olive  street. 

The  Aeolian  Co.  has  discontinued  handling  the 
Columbia  machines  and  records  at  its  St.  Louis 
store. 

The  Thoman  Phonograph  Co.  has  been  incor- 
porated by  the  Secretary  of  State  of  Missouri, 
with  a  capital  stock  of  $80,000. 


NEW  SOLOTONE  CO.  ORGANIZED 


With  Authorized  Capital  of  $100,000— Take  Over 
Present  Solotone  Business 


Philadelphia,  Pa.,  February  1. — Announcement 
appeared  in  the  financial  section  of  the  Phila- 
delphia Public  Ledger  of  the  taking  over  of  the 
Solotone  Mfg.  Co.,  maker  of  Solotone  phono- 
graphs, by  the  Solotone  Phonograph  Co.  The 
new  company  has  an  authorized  capital  of  $100,- 
000  preferred  stock  and  $100,000  common  stock 
and  has  recently  issued  a  prospectus  covering 
its  future  plans  and  offering  both  preferred 
and  common  stock  to  the  general  public. 


A.  E.  Landon,  Canadian  branch  manager  of 
Columbia  Graphophone  Co.,  was  recently  a 
visitor  to  the  executive  offices,  New  York  City. 


QZC  NEW  CARDINAL  RECORDS  fiqr 

Ut/V      NOW  READY  FOR  DELIVERY  Ut/V 


6— NEW  CARDINAL  RECORDS— 6 

ALL  HITS 


The 
Phonograph 
With  The 
Tongue 


No. 
2015 


COUNTY  KERRY  MARY 

Orch.  Accomp.  sung  by  Chas.  Harrison 
IT'S  ALL  OVER  NOW 
Orch.  Accomp.  sung  by  Helen  Bell  Rush 

fOH  GEE,  SAY  GEE,  YOU  OUGHT 
TO  SEE  MY  GEE  GEE  FROM 

9fl  1  a  THE  FIJI  ISLE 

ZU  I  J  i     Orch.  Acc.  sung  by  Fred  Whitehouse 

GET  UP 

Orch.  Accomp.  sung  by  Ernest  Hare 


2014 


ROSE 

Fox  Trot 
SHOW  ME  HOW 

Fox  Trot 


Played  by 
►  Rudy  Wiedoeft's 
Palace  Trio 


No. 
2016 


2017 


2018 


MY  MAMMY 

Fox  Trot,  Vocal  Chor. 
WHY  DON'T  YOU 

Fox  Trot 


I  NEVER  KNEW 

Fox  Trot 
NOW  AND  THEN 

Fox  Trot 


HONEY  DEW 

Fox  Trot 
LOTUS  FLOWER 

Waltz 


Played  by 
Ben  Selvin's 
Dance  Orch. 


Played  by 
Ben  Selvin's 
Dance  Orch. 


Played  by 

Jos.  Knecht's 

Waldorf 
Astoria  Orch. 


The 
Record 

That 
Talks 


Jobbers  and  Dealers — Write  for  Information 

CARDINAL    PHONOGRAPH  CO 

106  EAST  19th  ST.,  NEW  YORK  CITY 


FACTORIES    —   NEWARK,  OHIO    —    ZANESVILLE,  OHIO    —    PT.  PLEASANT,  N.  J. 


120 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


Edison  Amberola  Message  No.  14 


Mr.  Phonograph  Dealer: 


Has  it  ever  occurred  to  you  that 
you  do  not  have  to  create  a  demand 
for  the  New  Edison  Diamond 
Amberola?  Hundreds  of  satisfied 
Amberola  owners  in  your  vicinity 
are  doing  that  for  you.  Amberol 
Record  sales  to  these  owners  alone 
make  the  line  a  profitable  one.  The 
Instruments  and  Records  are  in  the 
class  of  merchandise  now  demanded 
by  the  public  because — the  price 
and  quality  are  right. 


THOMAS  A.  EDISON,  Inc. 

AMBEROLA  DEPARTMENT 

ORANGE,  N.  J. 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


121 


l^ltDMINO  or  (ANAPA 

—     r*ir  itf   — ■ — ^ ^^^^^^^ 


VICTOR  RADIO  CONCERTS  NOW  THE  VOGUE  IN  MONTREAL 

Berliner  Gramophone  Co.  Staff  Hear  Musical  Program  at  Home  of  H.  S.  Berliner — Leslie  Co. 
Expansion — Pequegnat  With  McLagan  Corp. — Muzio  and  the  Edison  Score — Other  News 


Montreal,  Que..,  February  5. — On  a  recent  eve- 
ning several  members  of  the  Berliner  Gramophone 
Co.,  Ltd.,  staff  met  at  the  home  of  H.  S.  Berliner 
to  hear  a  musical  program  by  wireless  telephone. 
At  the  Marconi  station  just  below  the  Bonaventure 
depot  a  Victrola  was  placed  beside  the  transmitting 
apparatus.  "His  Master's  Voice"  records  by  Kreisler, 
Lauder,  Billy  Murray,  Lewis  James,  Coleman's, 
Raderman's  and  Henri's  orchestras  were  played 
and  this  music  was  heard  clearly  and  easily,  not 
only  by  the  group  in  Mr.  Berliner's  home,  but  it 
is  estimated  by  at  least  one  hundred  and  fifty  other 
persons  or  groups  who  had  Marconi  receiving  equip- 
ment at  points  as  far  distant  as  Ottawa,  Father 
Point,  etc.  In  addition  to  the  music  Mr.  Berliner's 
guests  heard  the  "Cassandra"  talking  from  out  in 
the  ocean,  another  ship  off  the  coast  of  Nova  Scotia, 
the  Navy  Yards  at  Brooklyn,  N.  Y.,  and  Washington 
sending  messages. 

It  is  almost  uncanny  to  think  of  sitting  in  one's 
own  home  and  by  means  of  a  simple  little  piece  of 
framework  on  the  table  actually  hearing  music  aid 
conversations  miles  and  miles  away.  The  receiving 
equipment,  installed  for  the  occasion  in  Mr.  Ber- 
liner's house,  was  about  one-third  the  number  of 
amplifications  required  to  talk  across  the  Atlantic. 
That  means  with  an  apparatus  of  three  times  the 
strength  the  party  gathered  there  could  have  heard 
the  same  music  and  messages  transmitted  at  Lon- 
don or  Paris.  It  is  understood  that  the  Marconi 
Co.  will  give  similar  weekly  demonstrations  each 
Tuesday  throughout  the  Winter. 

The  J.  H.  Leslie  Co.,  Ltd.,  has  taken  over  the 
musical  instrument  business  so  successfully  operated 
for  some  time  past  by  J.  H.  Leslie,  in  Liverpool, 
N.  S.  Mr.  Leslie  is  president  of  the  new  organiza- 
tion. It  is  believed  that  the  new  company  will  be- 
come a  powerful  factor  in  music  merchandising 
circles  in  Nova  Scotia.  A  branch  has  already  been 
opened  in  Bridgewater,  under  the  direct  management 
of  Vice-President  Denome,  and  branches  will  be 
opened  at  other  points  just  as  soon  as  the  necessary 
arrangements  can  be  made.  "His  Master's  Voice" 
products  are  handled  exclusively  by  the  J.  H.  Leslie 
Co.  in  all  stores. 

Sinkler  Darby,  of  London,  Eng.,  whose  post  of- 
fice address  has  been  the  leading  centers  of  Europe 
during  the  past  twenty-one  years,  has  returned  to 
this  side  of  the  Atlantic.  Mr.  Darby,  who  is  one 
of  the  pioneers  in  the  science  of  sound  reproduction, 
is  now  in  Montreal.  He  is  filling  an  engagement 
with  the  recording  laboratories  of  the  Berliner  Gram- 
ophone Co.,  Ltd. 

George  S.  Pequegnat,  so  well  known  in  Montreal 
music  trade  circles,  where  for  several  years  he  has 
conducted  the  Phonograph  Shop  on  St.  Catherine 
street,  is  going  out  of  the  retail  business  to  join  the 
selling  organization  of  the  McLagan  Phonograph 
Corp.,  Ltd.,  of  Stratford.  He  will  have  charge  of 
the  Eastern  territory  including  the  Maritime  Prov- 
inces, and  will  continue  to  reside  in  Montreal. 

The  incorporation  of  the  Fromson  Co.  of  Canada, 
Ltd.,  is  announced  with  a  capital  stock  of  $100,000, 
the  chief  place  of  business  to  be  in  Montreal.  This 
company  is  the  maker  of  the  "Fromsona"  phono- 
graph. 

The  Chamberland  Trio  and  the  Moretti  Trio  are 
two  new  Montreal  organizations  whose  first  record- 
ings will  shortly  appear  on  "His  Master's  Voice" 
records.  They  have  achieved  notable  effects  with 
violin,  flute  and  celesta,  also  with  clarinet,  'cello  and 
celesta. 

"His  Master's  Voice,"  Limited,  Halifax,  N.  S., 
branch,  held  its  second  staff  dance  recently.  The 
arrangements  were  under  the  direction  of, J.  McKay 
Tait.  "About  thirty  couples  were  present.  A  buffet 
supper  was  served,  which  was  presided  over  by 
Miss  Edna  Doyle  and  Miss  Bent. 


New  companies  recently  registered  include  Ca- 
nadian Phonograph  Distributors. 

W.  D.  Stevenson,  of  London,  Ont,  vice-president 
of  the  Starr  Co.  of  Canada,  Limited,  Canadian 
distributors  of  Starr  phonographs  and  Gennett 
records,  recently  passed  through  Montreal  en  route 
to  his  firm's  headquarters  at  London,  from  a  visit 


Toronto,  Ont.,  February  6. — Wm.  B.  Puckett 
and  Fred  A.  Trestrail,  proprietors  of  the  Musi- 
cal Merchandise  Sales  Co.,  Canadian  distributors 
for  Brunswick  phonographs,  Q  R  S  player  rolls, 
Brilliantone  needles,  etc.,  have  just  announced 
that  the  interest  formerly  owned  by  the  late 
John  E.  White  in  their  company  has  been  pur- 
chased by  Burdick  A.  Trestrail,  brother  of  Fred, 
who  joined  forces  with  them  at  the  close  of 
their  fiscal  year,  January  31,  1921.  "Bert"  Tres- 
trail, as  he  has  always  been  known  to  the  trade, 
will  be  remembered  as  the  former  advertising 
manager,  then  piano  manager,  and  finally  man- 
ager of  sales  and  promotion  for  the  R.  S.  Wil- 
liams &  Sons  Co.,  Limited,  since  1912,  which  po- 
sition he  held  when  he  went  overseas.  Return- 
ing in  1919,  he  organized  his  own  sales  com- 
pany known  as  the  Mutual  Sales  Service.  Mr. 
Trestrail,  while  with  the  Williams  firm,  was 
very  actively  associated  with  the  introduction, 
development  and  promotion  of  the  New  Edison. 
His  re-entering  the  music  trade  exclusively  will 
be  welcomed  by  his  many  friends  throughout 
Canada  and  Brunswick  and  Q  R  S  dealers  es- 
pecially welcome  the  assistance  and  energy  he 
will  put  forth  to  increase  their  sales. 

A  new  company  is  being  organized  to  handle 
the  output  of  the  Phonola  Co.'s  factory  at  Elmira. 
In  charge  of  this  new  organization,  the  Phonola 
Sales  Co.  of  Canada,  is  Otis  C.  Dorian,  well 
known  to  the  Canadian  trade  and  who  was 
formerly  general  manager  of  the  Pathe  Freres 
Phonograph  Co.  Application  has  been  made 
for  a  charter  for  the  new  company.  George 
H.  Honsberger,  who  was  on  the  selling  staff  of 
Pathe  Freres,  has  also  joined  the  Phonola  firm. 

The  executive  offices  of  the  Canadian  branch 
of  the  Columbia  Graphophone  Co.  have  been 
moved  from  54-56  Wellington  street  West,  To- 
ronto, to  the  Hugh  C.  MacLean,  Limited,  Build- 
ing, 345-347  Adelaide  street  West,  and  the  staff 
is  now  comfortably  settled  at  the  latter  address. 
This  change  was  occasioned  by  the  removal  of 
the  Columbia  record-pressing  plant  from  the 
Wellington  street  building,  to  the  big  plant  ac- 
quired from  the  Canadian  Aeroplanes,  Limited, 
in  the  early  Fall  of  1919.  The  change  will  con- 
solidate the  Columbia  manufacturing  depart- 
ments, give  the  record-pressing  department  four 


to  the  branch  at  St.  John,  N.  B.,  from  which  the 
trade  in  the  Eastern  provinces  of  the  Dominion  is 
looked  after. 

Ogilvy's  Pathephone  department,  with  the  local 
appearance  of  Claudia  Muzio,  ran  effective  news- 
paper publicity  incidental  to  the  recital  given  by 
this  artiste  super  lyric-soprano.  The  Muzio  con- 
cert was  a  distinct  success  and  served  to  emphasize 
the  fame  and  renown  of  this  well-known  artiste. 
Ogilvy's  Pathephone  department  shared  in  the  suc- 
cess as  noted  by  the  demand  thereafter  for  her 
Pathe  records. 


times  its  former  floor  space  and  double  the  fa- 
cilities for  the  staff  at  the  head  offices  for 
Canada.  A.  E.  Landon,  the  Columbia  Canadian 
manager,  and  his  associates  occupy  the  second 
floor  of  the  MacLean  Building.  In  the  center 
of  the  floor  is  a  large  Grafonola  showroom.  A 
large  reception  room  with  bay  windows  is  most 
attractively  furnished.  There  is  also  a  suite 
of  offices  occupied  by  the  Dictaphone  branch, 
both  sales  and  service  departments. 

R.  W.  Burgess,  well  known  to  the  Canadian 
trade,  has  joined  the  traveling  staff  of  I.  Mon- 
tagues &  Co.,  Canadian  distributors  of  the  So- 
nora  and  will  cover  the  territory  from  Kingston 
to  the  Eastern  coast.  His  headquarters  will  be 
in  Montreal. 

H.  A.  Stevenson  has  opened  a  song  shop  at 
269y2  Princess  street,  Kingston,  Ont.,  carrying 
Brunswick  phonographs  and  records. 

V.  B.  Hodges,  of  the  Musical  Merchandise 
Sales  Co.'s  selling  staff,  and  who  has  been  fea- 
turing the  Brunswick  line  in  Manitoba  and 
Saskatchewan  for  the  past  three  or  four  months, 
has  come  East  and  is  now  traveling  from  the 
home  office  in  Toronto. 

The  Toronto  Furniture  Exhibition  held  in  the 
John  Key  Building,  36-38  King  street,  West, 
from  January  10  to  22  was  well  attended,  and 
the  exhibition  was  pronounced  a  big  success. 
One  of  the  most  interesting  sections  of  the  ex- 
hibition was  that  devoted  to  talking  machine 
displays  by  the  Imperial  Phonograph  Corp., 
Division  of  the  National  Table  Co.,  Ltd.,  Owen 
Sound;  Gold  Medal  Furniture  Mfg.  Co.,  Ltd., 
Toronto  and  Uxbridge;  Phonola  Co.  of  Canada, 
Ltd.,  Elmira,  and  Musical  Merchandise  Sales 
Co.,  Toronto,  Canadian  distributors  of  Bruns- 
wick phonographs  and  records  and  Le  Page 
phonographs,  made  by  the  Le  Page  Communion 
Cup  Co.,  2382  Dundas  street,  West,  Toronto. 

C.  W.  Lindsay,  Ltd.,  Ottawa  branch,  made 
good  use  of  a  Magnavox  at  its  big  store  recently. 
A  horn  was  fitted  to  a  second-story  window 
and  Ottawa's  main  thoroughfare  was  gay  with 
all  kinds  of  musical  selections. 

C.  J.  Pott,  Canadian  manager  of  the  General 
Phonograph  Corp.,  has  returned  to  Toronto  after 
spending  a  few  days  in  New  York,  and  is  most 
optimistic  as  to  business  conditions  for  1921. 


Talking  Machine  Supplies 
and  Repair  Parts 

SPRINCS,  SOUND  BOX  PARTS,  NEEDLES 

THE  RENE  MANUFACTURING  CO. 

MONTVALE,  NEW  JERSEY 


MARKED  BETTERMENT  EVIDENT  IN  BUSINESS  IN  TORONTO 

B.  A.  Trestrail  Joins  Musical  Merchandise  Sales  Co. — Dorian  Heads  Company  to  Handle  Phonola 
Output  in  Elmira — Columbia  Co.  Removal — Exhibitors  at  Furniture  Exhibition — Magnavox  Scores 


122 


THE   TALKING    MACHINE  WORLD 


February  15,  1921 


I  i.  I 


Toe-teasing  dance  hits  of  the  "encore"  kind. 
Song  hits  of  the  "hum-along"  type 

Hits  orchestrated  and  recorded  with  an  attention  to 
detail  and  "atmosphere"  which  place  them  in  a  class 
apart.  Hits  which  an  Emerson  dealer  can  always 
count  upon  having  FIRST,  before  his  competitor  is 
even  aware  that  they  are  hits. 

Here  are  some  of  the  latest: 

SONG 

10327—  You  Ousrhta  See  My  Baby.    Coniedv  Song 

'  EDDIE  CASTOR 
Give  Me  a  Million  Beautiful  Girls.    Character  Song- 

Irving  Kaufman 

10324 —  My  Mammy.    Novelty  Song  Arthur  Fields 

O-HI-O.     Novelty   Song  -.Irving  Kaufman 

10326— Crazy  Blues.    "Blues"  Character  Song.  .Sissle  <f-  Blake 
Melinda  Lee.    Comedy  Song  Bernard  rf  Hare 

10329 —  Bright  Eyes.    Tenor  Solo  Irving  Kaufman 

My  Home  Town  Is  a  One-Horse  Town. 

Comedy  Song  Irving  &  Jack  Kaufman 

10316—  Feather  Your  Nest.    Baritone  Solo  Arthur  Fields 

Grieving  For  You.    Baritone  Solo  Arthur  Fields 

10325—  There  Is  One  Girl,  Will  She  Ever  Be  Mine? 

Tenor  Solo   Walter  Scanlan 

Killarney.    Tenor  Solo  Walter  Scanlan 

10320—  I'm  Saving  Up  My  Dough  for  Rae  and  Me. 

Novelty  Song   Arthur  Fields 

He  Always  Goes  Farther  Than  Father. 

Comedy  Song   Fred  Hillebrand 

DANCE 

10317—  Rosie,  Make  It  Rosy  for  Me.  Fox-trot 

Plantation  Dance  Orchestra 
Kentucky  Blues.    Fox-trot  Merry  Melody  Men 

10328—  Home  Again  Blues.    Fox-trot  Toddle 

Plantation  Dance  Orchestra 

Palesteena.    Fox-trot   Plantation  Dance  Orchestra 

10315 — Broadway  Blues.    Fox-trot  Merry  Melody  Men 

Now  and  Then.    Fox-trot. ..  .Selrin's  Novelty  Orchestra 

10295 — Margie.    Fox-trot  Plantation  Dance  Orchestra 

Feather  Your  Nest.  Fox-trot 

Plantation  Dance  Orchestra 

10330 —  I  Never  Knew.    Fox-trot ..  Orlando's  Society  Orchestra 
Honolulu  Eyes.    Waltz  Orlando's  Society  Orchestra 

10321—  No  Wonder  I'm  Blue.  Fox-trot 

Lanin's  Roseland  Orchestra 

Humming.    Fox-trot  Lanin's  Roseland  Orchestra 

Honeydew  Medley.  Fox-trot 

Joseph  Knecht's  Waldorf-Astoria  Dance  Orchestra 
Pitter  Patter.    Medley.  Waltz 

Joseph  Knecht's  Waldorf-Astoria  Dance  Orchestra 

10319— Rose.    Fox-trot  Sherbo's  Mont  Martre  Orchestra 

Old  Fashioned  Garden.  One-step 

Joseph  Knecht's  Waldorf-Astoria  Dance  Orchestra 

10322—  Kiss- A-MLss.    Waltz  Selvin's  Novelty  Orchestra 

I  Told  You  So,  Medley.  Fox-trot 

Joseph  Samuels'  Music  Masters 

10323—  My  Wild  Flower.  Fox-trot.  .Lnkesonian  Brass  SextetU 
Ouija.    One-Step  Lakesonian  Brass  Sextette 

Play  Emerson  Records  on  the 
Emerson  Phonograph 
The  Phonograph  with  the 
Emerson  Music  Master  Horn 

LLmerson  ^Phonograph  CompanyJnc: 


i  10318- 


Emerson  Needles  are  of  Supreme  Quality 


NEW  YORK 
206  Fifth  Avenue 


CHICAGO 
315  South  Wabash  Avenue 


^Emerson, 

Records  ana 
Phonofmphs 

•Hear    also,  Emerson 
Records  in  Polish,  Italian, 
Jewish  and  German. 
* 

Emerson  records  play 
wonderfully  on  all  phono- 
graphs. But  of  course 
they  are  at  their  very 
best  on  the  Emerson — 
the  phonograph  with  the 
concealed  Emerson  Music 
Master  Horn,  made  of 
rounded  solid  spruce,  of 
all  woods  the  most 
resonant  and  sound  am- 
plifying. Ten  Emerson 
models  in  all,  priced  from 
§80  to  $1,000. 


^Ernersori^R^gords 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


123 


TESTIMONY  IN  T0NE=ARM  CASES 

Taking  of  Testimony  in  Actions  Brought  by 
Victor  Co.  Against  Brunswick-Balke-Collen- 
der  Co.  and  General  Phonograph  Corp. — Ar- 
guments to  Be  Heard  on  March  7 


USING  VICTOR  REFERENCE  LABELS     CLAUDE  BUCKPITT  BUYS  BUILDING 


Increasing   Number  of   Dealers   Realizing  the 
Value  of  These  Record  Selling  Helps 


Grand  Rapids,  Mich.,  February  5. — The  present- 
ing of  testimony  in  the  action  brought  by  the 
Victor  Talking  Machine  Co.,  Camden,  N.  J., 
against  the  Brunswick-Balke-Collender  Co.,  Chi- 
cago, for  alleged  infringement  of  the  Johnson 
Tone-Arm  Patents  Nos.  814,786  and  814,848,  con- 
sumed all  of  last  week  in  the  U.  S.  District  Court 
for  the  Northern  District  of  Michigan,  with 
Judge  Sessions  presiding.  The  taking  of  testi- 
mony started  on  Monday,  January  24,  and  ended 
on  Saturday  afternoon. 

Arguments  on  the  case  will  be  heard  before 
Judge  Sessions  on  March  7,  and  briefs  will  be 
filed  by  opposing  counsel  late  in  February. 

At  the  same  time,  and  in  the  same  court,  testi- 
mony was  taken  in  the  action  brought  by  the 
Victor  Co.  against  the  General  Phonograph 
Corp.  for  alleged  violation  of  the  same  John- 
son patents.  Arguments  on  this  case  will  also 
be  heard  on  March  7  before  Judge  Sessions  and 
briefs  will  be  filed  about  a  week  before  that 
date. 


APPROPRIATE  MUSIC  AT  FUNERAL 


Talking  Machine  Used  to  Furnish  Sacred  Music 
at  Funeral  Services  in  Macon 


Macon,  Mo.,  February  4. — A  talking  machine  was 
used  to  furnish  the  music  at  the  funeral  of  Mrs. 
Mary  Stiles  at  the  home  of  her  daughter,  Mrs. 
A.  B.  Thompson,  in  Clarence.  The  services 
were  conducted  by  the  Rev.  Ward  M.  Baker, 
pastor  of  the  M.  E.  Church,  South.  The  selec- 
tions played  by  the  talking  machine  were:  "The 
Mother's  Prayer,"  "Rock  of  Ages"  and  "Jesus, 
Lover  of  My  Soul."  This  was  the  first  time  a 
talking  machine  has  been  used  on  such  on  oc- 
casion in  this  part  of  the  country. 


An  increasing  number  of  Victor  dealers  are 
adopting  with  success  the  use  of  Victor  Ready 
Reference  Labels  for  records,  and  are  particu- 
larly enthusiastic  over  the  revised  issue  of  labels 
prepared  for  the  current  year,  which  embodies 
several  new  features. 

One  of  the  features  that  is  considered  of  par- 
ticular value  is  the  system  of  cross  indexing 
whereby  it  is  possible  at  a  glance  to  note  other 
records  of  the  same  selections  as  recorded  by 
different  individuals  or  organizations,  which  not 
only  saves  times,  but  in  cases  where  the  de- 
sired record  is  out  of  stock,  or  does  not  meas- 
ure up  to  the  customer's  requirements,  saves 
the  sale  because  the  selection  in  another  form 
is  available  immediately.  * 

Other  features  of  the  Ready  Reference  Labels 
include  the  phonetic  spelling  of  the  title,  espe- 
cially valuable  in  handling  records  of  foreign 
selections  or  by  foreign  artists;  the  English 
equivalent  of  foreign  titles;  reference  to  the 
monthly  record  supplement  in  which  the  original 
description  of  the  record  appeared,  which  saves 
time  in  searching;  classification  of  the  record 
according  to  the  nature  of  the  selection,  which 
makes  easy  the  bringing  out  of  other  records  in 
keeping  with  the  customer's  taste;  and  the  cata- 
log numbers  of  several  other  records  of  similar 
appeal.  With  all  this  information  instantly 
available,  the  efficiency  of  even  the  best  in- 
formed salesman  is  greatly  increased.  For  the 
new  salesman  the  labels  offer  an  inexhaustible 
mine  of  record  information  of  the  sort  that 
makes  sales. 


Piano  and  Talking  Machine  Dealer  of  Elmira, 
N.  Y.,  Will  in  Future  Be  Housed  in  His  Own 
Business  Property  in  That  City 


Elmira,  N.  Y.,  February  5. — Claude  Buckpitt, 
dealer  in  pianos  and  talking  machines,  of  113 
North  Main  street,  practically  has  completed 
details  whereby  he  acquires  title  from  Adam 
Mander  to  the  Mander  or  Lyceum  Block  at 
156  and  158  Lake  street,  the  first  floors  of  which 
are  occupied  by  W.  H.  Miller  and  James  Falsey, 
respectively.  It  is  expected  that  the  deal  will 
be  completed  within  a  day  or  so  and  Mr.  Buck- 
pitt will  take  possession  at  once.  The  price 
to  be  paid  is  approximately  $40,000. 

Mr.  Buckpitt  will  remove  his  business  from 
Main  street  to  the  store  occupied  by  Mr. 
Miller,  using  the  second  and  third  floors  as 
well.    Later  he  also  may  occupy  the  other  store. 

Mr.  Buckpitt  plans  extensive  improvements 
to  the  property.  He  will  tear  out  the  north 
wall  of  the  Lyceum  Theatre  entrance  on  Lake 
street  and  construct  a  handsome  show  window. 
Later  he  will  install  a  passenger  and  freight 
elevator,  and  it  is  likely  that  new  fronts  will 
be  added  to  both  stores. 

Mr.  Buckpitt  came  to  Elmira  in  1907  from 
Schenectady,  where  he  conducted  a  music 
store.  He  maintained  a  store  in  the  Merchants' 
National  Bank  Building  for  two  years,  remov- 
ing to  the  Snyder  Building  in  1909.  His  rapidly 
increasing  business  now  necessitates  a  further 
expansion. 


NEW  DEALERS  IN  PENNSYLVANIA 


P.  G.  Scallsmith,  of  Gettysburg,  Pa.,  and  C. 
G.  Martin,  641  Main  street,  Darby,  Pa.,  have 
recently  been  added  to  the  ranks  of  talking 
machine  dealers  handling  the  Victor  line. 


NEW  QUARTERS  IN  MONTICELLO 

The  Ackerman  Music  Shop  has  just  opened 
handsome  new  quarters  on  Main  street,  Monti- 
cello,  Ind.  The  new  store  comprises  two  stories 
and  a  balcony,  all  used  for  the  display  and  sale 
of  musical  instruments,  and  a  number  of  sound- 
proof booths  have  been  installed.  Mr.  Acker- 
man  has  conducted  a  music  business  in  Monti- 
cello  for  a  number  of  years. 


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Extension  A  telescopes  into  large  elbow  B,  giving"1  a  length 
adjustment  from  7%  to  9XA  inches.  Adjustment  screw  Cr  engages 
an  indexed  channel  in  extension  A,  assuring  perfect  alignment. 
Slightly  releasing  locking  thumb  screw  E  permits  height  adjust- 
ment of  large  elbow  in  base  ring  D.  Releasing  locking  screw  E 
entirely  permits  tone  arm  to  be  removed  from  base  ring  D  for 
packing  separately  before  shipping  if  desired. 

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THE    TALKING    MACHINE  WORLD 


February  15,  1921 


melQdee 

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Produces  Musical  Effects  Possible 
With  No  Other  Roll 


MELODEE  WHOLESALERS       FOUR  DISTINCT  SUPERIOR  QUALITIES 


M.  STEINERT  &  SONS 

35  Arch  St.  Boston,  Mass. 

MELODEE  MUSIC  CO.,  INC.  • 

29  West  42nd  St.  New  York 

PHILADELPHIA  SHOWCASE  CO. 

1  23  N.  1  3th  St.  Philadelphia,  Pa. 

PHILADELPHIA  SHOWCASE  CO. 
1001    Jenkins  Arcade 

CHAS.  M.  STIEFF,  INC. 
3  1  5  North  Howard  St. 

O.  J.  DE  MOLL 
1  2  th  and  G  Sts. 


Pittsburgh,  Pa. 
Baltimore,  Md. 


N.W.     -     -     -     Washington,  D.  C. 

SOUTHERN  VOCALION  DISTRIBUTORS,  INC. 

226  N.  20th  St.  Birmingham,  Ala. 

GRINNELL  BROS. 

First  and  State  Sts.    -     -     -     -     -     -     Detroit,  Mich. 

LYON  &  HEALY 

Wabash  Ave.  and  Jackson  Blvd.     -     -     Chicago,  111. 

MELODEE  MUSIC  CO. 

529  So.  Wabash  Ave.  Chicago,  111. 

STONE  PIANO  CO. 

826  Nicollet  Ave.     ....     Minneapolis,  Minn. 

J.  W.  JENKINS'  SONS  MUSIC  CO. 

1013  Walnut  St.  Kansas  City,  Mo. 

W.  J.  DYER  &  BRO. 

2  I  W.  5th  St.  St.  Paul,  Minn. 

MELODEE  MUSIC  CO. 

455  Mission  St.  San  Francisco,  Cal. 


UNBREAKABLE 
STEEL  SPOOL  ENDS 

WORDS  PRINTED 
NOT  STENCILED 


NOTES  BRIDGED 
WILL  NOT  DISCORD 


LOUD  and  SOFT 
EXPRESSION  LINE 


Melodee  is  not  only  out  first  with  the  Hits  but  has  the  finest 
Catalogue  of  Standard,  Classical,  Opera  and  Sacred  Selections 
No  Roll  Department  complete  without  Melodee 


Melodee  Music  Co.,  Inc. 


New  York 


Chicago 


San  Francisco 


February  15,  1921 


THE   TALKING    MACHINE  WORLD 


125 


LOUIS  BUEHN  ENTERTAINS  DEALERS 

Louis  Buehn  Co.  Entertains  Great  Assemblage 
of  Dealers  Who  Hear  Addresses  by  Promi- 
nent Victor  Officials — Notable  Event 


Philadelphia,  Pav  February  8. — In  two  meetings 
held  this  month,  one  on  Thursday,  February  3, 
and  the  other  on  Monday,  February  7,  the 
Louis  Buehn  Co.  has  had  almost  every  firm 
with  which  it  does  business  represented.  These 
gatherings  were  addressed  by  prominent  men 
from  the  Victor  factory  who  were  able  to  give 
the  dealers  a  great  amount  of  advice  first 
hand. 

The  first  meeting,  on  February  3,  was  attend- 
ed by  eighty-five  Victor  dealers  from  this  city 
and  immediate  vicinity  with  whom  the  Buehn 


Louis  Buehn 
firm  does  business.  The  meeting  was  held  in  the 
new  Victor  Period  Model  Salon,  beginning  at 
3  p.  m.  Mr.  Buehn  made  the  address  of  wel- 
come to  the  guests,  and  then  introduced  the 
speakers,  who  were  John  G.  Paine,  of  the  Victor 
Co.,  whose  subject  was,  "Selling  Victor  Goods 
Is  More  Than  Merchandising";  John  S.  Mac- 
Donald,  salesmanager  of  the  Victor  factory,  who 
made  an  address  on  "The  Present  Situation"; 
Ernest  John,  advertising  manager  of  the  Victor 
Co.,  who  spoke  on  advertising,  and  John  J. 
Davin,  of  the  Reincke-Ellis  Co.,  of  New  York 
City. 

The  meeting  was  over  at  5.30,  when  the  speak- 
ers and  guests  were  taken  to  the  Arcadia,  where 
a  supper  was  served,  after  which  the  entire  body 
was  conveyed  in  automobiles  to  the  Metropolitan 
Opera  House  to  attend,  as  the  guests  of  the 
Buehn  firm,  the  concert  given  by  the  eminent 
baritone,  Titta  Ruffo. 

The  meeting  was  highly  illuminating,  and  there 
was  shown  a  spirit  of  enthusiasm  by  those  pres- 
ent which  will  no  doubt  be  carried  into  their 
business  in  the  near  future.  At  the  meeting  on 
the  10th  the  same  program  was  carried  out,  the 
guests  numbering  about  fifty  dealers  from  towns 
in  the  outlying  districts,  reaching  as  far  as  Al- 


toona.  This  meeting  was  also  held  in  the  Period 
room  and  was  followed  by  a  supper  at  the 
Arcadia,  and  in  the  evening  the  guests  were 
taken  to  the  Shubert  Theatre  to  witness  a  per- 
formance of  "Kissing  Time."  The  following 
day  they  were  taken  on  a  tour  of  inspection  of 
the  Victor  factory.  The  Victor  Co.  was  heartily 
in  sympathy  with  these  meetings,  and  assisted 
in  every  way. 


OK  EH  RECORD  PRICES  REDUCED 

All    Popular    Recordings,    Except    Those  by 
Mamie  Smith,  Now  Eighty-five  Cents 


The  General  Phonograph  Corp.  sent  out  an 
important  announcement  to  the  trade  recently 
to  the  effect  that  beginning  February  1  all 
popular  Okeh  records  will  be  listed  at  85  cents 
instead  of  $1,  with  the  exception  of  records  made 
by  Mamie  Smith,  which  will  continue  to  be 
iisted  at  $1. 

This  announcement  was  accorded  a  popular 
reception  by  Okeh  dealers  generally,  especially 
as  the  Okeh  record  division  of  the  General 
Phonograph  Corp.  is  planning  to  give  enhanced 
service  and  co-operation  to  the  dealers  in  mer- 
chandising this  well-known  record  line. 


THEO.  FLETCHER  GOING  TO  TEXAS 


President  of  Fletcher  Alltones  Needle  Co. 
Visit  Headquarters  in  San  Antonio 


to 


Theo.  Fletcher,  of  the  Fletcher  Alltones 
Needle  Co.,  who  has  been  spending  some  time 
in  New  York  in  connection  with  the  marketing 
of  that  product,  left  recently  for  his  home  in 
San  Antonio,  Tex.,  where  are  also  located  the 
main  offices  of  the  company.  While  in  Texas 
Mr.  Fletcher  will  give  considerable  time  to  per- 
fecting a  new  type  of  talking  machine,  of  which 
he  is  the  inventor,  designed  to  play  records 
that  run  for  from  ten  to  twenty  minutes  or 
more,  the  records  being  recorded  by  a  special 
process,  also  of  Mr.  Fletcher's  invention.  Be- 
fore returning  to  New  York  Mr.  Fletcher  plans 
to  spend  several  weeks  in  Chicago  superintend- 
ing the  building  of  model  machines. 

He  stated  to  The  World  that  there  was  a 
steady  increase  in  the  demand  for  Alltones 
needles  from  dealers  in  the  metropolitan  dis- 
trict, where  Andrew  H.  Dodin,  Inc.,  is  the  local 
jobber,  and  elsewhere  about  the  country.  Ad- 
vertisements in  The  Talking  Machine  World 
have  even  brought  inquiries  from  several 
foreign  countries.  At  the  recent  Marine  Exposi- 
tion in  New  York,  where  there  was  a  demon- 
stration of  the  practicability  of  transmitting 
music  by  wireless,  Alltones  needles  were  used 
to  secure  the  desired  results. 

At  the  present  time  the  special  display  cards 
bearing  the  Fletcher  Alltones  needles,  which 
were  issued  some  time  ago  by  the  company,  are 
to  be  seen  in  the  show  windows  of  many  talk- 
ing machine  stores,  and  the  attention  they  at- 
tract has  resulted  in  a  fair  run  of  sales,  accord- 
ing to  the  dealers. 


Phonograph  Dealers 

Read  this 

and  profit  by  it 


THE  advocates  of  the  ganeral  music  store  in  which  there  may  be 
purchased  anything  of  a  musical  nature  from  a  jew's-harp  to 
a  grand  piano,  and  they  are  steadily  increasing  in  number,  have 
apparently  had  their  contentions  strongly  upheld  in  the  volume  of 
holiday  business  done  in  the  small  goods  departments  of  music 
stores  all  over  the  country 

There  have  come,  to  The  Review  many  reports  to  the  effect  _ 
that,  although  t"he  piano  business,  and  in  tome  cases  even  the  talk- 
ing machine  business,  was  hardly  up  to"  normal,  the  demand  for 
small  musical  instruments,  violins,  banjos,  ukuleles,  etc.  surpassed 
all  previous  records-  It  "is  hard  to  give  any  real  reason  why  this 
should  be  so  unless  it  is  the  result  of  increased  attention  given  to 
the  featuring  of  such  iiibtruments,  and  a  more  general  appreciauon 
of  tbeir  usefulness. 

Summing  it  up.  it  seems  5s  though  th<*  musical  mcrcha'-.afte 
department,  properly  conducted,  lias  reached  a  point  where  ii  repre- 
sents a  real  asset  to  the  store — a  point  where  it  has  an  intrinsic, 
rather  than  a*- merely  potential,  value,  from  the  cold  business  pnim 


Editorial   from  Jan.    Sth   edition   of   the  MUSIC 
TRADE  REVIEW, 

Carry  Everything 

in  MUSICAL  MERCHANDISE 


Durro  Violins,  Bows,  Strings 

Duss  Band  Harmonicas 
Lester  &  Salanti  Accordions 

Abbott  Band  Instruments 
S.  S.  Stewart  Banjos,  Guitars 
Mandolins  &  Ukuleles 
High  Grade  Accessories 


They  mean 
NO  ADDITIONAL  EXPENSE 
QUICK  SELLERS,  LIBERAL 

PROFITS 
FINE  WINDOW  DISPLAYS 
REPEATING  CUSTOMERS 


Write  for  Our  1921  Catalog 
Fully  Illustrated 

Special  Assortments  for  Phonograph 
Dealers 


Buegeleisen  &  Jacobson 

5-7-9  Union  Square 
New  York 


EDISON  STORE  IN  QLOVERSVILLE 


Gloversville,  N.  Y.,  February  5. — Van  Duesen 
and  Clarence  J.  Stoner  have  taken  over  the 
store  at  5  North  Main  street,  which  has  been 
operated  for  some  time,  an  outgrowth  of  the 
Griffin  store,  by  John  C.  Beal  and  Floyd  W. 
Becker,  who  have  been  in  charge  of  the  Edison 
department.  The  main  business  of  the  new  con- 
cern will  be  to  deal  in  draperies,  but  the  Edison 
department  will  be  continued  and  will  be  pushed 
actively. 


FREE  RECITALS  ATTRACT  MANY 


A  good  illustration  of  the  popularity  of  record 
music  with  the  general  public  is  found  in  the 
fact  that  at  a  recent  free  Victrola  concert  held 
in  the  recital  room  of  the  Grinnell  Bros,  store 
in  Detroit  many  persons  were  turned  away 
because  the  room  was  already  more  than  full. 


The  Language  Phone  Method,  Xew  York, 
has  filed  notice  of  dissolution. 


126 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


-22 


Art  Hickman's  Orchestra  accompanying  Nora  Bayes! 
The  most  popular  orchestra  in  America  accompany- 
ing the  most  popular  comedienne  in  the  country  in 
"I  Could  Have  Had  You  (But  I  Let  You  Get  By)." 
Coupled  with  "Love  Nights"  by  Nora  Bayes.  No 
wise  Columbia  dealer  will  let  this  chance  get  by. 
A-3347. 

Columbia  Graphophone  Co 

NEW  YORK 


TRADE  VOLUME  EXCEEDS  EXPECTATIONS  IN  CINCINNATI 

Enormous  Record  Demand  With  Machine  Sales  Growing — Edison  Jobbers  to  Attend  Convention 
in  Montreal — Increase  of  Publicity — Ohio  Talking  Machine  Co.  and  Columbia  Co.  Report  Progress 


Cincinnati,  O.,  February  3. — Considering  the 
tact  that  January  is  always  supposed  to  be  a  very 
dull  month  and  also  the  general  inactivity  in 
nearly  all  lines  of  business  the  talking  machine 
business  in  Cincinnati  held  up  remarkably  well 
last  month  and  in  some  cases  far  exceeded  the 
expectations  of  the  most  optimistic.  While 
there  was  a  very  fair  demand  for  machines  the 
demand  for  records  was  exceptionally  good  and, 
many  houses  say,  far  in  excess  of  -the  December 
business.  This  is  explained  by  the  fact  that 
many  people  who  bought  machines  during  the 
holiday  season  are  now  buying  additional  rec- 
ords. The  fact  that  business  has  held  up  so 
well  during  the  month  has  made  dealers  op- 
timistic and  they  are  confidently  looking  for- 
ward to  a  very  satisfactory  year's  business. 
Many  of  the  out-of-town  dealers  from  Kentucky, 
Indiana,  West  Virginia  and  Ohio  were  in  the 
city  during  the  month  and,  basing  their  views 
on  reports  by  these  men,  the  local  jobbers  feel 
they  are  justified  in  predicting  a  prosperous 
year  for  the  trade. 

R.  W.  Mock,  who  formerly  was  city  salesman 
for  the  Columbia  Co.,  has  become  city  sales 
manager  for  the  Sterling  Roll  &  Record  Co., 
and  is  planning  to  make  a  record  showing  for 
the  Sterling  company's  goods  this  year.  Man- 
ager Dawson  is  highly  elated  over  prospects. 


Alfred  Ray,  of  the  Ray  Music  Shop,  of  Hamil- 
ton, was  down  from  that  city  the  last  of  the 
month  to  make  purchases  for  a  new  shop  that 
he  is  opening  up  at  Middletown.  This  is  a 
good  field,  and  Mr.  Ray  expects  to  do  a  big 
business  with  talking  machines  and  records 
there.  He  has  just  returned  from  a  trip  to 
Portsmouth  and  he  states  there  are  goodly  signs 
around  these  various  Ohio  towns  of  business 
picking  up. 

P.  H.  Oelman,  manager  of  The  Phonograph 
Co.  (Edison),  left  the  first  of  February  for  New- 
York,  where  he  discussed  requirements  for 
the  coming  year,  and  from  there  he  went  on  to 
Montreal  to  attend  the  Edison  Jobbers'  Conven- 
tion. He  was  joined  at  Montreal  by  R.  T.  Car- 
rol, sales  manager  of  the  company,  who  expects 
to  bring  back  some  very  interesting  news  for 
the  dealers.  Mr.  Carrol  states  there  is  a  great 
deal  of  interest  being  shown  in  the  local  terri- 
tory in  the  Mood  Change  chart  which  is  being 
introduced  to  the  dealers  by  William  Maxwell, 
vice-president  of  Thomas  A.  Edison,  Inc.  Mr. 
Maxwell  has  written  dealers  at  considerable 
length  concerning  this  feature,  and  all  indica- 
tions point  to  his  securing  the  heartiest  co- 
operation in  assisting  Mr.  Edison  in  his  research 
work  as  to  the  effect  of  music  on  the  human 
emotions.     Yerv   satisfactory   results   are  ob- 


Ward's  Khaki  Moving  Covers 


Distributors 

BRISTOL  &  BARBER.  INC. 
Ill  E.  14th  St  .  New  York  City 


YAH  R   &.   LAN  G  E   DRUG  CO. 
207-215  E.  Water  St..  Milwaukee.  Wis. 

COHEN   &.   HUGHES  INC. 
Washington.  D.  C 

BECKWITH-0  NEILL  CO. 
Minneapolis.  Minn. 


STREVELL-PATERSON   HARDWARE  CO. 
Salt    Lake    City.  Utah 

C.     L.     MARSHALL    CO..  INC. 
Beckman  Bldg..  Cleveland.  0. 
Butler  Bldg  .   Detroit.  Mich. 

THE    REED  CO. 
237   Fifth   Avenue.   Pittsburgh.  Pa. 

C.    J.    VAN    H0UT0N    4.  Z00N 
140    S.    Dearborn    St.,    Chicago.  III. 

SONORA    DISTRIBUTING    CO.    OF  TEXAS 
Dallas.  Texas 

KNIGHT  CAMfBELL  MUSIC  CO. 
1608   Wynkoop  St..    Denver,  Colo. 

CHAS.   H.  YATES 
311   Laughlin   Bldg  .   Los  Angeles.  Cal. 

W.    D.    &    C.    N.  ANDREWS 
Buffalo.  N.  Y. 


SACHS    &  CO. 
425  So.   Wabash  Ave..  Chicago 


SHERMAN. 
741    Mission  S> 


CLAY    &.  CO 

San    Francisco.  Cal. 


Grade  "D"  Cover  with  No.  3  Straps 

THE  C.  E.  WARD  CO. 

(Well-Known  Lodge  Regalia  House) 
101  William  Street  New  London,  Ohio 

Also  Manufacturers  of  Rubberized  Covers 
and    Dust   Covers   for   the  Wareroom 


JOHN    A     FUTCH  CO. 
35    Auburn    Ave.,    Atlanta,  Georgia 
1500  Sou'.h   Boulevard.  Charlotte.  N  C. 
630   Washington  St..   Jacksonville,  Fla. 

ORTON  BROTHERS  MUSIC  HOUSE 
Butte.  Mont. 

GRAY    4    DUDLEY    CO.    Nashville.  Tenn. 

ASSOCIATED    FURNITURE  MFRS. 
St.    Louis.  Mo. 

W.   J.    DYER   &   BRO  .  St.   Paul.  Minn. 

AMERICAN    PHONOGRAPH  CO. 
Burlinq'on  Vt. 

JOSEPH   BARNETT  &.  CO..  Cedar  Rapids,  la. 


tained  by  following  up  this  feature  by  dealers, 
he  says. 

Mr.  Carrol  has  just  been  over  some  of  the 
Kentucky  territory,  and  he  declares  the  tobacco 
situation  there  is  not  nearly  as  bad  as  the 
papers  would  lead  one  to  believe.  This  is  very 
important  to  the  talking  machine  business,  for 
tobacco  is  the  big  crop  in  many  of  the  sections 
and  the  sales  of  machines  and  records  depend 
largely  on  the  outcome  of  this  crop..  Edward 
Burkhardt,  in  charge  of  the  Covington  and  New- 
port stores,  takes  the  same  view  and  expects  to 
do  a  big  business  on  the  Kentucky  side  during 
the  year.  E.  A.  Searles,  the  Edison  dealer  of 
Huntington,  W.  Va.,  was  down  during  the  month 
and  declared  conditions  in  that  State  were  im- 
proving steadily,  and  he  expects  an  unusually 
good  year.  He  predicts  that  the  demand  from 
his  territory  will  exceed  that  of  last  pear. 

Through  the  co-operation  of  L.  Oberdorfer, 
Edison  dealer  of  Paris,  Ky.,  two  Chippen- 
dales were  used  to  aid  the  Bourbon  County 
drive  for  the  Herbert  Hoover  Relief  Fund,  held 
in  that  city  last  month.  Mr.  and  Mrs.  A.  E. 
Simpson  are  locating  a  new  store  at  Piqua,  Ohio, 
where  they  will  handle  the  Edison.  They  for- 
merly had  an  Edison  branch  at  Hillsboro,  O., 
but  are  embarking  on  their  new  venture  on  a 
larger  scale  than  heretofore.  The  Edison  deal- 
ers are  advertising  extensively  following  the 
Edison  plan  of  interlocking  advertising  using 
the  newspapers  and  the  direct  mail  advertising, 
believing  now  is  an  excellent  time  to  build  up 
a  prestige  that  will  lead  to  much  future  business. 

The  Ohio  Talking  Machine  Co.  reports  busi- 
ness in  records  exceptionally  good,  but  states 
it  is  unable  to  get  enough  records  to  supply 
the  big  demand.  The  sale  of  machines  has  been 
very  fair  for  this  time  of  year.  West  Virginia 
was  declared  to  be  the  best  field  at  present. 
Kentucky  and  Indiana  are  handicapped  by  the 
tobacco  and  agriculture  situation,  but  these  con- 
ditions are  expected  to  eventually  right  them- 
selves and  business  to  pick  up.  Among  the  deal- 
ers in  during  the  month  were  Searles,  of  Hunt- 
ington; Hogge,  of  Clarksburg,  W.  Va.,  and  Mur- 
phy, of  Maysville,  Ky. 

E.  M.  Shute,  assistant  manager  of  the  Co- 
lumbia Graphophone  Co.,  is  looking  forward  to 
a  very  big  demand  for  records  as  a  result  of 
an  announcement  made  February  1  to  the  effect 
that  all  10-inch  double-sided  records,  either  A,  B 
or  C  series,  of  non-exclusive  artists,  were  re- 
duced from  a  dollar  to  85  cents.  This,  he  states, 
will  do  much  to  stimulate  business. 

Mr.  Shute  takes  a  very  optimistic  view  of  the 
business  outlook.  He  expects  the  Columbia  to 
have  an  excellent  year.  The  local  branch  has 
a  complete  stock  of  all  types  and  finishes  of 
machines  and  is  able  to  meet  the  big  demand 
for  records.  Manager  R.  H.  Woodford  left 
the  last  of  the  month  for  a  business  trip  East. 
Among  the  dealers  in  during  the  month  were: 
W.  L.  Hall,  of  Pineville,  Ky.;  C.  S.  Sampson, 
Huntington,  W.  Va.;  C.  S.  Boyer,  Lancaster; 
Dr.  Freeman,  of  Osgood,  Ind.;  the  Hassoner 
brothers,  of  Lawrenceburg,  Ind.;  S.  R.  Follis, 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


127 


G.  W.  Hunter,  J.  J.  Bocheneck,  of  Dayton,  O.; 
Alfred  Ray,  of  Hamilton;  Frank  Horning,  of 
Brookville,  Ind. ;  Henthorne,  of  Columbus,  and 
L.  M.  Kusworn,  of  Dayton. 

C.  M.'  Robinson,  of  the  Robinola  Co.,  re- 
ports a  very  fair  month,  and  says  business  for 
January  was  ahead  of  the  business  done  in 
January  of  last  year.  He  figures  that  by  the 
middle  of  March  there  will  be  a  general  picking 
up  in  the  talking  machine  business.  The  outlook 
for  the  year  is  encouraging,  he  thinks. 

Otto  Grau  Co.  and  the  Baldwin  Co.  report 
a  very  fair  business  in  the  talking  machine  de- 
partments of  their  houses  during  the  month. 

The  Crystola  Co.  is  optimistic  over  trade.  The 
manager  reports  business  as  very  good  the  first 
part  of  the  month,  but  rather  quiet  at  present. 
Reports  from  all  dealers,  he  says,  show  they 
are  looking  for  a  big  spurt  in  the  business  to 
start  about  the  last  of  March.  Many  of  them 
say  people  are  holding  off  in  expectation  of  a 
drop  in  price.  Mr.  Swing  does  not  believe  there 
is  much  chance  of  prices  on  talking  machines 
dropping,  however,  for  he  points  out  that  the 
advance  in  the  price  of  musical  instruments 
was  not  great  and  he  can  see  little  prospect 
of  any  large  reductions  being  made.  The  drop- 
ping off  of  sales  among  dealers  who  sell  largely 
to  farmers  is  explained  by  the  fact  that  the 
country  banks,  which  used  to  consider  farmers' 
paper  very  desirable,  have  notified  dealers  they 
no  longer  will  accept  notes  of  any  kind,  which 
works  a  hardship  on  both  the  farmer  and  the 
dealer.  Mr.  Swing  makes  the  assertion  that  he 
honestly  believes  that  if  the  banks  would  loosen 
up  and  do  their  part  in  extending  needed  credit 
to  farmers  business  would  boom  within  twenty- 
four  hours. 


HAS  DESIGNS  ON  THE  PREACHER 

Jazz  Enthusiast  Writes  General  Phonograph 
Corp.  Asking  for  Mamie  Smith  Records  That 
Will  Make  the  Preacher  Forget  His  Dignity 


The  advertising  department  of  the  General 
Phonograph  Corp.,  New  York,  received  recently 
an  interesting  letter  from  a  Mamie  Smith  en- 
thusiast in  North  Carolina.  Evidently  this  ad- 
mirer of  the  Mamie  Smith  records  has  studied 
jazz  music  more  carefully  than  the  English  lan- 
guage, but  the  letter  in  itself  is  an  indication  of 
the  popularity  that  Mamie  Smith  Okeh  records 
have  attained  in  all  sections  of  the  country.  In 
fact,  this  letter  is  only  one  of  many  of  similar 
tenor  that  the  General  Phonograph  Corp.  has 
received  during  the  past  few  months.    It  reads: 

"I  rite  you  to  please  send  me  one  of  your 
latest  catalog  of  latest  popular  songs  and  musical 
comedy  hits  popular  dacing  numbers  I  got  the 
Crazy  Blues  all  ready  and  if  you  have  any  other 
latest  Blues  sung  by  Mamie  Smith  and  her  jazz 
hounds  send  along  2  or  3  C.  O.  D.  with  the 
catalog  I  want  something  that  will  allmost  make 
a  preacher  come  down  out  of  the  pulpit  and 
go  to  dancing  and  hang  his  head  and  cry  I  want 
all  you  send  to  be  Blues." 


MASTERS  -  MOTHERS  -  STAMPERS 

Good  records  come  from  good  stampers. 

Stampers  can  be  no  better  than  Masters  and  Mothers. 

Our  specialty  is  electro-deposition  of  metals.  Our  advanced 
knowledge  along  these  lines  brings  to  the  Art  something  that 
has  long  been  needed. 

We  will  take  your  waxes  and  by  improved  methods  of  depo- 
sition will  produce  perfect  masters,  mothers  and  stampers. 

Our  equipment  and  capacity  are  such  that  we  can  give  you 
prompt  service.    Write  us  today  for  particulars. 

COPPER  PROCESS  COMPANY 

19  West  44th  Street 

Tel.  Vanderbilt  4626  NEW  YORK  CITY 


The  Mamie  Smith  Okeh  library  is  being  stead- 
ily augmented  by  new  records  made  by  this 
popular  artist,  and  the  phenomenal  success  of 
these  records  is  reflected  in  the  enthusiastic  re- 
ports of  Okeh  jobbers  and  dealers  throughout 
the  country  who  state  that  the  demand  for 
Mamie  Smith  recordings  has  far  exceeded  all 
expectations. 


NEW  MELODEE  ROLL  DISTRIBUTOR 


Southern  Vocalion  Distributors,  Inc.,  Birming- 
ham, Ala.,  Also  Act  as  Wholesale  Representa- 
tives for  Melodee  Rolls  in  That  State 


RECORDING  ARTISTS  IN  CONCERT 


Laura  Littlefield,  Victor  Artist,  and  Alice  Mc- 
Dowell, Ampico  Artist,  Appear  Before  En- 
thusiastic Audience  in  East  Liverpool,  O. 

East  Liverpool,  O.,  January  31. — An  appreciative 
audience  heard  Laura  Littlefield,  Victor  artist, 
and  Alice  McDowell,  pianist,  at  the  Ceramic 
Theatre  Friday  night,  January  21.  The  con- 
cert was  staged  under  the  auspices  of  the  Vic- 
tor department  of  the  Lewis  Bros.  Music  Co. 
Miss  Littlefield,  a  soprano,  pleased  the  audience 
with  a  number  of  solo  numbers,  while  Miss 
McDowell  thrilled  her  listeners  with  her  per- 
formance at  the  piano.  Miss  Littlefield  records 
songs  for  the  Victor  Co.,  while  Miss  McDowell 
makes  Ampico  piano  records. 

FIRE  DAMAGES  STOCK 

The  stock  of  the  C.  A.  Brawn  Music  Co.,  in 
Bangor,  Me.,  was  badly  damaged  by  fire  and 
water  in  a  blaze  which  destroyed  an  adjoining 
building  recently. 


The  Melodee  Music  Co.,  Inc.,  New  York,  an- 
nounces that  the  Southern  Vocalion  Distribu- 
tors, Inc.,  recently  organized  in  Birmingham, 
Ala.,  have  been  appointed  Southern  distributors 
for  Melodee  rolls.  Oscar  Willard  Ray,  general 
sales  manager  of  the  Melodee  Music  Co.,  is  par- 
ticularly gratified  over  the  new  connection,  in, 
that  it  will  take  care  of  the  growing  demand 
for  Melodee  rolls  in  that  section  of  the  country 
and  will  provide  for  the  prompt  filling  of  orders 
from  local  stock. 

The  shipment  of  the  stock  order  for  the 
Southern  Vocalion  Distributors,  Inc.,  has 
already  gone  forward  and  Wm.  H.  Shire,  the 
president  and  general  manager  of  the  company, 
looks  for  a  very  large  immediate  business  on 
the  numbers  in  the  very  attractive  Blue  catalog 
which  the  Melodee  Music  Co.  has  just  issued. 
He  reports  that  the  rolls  played  by  Eubie  Blake, 
the  famous  "Blues"  player,  are  meeting  with  great 
demand  in  the  territory  that  he  has  already 
covered.  A  special  shipment  is  being  rushed  on 
"Boll  Weevil  Blues,"  played  by  Eubie  Blake 
Mr.  Shire  also  plans  to  feature  the  standard 
and  sacred  catalog,  which  is  picked  from  the 
best-selling  numbers  of  the  large  and  complete 
Melodee  catalog:. 


SUPERIORITY 

OF  CELINA  BUILT  CABINETS 

has  steadily  increased  the  number  of  our  customer  friends. 

The  Console  Model  Chippendale 

— only  one  model  of  four  new  designs — will  add  still 
more  to  the  prestige  of  our  line,  for  it  will  create  more 
business  for  you. 

The  Celina  Specialty  Co. 

CELINA,  OHIO 


12S 


THE    TALKING    MACHINE  WORLD 


THE 


Western  Division  of  The  World,  Chicago,  III.,  Feb.  8,  1921. 
Well,  the  great  day  has  come !  It  has  also,  as  it  were,  gone.  The 
groundhog,  in  a  word,  has  emerged  on  time.  He  has  crawled  from 
his  hole.  He  has  looked  around,  all  around.  He 
has  seen  a  shadow.  He  has  supposed  it  to  be  his 
shadow.  And  he  has  acted  accordingly.  But  in 
fact  the  groundhog,  for  once  in  his  career,  has 


Emergeth 
the 

Groundhog! 


been  wrong.  What  he  saw  was  not  his  shadow,  though  it  certainly 
looked  like  it.  It  was  the  last  fading  shadow  of  the  DARK  BLUE 
HAZE!  And  what  is  the  Dark  Blue  Haze?  The  D.  B.  H.,  dear 
friends,  is  the  fog  which  has  enveloped  the  world  with  indigoesque 
gloom  since  last  the  swallows  ceased  to  fly.  That  same  Dark  Blue 
Haze,  glory  be,  is  nevertheless  rapidly  dissipating  its  dark  blue  self 
and  is  hieing  away  to  wherever  the  home  of  dissipated  clouds  may 
be.  Business  is  no  longer  on  the  down  grade.  For  which  again 
many  thanks.  In  short,  after  all  the  difficulties  and  troubles  of  the 
past  few  months,  the  fact  remains  as  clear  as  it  well  can  be  that 
everything  is  on  the  mend.  The  talking  machine  business  has  done 
wonderfully  well,  and  has  held  up  in  a  manner  which  its  most 
enthusiastic  admirers  could  hardly  have  expected.  It  all  goes  to 
show  that  we  very  seldom  realize  the  strength  of  a  position  until  we 
find  ourselves  compelled  to  defend  it  against  odds  which  seem  to 
be  overwhelming.  Then  we  become  desperate,  spit  on  our  hands 
and  hop  to  it  in  record  time.  We  immediately  find  that  we  have 
been  looking  at  all  the  unfavorable  elements  in  the  situation,  and 
eliminating  all  the  others.  And  that  is  why  what  the  groundhog 
really  saw  was  not  his  shadow,  but  the  last  disappearing  shade  of 
the  DARK  BLUE  HAZE ! 


The  Merry 
Month  of 
Moving 


While  we  are  speaking  about  groundhogs,  weather  and  business, 
we  might  as  well  remind  the  gentle  reader  that  moving  day  is  only 
two  and  a  half  months  away.  When  moving  day 
approaches,  even  though  there  be  housing  shortages 
and  all  that  sort  of  thing,  flats  (beg  pardon,  "apart- 
ments") and  bungalows  change  hands  with  consid- 
erable frequency.  Now,  a  good  many  of  those  who  move  do  a  cer- 
tain amount  of  shopping  beforehand  in  the  way  of  new  furniture, 
and  all  that  sort  of  thing.  The  gentlemen  who  sell  talking  machines 
will  forgive  us  if  we  say  that  their  musical  instruments  may,  for  the 
moment  and  purely  as  a  matter  of  argument,  be  included  for  present 
purposes  with  furniture.  Then,  if  that  be  so,  it  is  plain  that  the 
"furniture"  business  of  the  great  cities  ought  to  be  very  much  alive 
on  or  about  the  period  between  April  5  and  May  1.  Whereby,  un- 
less we  miss  our  guess,  the  talking  machine  trade  ought  to  perk 
up  and  get  busy  along  about  the  same  date.  Why  not?  Why 
should  not  the  talking  machine  merchant  get  busy  and  begin  talking 
actively  about  how  nice  it  would  be  to  have  a  nice  new  talking  ma- 
chine in  that  nice  new  home  when  Mr.  and  Mrs.  move  next  May  1  ? 
This  is  a  stunt  that  the  furniture  men  never  neglect.  They  always 
realize  that  the  moving  householders  will  look  with  less  and  less 
favor  on  their  old  stuff  in  comparison  with  the  nice  newly  directed 
rooms  of  the  new  place  as  the  day  of  actual  moving  approaches : 
and  they  never  fail  to  take  advantage  of  the  fact.  Talking  machine 
men,  please  don't  overlook  this,  even  if  it  be  old  stuff. 


Everybody  tells  us  that  record  business  is  remarkably  good,  both  in 
wholesale  and  in  retail.  This  is  pleasant  news,  but  it  was  to  have 
been  expected.  Dance  records  are  leading  in  all 
editions,  and  this,  too,  is  in  accord  with  anticipa- 
tion. The  fact  is,  of  course,  that  the  people  of 
this  country  are  just  as  much  dance-mad  as  ever 


On 

With  the 
Dance! 


they  were.  And  why  not  ?  One  may  object  to  some  of  the  noises 
that  are  called  music  and  one  may  equally  well  object  to  some  of 
the  dances  which  some  misguided  young  folks  seem  to  like.  But 
to  object  to  the  fact  that  the  nation  is  dance-crazy  would  be  nonsense. 
For  one  thing,  the  talking  machine  is  the  home  promoter  of  dancing, 
par  excellence,  and  the  more  talking  machines  there  are  in  the  homes 
the  fewer  excuses  there  will  be  for  rushing  out  every  night  to  dance 


O-WE 


in  a  public  place.  Incidentally,  the  talking  machine  men  might 
capitalize  this  suggestion  in  their  advertising.  Does  any  one  forget 
how  for  several  years  the  famous  house  of  Brunswick  has  capitalized 
the  suggestion  of  home  in  their  successful  billiard  table  advertising? 
Now,  this  same  house  is  in  the  talking  machine  business,  too,  and  its 
advertising  department  certainly  has  not  forgotten  the  home  sugges- 
tion. Not  much !  Well,  what  they  have  not  forgotten  the  talking 
machine  merchant  anywhere  need  not  forget.  The  talking  machine 
is  the  universal  instrument.  No  matter  what  be  the  intellectual  level 
of  the  individual,  that  individual  can  be  touched  somewhere  by  the 
lure  of  music  and  is  consequently  fair  game  for  the  seller  of  talking 
machines.  For  the  talking  machine  alone  supplies  every  want  in 
music.  Dancing  is  one  of  the  branches  of  music.  Dancing  is  the 
music  of  the  body,  and  needs  the  music  of  tone  to  frame  it  and  set 
it  to  work.  The  dance  craze  of  the  nation  is  therefore  a  very  real 
part  of  the  talking  machine  business  and  the  craze  for  dance  records 
is  one  of  the  healthiest  signs  we  have  seen  for  a  long  time  in  respect 
of  our  industry.  For  the  line  of  musical  progress  is  straight.  From 
the  lower  to  the  higher  it  goes  unvaryingly.  If  the  purchaser  of 
records  starts  on  dance  music,  he  or  she  will  end  on  the  highest 
priced  and  most  artistic  numbers.  It  always  works  the  same  way. 
Wherefore,  we  have  every  reason  to  rejoice,  for  when  dance  records 
are  selling  like  hot  cakes  the  infection  will  surely  spread  to  the  other 
branches  of  the  record  trade  in  a  very  short  time. 


1 


Accessories 
Continue  in 
Demand 


From  all  we  hear,  likewise,  supplies  and  equipment  of  all  kinds  are 
selling  very  well  indeed.  The  remark  applies  to  automatic  stops, 
repeaters,  record  lights,  record-cleaners,  spring- 
motor  winders,  permanent  and  semi-permanent 
needles,  and,  in  fact,  every  sort  of  accessory  to  the 
talking  machine.  This  industry  of  ours  is  getting 
to  look  like  the  motor  car  business.  Accessory  equipment  is  more 
and  more  considered  indispensable  as  the  talking  machine  takes  a 
more  and  more  surely  established  place  in  the  affections  of  the  peo- 
ple. Nor  should  anyone  overlook  the  fact  that  whenever  the 
sale  of  these  accessories  is  on  the  increase  then  the  general  trade 
is  also  certainly  in  a  favorable  condition.  For  when  the  people  begin 
to  take  enough  interest  in  their  talking  machines  to  buy  all  sorts  of 
accessory  improvements  to  them  they  are  taking  an  interest  which 
cannot  be  brushed  aside  as  trivial.  The  talking  machine,  plainly,  is 
beginning  to  settle  itself  firmly  in  the  affections  of  the  people.  It  is 
becoming  a  staple,  just  as  the  motor  car  has  become  a  staple.  Twenty 
years  ago  it  was  very  much  a  question  whether  the  motor  car  would 
ever  amount  to  anything.  Thirteen  years  ago  another  wise,  intelli- 
gent man  told  the  writer  that  the  flying  machine  was  against  the 
laws  of  Nature  and  of  God ;  yet  within  that  very  year  the  Wright 
Brothers  had  done  the  trick.  The  talking  machine  twenty  years  from 
now  will  be — what?  Wherefore  let  us  not  forget  that  we  are  only 
at  the  beginning  and  that  this  activity  in  the  accessory  field  is  one  of 
our  growing  pains. 


A  very  good  salesman — not  of  talking  machines  but  of  pianos — 
said  to  the  writer  this  very  day,  "About  six  months  ago  the  gang  up 
and  down  Wabash  avenue"  (which  for  the  benefit 
of  those  readers  who  are  not  fortunate  enough  to 
reside  in  Chicago  we  shall  say  is  a  principal  street 
and  the  Piano  Row  of  our  metropolitan  burg.- 


Finding 
the  Lost 
Art 


Ed.)  "made  up  their  minds  that  it  was  going  to  be  a  bad  year  for  busi- 
ness. They  won.  But  about  one-tenth  of  the  number,  including 
myself,  made  up  our  minds  that  it  was  going  to  be  a  good  year.  And 
we  won,  too.  We  have  been  doing  business  right  along  every  day, 
but  doing  it  only  by  hard,  stiff  work,  by  going  out  after  prospects  and 
digging  them  up,  and  then  by  selling.  The  truth  is,"  continued  our 
friend,  who  was  in  a  meditative  mood,  "that  salesmanship  had  been 
a  lost  art  during  the  war  days.  It  was  not  necessary  to  do  any  real 
selling  when  the  people  were  falling  over  themselves  to  buy  any 
sort  of  a  thing  that  looked  like  a  piano  or,  for  that  matter,  a  talking 
machine.    Now  to-day  two  things  are  plain.    One  is  that  under 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


129 


EW 


cover  of  this  abnormal  state  of  affairs  a  great  deal  of  trash  was 
palmed  off  on  the  unwary  as  good  stuff.  Another  is  that,  the  public 
being  thus  rendered  suspicious,  the  goods  which  are  offered  to-day 
must  be  better  than  they  need  have  been  a  few  years  ago.  This 
again  means  that  still  better  salesmanship  is  needed.  But  after  all 
it  is  not  necessarily  any  better  salesmanship  than  was  needed  to  sell 
any  kind  of  piano  or  talking  machine,  say,  in  1913.  The  trouble 
with  us  is  that  we  have  had  an  easy  time  for  so  long  that  we  cannot 
bring  ourselves  to  realize  that  work  is  the  order  of  the  day.  Work ! 
Why,  some  salesmen  have  no  grievance  at  all,  save  that  they  have  to' 
get  out  and  dig  once  more!  Laziness,  that's  all  is  the  matter  with 
most  of  us." 


s  Speaking  of  accessories,  as  we  were  just  now,  and  the  demand  for 
them,  Air.  Hartenstein,  of  the  Repeaterstop  Co.,  told  us  the  other  day 
that  January  was  the  best  month  his  company  had 
had  so  far  in  its  career.  Xow  this  is  mainly  in- 
teresting as  a  statement  in  connection  with  the 
rapidly  growing  interest  in  what  ma}"  be  cahecl 


Brains 
at 

Work 


''accessory  equipment"  of  all  kinds.  In  a  previous  paragraph  we 
noted  that  when  the  people  take  a  large  interest  in  accessories  it 
means  that  they  are  clearly  sold  on  the  general  idea  behind  all  these : 
in  this  case  on  the  general  idea  of  talking  machine.  But  there  is 
another  side  to  the  question.  There  is  what  we  may  call  the  trade 
or  professional  side.  The  rapid  growth  in  the  number  and  variety 
of  accessories  furnishes  proof  that  a  great  many  persons  are  actively 
engaged  in  thinking  out  improvements  to  the  talking  machine.  And 
this  is  of  itself  a  very  important  matter  also.  For  it  shows  in  an- 
other and  most  notable  manner  how  the  talking  machine  has  taken 
hold  of  the  national  imagination  and  how  much  interest  is  being 
focused  on  it.  The  talking  machine,  in  reality,  is  one  of  the  most 
fascinating  and'  significant  productions  of  the  age  and  the  possi- 
bility of  perfecting  it  to  the  limit  in  every  direction  has  taken  a 
strong  hold  on  the  thoughts  of  men  and  women  everywhere.  It 
not  only  has  not  reached  a  condition  of  stagnation,  it  actually  has 
not  yet  reached  one  of  equilibrium.  That  is  one  of  the  most  hopeful 
signs  about  it.  Indeed,  if  business  had  actually  come  to  a  complete 
stop  we  should  still  feel  obliged  to  rejoice  from  the  mere  fact  that 
so  much  that  is  valuable  and  practical  is  being  thought  out  merely 
in  matters  of  accessory  improvement.  This  is  a  viewpoint  often 
overlooked. 


A  Great 
Company's 
Great  Work 


Readers  of  the  various  feature  articles  which  appear  in  this  maga- 
zine each  month  are  aware  that  under  the  general  title,  "Featuring 
the  Musical  Possibilities  of  the  Talking  Machine," 
a  great  deal  has  been  said  about  the  educational 
side  of  the  talking  machine  and  about  the  work 
which  is  being  done  by  different  manufacturers  to 
promote  this  work.  It  would  be  as  unfair  as  it  would  be  untrue 
to  pretend  that  the  vastly  greater  part  of  this  educational  work  has 
not  originated  from  the  Victor  Talking  Machine  Co.  It  was  at 
Camden  that  the  systematic  introduction  of  the  talking  machine  in 
the  schools  was  first  considered  seriously  and  undertaken  as  part 
of  a  general  policy.  The  literature  which  has  issued  from  the  com- 
pany's offices  since  that  momentous  day  on  all  phases  of  the  educa- 
tional work  has  been  very  voluminous  and  extraordinarily  interesting. 
It  has  covered  every  possible  phase  of  the  case.  It  comprises  in 
itself  a  complete  course  in  musical  appreciation  written  by  experts 
of  the  first  order,  and  with  its  records  and  machines  constitutes  a 
remarkable  achievement  in  the  co-ordination  of  educational  method 
with  educational  ideal.  Very  few  merchants,  we  cannot  help  saying, 
truly  realize  the  quite  stupendous  nature  of  the  Victor  Co.'s  work 
in  these  respects.  It  is  beyond  the  ordinary  mercantile  experience 
and  must  be  thoroughly  inspected  by  actual  visual  contact  before 
it  can  be  appreciated.  To  anybody  who  is  at  all  skeptical  we  recom- 
mend the  most  careful  intensive  study  of  the  Victor  Co.'s  educa- 
tional literature,  which  is  as  voluminous  as  it  is  fascinatingly  and 
interestingly  written. 


Which  allows  us  further  to  observe  that  the  men  who  sell  the  talk- 
ing machine  are  usually  the  last  to  recognize  its  real  greatness.  It 
is  all  very  well  to  be  a  good  salesman,  but  it  is  even 
more  necessary  to  be  a  good  prophet,  if  one  wants 
to  realize  completely  the  future  possibilities — nay, 
the  future  certainties — of  the  talking  machine.  To- 
day most  of  us  are  so  much  interested  in  thinking  of  how  we  can 
sell  Mrs.  Jones  or  Mr.  Smith  that  we  lose  sight  of  what  it  is  we  are 
selling.  We  cannot  see  the  town  for  the  houses,  the  forest  for  the 
trees.  Look,  for  instance,  at  the  records.  The  art  of  recording 
Sound  is  in  its  infancy.  No  one  knows,  or  is  likely  for  many  years 
to  know,  what  the  near  future  may  bring  forth  in  this  respect. 
One  thing  is  certain,  of  course,  and  that  is  that  we  are  to-day  only 
at  the  beginning  of  a  road  that  will  take  us  very  far.  It  is  almost 
quite  certain  that  the  next  few  years  will  see  the  development  of 
vast  improvements  in  the  materials  of  which  records  are  made  and 
also  in  the  application  of  the  record  and  reproducer  to  wider  fields. 
The  phono-letter  sent  by  mail  and  telling  its  story  in  the  very  tones 
of  the  sender's  voice  is  yet  to  come.  But  this  is  prophecy  and  we 
have  no  special  desire  to  go  prophesying  away  like  a  red-faced 
Nixon,  as  Sam  Weller  said.  We  out  here  in  the  mid-West,  indeed, 
have  this  against  the  record  end  of-  the  business,  namely,  that  the 
recording  laboratories  stay  so  persistently  on  the  Atlantic  Coast. 
Pressing  plants  are  beginning  to  appear  in  our  territory,  but  the 
secret  rooms  where  the  great  singers  and  instrumentalists  bring  their 
art  to  have  it  perpetuated  by  the  magical  etching  of  the  sound- 
groove  remain  painfully  aloof  from  us. 


Speaking  of  records,  by  the  way,  the  Western  Division  of  The 
World  received  the  other  day  a  very  interesting  letter  from  John 
Danko,  who  makes  phonographs  and  sells  them, 
with  records  of  various  makes,  out  on  Milwaukee 
avenue  in  the  Irving  Park  district  of  Chicago.  This 
gentleman  tells  us  that  he  has  many  calls  for  records 


Slovakia 
Is  on 
the  Map 


in  the  Slovak  language,  but  that  the  supply  of  these  and  of  other 
records  in  Slavonic  dialects  is  not  by  any  means  satisfactory  to  him. 
He  says  that  these  records  have  various  defects.  They  are,  to 
quote  his  own  words,  "either  not  sung  or  played  by  our  people,  or 
they  have  too  many  mistakes  in  music  and  in  grammar  ;  and  above 
all,  there  are  not  enough  new  records,  but  too  much  of  the  same 
thing  over  and  over  again."  Mr.  Danko  wonders  why  this  should 
be  so  and  wonders  further  whether  there  is  any  way  of  remedying 
the  defects  he  alleges.  Of  course,  it  is  not  possible  for  us  to  speak 
with  any  authority  on  the  subject,  for  we  are  not  experts  in  the 
Slavonic  languages,  but  it  can  readily  be  understood  that  the  task  of 
providing  adequate  lists  of  suitable  numbers  in  dialects  which  are 
not  of  the  first  importance  must  be  considerable.  The  Slovaks  are 
the  inhabitants  of  the  eastern  end  of  what  is  now  the  Czecho-Slovak 
Republic,  and  are  an  agricultural  people,  less  urban  than  the  highly 
developed  Czechs  of  Bohemia.  The  Slovak  language  is  not  so  im- 
portant as  Czech,  Polish  or  Russian ;  and  probably  that  accounts  for 
the  condition  to  which  Mr.  Danko  refers,  so  far  as  it  may  be  found, 
upon  investigation,  actually  to  exist.  We  make  no  doubt  that  Mr. 
Danko  is  sincere  and  he  may  very  likely  be  right.  The  point  of 
immediate  interest  to  our  readers  is  that  Chicago  is  only  one  of 
many  communities  which  have  a  large,  useful,  civically  desirable  and 
prosperous  population  who  have  come  from  parts  of  Central  and 
Eastern  Europe  which  are  hardly  known  even  by  name  to  the  aver- 
age native  citizen.  These  peoples  are  music-lovers  to  the  last  one, 
and  are  buyers  of  talking  machines  and  records  in  generous  quan- 
tities. A  little  more  attention  might  well  be  given  to  their  wants. 
Merchants  who  would  take  the  trouble  to  investigate  the  foreign 
record  field  would  soon  find  their  trouble  rewarded.  The  valuable 
articles  on  this  subject  by  Mr.  Sebok  in  recent  issues  of  this  maga- 
zine put  the  issue  quite  clearly.  More  attention  to  genuine  music- 
love  like  this  and  less  competition  in  a  field  already  highlv  com- 
petitive, for  the  patronage  of  the  jazz-fiends,  would  be  a  good  thing 
all  the  way  round. 


130 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


TUNG STONE 
STYLUS 

exclusively 


NEW  YORK  CHICAGO 

Talking  Machine  Co.  Talking  Machine  Co. 

Qll9West40thSt  012  N.Michigan  Ay 

Victor  Wholesalers  Exclusively 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


131 


&EADQUARTEQ$> 


REPUBLIC  BLDG.,  20S>  SOUTH  STATE  ST    TELEPHONE  WABASH  5774 


EDWARD  VAN  HARLINGEN 

WILLIAM  BRAID  WHITE 

EUGENE  F.  CAREY 

ARTHUR  E.  NEALY 

A.  SNYDER 

Chicago,  III.,  February  5. — One  encouraging 
phase  of  the  recent  period  through  which  the 
wholesale  trade  is  passing  is  found  in  the  in- 
formation now  being  given  out  by  the  supply 
and  accessory  houses  to  the  effect  that  buying 
of  both  supplies  and  of  accessories  is  actually 
improving.  These  industries,  like  other  branches 
of  the  trade,  have  .been  more  or  less  at  a  stand- 
still for  the  past  few  weeks,  and  the  present 
recovery  seems  to  point  the  way  to  a  gradual 
building  up  throughout  the  entire  trade.  The 
manufacturers  of  talking  machines  have  been 
moving  very  slowly,  conserving  their  resources 
and  at  the  same  time  getting  rid  of  what  ma- 
terial they  had  on  hand.  They  have  done  this 
to  protect  both  themselves  and  their  dealers 
by  waiting  until  a  reduction  in  supply  prices 
should  come  along.  These  reductions  have 
come,  although  they  have  not  been  as  great  as 
-was  anticipated. 

One  thing  distinctly  noticeable  is  that  the 
manufacturers  are  giving  more  for  the  money 
than  has  ever  been  the  case  before.  In  doing 
this  they  are  upholding  their  old  prices  to  some 
extent.  Instead  of  turning  out  machines  of  the 
same  quality  as  heretofore,  they  are  turning  out 
instruments  embodying  better  workmanship 
throughout  as  well  as  a  finer  quality  of  woods, 
linishes,  etc.  Another  thing  noticeable  is  a  tend^ 
ency  on  the  part  of  the  manufacturer  to  install 
more  equipment.  In  brief,  it  is  evidently  the  de- 
sire to  make  the  talking  machine  not  only  a  bet- 
ter product  musically,  but  to  make  it  more  at- 
tractive architecturally — a  fitting  product  for 
the  home. 

Retail  Trade  Benefits  by  Canvassing 

In  the  retail  end  of  the  game  there  has  also 
been  a  pick-up,  especially  in  the  outlying  dis- 
tricts. This  has  been  due  entirely  to  efforts  of 
the  dealers  to  build  up  their  canvassing  forces, 
numerable  prospects  who  are  holding  back  wait- 
The  house-to-house  men  are  digging  up  in- 
ing  for  reductions.  From  the  reports  they  have 
been  bringing  back  it  appears  that  the  owners 
of  talking  machines  number  about  four-tenths  of 
the  urban  population  in  the  local  district.  If 
these  reports  stand  up  under  analysis,  the  im- 
mediate conclusion  will  be  that  the  field  to  be 
covered  in  the  future  is  a  mighty  big  one  and 
that  there  is  still  room  for  more  sales  than  here- 


tofore. Seemingly  all  that  remains  to  be  done 
is  to  get  busy  and  canvass  the  trade  thoroughly. 

Another  thing  that  is  pleasing  the  retailers 
is  that  accessories,  such  as  albums,  repeating  de- 
vices, etc.,  are  moving  in  good  order.  This 
would  seem  to  indicate  that  the  record  business 
is  going  big  and  that  the  sales  of  dance  music 
are  increasing.  As  a  matter  of  fact,  the  fore- 
going statements  are  true.  Dance  music  is  lead- 
ing the  field  in  the  record  business  and  in  all 
makes  of  records. 

Credit  Conditions  Show  Improvement 

We  are  told  by  the  various  credit  departments 
that  collections  are  very  good,  all  things  con- 
sidered, and  they  are  not  having  as  much  trouble 
along  this  line  as  might  be  expected.  While  it 
is  true  that  the .  manufacturing  industries  have 
laid  off  great  numibers  of  men,  this  has  'been 
only  temporary,  the  purpose  being,  of  course,  to 
rehire  at  lower  wages.  Certainly  full  forces  are 
not  yet  working  again,  but  they  are  gradually 
coming  back  to  normal,  and  it  is  expected 
throughout  the  industrial  centers  that  the  month 
of  April  will  see  everything  going  along  at  a 
good  clip. 

At  this  season,  in  years  gone  by,  one  of  the 
big  bugbears  not  only  of  this  industry  but 
others  as  well  was  the  freight  situation.  It 
was  next  to  impossible  to  get  freight  shipments 
through  because  of  the  vast  amount  of  freight 
being  moved  throughout  the  country.  Now  that 
the  manufacturing  in  all  lines  has  asserted  itself 
the  railroads  seem  to  be  in  condition  to  do  some 
fast  work,  and  this  is  being  taken  advantage  of 
by  manufacturers  of  talking  machines.  It  is 
true  that  the  orders  they  are  sending  out  are 
not  large  ones,  but  the  number  of  small  ones 
they  are  taking  care  of  is  keeping  them  fairly 
busy. 

Lakeside  Active 

The  Lakeside  Supply  Co.  held  its  annual  sales 
conference  in  Chicago  last  week,  and  the  entire 
sales  force,  consisting  of  eleven  road  men  and 
several  local  salesmen,  had  a  wonderful  time  at 
a  banquet  given  by  the  company  in  one  of  the 
local  hotels.  The  banquet  followed  an  interest- 
ing day  which  was  given  over  to  sales  talks  and 
a  visit  through  their  wood-working  plant.  The 
Lakeside  Supply  Co.,  by  the  way,  is  putting  out 
a   good   line    of    electrically    operated  phono- 


graphs, which  are  known  as  the  "Electrophone," 
as  well  as  the  "Chorister,"  a  spring  machine. 
Each  line  includes  several  models.  This  com- 
pany recently  took  over  the  Chicago  agency  for 
the  Lyric  lateral-cut  records  and  at  present  it 
is  carrying  a  very  large  stock  of  these  records, 
which  are  being  distributed  rapidly  among  the 
Chicago  trade. 

Records  for  Advertising 

About  a  year  or  so  ago  the  Chicago  office 
of  the  Talking  Machine  World  made  a  sug- 
gestion to  the  trade  that  it  would  be  a  good  idea 
for  those  having  recording  plants  to  look  up 
the  possibility  of  using  records  for  advertising 
purposes.  We  pointed  out  how  many  companies 
made  a  practice  of  large  quantities  of  literature 
each  month  and  how  the  recipients  of  this  mail 
threw  large  quantities  of  it  away,  without  even 
taking  the  trouble  to  open  it.  We  suggested 
that  the  recording  men  should  point  out  that 
if  an  advertising  sales  talk  were  recorded  on  a 
record  and  sent  to  the  people,  those  owning 
talking  machines,  of  course,  more  attention 
would  be  paid  to  what  the  advertiser  had  to  say 
and  greater  advertising  benefits  would  result. 
It  seems  that  this  proposition  was  actually  taken 
up  in  a  small  way,  but  nothing  definite  ever 
came  of  it.  The  matter  was  brought  to  our  at- 
tention again  this  week  by  inquiries  sent  in  from 
two  electric  companies  asking  where  information 
could  be  obtained  regarding  the  manufacturing 
of  "sales  talk"  records.  We  believe  there  is  a 
very  big  field  to  be  covered  in  this  sort  of  work 
and  that  hardly  a  concern  in  the  country  now 
sending  out  large  quantities  of  mail  each  month 
which  would  not  listen  to  this  proposition. 
To  Introduce  New  Reproducer 

Barnhardt  Bros.  &  Spindler  have  brought  out 
a  new  reproducer  which  they  expect  to  intro- 
duce to  the  trade  in  about  three  months.  This 
reproducer  was  invented  by  Gregg  K.  Mills,  an 
engineer  connected  with  the  Chicago  Telephone 
Co.  The  working  models  have  already  been 
completed  and  it  is  expected  that  the  dies  will  be 
finished  in  a  short  time.  One  of  the  many  fea- 
tures claimed  for  this  new  sound  box  is  perfect 
insulation.  The  material  will  be  a  new  alloy 
devised  by  their  casting  department.  The  new 
metal  is  known  as  "Tenso."  Tenso,  by  the  way, 
(Continued  on  page  133) 


When  in  the  market  for  Fibre  Needle  Cutters 
Always  get  our  prices 
Do  not  be  put  off  with  any  other  cutter 
Efficiency  is  our  first  object 

&  we  want  your  valued  orders 

Will  we  hear  from  you  soon? 

Allow  us  to  quote  you  on  a  quantity 

Do  not  wait  until  the  other  fellow  outsells  you 

Enter  your  order  at  once.  (Today.) 


WADE   &  WADE 


3807  LAKE  PARK  AVE. 


CHICAGO,  ILL. 


132 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


The  Second 

Example  of  the  Dealers'  Helps 
prepared  by  Lyon  &  Healy 


A  six-page  Art  Folder,  issued  each  month,  which 
serves  both  as  an  envelope  for  the  monthly  supple- 
ment and  a  very  distinctive  advertisement  as  well. 
It  is  handsomely  lithographed  in  several  colors.  The 
best  records  of  the  current  month  are  featured  and 
one  page  is  devoted  to  a  strong  sales  letter.  Your 
name  and  address  are  imprinted.  This  folder  will 
boost  your  record  business. 

Lyon  &  Healy  Dealers'  Helps  Increase  Your  Sales 

All  of  the  Lyon  &  Healy  services  are  well  tested  and  tried.    We  use  them 
for  our  own  retail  trade — one  of  the  largest  in  the  country. 

They  are  sold  exclusively  to  the  most  progressive  Victor  dealer  in  each  city. 
If  you  are  that  man,  write  for  full  information,  samples,  and  a  complete  list 
of  our  helps. 

LYON  &  HEALY 

Victrola  Distributors 

CHICAGO 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


133 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  131) 


is  an  alloy  that  is  much  lighter  and  has  greater 
tensile  strength  than  brass  and  is  from  three  to 
four  times  stronger  than  white  metal.  The  use 
of  this  new  alloy  will  permit  the  various  parts 
of  reproducers  and  tone  arms  to  be  much  thicker 
and  will  lessen  the  probability  of  threaded  parts 
pulling  out. 

The  casting  department  of  this  company  has 
also  brought  out  a  new  finish,  which  is  known  as 
"platinoid  plate."  This  is  an  electro-plate  finish 
which  closely  resembles  silver,  but,  unlike  silver, 
will  not  tarnish.  The  cost  of  finishing  with  plati- 
noid is  practically  the  same  as  that  of  nickeling. 
The  platinoid  is  an  exclusive  feature  with  Barn- 
hardt  Bros.  &  Spindler  and  will  be  controlled 
by  them  exclusively.  Another  new  finish  on 
which  they  claim  exclusive  rights  is  a  rubber- 
ized japan  which  is  said  to  be  more  durable  than 
old  japan  finishes  and  to  have  more  of  a  rub- 
ber consistency,  which  eliminates  any  possibil- 
ity of  cracking  or  chipping.  A  combination  of 
the  japan  with  the  platinoid  offers  many  new 
possibilities  for  artistic  designs  in  both  tone  arms 
and  reproducers. 

Pleased  Over  Okeh  Record  Popularity 

H.  S.  Schiele,  vice-president  and  treasurer  of 
the  Artophone  Corp.,  St.  Louis,  paid  the  Chi- 
cago office  of  The  World  a  visit  while  here  on  a 
buying  trip  a  few  days  ago.  Mr.  Schiele  was 
enthusiastic  over  the  way  the  Okeh  records  were 
going  in  St.  Louis  and  said  that  they  expect  to 
make  a  clean-up  before  very  long.  Since  his 
company  took  on  the  jobbing  agency  for  Okehs 
in  St.  Louis  many  new  dealers  have  taken  on 
this  line  of  records  and  the  Okeh  family  is  stead- 
ily growing.  Mr.  Schiele  stated  that  the  gen- 
eral opinion  in  St.  Louis  is  that  business  will  be 
back  to  normal  by  March  1  at  the  latest.  There 
is  an  increased  demand  for  console  machines  and 
it  is  believed  by  many  dealers  that  this  type  of 
instrument  will  lead  the  field  in  1921. 

New  Store  Opened 

A.  J.  Bell,  who  for  the  past  several  years  was 
connected  with  the  record  sales  department  of 


the  local  branch  of  the  Columbia  Co.,  has  be- 
come manager  of  the  Imperial  Talking  Machine 
Co.,  an  exclusive  Columbia  store,  at  2308  West 
Madison  street,  Chicago.  Mr.  Bell  succeeds 
Harry  Passavay,  who  has  retired  from  the  talk- 
ing machine  business  because  of  other  inter- 
ests. Mr.  Bell  was  very  popular  with  the  Co- 
lumbia dealers  and  since  he  has  taken  up  these 
new  connections  many  of  his  old  dealer  friends 
have  called  on  him  and  wished  him  success. 
When  Will  Times  Be  Good? 
The  R.  C.  Wade  Co.,  maker  of  the  Tonofone 
needle,  through  Dorchester  Mapes,  secretary 
and  treasurer  of  the  company,  has  sent  out  to 
the  trade,  under  date  of  January  25,  the  follow- 
ing letter  upon  conditions  which  is  interesting 
and  timely: 

"Francis  H.  Sisson,  vice-president  of  the 
Guaranty  Trust  Company,  of  New  York,  at  the 
annual  banquet  of  the  National  Automobile 
Chamber  of  Commerce  last  Tuesday  night,  said: 
'When  will  a  stable  basis  for  business  be  re- 
established?' In  other  words,  when  will  times 
be  good? 

"This  same  thought  is  discussed  nowadays 
wherever  bankers  or  business  men  get  together 
— it  is  the  question  of  the  hour,  and  the  answer 
is  easy.  Business  will  be  good  when  we  make 
it  good,  and  every  business  man  must  do  his 
part.  Confidence,  courage  and  hard  work  is 
what  is  required  of  us  all. 

"Mr.  Sisson  also  said:  'The  business  condi- 
tions of  this  nation  are  fundamentally  sound.' 
The  buying  power  of  the  American  people  was 
never  greater  than  to-day,  but  never  before  were 
people  as  keen  about  getting  full  value  for  their 
money. 

"We  are  doing  our  part.  We  honestly  be- 
lieve we  are  giving  the  biggest  needle  value 
ever  offered  and  we  are  carrying  on  an  in- 
tensive campaign  of  co-operation  with  our 
wholesale  distributors  to  make  every  retail 
dealer  in  the  country  know  this.  To  finance  this 
campaign  we  are  anticipating  our  profits  months 


ahead  and  doing  it  without  a  whimper. 

"In  keeping  with  this  policy  we  offered  you 
an  extra  5  per  cent  on  our  new,  bigger  value, 
bigger  profit,  12  for  25c.  package — to  apply  on 
all  orders  placed  during  the  month  of  January. 
Don't  throw  away  this  5  per  cent — we  offered 
it  in  all  sincerity  and  want  you  to  take  full  ad- 
vantage of  it. 

"The  business  is  there  arid  those  who  go 
after  it  hard  and  give  good  value  will  get  it. 
The  handwriting  is  on  the  wall  and  easy  to  read. 
Don't  ignore  it.  Orders  dated  and  mailed  not 
later  than  February  1  will  be  subject  to  the 
extra  5  per  cent.  Why  not  order  now — to-day — 
on  the  basis  of  our  letter  of  January  3?" 
Exhibit  Femogrand  at  Stratford  Hotel 

O.  R.  Bowman  and  J.  M.  Dick,  sales  managers 
for  the  Fernogrand  Co.,  are  exhibiting  their 
baby  grand  talking  machine  at  the  Stratford 
Hotel  this  month.  The  baby  grand  is  manu- 
factured in  Cincinnati  by  E.  H.  McConnell, 
president  of  the  concern.  The  Fernogrand  Co. 
was  reorganized  and  reincorporated  on  Janu- 
ary 1  with  a  capitalization  of  $175,000.  The  in- 
strument is  made  in  strictly  period  designs,  in- 
tended to  match  the  furniture  in  any  household. 
It  is  equipped  with  the  Ellis  reproducer,  the 
manufacturing  rights  of  which  are  controlled  by 
the  Fernogrand  Co.  Piano  men  and  talking  ma- 
chine men  of  Chicago  have  shown  great  interest 
in  the  Stratford  exhibit.  Messrs.  Bowman  and 
Dick  have  had  their  hands  full  receiving  visitors 
and  predict  an  excellent  sale  of  the  line  in  this 
territory. 

Advertise  for  Business 

The  following  sentiments,  which  appeared  in 
Advertising  and  Selling  of  December  18  as  com- 
ing from  C.  G.  Steger,  president  of  the  Steger  & 
Sons  Piano  Co.,  manufacturers  of  the  Steger 
phonograph,  should  meet  with  support  from 
manufacturers  and  foresighted  merchants: 

"It  is  the  duty  of  manufacturers  and  mer- 
chants to  redouble  their  efforts  in  sales-produc- 
(Continued  on  page  135) 


Your  Account  With  Us 

Ok 


Lateral 
Cut 


Lateral 
Cut 


=  Records 

Will  Be  an  Insurance  Policy  Against 

EMPTY  RECORD  SHELVES  LOSS  OF  CUSTOMERS 

LOSS  OF  PROFITS 

Record  Dealers  Reach  the  Acme  of  Wisdom 

WHEN  THEY  STOCK  UP  WITH  POPULAR  HITS  ON 


No  Waiting  for  Delayed  Shipments  When  You  Order  From  Us 

MAGNOLA  TALKING  MACHINE  COMPANY 

711  Milwaukee  Avenue  otto  schulz,  President  CHICAGO,  ILL. 


134 


THE   TALKING   MACHINE  WORLD 


February  15,  1921 


FONOLIER 

FOR  ANY 

Talking  Machine  or  Phonograph 

The  Only  Portable  Phonograph  Light 

Has  Already  Met  With  the  Enthusiastic  Approval  of  the  Chicago  Trade 


SIMPLE,    EFFICIENT,    ATTRACTIVE  AND  A  SELF  SELLER 

Regular  Trade  Discount.    Six  (6)  Fonoliers  Are  Packed  to  a  Carton 

for  the  Dealer 


Order  a  Carton  From  Your  Wholesale  Distributor 

OR  WRITE  US  GIVING  HIS  NAME 
EXTRA  BATTERIES  RETAIL  .75  EACH 

We  Sell  Through  Wholesale  Distributors  Only 

Batteries  Guaranteed  Against  Shelf  Depreciation  for  Six  Months 
Manufactured  by  Fonolier  Division 

STUART  PRODUCTS  CORPORATION,  663  West  Washington  Street,  Chicago,  Illinois 

SOLE  SALES  AGENT 

W.  A.  CARTER 

57  East  Jackson  Boulevard  Chicago,  Illinois 

NOTE — Send  AH  Inquiries  to  W.  A.  Carter 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


135 


Bubble 
Books 

that  Sin£ 


ANNOUNCING 

A  NEW  BUBBLE  BOOK  RELEASE 


BUBBLE  BOOK  No.  13  and 
NEW  REVISED  PRICE  LIST 


List  Price 

Less  than  Gross  Lots 
In  Gross  Lots 
Three  Gross  Lots 


$1.25  ea. 

83c  ea. 

79c  ea. 

75c  ea. 


Order  Your  Quota  Early — Write  Today. 

Consolidated  Talking  Machine  Company 

227-229  W.  Washington  Street  Chicago,  Illinois 


FROM  OUR  CHICAGO  HEADQUARTERS 

(Continued  from  page  133) 

tion  by  means  of  intensified  consumer  advertis- 
ing during  this  period  of  readjustment.  It  has 
been  said  that  the  public  likes  to  go  from  one 
extreme  to  another,  but  it  would  be  dangerous 
for  leaders  of  industry  to  do  likewise. 

"Well-planned  advertising  is  conservative  and 
continuous.  Some  business  men  believe  in 
'splurging'  when  conditions  are  highly  prosper- 
ous and  in  stopping  all  advertising  when  times 
become  rather  critical.  Publicity  that  is  con- 
structive and  consistently  maintained  through- 
out good  times  and  bad  is  certain  to  prove  most 
profitable  in  the  long  run. 

"When  the  buying  demand  of  the  public  slows 
up,  it  is  imperative  that  the  manufacturer  and 
merchant  should  put  on  the  accelerator  in  going 
after  sales  by  making  use  of  intensified  con- 
sumer advertising.  The  Steger  institution  in- 
tends to  drive  all  the  harder,  from  the  stand- 
point of  advertising  and  salesmanship,  in  cam- 
paigning for  sales  of  Steger  pianos,  player- 
pianos  and  phonographs." 

Good  Emerson  Display 

The  photograph  shows  the  display  of  E.  J. 
Hallett  &  Son,  of  Pontiac,  Mich.  The  sign  fea- 
turing Emerson  records  is  eight  feet  long  and 


Hallett  Store  Features  Emerson 


four  feet  high,  the  field  being  painted  in  a  bril- 
liant red  with  white  letters.  The  sign  rests  on 
a  platform  covered  with  bright  green  crepe 
paper  forming  a  decided  contrast  to  the  red  sign. 
Along  the  ledge  of  the  window,  arranged  so  that 
from  the  street  it  has  the  appearance  of  run- 
ning along  the  top  of  the  sign,  is  a  board  also 
covered  with  green  paper  on  which  are  hung 
records  at  regular  intervals. 

Piano  Club  Gives  Prizes 

Pursuing  its  policy  of  doing  its  utmost  to  ad- 
vance the  cause  of  music,  both  trade  and  pro- 
fessional, in  Chicago  and  the  mid-West,  the 
Chicago  Piano  Club,  which  is  made  up  of  piano 
and  talking  machine  men  of  the  city,  has  de- 
cided to  give  four  prizes  of  $50  each  to  the 
National  Federation  of  Music  Clubs  for  distribu- 
tion in  their  fourth  biennial  national  contest  for 
young  professional  musicians.  These  contests, 
which  are  sponsored  by  the  above  organiza- 
tion, have  succeeded  in  creating  a  nation-wide 
interest  because  of  their  work  in  developing  the 
talent  of  professional  musicians.  The  Piano  Club 
is  to  be  congratulated  upon  the  altruistic  spirit 
with  which  it  has  engaged  in  this  work. 

The  purpose  ,  of  the  contests  is  to  recognize 


the  superior  ability  of  American  music  teach- 
ers by  bringing  their  artist-pupils  into  promi- 
nence, and  to  encourage  and  inspire  music 
students  to  greater  efforts  in  artistic  achieve- 
ment. Incidentally,  it  will  give  opportunity  and 
publicity  to-  the  most  talented  young  musicians 
of  America,  and  perhaps  be  the  means  of 
launching  them  on  a  professional  career.  This 
knowledge  will  be  oi  value  to  dealers  through- 
out the  country,  inasmuch  as  they  may  be  able 
to  serve  their  clients  by  telling  the  latter  about, 
the  contests.  Mrs.  Louis  Yeager,  300  Forest 
avenue,  Oak  Park,  is  chairman  of  the  national 
contest  and  can  be  communicated  with  by  in- 
terested parties. 

Columbia  Salesman  School 
Over  at  the  Chicago  office  of  the  Columbia 
Co.  they  have  a  large  demonstration  booth 
fitted  up  so  as  to  represent  a  dealer's  store. 
The  room  is  very  large,  and  where  its  front  wall 
used  to  be  they  have  set  up  some  plateglass 
windows  and  a  doorway,  so  that  it  looks  exactly 
like  the  front  of  a  regular  talking  machine  store. 
This  "store"  is  used  for  very  many  purposes, 
but  perhaps  the  most  important  purpose  for 
which  it  is  used  is  the  "dealers'  salesmanship 
school,"  which  holds  sessions  every  Wednesday 
morning.  This  school  is  presided  over  by  our 
old  friend,  "Professor"  Kapp,  of  the  "See  What 
My  Boy  Got  in  France"  fame.  In  order  to  be- 
come a  regular  professor,  it  was  necessary  for 
Kapp  to  don  a  pair  of  horn-rimmed  spectacles, 
of  the  Harold  Lloyd  type,  and  purchase  a  regu- 


lar teacher's  ruler.  Now  as  to  the  dealers,  they 
are  divided  up  into  four  sections,  North  Side, 
West  Side,  South  Side  and  Loop,  and  they  al- 
ternate every  Wednesday  for  their  lesson. 
When  the  dealers  get  together,  Kapp  enthrones 
himself  behind  a  mahogany  desk  and  the  lessons 
begin.  He  begins  by  explaining  minutely  to  the 
students  just  what  the  Columbia  Co.  is  doing 
that  particular  week  in  the  way  of  sales  helps, 
such  as  literature,  advertising  propaganda,  etc. 
Every  piece  of  literature  is  gone  over  very  care- 
fully and  explained  and  criticized  by  both  Mr. 
Kapp  and  the  class. 

When  the  school  began  its  first  course,  about 
a  month  ago,  it  was  questioned  whether  the 
dealers  would  take  to  it,  but  after  the  first  day 
of  school  the  news  spread  around  among  the 
Columbia  dealers  and  when  the  second  class  met 
it  seemed  that  every  dealer  of  that  particular 
section  was  not  only  on  hand,  but  had  brought 
his'  relatives  with  him. 

Big  New  Loop  Store 

Jerome  H.  Remick  Co.,  music  publishers,  will 
open  a  ground  floor  store  at  Jackson  boulevard 
and  State  street  next  May  in  which  they  will 
handle  sheet  music,  talking  machine  records, 
player  rolls  and  small  musical  merchandise.  The 
store  now  occupied  by  the  Johnston  Candy  Co. 
has  been  rented  for  a  ten-year  period  at  a  sum 
of  $225,000. 

When  it  is  realized  that  this  will  be  the  only 
first  floor  music  establishment  in  the  Loop  on 
(Continued  on  page  136) 


jj  TRANSFER  NAME-PLATES  1 

|                                 We  make  the  Transfer  Name -Plates  and  Trade-Marks  for  I 

ij                               the  largest  talking  machine  manufacturers  in  this  country  and  * 

I                              for  dealers  in  every  state.  h 

I                                 YOUR  NAME,  Mr,  Dealer,  on  every  machine  brings  the  owner  | 

i                              back  to  you   or  records  and  his  friends  to  you  for  a  machine.  si 

|                     .                                             .•                               .  1 

-,j                                                     Samples,  Suggestions  and  Sketches  Furnished  Free  M 

THE  MEYERCORD  COMPANY,  CHICAGO  | 

|     Largest  Manufacturers  of     lT)EC/ AliCOlV^ A.NI  A.     transfer  Name-Plates 

5f  ^      _  _  _  _  _  .......  ^       ^  ^  ^  -      :.  ^ .  .     ;.  '  .     ^  .                 .                   _  li 


136 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  135) 


State  street  the  magnitude  of  the  venture  will 
be  appreciated.  When  an  old  established  con- 
cern like  Jerome  H.  Remick  takes  a  ten-year 
lease  on  State  street  for  the  purpose  of  selling 
music,  it  demonstrates  the  fact  that  the  best 
known  prophets  of  musicdom  are  ready  to  stake 
their  cash  on  an  optimistic  belief  in  the  future 
of  music  in  this  country. 

Chicken  vs.  Worms 

Once  in  a  while  in  the  midst  of  all  his  wor- 
ries the  tired  business  man  gets  a  little  literature 
which  makes  such  a  hit  with  him  that  he  pastes 
it  up  over  his  desk  where  everyone  may  read  it, 
and  then  he  heaves  a  sigh  of  relief  and  agrees 
with  himself  that  this  little  old  world  is  not 
such  a  bad  place  to  live  in  after  all.  At  this 
time  particularly,  when  everything  is  topsy- 
turvy, letters  of  this  kind  are  the  best  stimulant 
a  business  man  can  get.  The  latter  is  too  much 
inclined  to  worry  over  the  "falling  off"  in  busi- 
ness, and  to  forget  entirely  that  there  ever  was 
such  a  thing  as  business  or  that  it  still  exists. 
However,  we  know  of  one  man  in  Chicago  who 
believes  in  the  future  and  who  is  doing  his 
darndest  to  spread  sunshine  to  all  of  the  manu- 
facturers in  the  trade  by  means  of  clever  little 
letters.  That  man  is  our  old  friend.  Walter 
Magill,  who  handles  the  sales  of  the  Universal 
Stamping  &  Mfg.  Co.  and  a  great  part  of  the 
sales  for  H.  G.  Saal  Co.  His  most  recent  letter 
is  as  follows.  Read  it  and  see  if  you  don't 
agree  that  it  is  hitting  the  nail  on  the  head: 
"Would  a  Hen  Stop  Scratching  If  the  Worms 
Got  Scarce?" 

"That  little  question  seems  to  say  more  in 
a  few  words  than  anything  we  have  heard.  The 
answer,  of  course,  is  'No.'  The  hen  would  keep 
right  on  scratching.  Being  very  regular  in  her 
hours,  she  would  probably  continue  to  get  up 
and  retire  with  the  sun.  But  we  can  readily 
believe  that  the  aforementioned  hen  would 
utilize  less  time  for  dusting  herself  in  the  sand 
and  would  put  in  more  productive  minutes  and 
hours  on  the  main  job  of  'scratching  for  worms.' 


"After  a  rain  a  hen  has  an  easy  time.  Worms 
are  numerous — there  are  a  lot  of  them  on  top 
of  the  ground.    It's  'easy  picking.' 

"That's  the  way  business  has  been  for  the  last 
three  years.  Now  it  is  a  little  more  like  the 
problem  the  hen  has  when  in  the  midst  of  a 
long  dry  spell — worms  are  scarcer  and  deeper 
down.  Business  is  about  the  same.  We  are 
getting  back  to  the  'good  old  days.' 

"However,  the  hen  hasn't  stopped  scratching 
and  she  isn't  going  to.  She  must  have  worms — 
you  have  got  to  have  business.  It's  there,  may- 
be not  quite  so  plentiful,  maybe  a  little  deeper 
down — but  it  is  there. 

"Just  let's  keep  in  front  of  us  that  pertinent 
question,  'Would  a  Hen  Stop  Scratching  If  the 
Worms  Got  Scarce?' 

"Then,  let's  emulate  the  hen." 
.  "      Cathedral  Co.  Moves 

At  a  meeting  of  the  stockholders  of  the 
Cathedral  Phonograph  Co.,  which  was  held  at 
the  Fontenelle  Hotel,  Omaha,  Nebr.,  on  Wed- 
nesday, January  26,  it  was  decided  that  the  af- 
fairs of  that  company  should  be  placed  in  the 
hands  of  a  creditors'  and  stockholders'  com- 
mittee. It  was  proposed  to  continue  the  busi- 
ness for  the  benefit  and  protection  of  all  con- 
cerned, and  also  for  the  purpose  of  submitting 
to  all  creditors  a  proposition  whereby  all  obli- 
gations would  be  extended  for  a  period  of  from 
six  months  to  two  years.  The  officers  of  the 
company  now  are  Axel  Akers,  president;  J.  S. 
Gullborg,  vice-president;  Harry  Hildreth,  Jr.. 
treasurer,  and  E.  F.  Bader,  secretary.  It  was 
also  decided  that  the  company  should  move  its 
executive  offices  from  Omaha,  Nebr.,  to  Chicago 
This  plan  was  carried  out,  and  the  general  of- 
fices of  the  Cathedral  Phonograph  Co.  are  now 
located  at  Room  1402,  Consumers'  Bldg. 

The  company  proposes  to  pay  one  hundred 
cents  on  the  dollar  in  the  following  manner: 
IS  per  cent  payable  in  six,  nine,  twelve,  fifteen, 
eighteen  and  twenty-one  months  beginning 
February  1,  1921,  and  the  balance  of  10  per 


EXCELSIOR  PADS 

The  most  satisfactory  packing  ma- 
terial for  packing  phonographs  for 
shipment.  Used  to  advantage  by  the 
largest  manufacturers.  Send  for 
prices  and  samples. 

H.  W.  SELLE  &  COMPANY 

Manufacturers 
1000-1016  N.  Halsted  St.,    Chicago,  111. 


cent  exactly  twenty-four  months  from  that  date. 

The  factory  of  this  company  is  located  at 
Marion,  O.,  and  is  fully  equipped  with  the  latest 
facilities  for  the  manufacture  of  phonographs. 
Likewise,  its  buildings  are  of  the  same  type. 

The  following  men  were  selected  at  the  credi- 
tors' and  stockholders'  meeting  to  effect  the 
plan  of  settlement  as  above  outlined.  J.  S.  Gull- 
borg, A.  A.  Monson,  Harry  Hildreth,  Jr.,  A. 
Akers,  R.  Z.  Morrison,  E.  F.  Bader,  G.  O.  Mayer, 
J.  R.  Roberts  and  C.  E.  Corey.  It  is  understood 
that  no  preferences  will  be  allowed  and  every- 
one will  be  accorded  the  same  treatment.  It 
has  also  been  proposed  that  creditors'  claims 
of  less  than  $50  be  paid  within  ninety  days 
from  date  and  that  all  others  join  in  the  plan 
of  settlement  above  outlined.  If  the  creditors 
adopt  the  plan  an  agreement  will  be  drafted 
whereby  all  property  and  assets  of  the  Cathedral 
Co.  will  be  transferred  to  the  committee  of 
creditors  and  stockholders  to  carry  out  the  plan 
and  all  creditors  will  be  asked  to  execute  the 
agreement. 

The  financial  statement  of  this  company  as  of 
December  31,  1920,  claims  total  assets  of  $697,- 
321.60  and  shows  total  liabilities  of  $845,215.29, 
leaving  a  deficit  or  loss  of  $147,893.69. 

Enter  the  Fonolier 

One  of  the  latest  entrants  into  the  talking 


THE  BIGGEST  HIT  OF  THE  YEAR! 


PLACE  THIS  STAND  ON  YOUR  COUNTER 


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NUPOINT 


THE  TEN 
TIME  NEEDLE 


Loud 
Medium 
Extra  Loud 


NUPOINT 


THE  TEN 
TIME  NEEDLE 


Carton 
100  Pkgs. 


BIGGER  PROFIT  FOR  DEALER 
BIGGER  VALUE  FOR  CUSTOMER 

Live  dealerB.  on  the  alert  for  new  profit  possibilities,  ran  cash  in  on  NU POINTS. 
They  offer  the  biggest  needle  profits  in  the  trade,  to  the  dealer — and  the  greatest 
needle  value  in  America,  to  the  customer.    Order  your  supply  NOW. 

NU  POINTS  are  made  of  specially  tempered  steel.  Three  coatings  of  a  secret 
chemical  solution,  on  the  point,  then  a  patented,  permanent  GOLD  FINISH, 
guarantee  every  NUPOINT  to  play  TEN  records — the  tenth  one  as  clear  and 
distinct  as  the  first.  This  chemical  treatment  also  minimizes  the  scraping — pre- 
serves the  records — and  purifies  the  tone, 

MONEY-BACK  GUARANTEE 

NUPOINT  needles  are  sold  with  the  maker's  contract — a  guarantee  that  stands 
squarely  behind  dealer  and  customer  alike — MONEY  BACK  IF  NOT  SATISFIED 
WITH  THE  QUALITY  OR  VALUE. 


NUPOINT  NEEDLES  SELL  AND  SATISFY 

FREE-DISPLAY  STAND 

A  beautiful  display  stand  holding  100  packages  is  given 
free  with  all  introductory  orders. 

50  Needles  to  package 
Each  Needle  plays  10  records 
100  packages  to  carton 


Dealer's  Price 

$7.00 

per  Carton 


Dealer's  Profit  $8.00 


Retail  Value 

$15.00 


JOBBERS— WRITE  FOR  SAMPLES  AND  ATTRACTIVE  PROPOSITION  ! 

NUPOINT  MANUFACTURING  CO.  128  No.  Well.  St.,  Chicago,  111. 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


137 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  136) 


machine  field  is  the  Stuart  Products  Corp., 
whose  headquarters  are  located  at .  663  West 
Washington  street.  The  Stuart  people  have 
come  out  with  a  new  battery  lamp,  to  be  used 
on  talking  machines.  Selling  arrangements 
have  been  made  for  the  talking  machine  trade, 
and  W.  A.  Carter,  whose  office  is  located  at  57 
East  Jackson  boulevard,  has  been  appointed 
general  sales  representative.  Mr.  Carter  is  well 
known  to  the  trade,  and  for  a  long  time  has 
been  representing  the  Jones  Motrola,  as  well  as" 
the  Peerless  Album  Co.  The  Stuart  Corp., 
manufacturer  of  Fonolier,  anticipates  that  be- 
cause of  its  compactness  and  neatness  it 
will  be  used  not  only  on  the  talking  machine, 
but  in  "parlor,  bedroom  and  cellar"  as  well. 
Fonolier  is  put  up  in  a  small  imitation  leather 
case,  measuring  4"x3"xl;4"  and  the  electric 
light  bulb  is  counter-sunk  into  the  side  of  the 
case. 

This  permits  its  use  on  the  talking  ma- 
chine without  attaching  it.  All  that  is  necessary 
for  the  owner  to  do  is  to  press  a  little  button 


on  the  back  and  the  light  illuminates  the  record 
or  whatever  else  is  necessary.  By  reason  of  its 
having  no  attachments  it  can  be  readily  used 
in  any  part  of  the  house  that  the  owner  may 
desire. 

Out  for  Jobbers 

The  Nupoint  Mfg.  Co.,  of  this  city,  has  lately 
developed  its  business  to  such  an  extent  that 
it  is  now  able  to  take  on  more  jobbers  and  for 
this  purpose  it  has  launched  an  extensive  cam- 
paign. This  company  manufactures  a  talking 
machine  needle  which  it  has  christened  the 
"Nupoint.-'  It  claims  for  the  Nupoint  needle 
that  "it  is  made  of  an  especially  high-grade 
tempered  steel,  having  three  coatings  of  a  secret 
chemical  solution,  which  guarantees  ability  to 
play  ten  records  without  changing  the  needle, 
and  that  it  is  covered  with  a  patented  permanent 
gold  finish,  which  minimizes  the  scraping  and 
scratching  and  purifies  the  tone  of  the  record." 
The  sales  of  this  needle  are  being  looked  after 
by  M.  Cole,  who  has  established  his  headquar- 
ters at  128  North  Wells  street.    Mr.  Cole  says 


that  with  each  original  order  the  company  is 
offering  a  highly  colored  display  stand  as  well 
as  a  quantity  of  sample  packages. 

In  New  Headquarters 

The  Chicago  Musical  Sales  Co.,  wholesale  dis- 
tributor of  talking  machines  and  accessories, 
announces  this  month  that  it  has  moved  to  larger 
quarters  and  is  now  located  at  56  East  Randolph 
street,  where  it  is  in  position  to  give  immediate 
service  to  the  trade.  The  manager  of  this  com- 
pany is  our  old  friend,  J.  A.  Tidmarsh,  who 
was  at  one  time  connected  with  the  Chicago 
branch  of  Hallet  &  Davis,  Pathe  division.  Be- 
sides small  portable  talking  machines  this  com- 
pany features  accessories  such  as  needles, 
record  brushes,  albums,  needle  cutters,  etc.  Ac- 
cording to  Manager  Tidmarsh  it  looks  as  though 
the  dealers  all  over  town  were  making  a  clean-up 
on  the  accessory  end  of  the  game.  And  this  is 
just  as  true  of  conditions  out  of  town. 

Timely  Brunswick  Letter 

A.  J.   Kendrick,  general  sales   manager  for 
(Continued  on  page  138) 


FOR  THE 
EDISON 


FOR  THE 
VICTOR 


QUALITY  FIRST 


AND  NOW  FOR  »    >  THE  COLUMBIA 

JUST  SAY  "Send  Samples  on  Approval" 


No.  I-E  Oro-Tone  Edison  Attachment 

For  Playing  All  Records  on  the  Edison 

Reproducers  Fitted  With  Special  Oro-Tone  Diaphragms 

Attached  in  a  second.  Needle  retains  perfect  center  in  playing  either  hill 
and  dale  or  lateral  cut  records.  NOTE — Operates  the  same  as  the  regular 
Edison  reproducer  with  the  raising  and  lowering  lever.  TONE  QUALITY 
— Full,  rich  and  glowing,  with  great  carrying  power  and  absence  of  metallic 
shrillness  and  surface  noises. 

Retail  Price,  Nickel  Plated,  $7.50.     Highest  Grade  Gold  Plate,  $10.50 


Illustrating  the  No.  I-E  Oro-Tone  attached  to  the 
Edison 


No.  LS-V  Oro-Tone  Victor  Attachment 

For  Playing  All  Records  on  the  Victor 

Reproducers  Fitted  With  Special  Oro-Tone  Diaphragms 

Attached  in  one  second.  Needle  retains  perfect  center  in  playing  either 
lateral  or  hill  and  dale  cut  records.  TONE  QUALITY — Deep,  rich  and 
mellow,  with  great  volume,  eliminating  thin  metallic  tones  and  surface  or 
needle  noises  on  the  records. 

Retail  Price,  Nickel  Plated,  $6.50.      Highest  Grade  Gold  Plate,  $9.50 


Illustrating  the  LS-V  Oro-Tone  attached  to  the 
Victor 


The  Impossible  Has  Been  Accomplished 

No.  I-C  Oro-Tone  Columbia  Attachment 

For  Playing  All  Records  on  the  Columbia 

Reproducers  Fitted  With  Special  Oro-Tone  Diaphragms 

Attached  in  one  second.  Needle  retains  perfect  center  in  playing  either  hill 
and  dale  or  lateral  cut  records.  TONE  QUALITY — Rich  and  musical  with 
splendid  volume  and  definition.  Surface  or  needle  noises  practically 
eliminated. 

Retail  Price,  Nickel  Plated,  $6.50.      Highest  Grade  Gold  Plate,  $9.50 
SEND  FOR — Copy  of  "The  Oro-Tone,"  which  illustrates  and  describes  the  complete  Oro-Tone  line. 


Illustrating  the  No.  I-C  Oro-Tone  attached  to  the 
Columbia 


1000  TO  1010  GEORGE  STREET 
CHICAGO,  ILLINOIS 


138 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


FROM  OUR  CHICAGO  HEADQUARTERS—  (Continued  from  page  137) 


the  Phonograph  division  of  the  Brunswick- 
Balke-Collender  Co.,  recently  sent  out  a  letter 
to  the  Brunswick  trade  which  was  of  a  very- 
encouraging  nature.  Instead  of  commenting  on 
this  letter,  we  are  presenting  it  herewith,  as  we 
believe  that  the  meat  contained  therein  will  be 
of  value  to  many  dealers.    It  reads: 

"The  steadiness  of  the  Brunswick  dealer 
throughout  the  period  of  readjustment,  from 
which  the  country  is  now  emerging,  has  been 
an  impressive  demonstration  of 

"(1)  The  confidence  of  the  dealers  in  the 
fundamental  soundness  of  the  country. 

"(2)  The  dealers'  knowledge  that  the  Bruns- 
wick line  and  its  pricing  are  right. 

"(3)  The  dealers'  faith  in  The  Brunswick- 
Balke-Collender  Co.,  and  its  policies,  founded 
long  ago,  now  the  best  assurance  that  the  af- 
fairs of  the  company  and  of  those  associated 
with  it  will  always  be  protected  by  a  well- 
founded,  deliberate  action. 

"We  take  this  means  of  again  assuring  you 
that  your  confidence  and  faith  in  this  company 
are  not  reposed  in  vain. 

"We  repeat  the  statement,  unadorned,  that 
Brunswick  prices  will  NOT  be  changed.  As 
the  gradual  lowering  of  the  cost  of  material 
and  labor  permits,  the  value  of  the  product  will 
be  enhanced  by  betterments  and  added  features. 
There  will  be  no  sharp  transition,  and,  conse- 
quently, Brunswick  inventories  will  not  de- 
preciate. 

"Some,  in  the  past,  have  been  inclined  to 
doubt  the  policy  of  standardized  values.  The 
correctness  of  the  standard  value  is  now  proven 
beyond  the  question  of  doubt.  The  dissenters 
have  paid  heavily — some  with  their  business 
lives.  Those  who  stood  fast  are  now  prepared 
to  enter  into  the  opportunity  of  a  better  day." 
Replogle  Visits 

One  of  the  recent  visitors  to  the  Chicago 
trade  was  G.  L.  Replogle,  vice-president  and 
general  manager  of  the  Aladdin  Phonograph 
Co.,  Kansas  City,  Mo.    He  is  on  his  way  back 


to  Kansas  City  after  paying  a  visit  to  the  Alad- 
din plant  at  Eau  Claire,  Wis.  In  a  talk  with  a 
representative  of  The  World,  he  stated  that  the 
company's  headquarters  are  now  located  at  2305 
to  2307  Penn  "street,  Kansas  City,  and  a  space 
of  18,000  square  feet  is  occupied.  This  com- 
pany was  incorporated  -some  time  ago  for  $50,- 
000,  and  the  amount  is  fully  paid  in.  "It  looks 
to  me,"  said  Mr.  Replogle,  "as  though  business 
is  going  to  be  exceptionally  good  this  Spring, 
and  I  am  sure  there  is  a  tremendous  amount 
cf  business  to  be  had  in  the  way  of  selling  talk- 
ing machines.  All  that  is  necessary  is  to  poinl 
out  to  the  dealer  the  good  old  ways  of  going 
after  and  show  him  that  it  isn't  necessary  to 
sit  down  and  wait  for  new  selling  methods  to 
develop." 

Hear  "Louisiana  Five" 

Antonio  Lada  and  his  syncopation  artists  en- 
tertained members  of  the  Chicago  Piano  Club 
at  their  regular  weekly  meeting  Monday,  Jan- 
uary 24,  at  the  Illinois  Athletic  Club.  The  boys 
received  much  applause  from  the  piano  men,  a 
couple  of  whom  were  guilty  of  swaying  their 
shoulders  a  la  shimmy  during  the  performance. 
The  Louisiana  Five  are  Columbia  artists  and 
well  known  to  lovers  of  dance  music  throughout 
the  country. 

Lyon  &  Healy  Dealer  Helps 

The  advertising  department  of  Lyon  &  Healy 
has  been  very  busily  engaged  recently  in  bring- 
ing out  new  ideas  that  will  help  increase  sales 
for  the  dealers.  Before  these  helps  are  of- 
fered to  the  dealer  they  are  given  a  thorough 
try-out  and  test  in  the  retail  department  of  Lyon 
&  Healy's  big  store  on  Wabash  avenue.  This 
department,  by  the  way,  is  one  of  the  largest 
in  the  country  and  should  serve  as  a  barometer 
for  trade  conditions.  The  service  that  it  is 
getting  out  is  for  the  exclusive  use  of  Victor 
dealers  and  each  month  these  dealers  receive 
samples  of  the  helps  gotten  out  by  the  adver- 
tising department.  The  latest  helps  recently 
tested  out,  which,  by  the  way,  have  proved  very 


successful,  are  the  -  six-page  art'  folders  which 
will  be  issued  each  month.  These  folders  are 
very  artistic  and  colorful,  and  serve  both  as  an 
envelope  for  the  dealers'  regular  monthly  sup- 
plements and  as  a  distinctive  advertisement. 
The  drawings  are  all  lithographed  in  several 
colors  and  the  best  records  for  the  current 
month  are  featured.  One  of  these  pages  is  de- 
voted exclusively  to  a  strong  sales  letter,  and 
a  space  is  left  for  the  imprint  of  the  dealer's 
name. 

West  Sider  Moves 

The  Schultz  Piano  Co.,  located  at  Madison 
and  Ogden  streets,  has  erected  a  new  store  at 
Oakley  boulevard  and  Madison  street.  This 
is  a  structure  forty-four  by  one  hundred  and 
twenty  feet  in  the  midst  of  one  of  the  busiest 
business  sections  of  the  outlying  districts.  The 
Schultz  Piano  Co.  plans  to  move  into  its  new 
quarters  around  the  first  of  the  month. 

What  E.  H.  Gary  Thinks  of  Music 

It  is  most  interesting  to  know  that  the  move- 
ment for  music  in  industry  receives  the  increas- 
ing approval  of  big  business.  Here's  what  E.  H. 
Gary  writes  in  a  letter  to  the  Chicago  Piano  & 
Organ  Association: 

"I  believe  that  music  conservatively  and  con- 
sistently applied  to  industry  should  be  a  material 
benefit  to  both  the  workers  and  the  employers. 
If  'music  hath  charms  to  soothe  the  savage 
breast,'  it  certainly  will  have  a  good  influence 
upon  people  as  intelligent  and  well  informed  as 
the  employes  generally  of  this  country." 

Tone  Shop  Bankrupt 

The  Tone  Shop,  formerly  located  in  the  North 
American  building,  and  before  that  in  the  Re- 
public building,  was  declared  bankrupt  by  an 
order  in  Judge  Carpenter's  court  last  month. 
'I  he  petition  was  filed  against  Walter  A.  Pushee, 
trading  as  Walter  A.  Pushee  &  Co.,  and  the 
Tone  Shop,  by  the  Phonograph  Manufacturers 
Credit  Bureau,  of  which  Alfred  S.  Bruno  is 
president.  To  the  latter  gentleman  goes  the 
(Continued  on  page  140) 


Sterling 

TONE  ARMS 
REPRODUCERS 

and 

ATTACHMENTS 


High  Class  Workmanship 

Beautiful  Finish 
(Nickel  or  Gold) 

Simple,  Practical  Design 

are  features  of 

Sterling  Guaranteed  Products 
Send  for  Bulletin  No.  9 

STERLING  DEVICES  CO. 

534  Lake  Shore  Drive 
CHICAGO 


Non-Taper 
No.  11  Tone  Arm 


Sterling  Reproducers  Play  All  Records 


Sterling  Reproducer 

fitted  with 

Edison  Attachment 


We  are  also  prepared  to  furnish 
Sterling  Reproducers  with 
Victor  and  Columbia  Attachment 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


139 


s 


Now 


No  Better  Record  Made! 

Grey  Gull  records  are  made  in  a  large,  amply  financed  factory — under  one  roof — of  the 
best  materials  obtainable,  and  by  the  best  artists  available.  The  Grey  Gull  executives  have  been 
making  records  for  years.  They  comprise  America's  most  successful  record  experts.  Grey  Gull 
records  are  10  inch,  lateral  cut  records  and  are  guaranteed  to  play  at  least  100  times.  They  have 
a  silk  smooth  surface  and  brilliant  volume.    There  can  be  no  better  records  made  at  any  price. 


No  Agency  Strings — 

Order  When  and  What  You  Want 

Every  hit  appears  on  Grey  Gull  records  first.  "Margie," 
"Broadway  Rose,"  "Beautiful  Annabelle  Lee,"  and  every  other  hit 
of  the  day  are  yours  without  agency  strings.  There  is  no  red  tape. 
You  are  not  obligated  to  sell  any  particular  phonograph  or  assume 
any  binding  contracts.  Order  when  and  what  you  want.  On-time 
deliveries  are  guaranteed. 


The  85c  Price 

Will  Increase  Your  Sales 

Grey  Gull  records  at  85c.  offer  the  biggest  record  values  in 
America.  The  price  insures  two  sales  at  85c.  to  each  buyer,  instead 
of  one  sale  at  $1.00.  You  can  afford  to  stock  85c.  records,  because 
you  know  the  price  is  rock-bottom.  It  takes  away  the  nervous 
feeling  that  you  have  when  you  stock  records  retailing  at  $1.00 
or  more. 


One  of  the  Special  Bargains 
Listed  in  Our  New  Bulletin 

Here  is  an  example  of  the  record-breaking' 
values  now  offered  in  our  March,  1921,  bulletin. 
This  book  shows  a  complete  line  of  phono- 
graphs, musical  instruments,  supplies  and  ac- 
cessories at  rock   bottom  prices. 

Write  for  your  copy  today 


P.  :(  f 

y 

N. 

r- 

i  (  ?!  * 

20 

Best 

Sellers 


40% 
Discount 
to  Dealers 


Rosie— Fox-trot,  L-1039 

Sung  for  Dancing  by  Ernest  Hare  [  .„  . 

Oh  Gee!  Say  Gee!.  f  *"  '"' 

Sung  for  Dancing  by  Ernest  HareJ  85c. 

Palesteena— Fox-trot   Baniopatersl  L-1040 

My   Home   Town    Is  a   One-horse   Town—  >IO-in. 
Fox-trot   Banjopaters)  85c. 

Grieving   for   You— Fox-trot  Banjopaters)  L" 1038 

^10-in. 

Beautiful  Annabelle  Lee — Waltz  .  Banjopaters  J  85(, 
Margie — Fox-trot.  Selvin's  Novelty  Orchestra)  L-1036 

Biddy— Fox-trot  All  Star  Trio)  85c. 

Feather  Your  Nest — Fox-trot. ..  Banjopaters"!  L-1037 
I'd  Love  to  Fall  Asleep  and  Wake  Up  inr10"'"- 


My  Mammy's  Arms  Banjopaters)  85c. 

1  L-I03I 
riO-in. 


Olympian  Model  60 
The  Big  Trade  Winner 

Model  60  is  just  another  example  of  Olym- 
pian guaranteed  quality  at  a  special  low  price. 
At  $50.00  to  $60.00  you  can  offer  more  real 
value  than  can  be  had  in  another  instrument 
and  you  will  still  make  more  than  100  per  cent. 
Act  quick,  as  we  are  offering  but  a  limited 
stock  at  these  special  prices. 

Order  from  this  Ad 

Plays  as  loud  and  clear  as  the  large  cabinet 
phonographs.  Has  an  all-wood  tone-chamber, 
universal  tone-arm,  cast-iron  frame,  double 
spring  Heineman  motor.  Plays  all  makes  of 
records. 

Size  13  inches  high,  lQ'/2   inches  deep,  17 
inches  wide.    Finished  in  genuine  mahogany. 
Limit  of  6  of  Model  No.  60  to  any  one  dealer. 

No.  60-AJ 
Wholesale  Price,  each  $24.50 


6.  Whispering — Fox-trot, 

Joseph  Samuels'  Music  Masters 
Kismet — Fox-trot, 

Joseph  Samuels'  Music  Masters-'  aI)C- 

7.  Japanese  Sandman— Fox-trot.  ")  L-1032 

Joseph  Samuels'  Music  Masters  I  | q- i n 

Louisiana  Waltz.  .Grey  Gull  Dance  Orchestra  )  85c. 

8.  I've   Got  the   Blues  for   My   Old    Kentucky^)  L-1034 

Home — Fox-trot   Banjopaters  I  in.jn 

Caresses — Fox-trot   Banjopaters)  85c. 

9.  Dolly,  I  Love  You— Fox-trot.  All  Star  Trio)  L-1030 
Dance-0-Mania — Fox-trot. .. Gilt  Edge  Fourf85c,n' 

10.  Broadway  Rose  .  Sung  by  Charles  Harrison)  L-2043 
Blue  Diamonds  Sung  by  Henry  Burrfg^'"' 


Sweet  Mamma — Fox-trot, 

Krueger's  Melody  Syncopaters  I  7"'.025 
Just   Like  a   Gypsy— Fox-trot.  fis'"1" 
Grey  Gull   Dance  Orchestra)  <"c- 

Avalon   Sung  by  Ernest  Hare")  L-2040 

Like  We  Used  to  Be.  f 10-in. 

Sung  by  Charles  Hart  and  Louis  Terrell)  85c. 
Whose  Baby  Are  You?— Fox-trot.  .  ,„,„ 

All-Star  Trio)  L-|029 
Medley  Fox-trot  from  "Irene,"  >IO-in. 

All-Star  Trio )  85c. 

').      1  L-2036 
Sung  by  Charles  Hartl|0.jn 

Pretty   Kitty   Kelly    Sung  by  Charles   Hart]  85c. 
Tripoli,  -I 

Sung  by  Charles  Hart  and  Louis  Terrell  L 7-2.034 
Hiawatha's  Melody  of  Love.  flO-in. 
Sung  by  Charles  Hart  and  Louis  Terrell-'  85c- 
.  Let  the  Rest  of  the  World  Go  By,  "1  L-2017 

Sung  by  Henry  Burr  L  f 0- in 

Wond'ring   Sung  by  Charles  Hart)  85c. 

.  When  You  and  I  Were  Young.  Maggie,         ~l  L-2021 
Sung  by  Charles  Hartl|Q.jn 

A  Perfect  Day  Sung  by  Henry  Burr  j  85c. 

.  The  Rosary  Sung  by  Henry  Burn  L-2026 

I  Hear  You  Calling  Me.  MO-in. 

Sung  by  Charles  Hart )  85c. 
.  My  Isle  of  Golden  Dreams — Waltz,  ~) 

Starita  Saxophone  Sextette  I  7- '?>• 

Lucille — Fox-trot. Starita  Saxophone  Sextette  )  85c. 

.  The  Country  Doctor  and  the   Rube  Patient 

— Character  Dialogue  by  Steve  Porter  and")  L-7005 
Billy  Jones  1 10-in. 

Swapping    Horses — Character    Dialogue    by  (  85c. 
Steve  Porter  and   Billy  Jones  J 


An  Order  for  These  Hits  Will  Convince  You 

In  all,  Grey  Gull  records  offer  you  a  quality  product — hits  when  you  want  them — 
service  without  red-tape — the  lowest  price  in  America.  Place  an  initial  order  for  these 
twenty  best  sellers,  or  for  any  selections  that  you  desire.    Convince  yourself. 

Order  Today  at  Our  Risk 

If  you  are  not  satisfied  with  Grey  Gull  records,  return  them  at  our  expense.  That 
guarantee  protects  you  and  your  customer  alike. 

Cole  &  Dunas  Music  Co. 

Wholesale  Headquarters  for  Phonographs,  Musical  Instruments 

and  Supplies 


50  to  56  West  Lake  St. 


Chicago 


140 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


LAKESIDE  PHONOGRAPH 
PRODUCTS 


THE 

ELECTRO-PHONE 

ELECTRICALLY 

DRIVEN 
PHONOGRAPH 


tVERscRATCHe6 


MOTORS-TONE  ARMS 

ALL PHONOGRAPH 
EQUIPMENT 

WALL  KANE 
NEEDLES 

ACCESSORIES 


DISTRIBUTORS 


LYRIC  RECORDS 


HITS  FIRST 


PROMPT  SERVICE 


BEST  SELECTIONS 


LAKESIDE  SUPPLY  CO. 


412-16  SO.  DEARBORN  ST. 

PHONE  HARRISON  3840 


CHICAGO,  ILL. 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  138) 


bulk  of  the  credit  for  bringing  about  a  settle- 
ment in  the  Tone  Shop's  affairs.  The  petitioner 
alleged  that  Pushee,  in  his  store  on  West  Madi- 
son street,  had  sold  fixtures  to  his  brother  for 
$100  which  in  reality  were  worth  much  more 
than  this  amount.  He  is  also  said  to  have 
secured  goods  on  consignment  with  the  under- 
standing that  he  would  turn  over  collections  to 
the  consignee,  but  failed  in  doing  this.  He  is 
also  said  to  have  borrowed  money  from  various 


discount  companies,  turning  over  leases  as  col- 
lateral security. 

New  Automatic  Stop 
The  Sterling  Devices  Co.,  536  Lake  Shore 
Drive,  is  preparing  to  place  on  the  market  a 
new  non-set  automatic  stop,  which  it  has  per- 
fected, and  is  said  to  be  adaptable  to  all  makes 
of  talking  machines.  One  of  the  unique  features 
of  this  new  Sterling  stop  is  that  it  forms  an 
integral  part  of  the  tone  arm  proper  and  is  not  a 


part  of  the  motor.  This,  they  claim,  gives  it 
an  universal  application.  The  Sterling  people 
report  that  there  was  a  slight  pick-up  in  busi- 
ness towards  the  latter  part  of  January  and  that 
from  present  indications  the  trade  is  awaken- 
ing. At  a  recent  election  of  officers  of  this 
company  Fred  Wenzel  was  elected  treasurer. 
Tell  ,of  Business  Expansion 

The  Jewel  Phonoparts  Co.  has  shown  a  phe- 
nomenal  growth  since  its  organization  two  years 
ago  and  its  sound  boxes,  equipped  with  a 
Nomika  diaphragm  and  Jewel  mute,  have  had 
an  exceedingly  favorable  reception  by  talking 
machine  manufacturers.  The  business  in  the 
past  year  has  grown  to  a  point  where  the  sales 
receipts  amount  to  $200,000.  This  company  has 
an  authorized  capital  of  $100,000,  $60,000  of 
which  has  been  paid  in,  all  except  $2,500,  in  cash. 

Plans  are  being  worked  on  at  present  for  the 
enlargement  of  the  mechanical  department  and 
the  company  expects,  within  a  short  time,  to 
bring  out  many  new  articles  which  fill  a  long- 
felt  want  in  the  trade.  One  of  these  new  fea- 
tures is  the  non-taper  Jewel  tone  arm.  The 
various  phonograph  accessories  to  be  placed  by 
the  company  will  hereafter  be  known  as  "Jewel" 
instead  of  "Blood." 

The  men  most  strongly  interested  financially 
in  the  company  are  men  of  large  business  ex- 
perience able  to  stand  behind  the  company  in 
any  financial  way  needed.  These  men  are  also 
taking  an  active  part  in  the  business  thereof 
and  giving  it  the  benefit  of  their  past  business 
experience  in  other  lines.  The  sales  for  the 
Jewel  Phonoparts  Co.  are  now  being  handled 
by  A.  B.  Cornell,  who  is  known  to  every  manu- 
facturer of  talking  machines  in  the  business,  as 
well  as  to  a  great  number  of  retail  dealers. 
It  is  announced  that  "O.  T.  Kloer  and  B.  B. 
Blood,  who  were  formerly  connected  with  said 
company,  are  no  longer  interested  in  same  or  in 
Its  employ  in  any  way."  . 

Black  and  White  Melody  Boys  Ente~ta:'n 

The  W.  W.  Kimball  Co.,  Pathe  distributor  of 
this  city,  cap'talized  the  appearance  at  a  local 
theatre  of  Ray  Miller's  Black  and  White  Melody 


Records 


Unexcelled  by  comparison 

We  can  supply  the  most  popular  hits  and  give  prompt 
service.   Write  for  details  of  our  4 'Dealer  Proposition" 


12-20  N.  MICHIGAN  AVE.,  CHICAGO,  ILL. 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


141 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  140) 


Boys  whose  delightful  and  catchy  renditions  on 
Pathe  records  are  popular  throughout  the  entire 
country.  During  their  recent  engagement  at 
the  Illinois  Theatre,  these  musical  monarchs  of 
jazzland  proved  the  big  feature  in  the  show  of 
striking  hits  and,  following  the  regular  perform- 
ance at  the  theatre,  the  Miller  Melody  Boys  gave 
popular  recitals  at  the  W.  W.  Kimball  Co.'s 
music  store,  where  they  entertained  the  patrons 
Payment  of  First  Dividend 

On  January  20  a  meeting  of  creditors  of  the 
World  Phonograph  Co.  was  held  before  Sidney 
Eastman,  referee  in  bankruptcy,  and  at  that 
time  payment  of  the  first  dividend  to  creditors 
whose  claims  have  been  proved  and  allowed 
was  considered.  A  report  was  also  submitted 
asking  for  $740  for  final  receivership  fees  and 
$1,000  for  receiver's  attorneys. 

Lyon  &  Healy  Elect  Officers 

The  annual  meeting  and  election  of  officers  of 
Lyon  &  Healy,  manufacturers  and  dealers,  was 
held  on  February  1  and  resulted  in  the  elec- 
tion of  Marquette  Healy,  president;  Columbus 
Healy,  vice-president;  C.  R.  Fuller,  secretary 
and  treasurer,  and  J.  F.  Bowers,  chairman  of 
the  Board  of  Directors. 

Mandel  Co.  Stockholders'  Meeting 

The  following  notice  was  sent  out  early  in  the 
month  by  John  H.  Hupp,  secretary  of  the  Man- 
del  Mfg.  Co.,  Chicago,  111.:  "Notice  is  hereby 
given  that  pursuant  to  the  by-laws  of  Mandel 
Manufacturing  Co.,  the  regular  annual  meeting 
of  the  stockholders  of  this  company  will  be  held 
at  its  office,  1455  West  Congress  street,  in  the 
City  of  Chicago.  County  of  Cook,  State  of  Illi- 
nois, on  Tuesday.  February  15,  1921,  at  the  hour 
of  2  o'clock  p.  m.,  for  the  purpose  of  electing 
directors  for  the  ensuing  year,  and  for  the  trans- 
action of  such  other  business  as  may  properly 
come  before  the  meeting.'' 


GREY  GULL  RECORDS  IN  THE  WEST 


Cole  &  Dunas  Music  Co.  Take  on  Western  Sales 
for  Grey  Gull  Records — George  Bradford  As- 
sociated With  Concern 


Chicago,  III.,  February  5. — Cole  &  Dunas  Music 
Co.,  jobbers  of  talking  machines,  supplies  and 
accessories,  have  acquired  the  Western  agency 


Window  Display  of  Grey  Gull  Records 

for  distribution  of  Grey  Gull  records.  A  com- 
plete line  of  these  records  will  be  carried  in 
stock  at  their  warerooms  and  offices  located  at 
54  West  Lake  street. 

George  Bradford,  formerly  with  the  Q  R  S 
Music  Co..  the  Imperial  Player  Roll  Co.,  and 
the  Starr  Piano  Co.,  has  associated  himself  with 
Cole  &  Dunas  and  will  devote  most  of  his  time 
to  pushing  the  sale  of  Grey  Gull  records.  A 
number  of  dealers  have  already  been  established 
in  Chicago,  and  a  number  of  window  displays 
have  been  prepared  featuring  the  line.  One  of 
these  is  shown  in  the  accompanying  photograph. 
It  is  in  a  store  located  at  617  South  State  street 
and  shows  the  window  display  cards  furnished 
by  the  Grey  Gull  advertising  department  to 
dealers,  also  smaller  posters  listing  the  monthly 
releases  and  featuring  the  Grey  Gull  retail  price 
of  85  cents. 


TALKING  MACHINE  BUSINESS  CAN  BE  HAD— GO  GET  IT ! 

The  Industry  Needs  a  Stimulating  Dose  of  Salesmanship — Dealers  Have  Neglected  Canvassing 
and  Prospect  Lists — Proof  of  This  Demonstrated  by  a  Canvass  Made  by  The  World 


"Let  the  dead  past  bury  its  dead."  The  busi- 
ness slump  is  passing.  It  is  not  a  time  for 
mourning  and  discussing  the  past  or  the  rea- 
sons or  causes  for  the  recent  business  slump — 
it  is  the  time  to  be  up  and  doing — to  create 
business  and  to  work  along  sales  lines  that  will 
mark  new  achievements. 

Manufacturers  and  dealers  everywhere  have, 
with  a  few  exceptions,  plenty  of  goods  on  hand, 
but  instead  of  getting  out  and  selling,  which,  by 
the  way,  seems  to  have  become  a  lost  art,  many 
of  them  are  sitting  by  the  wayside  bemoaning 
their  fate,  with  the  result  that  sooner  or  later 
we  will  hear  of  some  of  them  going  out  of 
business.  This  is  inevitable.  What  this  indus- 
try needs  at  the  present  time  is  a  good  stimula- 
ting dose  of  salesmanship.  No  one  need  sit  down 
and  worry  -his  head  off  thinking  up  new  ideas 


that  will  increase  sales.  Everyone  has  the 
necessary  material  under  his  thumb,  and  it  is 
merely  a  question  of  application.  What  the 
manufacturer  needs  to  do  is  to  send  his  sales- 
man out  on  the  road  with  instructions  not  to 
cut  prices  or  offer  ridiculous  propositions  in  an 
effort  to  get  business,  but  to  teach  the  retailer 
he  calls  on  to  make  use  of  the  material  he  has 
on  hand.  This  material  is  his  prospect  list  and 
should  be  fully  utilized. 

It  is  a  well-known  fact  that  for  the  past 
couple  of  years  every  dealer  in  this  country  has 
neglected  his  prospect  lists  and  his  canvassing. 
The  reason  he  did  it  was  because  they  were  not 
then  necessary,  and  the  reason  he  is  continuing 
to  neglect  them  is  because  he  imagines  that 
at  the  present  time  the  buying  public  is  broke. 
(Continued  on  page  142) 


Th 


New  Blood  Non-Infringing 
Tonearm  and  Reproducer 


Nothing  more  need  be  said  of  this  arm,  only 
that  it  possesses  the  same  high  qualities  that 
have  always  characterized  BLOOD  equipment. 

Standard  length  (8^n)  Proper  weight 
Universal  playing  and  NO  Springs 

Order  the  NEW  BLOOD  and  be  safe  in  every 
sense^of  the  word. 

We  will  be  in  production  this  month  to  furnish 
you  the  right  kind  of  goods  at  the  right  price. 


Exclusively  manufactured  by 


Blood  &  Kloer 


404  WEST  ERIE  STREET 


CHICAGO,  ILL. 


142 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  141) 


WHY  WE  MUST  ALL  NOW  GET  TO  WORK— THIS  MEANS  YOU! 

Walter  Magill,  Sales  Manager,  the  H.  G.  Saal  Co.,  Discusses  Best  Means  of  Adjusting  Our- 
selves to  Present  Conditions — Correct  Salesmanship  and  Work  Are  Secrets  of  Success 


WHERE  CAN  THE 
REPEATER-STOP  BE  SECURED? 

DEALERS !  Start  the  new  year  right 
and  put  in  a  stock  of  Repeater-Stops, 
the  fastest  seller  on  the  market. 

The  following  is  a  partial  list  of  our 
distributors: 


Atlanta,   6a  Southern  Sonora  Company 

Southern  Paramount  Co. 

Elyea  Company 
Baltimore,    Md  A.  Burdwise 

H.  R.  Eisenbrandt  Sons,  Inc. 
Birmingham,  Ala. .. .Talking  Machine  Company 

Brooklyn,  N.  Y  G.  T.  Williams  Co.,  Inc. 

Buffalo,    N.    Y  W.  D.  &  C.  N.  Andrews 

Buffalo  Talking  Machine  Co.,  Inc. 
Chicago,   III  Chicago  Talking  Mar-nine  Co. 

Lakeside  Supply  Company 

Cleveland,   Ohio  Cleveland  Talking  Machine  Company 

Denver,  Colo  Knight- Campbell  Music.  Company 

Detroit.    Mich  Grinneli  Bros. 

El   Paso,  Tex  F.  G.  Billings  Piano  Co. 

Fargo,  N.  Dak  Stone  Piano  Co. 

Houston,    Tex  Southern  Drug  Co. 

Talking  Machine  Company  of  Texas 
Indianapolis.   Ind  Stewart  Talking  Machine  Company 

Jacksonville,    Fla  John  A.  Futch  Company 

Florida  Talking  Machine  Company 

Kansas  City,  Mo  Wm.  Volker  &  Co. 

Richards  Conover  Hdw.  Co. 
Los  Angeles,  Cal  Western  Jobbing  &  Trading  Company 

Memphis,  Tenn  Hessig  Ellis  Drug  Co. 

O.  K.  Houck  Piano  Co. 


Milwaukee,  Wis  

Minneapolis,  Minn. . 

Mobile,  Ala  

New  Orleans,  La... 
New  York,  N.  Y... 


Omaha,  Nebr  

Philadelphia,  Pa... 

Pittsburgh,  Pa  

Red   Lodge,  Mont.. 

Rochester.  N.  Y  

San  Francisco,  Cal. . 
Salt  Lake  City,  Utah 


St.  Paul,  Minn... 
Syracuse,   N.  Y... 

Tampa.  Fla  

Toledo,  Ohio  

Toronto.    Canada. . 


Washington,  D.  C 
Wichita,  Kans  


A.  G.  Kunde 

Godfrey  &  Sons 

.Beckwith  O'Neill  Company 

,W.  H.  Reynalds 

Philip  Werlein,  Ltd. 

Cabinet  &  Accessories  Co. 

Fulton  Talking  Machine  Co. 

Knickerbocker  Talking  Machine  Co. 

Bristol  &  Barber 

A.  Hospe  Company 

Schmoller  &  Mueller  Piano  Co. 

Penn  Phonograph  Co.,  Inc. 

Heath  &  Gorham 

C.  C.  Mellor  Co.,  Ltd. 

The  Reed  Company 

Ball  Music  Company 

E.  J.  Chapman 

Walter  S.   Gray  Co. 

.Consolidated  Music  Co. 

Salt  Lake  Hardware  Co. 

John  Elliott  Clark  Co. 

W.  J.  Dyer  &  Bro. 

Gibson  Snow  Company 

Tampa  Hardware  Company 

Toledo  Talking  Machine  Co. 

The  Music  Supply  Company 

His  Master's  Voice  Co. 

Rogers  &  Fischer 

Eberhardt  Hayes  Company 


REPEATER-STOP  CO.,  115  So.  Dearborn  St.,  Chicago,  111. 


In  this  he  is  sadly  mistaken;  and  if  he  feels  that 
he  wants  to  prove  to  himself  that  the  people 
still  have  plenty  of  money,  all  he  must  do  is  to 
get  a  line  on  some  bond  or  stock  salesman  and 
take  note  of  the  way  the  latter  is  raking  in  the 
shekels.  When  people  are  broke  they  never 
buy  anything,  but  sometimes  they  get  their 
heads  together  and  go  looking  for  bargains 
which  they  create  themselves  by  holding  off 
purchases. 

Several  weeks  ago  we  put  the  proposition  of 
canvassing  up  to  a  few  wide-awake  dealers  in 
Chicago,  who,  by  the  way,  were  of  the  opinion 
at  that  time  that  business  had  gone  on  the  blink, 
and  the  result  was  that  these  dealers  are  to-day 
moving  practically  as  much  goods  as  they  ever 
did.  Recently  a  representative  of  this  paper 
canvassed  a  building  that  contained  ten  families. 
After  canvassing  these  families  he  brought  back 
the  following  information:  Four  of  these 
families  had  talking  machines,  one  of  them  did 
not  even  care  to  consider  a  talking  machine; 
but  the  others  were  in  the  marketfor  machines 
and,  in  fact,  anxious  to  get  them.  When  asked 
why  they  didn't  come  out  to  buy  an  instru- 
ment, their  come-back  in  a  sense  was  unani- 
mous: "If  we  go  downtown  to  buy  a  talking 
machine  we  shall  get  one  at  the  regular  price 
and  no  inducements,  whereas  if  we  wait  until 
we  are  approached  by  a  canvasser  we  can  take 
it  for  granted  that  we  shall  get  something  way 
below  the  regular  price,  plus  a  good  induce- 
ment. Our  reasons  for  believing  this  are  that 
whenever  the  dealer  sends  around  a  canvasser, 
he  needs  business.  If  he  had  the  business  a 
canvasser  would  be  unnecessary.  Therefore,  we 
anxiously  await  the  arrival  of  a  canvasser." 

This  tip  was  given  several  dealers  around 
town,  who,  by  the  way,  thought  at  first  no  such 
situation  existed.  They  tried  the  proposition 
out  with  one  or  two  canvassers  and  have  since 
that  time  been  gradually  adding  to  their  force. 
To  our  way  of  thinking,  if  canvassing  is  the 
necessary  stimulant  for  one  locality,  it  surely 
ought  to  work  in  others;  and  our  suggestion 
to  the  trade  in  general  is  to  dig  up  the  old 
prospect  lists  and  start  the  canvassing  forces 
to  working  and  moving  goods.  To  the  manu- 
facturer we  would  add,  "Re-educate  your  dealers 
along  these  lines  and  teach  them  salesmanship 
of  the  old  'Go  Get  It'  type." 

RICH  TUNGSTEN  ORE  IN  ARGENTINA 

Trade  Commissioner  George  S.  Brady  has 
forwarded  a  sample  of  tungsten  ore  from  the 
Providence  of  Catamarca,  Argentina.  The 
bureau  of  mines  has  made  analysis  of  this  ore 
which  shows  that  it  contains  64.46  per  cent 
wolfram,  10.95  per  cent  silica  plus  insoluble 
matter,  and  considerable  calcium  carbonate.  In 
other  words,  the  material  is  about  80  per  cent 
scheelite,  11  per  cent  silica,  etc.,  and  9  per  cent 
soluble  matter,  mostly  calcite."  The  name  of  the 
owner  is  not  given  by  Mr.  Brady,  but  if  any 
American  companies  are  interested  the  Latin- 
American  Division  of  the  Bureau  of  Foreign  and 
Domestic  Commerce  can  obtain  a  report  upon 
the  matter. 


The  "Ten  Commandments  of  Salesmanship" 
which  appeared  on  page  46  of  last  month's 
World  were,  we  understand,  written  originally 
by  Dr.  Frank  Crane. 


If  we  could  read  what  is  perplexing  the  minds 
of  business  men  to-day,  we  would  probably 
find  them  all  battling  with  the  same  question, 
"How  can  I  survive  present  business  condi- 
tions?" And  while  there  might  be  much  dif- 
ference of  opinion  among  them  as  to  the  best 
methods  of  adjusting  themselves  to  present 
circumstances,  there  would  be  found  a  remark- 
able unanimity  as  to  the  slogan  of  the  hour. 
All  would  agree — and  agree  heartily — that  the 
wisdom  of  the  ages  as  applied  to  the  present 
needs  is  summed  up  in  one  word — work! 

Salesmanship  up  to  a  few  months  ago  had 
become  a  lost  art;  the  high-grade  salesman  had 
become  a  pacifier  and  a  diplomat.  It  was  not 
a  question  of  price,  but  of  delivery,  and  the 
salesman  could  pass  the  buck  to  the  plant. 

But  now  it  is  different.  Intensive  buying  has 
given  way  to  intensive  selling.  The  salesman 
of  former  days  must  "come  back."  His  past 
record  will  not  help  him.  Younger  men  imbued 
with  native  pep  will  pass  him  by  unless  he 
looks  to  his  laurels.  He  will  have  to  inventory 
his  selling  qualifications,  and  if  he  is  wise  he 
will  set  about  to  rehabilitate  his  salesmanship 
and  learn  the  art  over  again  if  that  be  neces- 
sary. 

The  man  who  cannot  adjust  himself  to  the 
needs  of  the  present  cannot  take  an  effective 
part  in  the  readjustment  going  on  about  him. 

Employers  are  appraising  their  selling  forces, 
for  self-preservation  compels  them  to  do  it. 
The  man  who  can  produce  results  is  the  man 
of  the  hour,  and  the  field  was  never  clearer 


for  the  man  of  ability.  Have  you  read  the 
story  of  Mr.  Hastings?  We  believe  it  is  worth 
repeating. 

Mr.  Hastings,  a  real  estate  salesman,  learned 
that  a  large  Eastern  manufacturing  company 
had  decided  to  open  an  extensive  plant  in 
Indianapolis.  He  boarded  the  next  train  for 
the  company's  headquarters  in  Camden,  N.  J., 
won  a  hearing  from  the  firm's  president,  put 
before  him  the  advantages  of  certain  property 
at  Hammond,  Ind.,  and  eventually  closed  the 
deal  for  $300,000  to  the  satisfaction  of  the 
buyer,  the  seller,  the  city  of  Hammond,  him- 
self and  his  firm. 

Needless  to  say,  the  present  general  business 
depression  has  not  depressed  Mr.  Hastings. 

Such  efforts  overcome  the  handicaps  of  tem- 
porary business  depression.  When  enough  of 
these  handicaps  are  overcome  the  depression 
ceases  to  exist. 

That  is  a  task  which  now  confronts  the  busi- 
ness man.  Mr.  Hastings  set  an  example  of 
overcoming  handicaps  by  individual  effort, 
which  proves  it  can  be  done.  If  it  can  be 
done  by  one  man  in  one  line  of  business,  why 
cannot  it  be  done  by  another  man  in  another 
line  of  business — in  our  line  of  business?  In- 
dividual effort  is  needed.  It  will  bring  not  only 
individual  reward,  but  a  betterment  of  condi- 
tions throughout  the  nation. 

And  the  great  fact  that  we  ought  to  think 
about  and  talk  about  to-day  is  the  greatness 
and  the  soundness  of  our  country.  When  a 
country  like  ours  concentrates  on  one  thing, 
what  is  the  result?  We  have  but  to  remem- 
ber the  great  war  and  the  part  we  played  in  it. 
We  made  many  mistakes,  but  the  fact  remains 
that  there  was  only  one  result  to  look  for 
with  such  concentration  of  effort.  Instead  of 
fighting,  we  must  now  all  get  to  work,  and  if 
every  one  of  us  does  his  share  with  the  same 
undivided  spirit  that  ruled  us  two  and  three 
years  ago,  there  is  no  question  about  the  out- 
come. Resourceful,  tireless  brains  and  sturdy, 
ambitious  brawn  will  drive  forward  and  bring 
about  a  condition  in  this  country  that  will 
cause  the  writers  of  history  to  gasp  in  astonish- 
ment as  they  make  this  record:  "This  was  the 
{Continued  on  page  144) 


WE  ILLUSTRATE  THE 

"Handy"  Dome  Clamp 

Quick  action  for  clamping  domes  and 
frames    on    Talking    Machine  Cabinets 

Write  for  Catalogue  of  clamping  machines  for 
Cases  and  for  all  purposes. 

VENEER    PRESSES   AND  CLAMPS 

HANDY  MFG.  CO. 

27  E.  Madison  St.,  Chicago,  III. 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


143 


A  Dealer's  Proposition 
of  Unusual  Merit 

We  have  developed  a  plan  to  stimulate  dealers'  sales — a  plan  that  may  solve 
YOUR  selling  and  financial  problems. 

The  plan  is  a  liberal  one,  enabling  aggressive  dealers  to  build  their  phono- 
graph business  to  an  unlimited  degree. 

The  large  resources  of  the  MANDEL  MANUFACTURING  COMPANY 
will  be  used  to  advertise  and  finance  dealers  in  MANDEL  Phonographs  and 
Records. 

We  consider  this  the  greatest  opportunity  ever  offered  to  dealers.  It  comes 
just  in  time  to  solve  the  selling  problems  that  every  dealer  is  facing  to-day. 

Mandel  Phonographs  and 
Mandel  Records 

Good  products,  coupled  with  a  good  selling  plan,  assure  success.  MANDEL 
Phonographs  are  built  to  give  lasting  satisfaction  to  every  purchaser.  We  con- 
sider the  MANDEL  line  one  of  Quality  throughout, — second  to  none  in  musical 
performance,  mechanical  equipment  and  appearance.  It  is  a  commercially  suc- 
cessful line  because  of  the  moderate  price  of  each  model.  Five  distinctive  models, 
ranging  in  retail  price  from  $110.00  to  $200.00,  give  MANDEL  dealers  a  line 
that  has  no  competition.  Place  the  MANDEL  beside  any  other  phonograph  for 
a  test  in  musical  quality.  Compare  its  mechanical  equipment ;  the  finish  and 
appearance  of  the  cabinet ;  then  compare  it  in  price — your  verdict  will  be  for 
the  MANDEL.  The  MANDEL  is  not  merely  assembled,  but  built  by  us  from 
start  to  finish.    Our  guarantee  extends  to  the  ultimate  owner. 

MANDEL  records  are  just  out.  This  new  lateral-cut  record  embodies  volume 
and  sweetness  of  tone  that  are  remarkable.  MANDEL  records  will  be  favorably 
received  and  will  help  dealers  sell  more  MANDEL  Phonographs. 


Write  to-day  for  complete  details  of  our  co- 
operative financing  and  advertising  proposition 

Mandel  Manufacturing  Company 

Chicago,  111. 


144 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  142) 


Order  From  This  Ad. 
Nupoint  Ass't 
100  Pkgs.  Assorted 
Dealer's  Price  S7.00 
Retail    Value  $15.00 

FREE  !1 
Display  Stand  and 
Sample  Packages 
With  Each  Order 


PHONOGRAPH  SURGERY 

LET  US  CO-OPERATE  WITH  YOU 

We  Operate  the   Largest  and  Most  Up-to-date  Equipped 
Phonograph  Repair  Shop  in  the  West 


Jobbers  in 
Phonograph 

Motors 
Tone  Arms 
Records 
Hardware 
Needles  and 
Repair  Parts 
Ail  Makes 


Loud — Extra  Loud 
Medium 
50  Needles,  15  Cents 

MAIN  OFFICE 

1867  Milwaukee  Avenue 


Have  You  a  Phonograph  Repair  Agency? 

Send  for  our  Cat  Jog  and  Particulars.   It  Tells  You  ^hai  We  Can  Do  for  You 

The  Co- Operative  Manufacturing  Company 


ALL  PHONES,  HUMBOLDT  3345 

CHICAGO 


SALES  OFFICE  &  SHOWROOM 

637  Milwaukee  Avenue 


age  of  WORK  in  America.  After  the  war  the 
fighters  became  workers.  The  lost  art  of  sell- 
ing was  revived  and  brought  to  a  high  state  of 
perfection.  The  motto  of  the  time  was  WORK." 

And  the  historian  would  be  correct,  and  in 
the  dawn  of  the  new  business  day  which  has 
just  begun  let  us  make  new  resolves,  carry 
them  out  to  the  letter  and  meanwhile  let  us 
work! 


LYON  &  HEALY  ADOPT  PENSION  PLAN 


Great  Chicago  House  Announces  Liberal  Pen- 
sion and  Sick  Benefit  for  Their  Employes 


Chicago,  III.,  February  7. — After  months  of  study 
the  board  of  directors  of  Lyon  &  Healy  have 
worked  out  a  comprehensive  plan  to  reward 
their  employes  in  case  of  illness  or  retirement, 
according  to  the  following  schedule: 

"With  a  view  to  providing  a  certain  protec- 
tion for  older  members  of  this  organization,  and 
in  recognition  of  lengthy  and  valuable  service, 
the  board  of  directors  have  adopted  the  follow- 
ing pension  plan,  effective  as  of  February  1, 
1921: 

"A — An  employe  shall  be  entitled  to  retirement 
and  to  a  pension  when  he  shall  have  reached 
the  age  of  sixty  and  shall  have  completed  twenty 
years'  continuous  service  with  the  company. 

"B — Such  retirement  may  be  effected  at  the 
request  of  the  employe  or  by  action  of  the  board 
of  directors. 

"C — Any  employe  of  any  age  who  shall  have 
completed  twenty  years'  service,  and  shall, 
through  sickness  or  accident,  be  incapacitated 
for  further  service,  shall  also  be  entitled  to  re- 
tirement and  pension.  The  question  of  inca- 
pacity is  to  be  determined  by  a  committee  com- 
posed of  the  president,  the  secretary  and  the 
company  physician. 


"D — The  pension  shall  be  one-half  of  the  aver- 
age salary  for  the  three  years  previous  to  re- 
tirement, except  that  it  "shall  not  be  more  than 
$150.00  or  less  than  $60.00  per  month. 

"E — Should  death  occur  to  an  employe  at  any 
time  after  five  years'  service,  a  death  benefit  of 
$250.00  will  be  paid  to  the  estate  of  the  deceased. 

"F — The  company  reserves  the  right  to  alter 
the  amount  of  the  above  benefits  at  any  time. 

"The  board  of  directors  have  also  been  con- 
sidering for  some  time  the  adoption  of  a  definite 
policy  covering  the  remuneration  to  be  paid  in 
case  of  illness  of  such  employes  as  receive  no 
extra  compensation  for  overtime  work. 

"The  advantages  of  such  a  policy  should  be 
twofold;  first,  to  make  sure  that  under  given 
conditions  all  shall  receive  the  same  fair  treat- 
ment; second,  to  make  known  to  employes  just 
what  protection  and  assistance  they  can  rightly 
expect  in  case  of  illness. 

"Commencing  February  1,  1921,  salaries  dur- 
ing continuous  illness  will  be  paid  under  the  fol- 
lowing schedule: 

Length  of  Service 

at  start  of  absence  Full  Salary  Paid        Half  Salary  Paid 
3  mo.  to  1  yr.         4th  to  15th  day,       16th  to  27th  day, 

1  yr.  to  2  yrs.  1st  to  3d  week,  incl.   4th  to  9th  week,  incl. 

2  yrs.  to  5  yrs.        1st  to  6th  week,  incl.  7th  to  10th  week,  incl. 

"After  five  years  of  service  each  case  is  to  be 
considered  on  its  individual  merits. 

"All  employes  desiring  to  benefit  by  the  above 
must  be  willing,  during  their  illness,  to  be  ex- 
amined by  a  physician  selected  by  the  manage- 
ment, and  at  the  management's  expense. 

"All  cases  of  enforced  absence,  whether 
through  sickness  or  other  cause,  should  be  re- 
ported the  first  day  to  the  department  manager. 

"More  than  two  hours'  unexcused  absence  will 
cause  the  loss  of  the  three  bonus  half  days  dur- 
ing the  following  month. 

"This  plan,  upon  one  week's  notice,  is  sub- 
ject to  modification  at  any  time." 


"VARNISH  DRYROOMS 


WALNUT  MANUFACTURERS  MEET 

American  Walnut  Manufacturers'  Association 
Holds  Annual  Meeting  in  Chicago  and  Dis- 
cusses Conditions  in  Veneer  Field 


Chicago,  III.,  February  5. — On  January  20  and 
21  twenty  members  of  the  American  Walnut 
Manufacturers'  Association  met  in  Chicago  to 
hold  the  annual  meeting,  elect  officers  and 
discuss  ways  and  means  for  further  popularizing 
walnut  veneers  for  use  in  furniture  and  musical 
instrument  manufacture.  The  association  has 
been  carrying  on  a  national  publicity  campaign 
in  the  interest  of  its  products,  and  reports 
for  the  year  show  that  the  results  have  been 
most  satisfactory.  The  efforts  of  the  associa- 
tion to  make  it  known  that  there  is  plenty  of 
walnut  available  have  not  only  greatly  increased 
the  demand  for  this  wood  for  furniture  uses, 
but  have  led  to  its  extensive  use  for  interior 
woodwork  in  a  large  number  of  the  finer  hotels, 
office  buildings,  clubs,  churches  and  public 
buildings. 

Reports  from  the  Furniture  Shows  at  Grand 
Rapids  and  Chicago  indicate  largely  increased 
use  of  American  walnut  in  all  the  better  grades 
of  dining-room,  bed-room  and  living-room  fur- 
niture. A  canvass  of  the  mills,  however,  shows 
that  most  of  them  are  shut  down  or  only  run- 
ning long  enough  to  cut  up  the  logs  on  hand. 
Buying  of  logs  has  entirely  ceased  and  most  of 
the  country  logs  have  been  brought  in  and 
sawed.  Stocks  of  walnut  lumber  are  reported  to 
be  approximately  normal,  but  logs  are  far  below 
normal,  many  of  the  mills  having  cut  out.  Since  it 
takes  from  six  to  eight  months'  time  to  increase 
the  flow  of  logs  .to  operate  mills  at  full  capacity, 
a  strong  demand  for  walnut  in  the  Spring  will 
find  lumber  stocks  developing  shortages  that 
cannot  be  overcome,  for  six  months  or  more. 
The  association  announces  that  it  is  planning  to 
(Continued  on  page  145) 


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Enables  the  repairman  to  locate  the  precise  point  of  origin 
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or  useless  disorganization  of  the  mechanism  which  results 
from  guessing  or  the  sense  of  hearing  alone. 

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The 

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February  15,  1921 


THE    TALKING    MACHINE  WORLD 


145 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  144) 


extend  its  service  features  on  American  walnut 
to  the  general  public  whether  they  may  be  in- 
terested in  walnut  for  furniture  or  for  interior 
woodwork. 

The  officers  elected  at  the  annual  meeting 
were   as   follows:   President,    L.    C.  Moschel, 


Langton  Lumber  Company,  Pekin,  Illinois;  vice- 
president,  V.  L.  Clark,  Des  Moines  Saw  Mill 
Company,  Des  Moines,  Iowa;  treasurer,  H.  B. 
Sale,  Hoffman  Brothers  Company,  Fort  Wayne, 
Indiana;  secretary-manager,  George  N.  Lamb, 
Chicago,  Illinois. 


FEDERAL  TRADE  COMMISSION  STOPS  "GYP"  DEALING 

Government  Authorities   Proceed   Against   Chicago  Concern  on  Complaint  of  Better  Business 
Bureau,  and  Issue  Order  Restraining  It  From  Continuing  Questionable  Selling  Practices 


In  response  to  complaints  from  a  number  of 
talking  machine  dealers,  particularly  in  the  Mid- 
dle West,  the  Better  Business  Bureau  of  the 
Music  Industries  Chamber  of  Commerce  some 
time  ago  began  to  gather  data  regarding  the 
publication  of  classified  advertising  in  various 
newspapers  offering  "$250-size"  phonographs  for 
$69.50  and  thereabouts,  giving  the  addresses  of 
"storage"  companies  and  individuals  at  private 
addresses  in  Chicago  and  thereabouts. 

As  a  result  of  the  information  gained  by  the 
Better  Business  Bureau  through  its  investiga- 
tions complaint  was  made  before  the  Federal 
Trade  Commission  against  Waverly  Brown, 
Mrs.  Waverly  Brown  and  John  T.  Conley,  trad- 
ing as  the  Illinois  Storage  Co.,  Chicago  Stor- 
age Co.,  Chicago  Storage  Sales  Co.  and  the 
Tyrolia  Talking  Machine  Co.  At  a  hearing  on 
the  case  held  at  Washington  recently  before 
Huston  Thompson,  chairman,  and  Nelson  B. 
Gaskill,  J.  Garland  Pollard  and  Victor  Murdock, 
Federal  Trade  Commissioners,  the  following 
findings  were  reported: 

The  Findings  of  the  Commissioners 

1.  That  the  respondents,  Waverly  Brown  and 
John  T.  Conley,  in  the  period  from  March,  1919, 
to  and  until  August,  1919,  were  engaged  as  part- 
ners at  Wilmette,  111.,  in  the  business  of  manu- 
facturing phonographs,  resembling  in  appear- 
ance those  made  by  well-known  manufacturers 


and  in  selling  the  same  in  commerce  among  the 
several  States  and  Territories  of  the  United 
States  and  the  District  of  Columbia  in  competi- 
tion with  other  persons,  firms  and  corporations 
similarly  engaged. 

The  said  respondents  in  the  sale  of  the  phono- 
graphs made  by  them  used  the  following  trade 
names,  to  wit:  Illinois  Storage  Co.,  Chicago 
Storage  Co.  and  Chicago  Storage  Sales  Co.  The 
phonographs  made  by  the  said  respondents  were 
manufactured  by  them  under  the  trade  name  of 
the  Tyrolia  Talking  Machine  Co.  Mrs.  Waverly 
Brown,  one  of  the  respondents,  assisted  Waverly 
Brown  and  John  T.  Conley,  respondents,  in  the 
sale  of  the  phonographs  manufactured  by  the 
said  Waverly  Brown  and  John  T.  Conley,  re- 
spondents. 

2.  The  phonographs  sold  by  the  respondents, 
Waverly  Brown  and  John  T.  Conley,  were  ad- 
vertised for  sale  by  means  of  newspaper  adver- 
tisements, catalogs,  correspondence  and  such 
other  ways  peculiar  to  what  is  known  common- 
ly as  the  mail  order  business.  The  newspaper 
advertising  done  by  the  respondents  was  of  the 
following  two  classes,  viz.:  (a)  Advertisements 
in  the  classified  advertising  columns  of  news- 
papers, circulating  in  Illinois  and  Wisconsin,  in 
which  the  names  of  the  advertisers  were  given  as 
Mrs.  Waverly  Brown  or  Waverly  Brown,  which 
advertisements    offered    for   sale    slightly  used 


phonographs  of  standard  makes  of  great  value, 
at  abnormal  and  unusual  reductions  from  full 
standard  resale  prices."  These  advertisements 
did  not  disclose  that  the  advertiser  was  engaged 
in  the  business  of  selling  phonographs  or  was 
selling  phonographs  for  the  manufacturers,  but 
conveyed  the  impression  that  the  advertiser  was 
a  householder  and  was  offering  for  sale  a  phono- 
graph which  had  been  used  by  such  householder 
only  a  short  time;  (b)  Advertisements  in  which 
the  respondents,  Waverly  Brown  and  John  T. 
Conley,  used  the  following  trade  names,  Illinois 
Storage  Co.,  Chicago  Storage  Co.  and  Chicago 
Storage  Sales  Co.,  which  newspaper  advertise- 
ments, together  with  the  catalogs  and  letters 
used  by  said  respondents,  contained  certain  false 
and  misleading  statements  as  follows: 

1.  That  the  phonographs  so  advertised  had 
been  stored  for  safekeeping  with  one  or  another 
of  the  storage  concerns  intended  to  be  indicated 
by  the  title  used,  and  that  such  phonographs 
were  offered  for  sale  for  the  purpose  of  re- 
imbursing such  storage  concern  for  unpaid  stor- 
age charges. 

2.  That  said  respondents  were  regularly  en- 
gaged in  the  storage  and  warehouse  business, 
and  by  reason  of  conducting  such  business  came 
into  possession  of  a  single  phonograph,  or  sin- 
gle lots  of  phonographs,  which  had  never  been 
removed  from  the  cases  in  which  they  were 
crated  when  they  left  the  factory  and  were  being 
offered  for  sale  by  said  respondents  for  the  pur- 
pose of  reimbursing  them  for  unpaid  storage 
charges. 

3.  The  phonographs  advertised  for  sale  by 
respondents,  Waverly  Brown  and  John  T.  Con- 
ley, which  advertisements  were  in  the  name  of 
Waverly  Brown  and  Mrs.  Waverly  Brown,  were 
new  and  unused  phonographs  and  the  supply 
was  limited  only  b}'  the  capacity  of  Waverly 
Brown  and  John  T.  Conley,  respondents,  to  re- 

(Coutinued  on  page  146) 


SfieHOWE 


J/o/z e   RICH 

CLEAR  •  MELLOW 
it  does  not  Blast 


BALL  BEARING 

in  the  base  21  East\&n  BurenSt.Chicagp-III. 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


THE  $1.00 
$1.00 


Retail 
Price 


CUTTER— HERE  IT  IS 

The  ALTO 


A  better  Fibre  Needle  Cutter  for 
less  money 

ALTO  MFG.  CO. 


Send  for  a  Sample  and 
Convince  Yourself 


3801  Rokeby  Street,   Chicago,  Illinois 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  145) 


plenish  through  manufacture  such  needs  as  the 
said  Waverly  Brown,  respondent,  and  Mrs.  Wav- 
erly  Brown,  respondent,  might  have  through 
answers  to  such  advertisements. 

Respondents  Were  Manufacturers 

4.  That  the  respondents,  Waverly  Brown 
and  John  T.  Conley,  from  March,  1919,  to  and 
until  the  month  of  August,  1919,  during  which 
period  they  were  engaged  in  the  manufacture  and 
sale  of  phonographs  in  the  manner  herein  de- 
scribed, were  not  engaged  in  the  storage  and 
warehouse  business,  but  were  regularly  en- 
gaged in  the  business  of  manufacturing  and  sell- 
ing phonographs  of  a  grade  and  quality  which 
were  manufactured  to  sell  at  resale  and  were 
customarily  sold  by  respondents  in  the  regular 
course  of  their  business  at  less  than  one-third  of 
the  resale  price  ($250)  at  which  such  phono- 
graphs were  listed  in  the  advertising  matter  of 
respondents;  that  the  phonographs  dealt  in  by 
such  respondents  in  the  period  hereinbefore 
mentioned  were  not  stored,  and  the  number  of 
phonographs  offered  for  sale  by  such  respond- 
ents' advertisements  were  not  limited,  as  adver- 
tised, but  were  taken  from  respondents'  regular 
stock,  which  respondents  were  replenishing  from 
time  to  time. 

5.  That  each  and  every  one,  of  the  trade 
names,  Illinois  Storage  Co.,  Chicago  Storage 
Co.  and  Chicago  Storage  Sales  Co.,  was  used 
by  the  respondents,  Waverly  Brown  and  John 
T.  Conley,  for  the  purpose  and  with  the  effect 
of  deceiving  purchasers  and  prospective  pur- 
chasers in  the  public  generally  into  believing 
that  such  respondents  were  conducting  the  busi- 
ness of  storing  household  goods  and  for  the  pur- 
pose and  with  the  effect  of  accomplishing  the 


"Does  It  Play  All  Records?" 

Certainly  MAGNOLA  does;  and  without  any  extra 
attachments,  too.  This  is  only  one  feature,  albeit  a 
most  important  one,  in  the  thoroughly  up-to-date  equip- 
ment of  the  MARVELOUS  MAGNOLA. 

MAGNOLA  "Built  by  Tone  Specialists" 


WatcKirjJ  tke  Music  Come  Out 


May  we  send  you  our  handsome  illustrated  catalog 
chock  full  of  information  concerning  the  wonderful 
construction  system  of  Magnola  and  the  beauties  of 
its  musical  results,  its  artistic  appearance  and  its 
moderate  price? 

Send  your  name  and  let  us  tell  you  morel 


MAGNOLA  TALKING  MACHINE  COMPANY 


OTTO  8CHULZ.  President 


General  Offices 
711   MILWAUKEE  AVENUE 
CHICAGO 


Southern  Wholesale  Braneh 
1530  CANDLER  BLDG. 
ATLANTA.  GA. 


deception  intended  by  the  use  of  the  false  and 
misleading  statements  mentioned  in  subdivision 
(b)  of  paragraph  2  hereof. 

6.  That  such  respondents,  Waverly  Brown 
and  John  T.  Conley,  used  the  name  of  Mrs.  Wav- 
erly Brown,  respondent,  with  her  consent,  and 
used  the  name  of  Waverly  Brown  in  advertise- 
ments offering  phonographs  for  sale  for  the 
purpose  and  with  the  effect  of  deceiving  the  pur- 
chasers and  prospective  purchasers  and  the  pub- 
lic generally  into  believing  that  such  purchasers 
and  prospective  purchasers  were  being  offered  a 
phonograph  of  standard  make  at  a  certain  resale 
price,  to  wit,  $250,  which  said  phonograph  had 
been  slightly  used,  when  in  truth  and  in  fact  the 
respondents  intended,  by  the  use  of  such  ad- 
vertisements, to  dispose  of  the  new  phonographs 
manufactured  by  them  under  the  name  of  the 
Tyrolia  Talking  Machine  Co. 

Conclusion 

The  practices  of  the  respondent  under  the 
conditions  and  circumstances  described  in  the 
foregoing  findings  are  unfair  methods  of  com- 
petition in  interstate  commerce  and  constitute 
a  violation  of  the  Act  of  Congress,  approved 
September  26,  1914,  entitled  "An  Act  to  Create 
a  Federal  Trade  Commission,  to  define  its  pow- 
ers and  duties  and  for  other  purposes." 

The  findings  bore  the  signature  of  Huston 
Thompson,  chairman. 

Upon  reporting  its  findings  in  the  case  the 
Commission  issued  the  following  restraining 
order  which,  it  is  believed,  will  prove  effective 
in  putting  a  stop  to  the  practices  complained  of 
and  in  discouraging  others  from  adopting  simi- 
lar methods: 

"This  proceeding  having  been  heard  by  the 
Federal  Trade  Commission  upon  the  complaint 
of  the  Commission,  the  testimony  and  evidence, 
and  the  Commission  having  made  its  findings  as 
to  the  facts  with  the  conclusion  that  the  re- 
spondents have  violated  the  provisions  of  Sec- 
tion 5  of  an  Act  of  Congress,  approved  Septem- 
ber 26,  1914,  entitled  'An  Act  to  Create  a 
Federal  Trade  Commission,  to  define  its  powers 
and  duties,  and  for  other  purposes;' 

The  Restraining  Order 

"It  is  now  ordered  that  the  respondents, 
Waverly  Brown,  Mrs.  Waverly  Brown  and  John 


T.  Conley,  do  cease  and  desist  from  selling  in 
interstate  commerce,  new  and  unused  phono- 
graphs, manufactured  by  them  or  any  of  them, 
or  dealt  in  by  them  or  by  any  of  them  as  a 
business,  by  means  of  advertising  matter,  cir- 
culated throughout  the  States  and  Territories 
of  the  United  States,  having  a  tendency  to  mis- 
lead the  public  into  believing  that  slightly  used 
phonographs  of  standard  make  of  highest  values 
are  being  offered  for  sale  by  private  owners  at 
abnormal  and  unusual  reductions  from  full 
standard  resale  prices,  when  in  truth  and  in 
fact  said  phonographs  are  new  and  unused  and 
are  manufactured  by  Waverly  Brown  and  John 
T.  Conley,  respondents,  to  sell  to  purchasers 
and  users  thereof  and  are  sold  by  such  respond- 
ents to  purchasers  and  users  thereof  for  less 
than  one-third  of  the  stamped  resale  price  at 
which  they  are  listed  in  the  catalogs  of  said 
respondents. 

"It  is  further  ordered  that  the  respondents, 
Waverly  Brown  and  John  T.  Conley,  do  cease 
and  desist  from  using  in  their  advertising  matter, 
circulated  throughout  the  States  and  Territories 
of  the  United  States,  and  in  the  sale  in  interstate 
commerce  of  phonographs,  any  of  the  following 
trade  names,  to  wit:  Illinois  Storage  Company, 
Chicago  Storage  Company,  Chicago  Storage 
Sales  Company,  or  any  other  trade  name  which 
might  have  a  tendency  to  lead  the  public  into 
believing  that  the  business  conducted  by  the 
said  Waverly  Brown  and  John  T.  Conley  is  that 
of  storing  household  goods. 

"It  is  further  ordered  that  the  said  Waverly 
Brown,  Mrs.  Waverly  Brown  and  John  T.  Con- 
ley shall  within  sixty  days  after  the  service  of 
a  copy  of  this  order  upon  them  file  with  the 
Commission  a  report  in  writing  stating  in  detail 
the  manner  in  which  this  order  has  been  com- 
plied with  and  conformed  to. 

"By  order  of  the  Commission, 

"(Signed)  J.  P.  Yoder,  Secretary." 

The  complaint  before  the  Federal  Trade  Com- 
mission was  filed  only  after  the  Bureau  had  en- 
deavored through  friendly  protests  to  have  the 
defendants  change  their  methods.  The  result 
of  the  case  is  to  be  regarded  as  a  distinct  vic- 
tory for  the  Bureau  in  its  fight  against  what  are 
considered  unfair  trade  methods. 


THE  FERRO  AUTOMATIC 
STOP  is  the  best,  most  accurate 
automatic  stop  on  the  market. 

Its  operation  is  positive.  There 
is  no  guesswork  about  its  stopping 
the  motor  at  the  right  moment, 
all  the  time. 

It  is  a  combination  automatic 
stop  and  hand  brake — will  work 
properly  either  way.  , 

Order  a  sample  NOW  L 

FERRO  PHONOGRAPH  PARTS  CO.  1455  W.  Congress  St.,  Chicago,  111. 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


There  is  a  certain  satisfaction  and  pride  in  the 
possession  of  the  best,  aside  from  its  intrinsic 
value.  The  difference  between  Van  Veen  equip- 
ment and  the  common-place  product  is  narrow 
when  measured  in  dollars,  but  is  broad  in  pains- 
taking effort  and  ultimate  result;  it  is  the  best 
and  within  your  reach. 


Plans  and  estimates  promptly  submitted. 


VanMlen 


OMPANY 


INC. 


12  YEARS  OF  STUDY  AND  EXPERIENCE  IN 
BUILDING  AND  PLANNING  MUSIC  STORES 


Hearing  Rgdms  ^om^I&cks*  Counters 


EXECUTIVE  OFFICE 
47-49  WEST  34th  STREET 
NEW  YORK  CITY 


SALES  OFFICE 
1711  CHESTNUT  STREET 
PHILADELPHIA 


ENTERPRISE  OF  CLEVELAND  DEALERS 

Unite  in  Preparing  for  Appearance  of  Chicago 
Grand  Opera  Co.  There  in  March— Lively 
Interest  Shown  in  Sales  Race — Shepherd's 
Educational  Work— Other  News  of  Interest 


Cleveland,  O.,  February  7.— Talking  machine 
jobbers  and  dealers  here  have  assisted  in  under- 
writing the  appearance  in  Cleveland,  March  14- 
17,  of  the  Chicago  Grand  Opera  Co.  In  order 
to  bring  the  event  to  this  city  promoters  had 
to  guarantee  $64,000.  When  the  situation  was 
presented  to  the  Cleveland  Talking  Machine 
Co.,  Victor  jobber,  the  plan  was  approved,  and 
this  firm,  with  the  Wolfe  Music  Co.,  the  Euclid 
Music  Co.,  the  May  Co.  talking  machine  de- 
partment, the  Buescher  Co.  and  M.  V.  De 
Foreest,  Sharon,  Pa.,  all  dealers,  also  agreed 
to  help  finance  the  move.  Considerable  advan- 
tage is  seen  by  the  trade  in  the  appearance  here 
of  the  company,  which  will  be  heard  at  the 
Hippodrome  Theatre,  because  Edward  John- 
son, Galli-Curci  and  Ruffo,  Victor  artists,  are 
among  those  to  be  seen  in  person  as  well  as 
heard.  Daily  newspaper  advertising  will  supple- 
ment the  activities  of  dealers  in  the  pushing  of 
record  sales  during  the  event. 

Keenest  interest  in  the  sales  race,  with  two 
trips  to  the  Victor  factory,  lasting  two  weeks, 
and  with  all  expenses  paid,  is  manifested  by 


WE  Will  Buy  for  Cash 
Job  Lots  of  Machines, 
Records,  Motors,  Tone 
Arms,  Parts,  and  Every- 
thing in  the  Talking  Ma- 
chine Line. 

Keen  Talking  Machine  Supply  Co. 

49  N.  10th  ST.,        PHILADELPHIA,  PA- 


sales  people  in  stores  in  and  out  of  Cleveland. 
The  event  is  being  conducted  by  the  Cleveland 
Talking  Machine  Co.  The  sales  aggregate  of 
the  individuals  in  the  race  for  January  has  been 
taken  as  the  basis  for  the  real  work  during 
February.  The  person  in  Cleveland  who  makes 
the  highest  percentage  gain  during  this  month 
over  January's  showing  will  be  declared  the 
winner  for  the  city,  and  the  same  applies  to 
the  individual  making  the  like  showing  out- 
side the  city.  The  event  is  being  conducted  by 
Miss  Grazella  Puliver,  publicity  manager  of  the 
Cleveland.  Many  girls  in  the  campaign  are 
eager  to  make  the  trip,  as  they  have  never  been 
away  from  home,  but  the  plan  also  has  the 
effect  of  not  only  increasing  sales  for  the 
dealers,  but  adds  to  the  development  of  the  in- 
dividual sales  worker  as  well.  Sales  to  be  con- 
sidered are  in  records,  needles,  books  and  other 
merchandise  other  than  machines. 

As  part  of  the  educational  work  for  the  people 
who  follow  the  higher  musical  events,  Arthur 
Shepherd,  assistant  conductor,  Cleveland  Sym- 
phony Orchestra,  lectured  at  Canton  February 
5,  using  Victor  machines,  records  and  orches- 
tral charts  to  explain  the  merits  and  qualities 
of  the  music  to  the  people  who  were  to  attend 
the  concert  by  the  orchestra  on  February  6. 

First-hand  impression  of  the  Isham-Jones  Or- 
chestra, exclusive  dance  record  maker  for  the 
Brunswick-Balke-Collender  Co.,  was  to  be  had 
by  the  people  of  Lima,  in  connection  with  a  big 
public  invitation  dinner  dance  held  under 
the  auspices  of  the  Maus  Piano  Co.  at  Elks'  Hall, 
in  that  city. 

Extension  of  Brunswick  operations  into  the 
southern  part  of  the  State  is  planned  by  A.  B. 
Williams,  of  Massillon,  and  G.  M.  Earle,  of 
New  Philadelphia,  both  Brunswick  dealers.  Mr. 
Williams'  interests  at  Massillon  have  been  taken 
over  by  O.  W.  Bammerlin.  Mr.  Williams  and 
'Mr.  Earle  will  open  an  exclusive  Brunswick 
establishment  at  Springfield  and  will  continue 
to  operate  the  Earle  establishment  at  New 
Philadelphia. 


EDISON  STILL  A  STUDENT  AT  74 

In  the  Book  Review  section  of  the  New  York 
Herald,  in  the  issue  of  Sunday,  February  6,  the 
life  of  Thomas  A.  Edison  and  some  of  his  re- 
markable habits  were  the  subject  of  an  article 
by  Thomas  Commerford  Martin,  illustrated  by 
intimate  sketches  by  Karl  Illava.  Mr.  Martin 
pointed  out  that  while  the  "Grand  Old  Man"  is 
now  at  the  seventy-fourth  milestone  he  is  a 
constant  student  and  works  in  a  library  which 
is  filled  with  books  recording  the  achievements 
of  others. 


EUROPEAN  TRADE 

I  am  to  make  an  extended  business  trip  in  Europe, 
leaving  in  April.  Will  visit  all  important  countries, 
with  the  possible  exception  of  Russia  and  the  Balkan 
States. 

Because  of  my  business  connection,  sales  and 
manufacturing  experience,  I  am  competent  to  handle 
any  special  trade  assignments  that  American  manu- 
facturers might  desire. 

Your  advantage  would  consist  in  a  considerable 
saving  in  expense  over  sending  a  man  across,  or  in 
the  closer  understanding  of  the  requirements  that 
could  be  given  me,  in  comparison  with  delegating  the 
work  to  a  foreign  representative. 

I  will  be  pleased  to  enter  into  preliminary  corre- 
spondence at  once  with  manufacturers  who  have  or 

desire  foreign  trade. 

I  am  in  position  to 
build  up  a  permanent 
connection  or  sales  or- 
ganization for  you,  if 
desired. 


Address 

EDMUND 
BRANDTS 

Ceiina,  Ohio 

Sec'y  &  Treas. 

Photo   inserted   to   identify   me  The  MersmanBros. 

with  business  acquaintances  who  n  j, 

may    more    readily    "place    me"  DrandtS  Company 

thereby. 


148 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


|  WORK  OF  THE  EDUCATIONAL  DEPARTMENT  | 

|  A  Section  of  The  World  Devoted  to  the  Admirable  Work  Being  Carried  on  by  1 
the  Various  Educational  Departments  Conducted  by 

Manufacturers,  Jobbers  and  Dealers  §§ 

iminmiHmHiiiiiiiniiiiimtiuiiimiiinimtHnmhiiuuuiiiiiiiiitiiiiiiiuiiiuiit^ 

accompaniment  records  for  singing  patriotic, 
sacred  and  old  familiar  songs,  which  means  that 
they  fit  in  with  all  the  classes  of  organizations 
mentioned  above.  They  aim,  in  practice,  to  take 
the  place  of  the  song  leader,  and  in  preparing 
this  collection  every  endeavor  has  been  made 
to  capitalize  the  knowledge  and  experience  ac- 
cumulated   by    song   leaders    during   the  war. 

Professor  Dykema  compiled  the  collection 
and  personally  supervised  the  making  of  all  the 
records.  He  is  recognized  as  one  of  the  fore- 
most song  leaders  in  America  and  as  a  pioneer 
in  the  movement  for  greater  participation  by 
all  the  people  in  the  producing  of  music.  Dur- 
ing the  war  he  left  his  post  with  the  university  - 
to  become  an  army  song  leader  and  director  of 
music  in  W  ashington  for  the  War  Camp  Com- 
munity Service. 

These  new  records  differ  from  the  ordinary 
run  of  dance  and  vocal  pieces  in  that  they  are 
recordings  of  a  special  sort  of  accompaniment, 
are  keyed  for  the  particular  purpose  for  which 
they  are  to  be  utilized,  and  contain  the  right 
rhythm  and  accelerations  which  crowd  singing 
demands.  Each  record  has  a  short  introduction 
which  leads  up  to  the  singing. 

The  •  full  list  -of  songs  is  included  in  a  col- 
lection entitled  "Twice  55  Community  Songs," 
published  by  C.  C.  Birchard  &  Co.  The  band 
accompaniment  recordings  have  four  selections 
on  each  record.  There  are  ten  records  in  all, 
and  their  keys,  tempo  and  arrangement  are  the 
same  as  those  adopted  by  the  Committee  of  the 
Music  Supervisors'  National  Conference.  The 
selections  include  patriotic  numbers,  songs  of 
the  home,  songs  of  love  and  friendship,  harmony 
or  part  songs,  songs  of  humor  and  hymns. 

*  *  * 

Vassar  College,  Poughkeepsie,  N.  Y.,  has  just 
purchased  for  its  new  Song  Appreciation  Course 
a  complete  working  library  of  songs  of  Victor 
Red  Seal  artists. 

♦  ♦  ♦ 

The  R.  Wurlitzer  Co.,  Cincinnati,  O.,  has  pub- 
lished a  very  inexpensive  but  compelling  book- 
let, "The  Victrola  in  the  Nursery,"  featuring  the 
M-IV  and  VI  Victrolas,  with  educational  rec- 
ords for  little  children.  This  booklet  is  an  en- 
velope "stuffer"  to  the  supplement  mailing  list, 
and  has  already  resulted  in  the  sale  of  many 
instruments.  Combined  with  the  new  book, 
"Music  Appropriate  for  Little  Children"  (Vic- 
tor Talking  Machine  Co.),  the  installation  of 
such  nursery  equipment  insures  a  love  for  music 
in  the  hearts  of  the  little  tots. 

The  Reincke-Ellis  Co.,  New  York  and  Chi- 
cago, sole  distributor  for  the  Binger  dealers' 
window  service,  has  devised  as  its  August  29th 


L.  YV.  Inman,  educational  director,  of  Sanger 
Bros.,  Dallas,  Texas,  has  devised  an  ingenious 
plan  for  country-wide  drives  among  the  dealers 
of  Texas  and  Oklahoma.  A  series  of  form- 
letters  with  definite  campaign  plans  are  sent  to 
all  dealers  conducting  educational  work.  Re- 
sults are  proving  beyond  Mr.  Inman's  most 
sanguine  expectations. 

♦  ♦ 

New  York  City  teachers  are  being  prepared 
to  teach  the  subject  of  music  appreciation  in 
the  schools  by  a  course  being  conducted  Tues- 
days and  Thursdays  at  4  p.  m.,  Washington 
Irving  High  School,  by  Edith  M.  Rhetts,  edu- 
cational staff,  Victor  Talking  Machine  Co.  Over 
1,100  teachers  have  enrolled  for  the  course 
which  lasts  six  weeks,  ending  in  March.  These 
lectures  are  under  the  supervision  of  F.  G.  Dun- 
ham, national  representative,  Victor  educational 
department,  and  are  being  given  with  the  full 
support  and  approval  of  George  H.  Gartlan 
Director  of  Music,  New  York  City  public 
schools. 

$    ♦  ♦ 

The  Cleveland  Talking  Machine  Co.,  Cleve- 
land, O.,  Miss  Grazella  Puliver,  educational  di- 
rector, is  constantly  making  things  move  in  its 
territory.  Miss  Pulliver's  scheme  of  the 
hanger  of  educational  numbers  most  in  demand 
has  proven  so  popular  as  to  solicit  response 
from  the  far-corners  of  San  Francisco  and  Port- 
land, Me. 

*    *  * 

Peter  W.  Dykema,  professor  of  music  at  the 
University  of  Wisconsin,  has  compiled  a  special 
collection  of  music,  which  has  recently  been  is- 
sued by  the  Educational  Department  of  the  Co- 
lumbia Graphophone  Co.  of  New  York  and 
which  is  regarded  as  an  entirely  new  species  of 
band  accompaniment  recordings. 

The  new  records  are  especially  designed  for 
use  in  homes,  schools,  clubs,  churches,  hotels 
and  wherever  people  dance  or  engage  in  group 
or  community  singing.  The  great  impetus  for 
community  singing  which  followed  as  an  after- 
math of  the  war  is  largely  responsible  for  this 
new  type  of  record.  During  the  war  there  were 
song  leaders  in  every  military  camp,  in  shipyards 
and  munition  works,  arsenals,  etc.,  and  it  was 
found  that  community  singing  could  accom- 
plish a  great  deal  in  so  far  as  increasing  morale 
and  effort  was  concerned.  Since  the  war  com- 
munity singing  has  been  utilized  to  a  very  large 
degree  by  industrial  organizations,  by  churches, 
by  civic  bodies,  by  schools,  by  clubs  and  by 
many  other  types  of  organization,  to  accom- 
plish the  same  results,  viz.,  increased  working 
effort  or  increased  morale  and  esprit  de  corps. 

The  new  Columbia  collection  is  a  set  of  band 


release  the  most  complete  school-room  display 
yet  conceived.  A  M-XXV  Victrola  is  featured 
with  blackboard,  desks,  etc. 

*  *  * 

The  Schmelzer  Co.,  Kansas  City,  Mo.,  has 
been  making  fast  progress  in  its  educational 
department  under  the  direction  of  David  Walsh, 
•formerly  of  the  educational  staff  of  the  Victor 
Co.  One  of,  the  treats  planned  by  the  Schmelzer 
Co.  for  dealers  this  year  is  the  coming  of  Prin- 
cess Watahwaso,  Indian  mezzo-soprano,  in 
school  concerts  for  April. 

*  *  * 

Collings  &  Co.,  Victor  jobbers,  Newark,  N.  J.. 
made  a  record  in  the  sale  of  Victor  XXVs  in  a 
recent  campaign  conducted  under  the.  direction 
of  the  Metropolitan  District  representation  of 
the  Victor  educational  department. 

*  *  * 

Miss  Lillian  Wood,  educational  director,  Mel- 
lor's,  Pittsburgh,  Pa.,  has  been  doing  splendid 
work  in  institutes  of  teachers  held  in  nearby 
counties. 

*  *  * 

Columbia  Graphophone  Co.'s  educational  de- 
partment will  remove  in  the.  near  future  to  the 
Gotham  National  Bank  Building,  Columbus 
Circle,  New  York  City. 

*  *  * 

Louis  Mohler,  author  of  "Music  Moods"  and 
formerly  a  teacher  in  the  New  York  City  school 
system,  is  now  a  member  of  the  educational 
staff,  Columbia  Graphophone  Co. 

*  *  * 

The  singing  of  Muratore  in  the  Chicago  Opera 
Co.  season,  New  York  City,  has  developed  an 
extraordinary  demand  for  his  Pathe  records. 


MOVES  OFFICES  TO  BOSTON 

Atlas  Sales  Corp.  Now  Located  at  10  High 
Street,  That  City 


The  Atlas  Sales  Corp.,  whose  executive  offices 
were  formerly  located  in  Richford,  Vt.,  has  an- 
nounced its  removal  to  10  High  street,  Boston. 

This  company  specializes  in  packing  cases  for 
talking  machine  manufacturers  and  is  sales 
agent  for  the  Nelson  &  Hall  Co.,  Richford 
Mfg.  Co.,  Blair  Veneer  Products  Co.  and  the 
Veneer  Products  Co. 


FANCY  DRESS  BALL  FOR  APRIL  2 

San  Francisco   Talking   Machine   Dealers  Set 
That  Date  for  Big  Celebration 


San  Francisco,  Cal.,  February  5.— "Billy"  Mor- 
ton, manager  of  the  Sherman,  Clay  &  Co.  talk- 
ing machine  department,  has  been  selected  by 
the  talking  machine  dealers  of  San  Francisco 
to  make  arrangements  for  a  fancy  dress  and 
mask  ball  at  the  St.  Francis  Hotel,  April  2. 
Complete  harmony  now  prevails  among  the 
local  dealers  and  methods  and  policies  of  ad- 
vertising are  slated  for  discussion  at  the  next 
meeting  of  the  association. 


SOUTHERN  DISTRIBUTORS 


PHONOGRAPHS 

and  RECORDS 


GRAY  &  DUDLEY  CO. 

Write  Today  for  Agency  Proposition 


NASHVILLE 


TENNESSEE 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


149 


Don'  t  make  your  phonograph  and  record  customers 
go  elsewhere  for  their  other  musical  requirements. 

It  means  extra  exertion  on  the  part  of  the  customer 
and  loss  of  profit  for  you. 

Open  up  a  musical  instrument  department.  It  will  be  a  source  of  extra 
profits  and  make  your  warerooms  headquarters  for  everything  musical. 

In  selecting  a  line  of  musical  merchandise  there  are 
two  important  things  to  consider. 

FIRST — The  quality  and  reputation  of  the  line. 

SECOND — The  experience  of  the  house  you  deal  with 
and  the  service  that  they  can  offer  you. 

The  House  of  Gretsch  is  known  from  coast  to  coast.  The  line  is  complete. 
We  can  serve  you  with  the  best  in  every  instrument  made  and  our  success 
has  been  built  upon  the  service  and  co-operation  we  have  always  extended 
to  our  dealers. 

Write  us  for  our  advice  and  general  information 
regarding  the  installation  of  a  money-making  musical 
merchandise  department. 

We  have  special  assortments  running  from  $500  to  $1,000  and  up.  Each 
assortment  will  give  you  a  complete  line  of  musical  merchandise. 


THE  FRED.  GRETSCH  MFG.  CO. 

MUSICAL  INSTRUMENT  MAKERS 
Since  1883 

54-82  BROADWAY  BROOKLYN,  N.  Y. 


150 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


NICE  NEWS 


SPECIAL  BULLETIN 


THE    COMING    WALTZ    HIT    OF    THE  COUNTRY 

ROMANCE 

* 

THE  NEW  MELODY  FOX-TROT 

SWEET  LAVENDER 

*I  For  these  numbers  we  have  just  contracted  for  daily 
newspaper  advertising  in  1  25  principal  cities. 

^  The  follow-up  will  cover  every  section  of  the 
country. 

^  The  professional  and  orchestral  work  will  be  char- 
acterized  by  that  thoroughness  and  stick-to-it-iveness 
that  has  given  B.  D.  NICE  its  wonderful  reputation. 


t|  We  made  this  number  one 
of  the  biggest  Oriental 
sellers.  A  standard 
selection. 


TENTS  OF  ARABS 


ALL  LEE  DAVID  NUMBERS 


C]fThe  most  persistent  hit 
ever  released.  Steadily 
increasing  in  popularity 
and  demand. 


WOND'RING 


Mal^e  Immediate  Inquiry 


B.  D.  NICE  &  CO.,  Inc.,  Music  Publishers 


1544  Broadway 


New  York  City 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


151 


L&\NI»WOKl[yMUSI 


MELODY  SONG"  SEEMS  TO  HAVE  CAUGHT  PUBLIC  FAVOR 


So-called  Successor  of  Jazz  Is  Making  Excellent  Progress  With  the  Trade  and  Public- 

and  Quality  of  Songs  Show  Steady  Improvement 


-Standard 


Popular  songs,  as  recognized  by  the  majority 
of  those  in  the  trade,  run  in  cycles.  At  least, 
so  say  the  song  writers  and  publishers.  We 
have  our  one-steps,  fox-trots,  jazz,  Hawaiian  and 
other  such  works,  all  of  which  have  their  spells 
of  popularity.  Some  of  them  have  periods  of 
revival,  but  in  every  season  there  is  a  type  of 
number  that  appears  to  stand  out  prominently. 

Following  the  war  we  had  jazz  and  more  jazz, 
until  we  were  surfeited  with  jazz,  so  much  so 
that  there  were  even  organizations  which  took 
up  the  cudgels  to  eliminate  it  altogether,  but,  like 
all  other  kinds  of  songs  that  have  won  their 
popularity,  they  must  have  their  day,  and  all 
the  propaganda  to  destroy  them  had  little  or  no 
effect. 

Now,  however,  it  would  appear  that  jazz  has 
really  passed  into  oblivion.  All  indications  have 
pointed  in  that  direction  for  some  months,  and 
there  has  arisen  to  take  its  place  the  "melody 
song,"  and,  after  all,  there  is  only  one  method 
of  eliminating  any  type  of  number,  and  that  is 
to  produce  a  successor. 

With  the  "melody  song"  we  have  a  distinctive 
style  of  song  which  appears  to  please  the  most 
fastidious  music  lover,  a  work  whose  popularity 
does  not  quickly  wane,  but,  once  acknowledged, 
is  with  us  for  a  period  of  several  months.  This 
was  never  true  of  "jazzy"  numbers,  whose  popu- 


larity was  short-lived,  and  with  the  entry  of  this 
new  type  the  dealer  in  sheet  music,  records  and 
player  rolls  can  stock  goods  with  a  better  knowl- 
edge of  their  salability. 

That  the  "melody  song"  is  an  improvement 
over  the  compositions  that  have  won  great 
popularity  during  the  past  two  seasons  is  some- 
thing that  cannot  be  very  well  disputed.  In 
fact,  all  sides  acknowledge  its  power  to  win 
adherents. 

The  song  writer,  too,  feels  better  about  this 
new  situation  inasmuch  as,  once  his  work  attains 
a  measure  of  success,  he  is  assured  of  a  sale 
and,  of  course,  royalties,  for  a  period  of  several 
months,  whereas  in  writing  the  jazz  sort  of 
work,  or  even  any  ordinary  novelty,  he  had  no 
such  assurance. 

From  a  business  standpoint  all  interests  con- 
nected with  songs  are  in  a  much  better  position 
to-day  than  in  some  seasons  past,  and  the 
average  music  lover,  too,  is  better  pleased. 

The  "melody  song"  will  be  with  us  for  some 
time,  and  now  that  everyone  recognizes  such 
numbers  as  an  improvement  over  songs  that  had 
great  popularity  in  late  seasons,  it  is  a  prevalent 
hope  that  there  will  be  no  return  of  jazz  and 
there  are  some  indications  that  we  are  to  even 
have  further  improvements  in  coming  songs  in 
a  quality  way. 


"AVALON"  CASE  HEARD  IN  COURT 


Judge  Hand,  in  U.  S.  Court,  on  Complaint 
Brought  by  Ricordi  &  Co.,  Issues  Temporary 
Injunction  Against  Jerome  H.  Remick  &  Co. 


The  United  States  District  Court  room  in  the 
Federal  Building,  New  York,  where  Judge  Au- 
gustus N.  Hand  presides,  took  on  the  appear- 
ance of  a  lively  music  store  recently  during 
the  trial  of  the  action  brought  by  G.  Ricordi  & 
Co.  against  Jerome  H.  Remick  &  Co.,  to  restrain 
the  latter  from  continuing  the  publishing  and 
sale  of  the  song  "Avalon,"'  claiming  that  the 
music  of  the  popular  song  is  the  same  as  that 
of  the  aria  in  the  opera  "La  Tosca,"  for  which 
Ricordi  &  Co.  hold  the  copyright.  In  order  to 
enable  the  court  to  judge  the  similarity  of  the 
music  a  piano,  a  violin,  a  trumpet  and  a  talking 
machine  were  called  upon  to  play  in  turn  the 
popular  song  and  grand  opera  aria. 

After  hearing  both  sides  of  the  case  Judge 
Hand  granted  a  temporary  injunction  against 
Remick  &  Co.,  with  the  proviso  that  Ricordi  & 
Co.  furnish  a  bond  of  $25,000  as  a  guarantee  that 


the  litigation  would  be  carried  through.  He  also 
agreed  to  suspend  the  temporary  injunction 
against  Remick  &  Co.  provided  that  company 
put  up  a  bond  of  a  similar  amount  to  cover 
possible  damages  should  the  suit  be  decided 
against  them. 


An  Immediate  Coast 
to  Coast  Sensation 


Played,  Sung  and 
Featured  Everywhere 


Published  by 


Sam  Fox  Pub.  Co. 

Cleveland  and  New  York 


PADEREWSKI  COMING  TO  AMERICA 


Famous  Artist  and  Former  Premier  of  Poland 
Resigns  as  Member  of  Peace  Delegation 


nation  to  the  League  of  Nations  organization. 

Speaking  of  reports  that  he  might  resume  his 
public  appearances  on  the  concert  stage,  the 
famous  pianist  declared  he  would  never  play 
in  concert  again,  although  he  had  received  many 
excellent  offers  from  America.  His  American 
trip  would  be  undertaken  about  the  end  of 
February,  he  said,  and  he  would  first  visit  Cali 
fornia,  where  he  has  many  friends. 


PIONEERS  HONOR  EDISON 


According  to  a  press  dispatch  from  Morges, 
Switzerland,  under  date  of  January  29,  former 
Premier  Paderewski  of  Poland  announced  that 
he  had  resigned  as  a  member  of  the  Polish 
peace  delegation,  but  declared  the  report  of  his 
resignation  as  Polish  delegate  to  the  League 
of  Nations  was  incorrect.  Paderewski  said  he 
wished  to  be  relieved  of  part  of  his  work  be- 
cause of  his  indifferent  health.  His  coming  trip 
to  America,  he  said,  would  be  of  a  private 
nature  and  purely  for  rest,  and  he  expected  to 
return  to  Switzerland  in  September  to  resume 
his  functions  as   representative  of  the  Polish 


Celebration  of  Seventy-fourth  Birthday  of  Great 
Inventor  Was  Held  at  His  Home 


The  Edison  Pioneers,  an  organization  of  as- 
sociates of  Thomas  A.  Edison  between  1870  and 
1885,  made  great  preparations  to  observe  the 
seventy-fourth  anniversary  of  the  birth  of  Mr. 
Edison,  which  occurred  on  February  11.  The 
Pioneers  held  their  annual  meeting  in  Mr. 
Edison's  home,  Llewellyn  Park,  West  Orange, 
N.  J.,  and  a  dinner  was  served,  at  which  Mrs. 
Edison  was  hostess. 


The  Most  Original  Novelty  Lyric  and  Melody  of  Many  Seasons 
YOU'LL  SAY  SO  WHEN  YOU  HEAR  IT: 

SCANDINAVIA 

(SING  DOSE  SONG  AND  MAKE  DOSE  MUSIC) 

By   RAY  PERKINS 
Be  Sure  to  have  a  good  supply  of  Records,  Player  Rolls  and  Sheet  Music  on  hand. 

STARK  &  COWAN,  Music  Publishers,  Inc.,  234  W.  46th  St.,  N.Y.  C. 


152 


THE   TALKING   MACHINE  WORLD 


February  15,  1921 


DEALER* 


and 


RECORDS 

mm  nm 


Biggest  selling  Record  and  Roll 
successes.  The  most  played 
numbers  in  the  country.  Every 
dealer  should  get  in  quick. 


"CARESSES" 

The  sensational  society  fox-trot  of  America 

"PALESTEENA" 

The  tremendous  big  musical  comedy  fox- trot  song  hit 

"LOVE,  HONOR  and  0-BABY" 

The  prevailing  comedy  song 

"LOVEBIRD" 

An  overnight  fox-trot  success — and  an  acknowledged  hit 

"ROYAL  GARDEN  BLUES" 

Chicago's  big  "Blue"  hit 

"YOKOHAMA  LULLABY" 

Breezy  Jap-a-nee-zee  fox-trot  novelty 


ALL  FROM  THE  GREAT  MUSIC  HOUSE  of 

HAPIRO  BERNSTEIN  &$> 

BROADWAY  AT  47th  fi-  .  NEW  YORK 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


153 


Xjou  hwr  them 
J  Cx)eruwA  ere  ! 

"SIREN 
SOUTHERN 


SEA 


f  f 


GDeW  FOr-TROT  S0N6 
BY  THE n  WRITER  OF 

"hindu/t^n" 


LEARNING 

SOPHIE  Tl 

VERYI 

Ttynjdorjf 


SOPHIE  TUCKERS 

VCRYIOWN 

fketior 


STOCKING  POPULAR  SHEET  MUSIC 

Plan  by  Which  the  Hits  Can  Be  Handled  With- 
out Big  Outlay  of  Capital 


In  this  department  of  the  January  issue  a  plan 
was  outlined  of  a  system  of  stocking  the  active 
sellers  in  popular  music  without  carrying  large 
quantities  of  goods.  The  method  suggested  was 
one  so  often  found  in  song  shops  where  a  self- 
service  rack,  carrying  from  twenty  to  sixty  num- 
bers and  occupying  little  wall  space,  is  invariably 
used.  By  this  method  it  was  shown  that  deal- 
ers could  carry  "fast  sellers"  without  either  in- 
volving themselves  in  heavy  investments  or  in 
adding  to  the  details  of  their  business.  The 
method  being  so  simple,  the  stock  being  so 
easily  watched  and  kept,  the  numbers  selected 
being  those  that  are  current  record  hits,  there 
is  little  or  no  business  judgment  involved. 

Supplementing  the  suggestion  in  the  article 
mentioned,  we  are  herewith  reproducing  a  "re- 
volving hexagonal  floor  roller  music  displayer," 
manufactured  by  the  Universal  Fixture  Corp., 
whose  offices  are  located  at  135  West  Twenty- 
third  street.  New  York  City.  Here,  also,  is  a 
method  of  carrying  the  popular  hits  and,  if  de- 
sired, other  works,  without  requiring  large  quan- 


Universal  Fixture  for  Displaying 

tities  of  stock.  The  fixture  has  a  height  of  six 
feet,  a  base  diameter  of  twenty-two  inches,  has 
forty-eight  pockets,  eight  to  a  side,  and  will 
hold  a  total  of  720  sheets  of  music,  or  fifteen  in 
each  pocket. 

A  rack  of  this  kind,  for  those  who  wish  to 
supply  the  wants  of  their  trade  in  sheet  music, 
proves  an  attractive  piece  of  store  furniture  and 
at  the  same  time  does  much  to  create  sales. 

To  the  talking  machine  dealer  who  wishes  to 
try  out  such  a  plan  the  best  method  of  arrang- 
ing for  stock  would  be  through  a  central  jobbing 
organization.  In  that  manner  he  would  be  able 
to  obtain  the  hits  of  twenty  or  thirty  publishers 
from  one  source  and  in  limited  quantities. 

While  it  is  the  custom,  under  the  rules  of  the 
Music  Publishers'  Protective  Association,  to  dis- 
courage the  return  of  goods,  any  jobber  would 
be  willing  to  assist  in  the  selection  of  active 
sellers  in  a  manner  that  would  eliminate  any 
necessity  for  returns.  In  New  York  City  there 
are  two  such  distributors,  the  Crown  Music  Co. 
{Continued  on  page  154) 


ARTo  RECORDS 


The  ARTo  girl  with  dainty  dangling  feet, 
Silken-clad  ankles,  youthful  and  neat. 
Smilingly  sits  and  sings  and  swings. 
While  to  her  ARTo  Roll  and  R-cord  clings. 


85c.  ARTo  Phonograph  Records  85c. 


THE  LATEST  DANCE  AND  SONG  HITS 

FOR    MARCH.  1921 

(Mazie.    Fox-trot.     Choruses  Sung  by  Arthur  Hall, 
9047  J  Selvin's  Novelty  Orchestra 

(  Love  Bird.    Fox-trot  ARTo  Dance  Orchestra 

/■Make   Believe.     Fox-trot.    'Chorus  Sung  by  Arthur 
J     Hall  Moulin  Rouge  Orchestra 


9048  ]  I  Lost  My  Heart  to  You.  Fox-trot, 

L  Selvin's  Novelty  Orchestra 

('Home  Again  Blues.    Fox-trot  Merry  Melody  Men 

Look  for  the  Silver  Lining.     Introducing:  "Whip- 
Poor-Will"  from  "Sally."    Medley  fox-trot, 
L  Merry  Melody  Men 

(  Over  the  Hill.    Baritone  Solo  Ernest  Hare 

905CK  Answer,  Saying  That  You   Love   Me.     Tenor  Solo, 
(.  Billy  Jones 


9046" 


3054 


3055 


(The  Rose  I  Call  Sweetheart.    Tenor  Solo, 
j                                                        Charles  Harrison 
}  I  Used  to  Love  You,  But  It's  All  Over  Now.  Tenor 
L    Solo  Arthur  Hall 

I  Danny  Deever.    Baritone  Solo  Herbert  Palmer 

'  iOh,  Dry  Those  Tears.    Tenor  Solo  Walter  Barnby 

/A  Dream.    Tenor  Solo  Walter  Barnby 

\Sing  Me  to  Sleep.  Soprano  Solo.. Nevada  Vanderveer 
("Nearer,  My  God.  to  Thee.  Male  Voices. Shannon  Four 

3056a  Onward,   Christian  Soldiers.     Male  Voices, 

(  Shannon  Four 

NEGRO  SONG  AND  DANCE  RECORD 

{The   Jazz   Me    Blues.     Vocal   Blues.     Accomp.  by 
Harris'  Blues  and  Jazz  Seven  Lucille  Hegamln 
Everybody's    Blues.     Fox-trot.     Choruses   Sung  by 
Lucille  Hegamin  Harris'  Blues  and  Jazz  Seven 

{Baltimore  Centennial  March  .ARTo  Military  Band 
Second    Regiment  Connecticut  March, 
ARTo  Military  Band 

/  Humoresque.     Violin  Solo  E.   B.  Thlele 

30,5  \Traumerei.    Violin  Solo  B.  B.  Thiele 

Ask  for  the  complete  Catalog  of  AR  To  Records 


ARTo  Word  Rolls  $1.00 
VOCo  Word  Rolls  85c. 


FOR    MARCH.  1921 

1346  Answer,  Saying  That  You  Love  Me.  Fox-trot. 

1354  Dearest  One.    Waltz  Song. 

1343  Do  You  Ever  Think  of  Me?  Fox-trot. 

1355  Dolly.  I  Love  You.  Fox-trot. 

1356  Dreamy  Hawaii.    Waltz  Song. 

1352  Everybody   Knows.     Waltz  Song. 

1345  Happiness,   I    Find   My   Happiness,   Dear,  With 
You.  Fox-trot. 

1341  Home  Again  Blues.  Fox-trot. 
1337  Humming.  Fox-trot. 

1350  Little  Tin  Soldier,  or  the  Little  Rag  Doll,  The. 

Fox- trot. 

1344  Love  in  Lilac  Time.    Waltz  Song. 
1340  Make  Believe.  Fox-trot. 

1342  Mazie.  Fox-trot. 

1351  My  Mother's  Evening  Prayer.    Waltz  Song. 
1349  No  Wonder  I'm  Blue.  Fox-trot. 

1333  Over  the   Hill.  Ballad. 
1348  Two  Sweet   Lips.  Fox-trot 
1339  Underneath  Hawaiian  Skies.  Fox-trot. 
1336  When  the  Autumn  Leaves  Begin  to  Fall.  Waltz 
Song 

1335  Would   You?     I'll  Say  You  Would.  Fox-trot. 

1347  Wyoming.    Waltz  Song. 

1353  Yan-Kee.  Fox-trot 

The  above  Songs  without  words  can  be  had  in  the 
ARTo    POPULAR    Rolls,    which    retail    at  70c. 

THE  ARTo  Co. 

STANDARD  MUSIC  ROLL  CO. 

Factories,  Orange,  N.  J. 
New  York  Offices,  1604  Broadway 

OUR  PRINCIPAL  JOBBERS  ARE : 
CROWN  MUSIC  CO.,  New  York  City. 
PLAZA  MUSIC  CO..  New  York  City. 
FULTON  TALKING  MACHINE  CO..  New  York  City. 
GRIMLER  SALES  CO..  New  York  City. 
ARTo  RECORD  SALES  CO.,  Brooklyn.  N.  Y. 
WILLIAM  H.  FERRIS  CO..  INC..  Brooklyn.  N.  Y. 
THE  MORRIS  MUSIC  PUBLISHING  CO.,   Philadelphia.  Pa. 
CONSOLIDATED  TALKING   MACHINE  CO.,  Chicago,  III. 


154 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


EUGEME aBd  WILLIE  HOWARD!  TERRIFIC  HIT '"THE  PASSING  SHOW'f  1921 
fflkmrittir  Itii  II  imifi  ■■  i  ti  f  i#irf 


INDERNEATH  HAWAIIAN  SKIES 


wnemost  Deaumui  rox-irot  raeiocr^ 
in.  years     "Published by  leo. feist  inc 

  /  FEIST  BLDG. 

r.-jytft^j^SSr  "  NEW  YORK-/ 


NEW  YORK.- 


■y. 


STOCKING  POPULAR  SHEET  MUSIC 

(Continued  from  page  153) 

and  the  Plaza  Music  Co.  In  Chicago  there  are 
also  two,  the  McKinley  Music  Co.  and  F.  J.  A. 
Forster.  In  Kansas  City,  the  J.  W.  Jenkins' 
Sons  Music  Co.,  and  in  San  Francisco,  Sherman, 
Clay  &  Co.,  make  it  possible  to  have  accessible 
business  arrangements  with  sheet  music  jobbers 
from  central  locations. 


JAZZ  ARTIST  FOR  ARTO  RECORDS 


ADDS  TO  ACCESSORY  LIST 


PAY  DESERVED  TRIBUTE 


Newspaper  Article  Discusses  Phenomenal  Suc- 
cess Attained  by  Mrs.  I.  V.  Brewster — Capable 
Manager  of  Sonora  Fifth  Avenue  Salons  Is 
Well  Known  in  Trade 


In  one  of  last  Sunday's  newspapers  there  ap- 
peared a  two-page  symposium  giving  a  series 
of  brief  articles  relative  to  the  important  posi- 
tions held  by  women  in  the  business  world 
These  articles  included  practically  every  phase 
of  commercial  life  and  one  of  the  most  inter- 
esting in  the  series  gave  an  account  of  the  phe- 
nomenal rise  of  Mrs.  I.  V.  Brewster,  manager  of 
the  handsome  Sonora  Fifth  avenue  salons  at  660 
Fifth  avenue.  New  York. 

This  article,  which  constituted  a  well-deserved 
tribute  to  Mrs.  Brewster's  exceptional  sales 
ability,  read  as  follows: 

"Four  years  ago  Mrs.  I.  V.  Brewster  took  a 
position  with  a  talking  machine  company  as  a 
sales  clerk  at  $12  a  week.  Last  year  her  income 
reached  the  $10,000  mark  and  this  year  she  ex- 
pects a  considerably  larger  amount.  Personality 
and  service  account  for  her  achievement. 

"In  addition  to  the  importance  she  attaches  to 
a  pleasing  personality  Mrs.  Brewster  stresses 
the  idea  of  service  not  only  by  giving  it  herself, 
but  by  instilling  the  thought  in  her  sales  force, 
for  she  is  now  the  manager,  with  a  very  unusual 
personnel,  selected  primarily  because  of  indi- 
vidual intelligence  and  culture.  She  picks  girls 
of  good  home  training  for  her  staff. 

"That  any  success  worth  having  is  based  on 
service  Mrs.  Brewster  firmly  believes.  She  also  is 
of  the  opinion  that  the  maximum  of  service  can 
only  be  attained  by  a  sales  force  thoroughly 
imbued  with  this  fundamental  principle. 

"In  measuring  up  a  woman's  financial  success 
in  the  business  world  it  is  quite  necessary  to 
take  into  account  the  why  and  the  how  of  it. 
Not  many  men  are  handing  out  salaries  in  five 
figures  to  executives  unless  they  are  worth  it, 
and  when  it  is  known  that  Mrs.  Brewster  had 
sales  amounting  to  $300,000  on  the  books  at  the 
close  of  1920  it  can  readily  be  seen  there  is 
no  discrepancy  between  her  munificent  salary 
and  her  value  to  her  company." 


The  Baltimore  headquarters  of  the  Columbia 
Co.  is  now  the  proud  possessor  of  a  handsome 
clock  which  was  won  by  that  organization  in 
the  sales  contest  conducted  last  year. 


Lucille  Hagamin  to  Make  Arto  Records  Ex- 
clusively— Price  Reduced  to  Eighty-five  Cents 


L.  A.  Schwarz  Now  Handles  Valances,  Victro- 
lene  Polish  and  Other  Specialties 


The  Arto  Co.,  Inc.,  Orange,  X.  J.,  manu- 
facturer of  Arto  records,  has  just  closed  nego- 
tiations with  Lucille  Hagamin,  the  well-known 
colored  singer  and  exponent  of  modern  jazz,  to 
sing  exclusively  for  Arto  records.  Miss  Haga- 
min will  be  accompanied  by  the  "Harris'  Blues 


Miss  Hagamin,  Harris  Blues  and  Jazz  Seven 

and  Jazz  Seven."  In  the  March  list  of  Arto 
records  there  are  two  numbers  both  of  which 
are  renditions  by  this  artist.  They  are  "The 
Jazz-Me  Blues"  and  "Everybody's  Blues."  The 
Arto  Co.  has  issued  a  special  hanger  for  the 
trade  in  which  are  featured  these  two  new  offer- 
ings and  an  advertising  campaign  is  under  way. 

The  Arto  Co.  has  also  announced  that,  com- 
mencing February  1,  Arto  double-faced  records 
have  been  reduced  to  eighty-five  cents  retail. 


L.  A.  Schwarz,  New  York,  manufacturers'  rep- 
resentative, recently  completed  a  trip  through 
New  England  in  the  interests  of  the  various 
well-known  accessories  on  his  list.  He  has  re- 
cently added  several  new  lines,  among  them 
being  Kichler  valances,  Victrolene  polish  and 
the  Portable  Phonograph  Light. 
This  list  .has  grown  to  such  pro- 
portions that  he  is  now  represent- 
ing fifty  different  accessory  manu- 
facturers 

The  valances,   foi    the  windows 
of    talking    machine    stores,  are 
made  by  L    A.  Kichler,  of  Cleve- 
land, and  have  been  placed  on  dis- 
play at  the  office  of  Mr.  Schwarz 
in  New  York  City.  These  valances 
prove  a  forward  step  in  the  treat- 
ment of  the  dealer's  window  and 
enable  him  to  secure,  at  a  reason- 
able  cost,    valances    featuring  the 
line  of  talking  machines  which  he 
may  carry.    These  valances  come 
in   various   widths   and  are  being 
prepared  for  all  makes  of  machines. 
They  will  also  be  made  on  special  order.  Mr. 
Schwarz  has  lately  broadened  his  activities  to 
include  player-piano  accessories,   among  them 
being  ■  Lansing  benches  and   Kleernote  player 
pumps     Mr.  Schwarz  left  the  early  part  of  the 
week  for  an  extended  trip  through  the  South 
and  West.    He  planned  to  take  in  the  principal 
centers  of  business  during  the  course  of  his  trip 
and  expects  to  make  a  good  showing  for  his 
newly  added  specialties. 


$10,000  A  YEAR 

Not  One  Penny  Investment 


SELLING  THE 


The  Only 
Life-Time- 
Guaranteed- 
Phonograph 


08E6.  M.S. 


PAX  ©ffoce 


No  Collecting 
|   No  Repairing 
No  Delivery 
No  Risk 


Write    for  Particulars 


LYDIFONE  CO.— DEUTSCH  BROS.,  Sole  Distributors 
2265    THIRD    AVENUE,     NEW  YORK 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


155 


THE  SILENT  SALESMAN 


Increase  your  sales  and  cut  out  your  overhead 

Make  every  bit  of  your  store  produce  business 

The  day  of  "allotment"  has  passed.  The  problem 
now  is  to  sell  records  and  dispose  of  slow-moving 
numbers.  Dealers  who  find  they  have  on  hand  a  slow- 
moving  stock  of  records  will  find  UNIVERSAL 
DISPLAYORS  the  means  of  boosting  sales  of  all 
numbers  of  this  kind.  Every  title  is  visible  at  a 
glance.  Records  can  be  removed  and  replaced  in 
an  instant. 

UNIVERSAL  DISPLAYORS  SUBSTITUTE 
SIGHT  FOR  SEARCH. 

Secure  your  displayors  at  once.    Your  jobber  handles  them. 


BETTER  HAVE  SOME  OF  THESE 
SALESMEN  WORKING  FOR  YOU 


No.  567 


No.  513 


We  manufacture  over 
fifty  different  models  for 
the  display  of  records, 
music  rolls  and  sheet 
music.  Send  for  our  com- 
plete catalogue.  Your  job- 
ber who  handles  our  line 
will  be  more  than  pleased 
to  send  you  a  copy. 


tzt 


No.  563 


No.  566 


No.  568 


Umuergal  Jfixture  Corporation  1 


33  WEST  23rd  STREET 
NEW  YORK,  N.  Y. 


156 


THE   TALKING   MACHINE  WORLD 


February  15,  1921 


Bee||||croft 
Delivery  Envelopes 

Art  Series 
New  Designs 

NEW  LIST  OF  RECORDS 

\  / 
Every  SO  Days 


A  Selected  List  of  Victor  Records  ._ 

We  Will  Gladly  Play 

U>  "i  I'M  -1  |,„  Vnu 

Very  attractive  proposition 
to  Jobbers 

Write  for  trial  shipment 

CLEMENT  BEECROFT 

5546  North  5th  Street 
PHILADELPHIA 

G.  A.  VALENTINE'S  INVENTION 


Introduces  the  Valens  Talking  Machine,  Contain- 
ing New  Principles  of  Reproducing  Sound 


The  Valens  Co.  has  recently  been  formed  in 
Yonkers,  N.  Y.,  for  the  purpose  of  manufactur- 
ing a  talking  machine  bearing  that  name.  G.  A. 
Valentine  is  president;  Phillip  Loff,  vice-presi- 
dent; R.  E.  Belknap,  secretary  and  treasurer, 
and  William  D.  Mitchell,  factory  superintendent. 
This  machine  is  a  combination  of  wood  and 
metal  with  resonators  and  embodies  entirely 
new  principles  of  reproducing  sound.  The  com- 
pany has  established  a  fully  equipped  factory 
in  Yonkers,  where  this  machine  is  to  be  manu- 
factured. G.  A.  Valentine  is  the  inventor  of 
this  new  instrument  and  states  that  it  is  the  re- 
sult of  many  years  of  research  and  study. 


R.  R.  Karch,  assistant  secretary  of  Thos.  A. 
Ed'son,  Inc.,  was  a  recent  visitor  to  the  R.  S. 
Williams  &  Sons  Co.,  Ltd.,  Toronto  head- 
quarters. 


TRADE  HAPPENINGS  IN  PORTLAND 

Remick  Expansion — Recent  Aeolian  Visitors — 
Fred  Graves  With  Reed,  French  Co. — New 
Sonora  Agencies — Compliment  Stradivara 


Portland,  Ore.,  February  5— Jerome  H.  Remick, 
president'  and  owner  of-  the  nationally  known 
music-publishing  house  and  Columbia  dealer, 
spent  several  days  in  Portland  recently.  "I  can 
truthfully  say  that  Portland  is  one  of  the  best 
•music  cities  in  the  country,"  said  Mr.  Remick, 
following  a  conference  with  Taylor  C.  White, 
manager  of  the  Portland  Remick  Song  Shop. 
"Some  of  the  songs  which  became  the  rage  in 
the  East  first  'took',  in  Portland  before  they 
became  really  popular  east  of  Chicago."  Be- 
cause of  the  growth  of  the  Portland  branch, 
plans  for  the  enlargement  of  the  local  store 
are  now  under  way. 

Mr.  White  announced  that  the  enlargement 
and  alterations  contemplated  were  for  the  pur- 
pose of  taking  care  of  increased  talking-machine 
business.  It  is  contemplated  cutting  a  large 
stairway  to  the  basement  of  the  building,  where 
three  demonstration  rooms,  twelve  feet  by 
twelve  feet,  will  be  installed.  The  plan  is 
not  only  to  get  more  room  to  care  for  the  busi- 
ness, but  to  place  the  demonstration  rooms 
away  from  the  piano,  which  is  used  to  demon- 
strate the  sheet  music.  These  rooms  will  be 
handsomely  furnished  and  will  be  equipped  w.th 
special  lighting  facilities  and  with  the  most 
modern  method  of  ventilation.  The  alterations 
will  be  completed  by  the  first  of  March,  it  is 
expected^ 

Mr.  White  has  secured  the  services  of  Miss 
May  Rice,  whom  he  has  placed  in  charge  of  the 
talking  machine  department  and  states  that  she 
is  more  than  coming  up  to  expectations  as  a 
manager  and  saleswoman. 

John  H.  Matney,  who  for  several  years  had 
charge  of  the  Reed,  French  talking  machine 
department,  has  accepted  a  position  in  the  same 
capacity  with  the  Edwards  Furniture  Co. 

En  route  from  the  East  to  attend  the  na- 
tional convention  at  San  Francisco,  150  members 
of  the  American  Wood  Preservers'  Association, 
the  National  Tie  Producers'  Association  and 
the  Mountain  States  Lumber  Dealers'  Associa- 
tion stopped  off  in  Portland  for  a  couple  ot 
days  to  visit  the  various  lumber  and  forest 
products  industries  of  Portland  and  vicinity. 
Through  F.  N.  Clark,  of  the  Stradivara  Phono- 
graph Co.,  a  machine  built  by  the  Portland  con- 
cern was  placed  in  the  observation  car  and 
furnished  music  for  the  men  and  their  wives  on 
their  trip  from  here  to  San  Francisco. 

D.  C.  Peyton,  in  charge  of  the  talking  ma- 
chine department  of  the  Meier  &  Frank  Co., 
reports  business  in  good  shape  both  in  machines 
and  records.  M.  M.  Hull,  Western  representa- 
tive of  the  Aeolian  Co.,  of  San  Francisco,  and 
Leo  Shatney,  his  traveling  representative  for  the 
Pacific  Northwest,  called  on  Mr.  Peyton  this 
week. 

Frank  M.  Case,  manager  of  the  Portland 
Wiley  B.  Allen  branch,  has  just  returned  from 
a  business  trip  through  eastern  Oregon  and 
Washington. 

Fred  W.  Graves,  formerly  president  and  gen- 
eral manager  of  the  Graves  Music  Co.,  has  affili- 
ated with  the  Reed,  French  Piano  Co.,  and  will 
have  a  hand  in  the  general  management  of  this 
store.  Mr.  Graves  is  well  known  among  the 
music  people  of  Portland  and  has  been  in  the 
business  in  this  city  for  the  last  twenty  years 
and  was  the  first  wholesale  and  retail  jobber 
and  dealer  in  the  Edison  in  Portland. 

Mr.  Carder,  Pacific  Northwest  representative 
for  the  Sonora  talking  machine,  was  a  visitor 
at  the  Lipman,  Wolfe  &  Co.'s  store  this  week. 
D'rect  agencies  are  being  established  by  Mr. 
Carder  throughout  the  Northwest  and  he  is 
meeting  with  decided  success  everywhere.  Lip- 
man  &  Wolfe  are  the  exclusive  west  side  dis- 
tributors of  this  machine  in  Portland,  while 
Jack  Chisholm  will  be  direct  representative  of 
the  Sonora  on  the  east  side  of  the  river.  A. 
Stayney,  proprietor  of  the  Laurelhurst  Phar- 
macy, will  also  handle  the  Sonora  machine. 


ARGUMENTS  IN  VICT0R=STARR  CASE 

Action  Heard  in  U.  S.  District  Court  in  New 
York  on  February  5 


Arguments  in  the  suit  brought  by  the  Victor 
Talking  Machine  Co.,  Camden,  N.  J.,  against  the 
Starr  Piano  Co.,  of  Richmond,  Ind.,  for  alleged 
infringement  of  the  Johnson  patents  covering 
lateral-cut  records  were  heard  by  Judge  Learned 
Hand  in  the -United  States  District  Court  in  the 
Woolworth  Building  on  Saturday,  February  S. 
Testimony  in  the  case  was  taken  during  and  fol- 
lowing the  .  holiday  season  and  attracted  wide 
attention.  The  courtroom  was  also  crowded  by 
talking  machine  men  to  hear  the  arguments. 
The  court  took  the  matter  under  advisement 
immediately  and  it  is  expected  that  a  decision 
will  be  handed  down  at  an  early  date.  The 
case  is  regarded  as  one  of  the  most  important 
now  before  the  courts. 

The  argument  for  the  plaintiff  was  presented 
by  Richard  Eyre,  of  Kenyon  &  Kenyon,  and  for 
the  defendant  by  D.  W.  Cooper,  of  Kerr,  Paige, 
Cooper  &  Hayward. 


Deterling 
Talking  Machines 
Create  Sales 

BECAUSE  of  their  distinctive  features 

ATTRACTIVE  DESIGNS— will  hold 
the  eye. 

CABINETS— Built  to  stay  built— they 
will  not  fall  apart. 

SLIDING  DOORS— Unique  and  attrac- 
tive— will  modify  the  tone  volume — 
without  muffling. 

FILING  SYSTEM— A  quality  point- 
very  effective  and  easy  to  demon- 
strate. 

DETERLING  MERITS  and  Motors 
keep  them  sold. 

Send  for  Our  Story 

DETERLING 

MFG.  CO. 

TIPTON  INDIANA 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


157 


Jeanne  Gordon,  contralto  star  ot  the  New  York 
Metropolitan  Opera  Company,  sings  that  weird, 
dramatic  song,  "Re  Dell'  Abisso"  (King  of  the 
Shades),  from  Un  Ballo  in  Maschera,  in  a  manner  to 
thrill  you  to  the  core.  Columbia  49747. 

Columbia  Graphophone  Co 

NEW  YORK 


JOINS  W.  H.  REYNALDS'  STAFF 


M.  H.  Wheat  Now  Associated  With  Prominent 
Victor  Jobber — Thoroughly  Familiar  With 
Retail  Merchandising  and  Methods 


Mobile,  Ala.,  February  9— M.  H.  Wheat,  who 
has  become  associated  with  the  wholesale  di- 
vision of  W.  H.  Reynalds,  Victor  jobber  in  this 
city,  is  attaining  signal  success  in  his  new  post, 
and  Victor  retailers  in  this  territory  are  taking 
advantage  of  Mr.  Wheat's  many  years  of  experi- 
ence in  the  industry. 

When  he  first  joined  the  talking  machine 
trade  Mr.  Wheat  occupied  the  post  of  South- 


M.  H.  Wheat 

eastern  distributing  representative  for  the  Para- 
mount Talking  Machine  Co.,  resigning  this  po- 
sition to  join  the  organization  of  the  Atlanta 
branch  of  the  Brunswick-Balke-Collender  Co. 
Mr.  Wheat  is  thoroughly  familiar  with  the 
problems  confronting  Victor  retailers  in  this 
section  of  the  country,  and  his  association  with 
one  of  the  largest  Victor  jobbers  in  the  South 
insures  his  continued  success. 


INTRODUCES  ELECTRIC  MODEL 

Tipton,  Ind.,  February  8.— The  Deterling  Mfg 
Co.,  of  this  city,  manufacturer  of  the  Deterling 
talking  machine,  has  increased  its  capital  and 
according  to  present  plans  will  expand  its  manu- 
facturing facilities  considerably.  Two  new 
models  will  be  added  to  the  line,  together  with 
a  new  electric  model.  The  company  has  ar- 
ranged for  the  use  of  a  distinctive  type  of  elec- 
tric motor,  which  has  only  one  movable  part, 
and  Deterling  dealers  have  already  placed  orders 
for  the  new  electric  model,  which  will  be  on 
the  market  within  the  next  six  weeks. 


A  NEW  YORK  INCORPORATION 

The  Pace  Phonograph  Corp.  has  just  been  in- 
corporated at  Albany,  N.  Y.,  with  a  capital  stock 
of  $100,000.  The  incorporators  are  Arthur  W. 
Britton,  Samuel  B.  Howard  and  Robert  K. 
Thistle,  of  New  York. 


DETROIT  DEALERS  LOOK  FOR  G00D,BUS1NESS  IN  1921 

Spirit  of  Optimism  Prevails — Grinnell  Branch  Managers  Hold  Convention — Why  Jewett  Phono- 
graph Co.  Is  Pleased  With  Outlook — Victrola  Shortage  Still  Prevails — Phillips  With  Jewett 


Detroit,  Mich.,  February  7. — The  viewpoint  of 
leaders  in  the  talking  machine  industry  in  this 
city  is  that  if  they  don't  get  big  business  the 
first  six  months  they  are  sure  to  get  it  the  last 
half  of  the  year.  Experience  of  the  past  has 
proven  that  each  year  shows  up  well  over  the 
preceding  year,  and  while  January  was  a  com- 
paratively dull  month  indications  are  that  the 
months  to  come  will  be  a  great  deal  better. 
Anyway,  they  argue — should  it  take  another  few 
months  to  recover  from  the  present  depression 
people  will  want  to  spend  and  buy  when  they 
do  get  money,  and  talking  machines  will  be 
among  the  first  articles  to  get  patronage.  It  is 
a  positive  fact  that  the  talking  machine  indus- 
try is  suffering  less  from  the  depression  than 
almost  any  other  industry.  While  the  dealers 
are  not  doing  their  usual  business  for  this  time 
of  the  year  we  don't  hear  anybody  report  that 
he  is  losing  money — dealers  are  not  sacrificing 
their  product  and  taking  a  loss  as  you  will  find 
in  other  retail  lines.  So  really,  after  all,  the  talk- 
ing machine  dealer  can  congratulate  himself  that 
his  business  is  holding  up  as  well  as  it  does. 

Grinnell  Bros,  at  their  eighteenth  annual  conven- 
tion of  branch  managers  held  the  week  of  Janu- 
ary 25  gave  considerable  time  to  a  discussion  of 
ways  and  means  of  increasing  their  business  in 
records.  The  various  dealers  participating  in  the 
discussion  gave  many  novel  methods  which  they 
have  used  to  good  advantage.  Reports  of  the 
dealers  on  their  business  for  1920  showed  that 
the  talking  machine  business  in  every  instance 
was  more  than  satisfactory.  Some  dealers  re- 
ported that  while  their  small  goods  and  piano 
departments  may  have  suffered,  the  talking  ma- 
chine business  more  than  held  its  own  and  that 
record  business  was  unusually  good  during  the 
year.  Grinnell  Bros,  not  only  handle  the  Vic- 
tor line  in  all  of  their  twenty-six  branch  stores, 
but  they  also  are  Michigan  jobbers.  The  con- 
vention was  a  big  success  not  only  from  a 
business,  but  from  a  social  standpoint.  The  big 
events  were  the  annual  banquet  and  the  annual 
for  Sea  Breeze,  Fla.,  to  remain  all  Winter. 

At  the  annual  stockholders'  meeting  of  Grin- 
nell  Bros,  directors  were  re-elected  as  follows: 
I.  L.  Grinnell.  C.  A.  Grinnell,  A.  A  Grinnell, 
E  W.  Grinnell  and  S.  E.  Clark.  C.  A.  Grinnell, 
vice-president  of  the  company,  left  January  31 
for  Sea  Breeze,  Fla.,  where  he  will  remain  the 
balance  of  the  Winter. 

A.  A.  Fair,  sales  manager  of  the  Jewett  Phono- 
graph Co..  with  offices  in  the  Penobscot  Bu'ld- 
ing  and  factory  at  Alleeran,  Mich.,  is  verv  en- 
thusiastic about  the  coining  year  and  savs  that, 
judging  from  the  way  dealers  are  selling  the 
new  product  and  re-ordering,  the  total  sales  the 
first  year  are  sure  to  exceed  expectations  The 
company  is  completing  its  plans  for  a  big  pro- 
duction this  vear  a^d  is  appointing  new  dealers 
as  fast  as  its  special  representatives  can  get 
around  to  it. 


George  D.  Phillips  is  now  special  representa- 
tive in  Michigan  for  the  Jewett  Phonograph  Co. 
He  was  formerly  with  the  Aeolian-Vocalion  Co. 
in  Michigan.  He  has  a  large  following  in 
Michigan  and  has  expressed  himself  as  being 
exceedingly  enthusiastic  over  the  Jewett  models 
he  has  already  seen. 

A.  A.  Grinnell,  .;  treasurer  of  Grinnell  Bros., 
having  complete  supervision  over  the  talking 
machine  end  of  the  company's  business,  both 
wholesale  and  retail,  states  that  there  is  still  a 
shortage  on  some  of  the  larger  Victrola  sizes 
and  on  some  records.  "Business  is  none  too 
good  just  now,  but  we  are  hoping  to  make  up 
for  it  later  in  the  year,"  he  said  to  The  World 
correspondent. 

Dealers  all  over  the  State  do  not  look  for  any 
noticeable  resumption  in  business  before  another 
sixty  or,  maybe,  ninety  days  The  motor  car 
factories  are  now  adding  a  few  men,  but  they 
are  far  from  their  normal  employment  basis. 
Manufacturers  do  not  look  for  big  orders  to  he 
placed  until  after  all  the  motor  car  shows  are 
over,  and  then  it  will  take  some  time  again  to 
get  into  quantity  production. 


Paull  Hayden,  connected  with  the  Columbia 
Graphophone  Co.'s  advertising  department  for 
the  past  eight  years,  resigned  from  this  position 
the  first  of  the  month  and  will  devote  his  time 
to  his  many  musical  and  literary  activities.  Mr. 
Hayden  will  direct  the  publicity  campaign  for 
Kerekjarto,  well-known  violinist,  who  recently 
became  an  exclusive  Columbia  artist. 


raRUNo 


To  be  in  the  front 
of  the  procession, 
every  merchant  must 
advertise.  Adver- 
tising, Mr.  Victor 
Dealer,  puts  a  stimu- 
lus to  your  business 
that  means  big  round 
dollars  in  the  bank 
for  you. 

BRUNO 


158 


THE    TALKING    MACHINE  WORLD 


February  IS,  1921 


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Each  MULTIPLEX  is  a  sales-producer — each 
one  is  built  to  fit  a  place  and  fill  a  need  in 
your  store.  They  will  rapidly  increase  your 
record  business  and  soon  pay  for  themselves  in 
more  sales  and  larger  sales. 

Order  Through  Your  Jobber 


Multiplex  Display  Fixture  Co. 

General  Offices:  920  N.  Tenth  St. 
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COLUMBIA  NEWS  AT  NEW  HAVEN 

Manager  Haring  Gives  Interesting  Business  Re- 
port— Bert  Williams  Featured  in  Columbia 
Advertising  in  Conjunction  With  His  Stage 
Appearance — Mrs.  Drysdale  Makes  Address 


New  Haven,  Conn.,  February  7. — H.  B.  Haring, 
manager  of  the  local  branch  of  the  Columbia 
Graphophone  Co.,  held  a  sales  meeting  a  few- 
days  ago  and  during  the  course  of  the  meeting 
gave  a  gratifying  report  of  the  business  closed 
by  the  branch  for  the  month  of  January.  Ac- 
cording to  Mr.  Haring's  report,  business  has 
started  up  very  well  for  the  new  3'ear.  quite  a 
number  of  desirable  accounts  having  been 
opened  in  the  month  of  January  to  handle  the 
Columbia  line  exclusively. 

Bert  Williams,  exclusive  Columbia  artist,  ap- 
peared in  this  city  recently  in  "Broadway  Brevi- 
ties" and  all  local  Columbia  dealers  "tied  up" 
to  his  appearance  in  their  newspaper  advertis- 
ing. A  few  days  ago  this  popular  artist  gave  a 
song  recital  in  the  warerooms  of  Edw.  Witt- 
stein's  Music  Shop,  exclusive  Columbia  dealer. 
Bert  Williams,  accompanied  by  F.  C  Collins,  of 
the  local  wholesale  staff,  visited  all  Columbia 
dealers  and  also  spent  quite  some  time  at  the 
local  branch. 

Columbia  dealers  in  this  territory  have  organ- 
ized the  Columbia  Dealers'  Association  and  in- 
teresting meetings  are  held  every  Tuesday  morn- 
ing. 

Mrs.  Drysdale,  of  the  educational  department 
at  the  Columbia  executive  offices  in  New  York, 
visited  this  branch  recently  and  also  addressed 
a  meeting  of  the  Connecticut  Teachers'  Federa- 
tion at  New  Haven. 


MAKES  OPTIMISTIC  COMMENT 


In  a  recent  issue  of  Advertising  &  Selling, 
a  well-known  advertising  magazine,  there  ap- 
peared a  symposium  giving  the  views  of  well- 
known  advertising  managers  as  to  their  plans 
for  1921. 

One  of  the  interesting  articles  in  this  sym- 
posium was  written  by  L.  C.  Lincoln,  adver- 
tising manager  of  the  Sonora  Phonograph  Co., 
Inc.,  who  stated  as  follows:  "The  growth  of 
our  business  has  been  phenomenal  and  our  ad- 
vertising appropriation  has  naturally  grown  in 
proportion  with  the  sales.  Our  1920  campaign 
cost  twice  as  much  as  in  1919  and  our  appro- 
priation for  1921  will  be  limited  only  by  the 
buying  power  of  the  country.  We  do  not  ex- 
pect it  in  any  case  to  be  less  than  the  1920 
appropriation. 

"Based  on  the  viewpoint  of  manufacturers 
of  various  lines,  the  outlook  for  1921  is  not  so 
good  as  was  anticipated  several  months  ago, 
but  a  recent  visit  among  several  of  our  retail 
dealers  outside  of  New  York  City  has  disclosed 
the  fact  that  they  are  very  optimistic  and  are 
not  at  all  apprehensive  of  the  future. 

"Since  they  are  the  ones  that  have  their  fingers 
continually  on  the  public  pulse,  it  would  seem 
that  the  outlook  is  anything  but  bad." 


ISSUES  NEW  CATALOG  OF  PARTS 


Everybody's  Talking  Machine  Co.,  38  North 
Eighth  street.  Philadelphia,  Pa.,  has  just  issued 
a  new  catalog  in  which  prices  on  its  motors, 
tone-arms,  sound  boxes  and  other  talking  ma- 
chine accessories  are  given  space.  There,  are 
over  a  hundred  illustrations  of  the  various  prod- 
ucts handled  by  this  firm, 'accompanied  by  elabo- 
rate descriptive  material.  Copies  are  now  being 
forwarded  to  the  trade,  and  the  company  feels 
the  new  price  quotations  particularly  and  the 
other  up-to-date  material  will  be  a  source  of 
reference  and  information  for  manufacturers 
throughout  the  country. 


"Writ©  for  NEW  CATALOG      occupy  new  quarters  in  Toronto 


The  Columbia  Graphophone  Co.  has  recently 
moved  to  new  and  more  attractive  quarters  at 
347  Adelaide  street,  West,  Toronto,  Can. 


Februaky  15,  1921 


THE    TALKING    MACHINE  WORLD 


159 


piiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiim^ 

1  THE    TALKING    MACHINE    WORLD  SERVICE 

A  DEPARTMENT  DEVOTED  TO  PROMOTING  RETAIL  SALES 


llllllllllllllllllllilllllllll 


mm! 


Get  Back  to  the  Business  of  Selling 


THAT  we  are  face  to  face  with  new  conditions  to-day  seems  to 
be  the  idea  that  is  prevalent  in  the  minds  of  the  retail  talking- 
machine  merchants.  As  a  matter  of  fact,  we  are  not  face  to  face 
with  new  conditions.  We  are  merely  reentering  a  period  when  talk- 
ing machines  must  be  sold,  and  when  dealers  must  devote  their 
energies  to  making  progress  through  those  channels  which  will 
serve  to  stimulate  sales.  As  a  progressive  merchandiser  I  advise 
that  you  employ  the  fundamental  principles  of  business  success  in 
order  to  stimulate  your  sales.  These  are  not  new — they  are  those 
fostered  and  pushed  back  in  the  days  when  the  horn  machine  was 
the  prevalent  type.  With  due  acknowledgment  to  The  Talking  Ma- 
chine World  I  quote  extracts  from  the  editorial  of  Issue  No.  1, 
Vol.  I,  of  that  periodical,  published  on  January  15,  1905  : 

"Intelligent  exploitation  is  the  keynote  of  suc- 
cess with  the  progressive  talking  machine  dealer. 

Your  window  should  be  made  attractive, 
as  the  outside  appearance  of  your  store  is  a  great 
factor  to  prospective  customers.  .  .  .  Great 
care  should  be  exercised  in  handling  your  custom- 
ers when  entering  your  establishment.  Don't  let 
them  get  into  the  hands  of  a  $10.00  a  week  clerk. 

Make  your  customer  feel  at  home,  and 
handle  him  so  that  he  may  have  your  confidence. 
Give  him  what  he  wants.  .  .  .  Many  dealers 
in  business  to-day  are  too  close  with  themselves, 
and  as  the  old  saying  goes:  'If  you  hold  a  twenty- 
five-cent  piece  before  your  eyes,  you  could  not  see 
a  fifty-cent  piece  in  the  back  of  it.'  The  talking 
machine  must  be  treated  separately  and  depart- 
mentalized. .  .  .  The  dealers  who  have 
fitted  up  attractive  rooms  for  the  exhibition  and 
sale  of  talking  machines  are  the  ones  who  score 
a  tremendous  business  success.  .  .  .  There 
is  no  reason  why  you  should  not  gain  publicity 
by  giving  fine  entertainments,  to  which  can  be  in- 
vited the  best  class  of  people  Ad- 
vertising is  another  big  feature  in  intelligent  ex- 
ploitation. Newspaper  and  also  direct  mail  solici- 
tation of  your  prospective  customers  should  be 
established,  so  that  you  may  keep  in  touch  with 
them  and  be  on  hand  at  the  psychological  moment 
when  they  will  buy.  The  larger  manufacturers 
have  kept  the  talking  machine  before  the  public, 
through  the  columns  of  the  leading  magazine  and 
through  the  columns  of  the  leading  magazines,  and 
'printers'  ink.'  But  dealers  should  do  their  part 
locally,  as  the  manufacturer  cannot  be  expected 
to  do  it  all." 

These  are  short  extracts  from  the  editorial  pages  of  The  Talk- 
ing Machine  World  in  1905.  They  were  timely  then  and  they 
are  just  as  timely  now.  Those  avenues  which  brought  patrons  to 
your  stores  in  the  old  days  still  remain  the  leading  avenues  to-day. 

Make  your  store  your  headquarters.  Build  up  and  extend  your 
sales  organization  throughout  your  city.  Advertise — and  keep, 
your  name  and  your  merchandise  before  the  public's  eye  con- 
tinually. Use  coupon  ads  in  order  to  get  new  names.'  Give  con- 
certs to  bring  the  public  into  your  shop  so  you  get  other  new  names. 
Keep  intelligent  salespeople  at  the  disposition  of  your  customers 
at  all  times.  See  that  your  show-windows  are  always  neatly  and 
attractively  arranged.  Follow  these  tips  and  your  sales  will  keep 
up  in  a  satisfactory  manner. 

*       *  * 

I AM  positive  whereof  I  speak  because  it  has  been  my  privilege 
to  see  reliable  reports  of  the  business  which  has  been  done  by 
retail  talking  machine  merchants  in  practically  every  section  of  the 
country  through  the  last  120  days.  The  past  four  months,  you 
will  concede,  embrace  a  time  when  the  so-called  buyer's  strike  took 
deepest  effect,  and  when  complaints  about  bad  business  were  most 
rampant  on  the  part  of  manufacturers  and  retail  dealers.  These 


reports- show  that  in  a  great  many  instances  retail  dealers  encountered 
a  severe  fallirg  off  in  their  sales  volume.  These  same  reports  show 
that  a  very  fair  number  of  retail  merchants  experienced  no  slump, 
but,  on  the  contrary,  throughout  this  period  continued  their  busi- 
ness on  a  very  profitable  basis  and  one  which  involved  a  volume 
commensurate  with  that  done  in  the  earlier  months  of  1920. 

You  may  ask  why  this  discrepancy  exists  between  the  reports 
of  certain  merchants  and  those  of  others.  The  answer  is  very  clear. 
In  the  cases  where  a  material  slump  of  lengthy  duration  was  ex- 
perienced those  merchants,  without  exception,  failed  to  utilize,  in 
an  aggressive  manner,  the  various  agencies  for  promoting  retail 
sales,  such  as  impressive  window  displays,  newspaper  advertising 
that  appeals,  canvassing  representatives,  salesmen  in  the.  store  that 
know  their  business  fully  and  can  sell  with  understanding,  in- 
fluential direct  mail  effort  and  merchandising  ideas  which  produce 
new  names  and  bring  new  people  into  the  store  or  in  contact  with 
the  representatives  of  the  store.  , 

On  the  other  hand,  those  merchants  who  had  used  all  these  vital 
agencies  in  the  promotion  of  retail  sales  continued,  without  a  single 
exception,  to  secure  a  satisfactory  business. 

*       *  * 

T  JAVING  mentioned  the  matter  of  advertising  it  is  not  out  of 

1  1  place  at  this  time  to  go  more  thoroughly  into  this  subject. 
As  Sophocles  so  well  put  it :  "A  short  saying  often  carries  much 
wisdom,"  and  as  Shakespeare  put  into  the  mouth  of  one  of  his  char- 
acters in  Richard  III:  " 'Tis  better  to  be  brief  than  tedious."  The 
average  talking  machine  merchant  usually  has  the  fault  of  trying 
to  crowd  too  much  into  a  -  small  space.  An  advertisement  with 
brevity  of  copy  will  attract  the  eye  much  quicker  than  an  adver- 
tisement crowded  to  the  margin  with  descriptions,  illustrations  and 
other  material.  There  are  very  few  of  us  who  read  from  one  end 
of  an  advertisement  to  the  other.  Yet,  there  are  hardly  any  of  us 
who  do  not  glance  at  practically  all  of  the  advertisements  in  the 
daily  newspapers.  When  writing  your  advertisements  put  your- 
self in  the  position  of  the  reader — look  through  the  newspaper 
and  see  what  attracts  your  eye.  Arrange  your  own  advertising  copy 
after  this  plan.  Illustrations  will  liven  up  an  advertisement  to  a 
large  extent.  However,  one  must  be  careful  in  the  selection  of 
these  illustrations.  A  poor  illustration  is  worse  than  none.  If,  by 
chance,  you  are  located  in  a  city  where  you  have  competition 
from  another  dealer  of  your  own  line,  "Service"  should  be  featured 
in  all  of  your  advertisements. 

In  this  way  you  will  not  only  sell  the  public  on  the  advantages 
of  the  make  of  machine  which  you  handle,  but  will  also  educate  the 
people  to  the  fact  that  your  store  is  the  logical  place  to  buy  this 
merchandise. 

^       %  ^ 

T"*\UE  to  the  fact  that  the  American  public  has  been  extremely 
\_J  susceptible  to  modern  dance  music  many  dealers  are  losing  the 
true  broad  vision  conceived  in  the  invention  of  the  talking  machine. 
They  are  merely  looking  at  the  talking  machine  as  an  ideal  source  of 
amusement.  This  is  only  one  of  the  great  services  which  the  talking 
machine  renders.  Its  importance  as  an  educator  and  as  a  stimulator 
toward  appreciation  of  good  music  must  not  be  forgotten.  There 
are  many  people  in  your  community  who  are  not  susceptible  to  the 
modern  dance  music — they  are,  however,  lovers  of  high-class  music. 
Therefore,  bring  to  the  attention  of  the  people  of  your  community 
the  value  of  the  talking  machine  as  the  purveyor  of  high-class  music. 
As  an  educator  of  music  the  talking  machine  cannot  be  surpassed. 
The  great  number  of  records  manufactured  forms  a  library  rich  in 
material  for  the  fundamental  study  of  music.  Not  only  can  the 
talking  machine  be  used  for  teaching  "Young  America,"  but  it  can 
also  serve  as  materially  in  training  the  voices  of  the  older  people. 
Do  not  let  the  public  labor  for  a  moment  under  the  illusion  that 
the  talking  machine  produces  inferior  music.  The  fact  that  the 
great  opera  stars  of  America  will  record  three  or  four  times  before 
finally  considering  their  own  singing  sufficiently  good  to  release 
is  proof  of  the  fact  that  only  quality  rendition  of  high-class  music 
is  procurable  on  the  talking  machine. 


EDITOR'S  NOTE — Mr.  Gordon,  who  writes  this  monthly  page,  is  also  director  of  "The  Talking  Machine  World  Service." 
Mr.  Gordon  will  publish  on  this  page  any  good  ideas  submitted  by  you  for  the  benefit  of  the  trade,  and  also  answer  any  ques- 
tions you  ask  him  concerning  merchandising  problems.   Use  this  department  as  much  as  you  like.    It  is  intended  to  serve  you. 


160 


THE    TALKING   MACHINE  WORLD 


February  15,  1921 


TO  HANDLE  H0M0CH0RD  RECORDS 

A.  G.  Kunde,  of  Milwaukee,  Acquires  Jobbing 
Rights  for  United  States  of  Records  Made  by 
the  Homophone  Co.,  of  Berlin 

Milwaukee,  Wis.,  February  7. — A.  G.  Kunde, 
for  the  past  ten  years  exclusive  Columbia  job- 
ber in  Milwaukee,  has  relinquished  the  jobbing 
agency  and  will  also  dispose  of  the  retail  busi- 
ness he  has  conducted  for  many  years  at  his 
attractive  store  on  Grand  avenue.  The  reason 
for  this  move  is  that  Mr.  Kunde  has  acquired 
the  sole  rights  for  the  United  States  of  the 
Homochord  records,  made  by  the  Homophone 
Co.,  of  Berlin,  which  has  the  reputation  of  being 
the  largest  of  European  record  manufacturers. 
Their  record  catalog  embraces  song  and  speech 
in  thirty-three  different  languages.  Mr.  Kunde 
has  already  large  shipments  of  the  Homochord 
records  on  the  way  and  the  small  sample  stock 
he  has  on  hand  has  excited  the  keenest  interest 
of  dealers  who  specialize  in  foreign  records 
He  will  lease  in  a  few  days  new  quarters  which 


CABINETS 
AT  A  PRICE 

4  SIZES 


Genuine  Mahogany, 
American  Walnut  and 
Golden  Quartered  Oak 


Write  us  today 

No  order  too  small  or  too 
large 


Let  us  submit  you  our  price 
that  is  right,  and  can  make 
prompt  shipments 

Player-Tone  Talking 
Machine  Co. 

967  Liberty  Avenue 
Pittsburgh,  Pa. 


will  be  of  ample  dimensions  and  sufficient  to 
carry  a  large  stock  for  American  distribution. 
Mr.  Kunde  made  a  pleasure  trip  to  Europe 

last  Summer  and  though  he  had  no  business 
intent  at  the  time  naturally  dropped  into  talk- 
ing machine  stores.  He  soon  heard  many  fa- 
vorable things  said  of  the  Homochord  line  and 
finally  decided  to  go  to  Berlin  and  investigate 
it,  with  the  result  above  stated. 


NEW  V0CAL10N  DAMBOIS  RECORDS 

Noted  'Cellist  Adds  Two  Contrasting  Numbers 
to  the  Vocalion  Record  Catalog 


The  Vocalion  record  bulletin  for  March  con- 
tains two  more  'cello  records  by  Maurice  Dam- 
bois.  This  talented  artist  is  equally  as  skillful 
as  a  pianist  as  he  is  a  'cellist.  He  has  recorded 
in  his  last  records  "Love's  Old  Sweet  Song" 
and  one  of  Ernest  Ball's  recent  numbers,  "Let 
the  Rest  of  the  World  Roll  By."  His  swan 
song,  "Le  Cygne,"  by  Saint-Saens,  which  ap- 
peared in  February,  has  proved  so  popular  that 
the  majority  of  dealers  have  had  to  reorder  on 
this  number;  in  fact,  all  the  selections  of  Dam- 
bois  are  meeting  with  a  very  favorable  recep- 
tion from  buyers  of  high-class  records. 

VICTOR  DEALERS  OPTIMISTIC 

Visitors  to  New  York  Talking  Machine  Co.'s 
Office  Give  Gratifying  Reports  of  Business  in 
Many  Sections — News  of  Month 


During  the  past  fortnight  quite  a  number  of 
out-of-town  Victor  dealers  visited  the  head- 
quarters of  the  New  York  Talking  Machine 
Co.,  New  York,  Victor  wholesalers.  All  of 
these  dealers  were  optimistic  to  a  marked  de- 
gree in  discussing  business  conditions  in  their 
respective  localities,  emphasizing  the  fact  that 
their  sales  for  January  compared  very  favorably 
with  January,  1920,  and  that  there  was  an  under- 
current of  confidence  throughout  their  trade 
which  indicated  a  healthy  Spring  business. 

Among  these  callers  \vere  Hyman  Landau, 
Wilkes-Barre,  Pa.;  S.  D.  Stoehr,  Scranton,  Pa.; 
A.  C.  Huff,  Bethlehem,  Pa.,  and  Wilson  Clinton, 
New  Haven,  Conn. 

D.  A.  Creed,  vice-president  of  the  New  York 
Talking  Machine  Co.  and  the  Chicago  Talking 
Machine  Co.,  arrived  in  New  York  a  few  days 
ago  to  spend  several  weeks  at  the  executive  of- 
fices of  the  New  York  Talking  Machine  Co. 

M.  Williams,  city  representative  of  the  Chi- 
cago Talking  Machine  Co.,  was  a  caller  at  the 
offices  of  the  New  York  Talking  Machine  Co. 
en  route  to  Chicago  after  attending  the  Red 
Seal  course  at  the  Victor  factory  in  Camden, 
X.  J. 

PLANNING  A  JIEORGANIZATION 

The  Supertone  Talking  Machine  Co.  will,  ac- 
cording to  the  present  plans  of  interested  credi- 
tors, undergo  a  reorganization,  ft  is  also  un- 
derstood that  an  effort  will  be  made  to  acquire 
the  assets  of  the  Triangle  Phono  Parts  Co.  and 
combine  the  two  organizations  for  the  purpose 
of  greater  efficiency  and  the  carrying  out  of 
several  new  ideas  that  have  been  proposed  for 
the  further  development  of  the  company. 


W.  J.  STEVENS  WITH  PAT  HE 

Now  Connected  with  the  Traveling  Staff  of  This 
Prominent  Organization 


W.  J.  Stevens,  formerly  manager  of  the  Em- 
erson Record  Sales  Co.  and  prior  to  that  con- 
nected with  the  city  sales  department  of  the 
Pathe  Freres  Phonograph  Co.,  has  returned  to 


W.  J.  Stevens 


the  Pathe  organization  and  is  now  connected 
with  its  traveling  staff.  Mr..  Stevens  has  had 
many  years'  experience  in  the  talking  machine 
trade  and  has  studied  intensely  the  needs  of 
the  dealer.  His  former  connection  with  the 
Pathe  organization  and  his  thorough  knowledge 
of  and  enthusiasm  over  Pathe  products  have  en- 
abled him  to  take  up  his  new  duties  with  much 
success. 


INTRODUCE  "DANCE"  NEEDLE 

General  Phonograph  Corp.  Adds  New  Needle  to 
Line — Specially  Adapted  for  Dance  Music 


The  General  Phonograph  Corp.  has  just  placed 
on  the  market  a  new  needle  which  will  be  known 
as  the  "Dance"  needle,  and,  as  the  name  implies, 
this  needle  is  manufactured  especially  for  use 
on  dance  records.  The  needle  embodies  cer- 
tain distinctive  features  which  make  it  particu- 
larly adaptable  for  reproducing  dance  records, 
and  as  this  type  of  record  represents  approxi- 
mately seventy-five  per  cent  of  the  total  record 
sales,  the  needle  division  of  the  General  Phono- 
graph Corp.  is  preparing  an  extensive  campaign 
to  feature  this  new  product. 

Paul  L.  Baerwald,  of  the  Eastern  sales  division, 
is  concentrating  a  considerable  part  of  his  ac- 
tivities on  developing  the  demand  for  the 
"Dance"  needle,  and  the  results  to  date  have  been 
very  gratifying.  The  package  itself  is  distinc- 
tive and  the  individuality  of  the  name  allows  the 
dealer  to  feature  the  new  needle  to  advantage. 


INCORPORATED  IN  LINTON,  IND. 

The  Columbia  Music  Store,  Linton,  Ind.,  has 
recently  been  incorporated  with  a  capital  of  $25,- 
000.  The  directors  are  E.  G.  Patterson,  H.  D. 
Gilbreath  and  M.  W.  Gilbreath. 


HERE  AT  LAST — A  Phonograph  of  Supreme  Quality 


Mahogany,  16x16x10  in.,  double  spring  motor,  uni- 
versal tone  arm.    Back  casting  and  metal  horn. 
Price  for  Sample  NOW  $15.75 
Write  for  discounts  in  quantity  lots. 
We  are  also  Wholesale  Dealers  and  Jobbers  of — 
Phonographs,  Records,  Cabinets,  Motors,  Tone  Arms, 
Needles  and  Accessories,  Repair  parts  for  all  makes. 

Distributors  of  the  Arto  Phonograph  Records  and 
Arto  Music  Rolls.  Write  for  details. 

Cash  with  order 

FULTON  TALKING  MACHINE  CO. 


253-255  Third  Avenue 


New  York  City 


FULTON  (Model  35) 


Between  20th  and  21st  Streets 


February  15,  1921 


THE   TALKING   MACHINE  WORLD 


161 


162 


THE   TALKING    MACHINE  WORLD 


February  15,  1921 


ANNOUNCES  NEW  SALES  PLANS 


Columbia  Foreign  Language  Department  Will 
Introduce  Important  Plans — R.  F.  Bolton  Fa- 
miliar With  Dealers'  Problems 


During  the  past  few  months  the  foreign  lan- 
guage record  division  of  the  Columbia  Grapho- 
phone  Co.  has  completed  important  plans  where- 
by Columbia  dealers  will  receive  enhanced  serv- 
ice and  co-operation  from  this  important  division 
of  the  business.  R.  F.  Bolton,  sales  manager 
of  the  department  and  one  of  the  veterans  of 


R.  F.  Bolton 

the  talking  machine  industry,  is  thoroughly  fa- 
miliar with  the  problems  confronting  the  dealer 
in  the  development  of  foreign  language  record 
trade,  and  he  and  his  associates  have  left  noth- 
ing undone  to  solve  these  problems  efficiently 
and  practically. 

A  plan  was  recently  introduced  in  the  Colum- 
bia foreign  language  record  department  whereby 
one  particular  man  is  responsible  for  a  language 
or  a  group  of  languages.  The  languages  have 
been  divided  into  approximately  five  groups, 
and  each  man  has  been  assigned  to  the  group  of 
languages  with  which  he  is  familiar.  This  plan 
has  proven  a  signal  success,  as  it  places  the 
responsibility  for  the  different  languages  in  the 


LATEST 
POPULAR  HITS 

ARTo  Phonograph  Records 

Now  85c 

ARTo  Word  Rolls 

si         Now  $1.00  fig* 

1324— My  Mammy  ) 

1319— Bright  Eyes   j 

1318— O,  Gee,  Say,  Gee  \ 

V  9039 

1295 — Rosie,  Make  It  Rosy  for  Me) 
1317— You  Ought  to  See  My  Baby] 
1295— Just  Snap  Your  Fingers .  .  .  .  j  9037 

1292— Margie  \ 

1224— Honolulu  Eyes  j  3030 

1279— Broadway   Rose   1 

1271— Feather  Your  Nest  |  9026 

1240 — Whispering   "1 

1209— In  Old  Manila  |  9019 

Samples  sent  upon  request  at  regular 
40%  dealers'  discount. 

Write  for  details. 
Cash  with  order. 

DISTRIBUTORS 

FULTON  TALKING  MACHINE  CO. 

253-255  Third  Ave.,  New  York  City 

Between  20th  and  21st  Streets 


hands  of  experienced  and  competent  men  who 
know  every  detail  of  the  languages  to  which 
they  have  been  assigned. 

The  Columbia  foreign  language  record  depart- 
ment recently  revived  the  German  list  and  is 
building  it  up  along  lines  that  will  appeal  to 
German  record  buyers.  The  list  will  be  com- 
posed of  the  best-known  German  folk  songs, 
concert  numbers,  sacred  selections  and  a  repre- 
sentative group  of  standard  music. 

Mr.  Bolton  announced  recently  that  arrange- 
ments were  completed  whereby  Scio's  Hungarian 
Gypsy  Orchestra  will  make  Columbia  records  ex- 
clusively. The  first  records  of  this  orchestra 
will  be  ready  very  shortly,  and  the  popularity  of 
this  orchestra  among  the  Hungarian  populace  in- 
sures the  success  of  these  records. 


PURCHASE  ASSETS  FROM  RECEIVER 


Phonograph  Recording  Laboratories  to  Operate 
Business  of  American  Recording  Laboratories 

The  assets  of  the  American  Recording  Labo- 
ratories, which  recently  went  into  the  hands  of 
a  receiver,  have  been  purchased  by  a  newly 
organized  company  which  will  operate  at  the  oid 
address,  49  West  Forty-fifth  street,  New  York, 
under  the  firm  name  of  the  Phonograph  Record- 
ing Laborato  nes.  Hartwell  W.  W^ebb,  who  is 
well  known  in  recording  circles  and  who  has 
been  associated  with  several  record  companies 
in  official  capacity,  will  direct  the  affairs  of 
the  new  company. 


ARTISTIC  CHENEY  WINDOW  DISPLAY 


That  it  is  possible  to  put  life,  character  and 
originality  into  a  window  display  of  talking  ma- 
chines is  proven  by  the  accompanying  reproduc- 
tion of  the  show  window  of  Dives,  Pomeroy  & 
Stewart,  of  Harrisburg,  Pa.,  in  which  Cheney 
phonographs  are  featured  to  excellent  advantage. 
The  display  attracted  wide  attention  and  the 
department  manager  declares  that  a  substantial 
number  of  sales  resulted  directly  therefrom. 

It  would  not  be  convenient  for  the  average 
talking  machine  dealer  to  secure  and  keep  on 


Dives,  Pomeroy  &  Stewart's  Displa" 

hand  wax  figures  of  full  size  to  lend  attractive- 
ness to  his  displays,  but  the  use  of  such  figures 
is  an  easy  matter  for  department  stores,  and 
even  the  small  dealer  can  either  rent  or  borrow 
one  or  two  figures  to  individualize  his  window. 


LYDIFONE  SALES  PLAN  A  SUCCESS 


The  Lydifone  Co.,  of  which  Deutsch  Bros,  are 
sole  distributors  at  2265  Third  avenue,  New 
York,  has  recently  established  many  agencies 
for  the  Lydifone  and,  according  to  D.  A.  New- 
man, of  the  company,  offers  a  most  attractive 
proposition  to  the  dealer.  This  sales  plan  is 
meeting  with  pleasing  success,  more  than  fifty 
dealers  handling  the  line. 

Deutsch  Bros,  operate  three  large  stores  in 
New  York  and  are  among  the  city's  large  mer- 
chandisers of  furniture,  pianos  and  phonographs. 
For  more  than  eight  years  they  have  featured 
the  Lydifone. 


General  Manager  Nolder,  of  the  Starr  Piano 
Co.,  Los  Angeles,  Cal.,  reports  exceptionally 
good  sales  for  January  after  a  bumper  Decem- 
ber business.  F.  C.  Valentine,  manager  of  the 
talking  machine  department,  was  formerly  with 
the  Hauschildt  Music  Co.,  of  San  Francisco. 


Hoffay  Phonographs 
Resorrectone  Reproducers 

Airtight  Tone-Arms 
Famous  the  World  Over. 

HOFFAY  PHONOGRAPH  CO. 
59  4th  Ave.        New  York  Cily 


BRUNSWICK  IN  GREEN  BAY,  WIS. 

Local  Dealer  Uses  Artistic  Window  Displays  to 
Increase  Sales  of  Machines  and  Records 


The  Stiller  Photo  Supply  Co..  Green  Bay, 
Wis.,  is  an  active  Brunswick  dealer  and  is  find- 
ing a  ready  sale  for  both  Brunswick  machines 
and  records  in  its  territory.    The  accompanying 


photograph  shows  a  Brunswick  display  in  the 

window  of  the  store.  Since  taking  on  the 
Brunswick  agency  the  Stiller  Co.  has  found  the 
talking  machine  end  of  its  business  a  very  profit- 
able one  and  is  making  plans  to  expand  this  de- 
partment in  the  near  future. 


LARGE  RECORD  SHIPMENTS 


I.  Lesser,  of  the  Western  Jobbing  &  Trading 
Co.,  Los  Angeles,  Cal.,  reports  large  shipments 
of  Emerson  records  have  been  received  in  which 
are  included  the  popular  numbers,  "Do  You 
Ever  Think  of  Me"  and  "Bright  Eyes."  Mr. 
Lesser  recently  returned  from  a  trip  to  San 
Francisco  in  company  with  H.  E.  Morrison, 
assistant  sales  manager,  and  Robert  MacKin, 
special  representative  of  the  Emerson  Phono- 
graph Co. 


ASSOCIATED  No.  70 


UNIVERSAL  TONE  ARM 


Quality  Construction 
Unusually  Good  Tone  No  Blasting 

For  use  in  Phonographs  retailing  up  to  $1  00. 

Price  for  sample — $2.00. 
Quantity  price  on  application. 

Associated  Phonograph  Supply  Co. 


Dept.  71 


Cincinnati,  Ohio 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


163 


MAKES  TIMELY  BUSINESS  ANALYSIS 

Mr.  Heany,  of  General  Sales  Corp.,  Says  That 
Dealers  Who  Are  Hustling  Are  Making  Good 
Sales — Optimistic  Over  Outlook 


Milwaukee,  Wis.,  February  7. — The  General 
Sales  Corp.,  of  1520  Buffum  street,  this  city,  is 
quite  an  important  institution.  Owning  and 
operating  as  it  does  the  General  Manufacturing 
Corp.  and  the  Recordeon  Phonograph  Co.,  both 
large  productive  institutions  in  this  city,  and 
also  the  Heaney-Schaad  Billiard  Mfg.  Co., 
which,  in  another  large  factory,  make  fine  bil- 
liard and  pool  tables,  is  truly  some  achievement 
since  1882.  Mr.  Heaney,  in  a  chat  with  The 
World,  stated  that  they  are  not  at  all  dis- 
pleased with  the  present  outlook. 

"Of  course,  we  have  passed  through  a  period, 
like  other  manufacturers,  of  temporary  quies- 
cence, but  from  every  news  channel,  and  we 
have  control  of  man}',  comes  indications  of  a 
revived  activity  in  the  near  future.  There  has 
been  a  large  amount  of  retail  business  done, 
but  this  has  not  registered  directly  at  the  desks 
of  manufacturers,  simply  because  the  dealers  had 
such  large  stocks.  We  know,  however,  despite 
the  comparative  smallness  of  orders,  that  these 
stocks  are  being  very  rapidly  depleted.  Dealers, 
especially  in  the  country,  are  doing  a  very  fair 
business,  perhaps  not  as  large  as  during  the 
period  of  wild  prosperity,  but  at  the  same  time 
a  good,  steady  business.  Especially  is  this  true 
of  men  who  have  kept  themselves  and  their 
employes  hustling  on  the  sales  end. 

"There  is  a  general  feeling  that  business  will 
open  up  in  a  very  notable  way  about  March  1. 
We  are  ready  to  take  up  some  slack  in  our 
present  jobbing  alignment  by  way  of  making 
arrangements  with  a  very  few  good  jobbers." 

The  General  Sales  Co.  issues  one  of  the  hand- 
somest catalogs  which  the  writer  remembers 
to  have  come  before  his  notice  in  the  many 
years  of  his  experience  in  this  trade.  In  a  dis- 
tinctly non-hot  air,  but  very  dignified  manner, 
it  sets  forth  the  merits  and  the  selling  points  of 

If 


the  company's  talking  machines.  It  is  very 
artistic,  with  a  most  attractive  cover  and  a 
very  delectable  typographic  and  artistic  makeup 
throughout. 


EXHIBITING  AT  TOY  FAIR 

General  Phonograph  Mfg.  Co.  Exhibits  Garford 
Phonographs  at  Toy  Fair  in  New  York — 
Homer  Stephens  in  Charge  of  Display 


The  General  Phonograph  Mfg.  Co.,  Elyria,  O., 
manufacturer  of  Garford  phonographs,  has  a 
very  interesting  exhibit  at  the  Toy  Fair  which 
opened  February  7  at  the  Hotel  Imperial,  New 
York,  and  which  will  continue  until  March  12. 
Homer  Stephens  is  in  charge  of  this  exhibit  and 
the  dealers  are  evincing  keen  interest  in  the 
company's  line  of  phonographs. 

Among  the  models  exhibited  are  the  well- 
known  "Baby"  types  retailing  at  $6  and  $12, 
which  have  attained  tremendous  success 
throughout  the  country.  Mr.  Stephens  is  also 
introducing  two  new  models  retailing  at  $25  and 
$35,  and  these  instruments  are  attracting  the  at- 
tention of  all  visitors.  The  well-known  model 
"E"  Garford  phonograph  continues  to  be  a 
prime  favorite  with  the  trade  and  Mr.  Stephens 
has  received  large  orders  from  visitors  to  the 
fair. 


PREPARES  AN  ATTRACTIVE  FOLDER 

The  Fred  Gretsch  Mfg.  Co.,  Brooklyn,  N.  Y., 
has  prepared  an  attractive  folder  on  banjos  for 
the  trade.  This  folder,  entitled  "Better  Banjos 
for  Better  Banjo  Players,"  attractively  sets 
forth  the  merits  of  the  Rex  line  of  banjos,  tenor 
banjos  and  banjo  mandolins  of  this  company. 
Three  styles  are  described — the  Professional, 
the  Artist  and  the  Presentation  styles.  All 
three  styles  are  of  the  highest  grade  and  have 
a  distinct  appeal  to  those  who  appreciate  the 
better  make  of  banjos.  A.  Preveti,  of  this  com- 
pany, is  now  working  upon  a  new  price  list 
which  will  be  shortly  ready  for  the  trade. 


THE  ELECTRIC  T0NE=A-PH0NE 

New  Product,  Marketed  by  Vitalis  Himmer, 
Amplifies  and  Transmits  Record  Music  by 
Electricity — An  Interesting  Development 


Vitalis  Himmer,  who  for  many  years  manu- 
factured the  well-known  "Audion"  line  of  tone 
arms  and  reproducers,  but  who  during  the  past 
year  has  been  experimenting  on  electrical  de- 
vices for  tone  transmission,  has  just  announced 
the  completion  of  such  a  product  and  is  mar- 
keting it  under  the  trade  name,  the  "Electric- 
Tone-A-Phone,"  which  reproduces,  amplifies 
and  transmits  by  electricity  the  tones  from  talk- 
ing machine  records. 

In  announcing  his  new  product  as  ready  for 
the  market  Mr.  Himmer  says:  "There  is  no 
doubt  that  the  electrical  methods  will  find  many 
uses  in  developing  additional  phonographic  am- 
plification. It  is  a  well-known  fact  that  phono- 
graph music  is  being  sent  out  by  wireless  in 
various  parts  of  the  country  and  for  the  amuse- 
ment of  sailors  and  officers  aboard  ships,  an  1 
it  is  quite  certain  that  within  a  very  short  time 
the  electric  transmission  of  music  on  a  more 
elaborate  scale  will  be  the  feature  of  many 
homes." 

Mr.  Himmer  has  a  wireless  station  upon  which 
he  receives  wireless  communications  and  the 
electrical  devices  which  he  is  manufacturing  are 
being  developed  for  the  production  of  wireless 
music  so  amplified  that  it  can  be  distinctly 
heard  over  reasonably  large  areas.  Mr.  Him- 
mer's  devices  have  aroused  much  interest. 


NEW  DISTRIBUTORS  APPOINTED 

Philadelphia,  Pa.,  February  8.— The  Penn 
Phonograph  Co.,  Inc.,  of  this  city,  producers  of 
the  well-known  Penn-Victor  miniature  dogs,  an- 
nounce the  appointment  of  three  additional  well- 
known  distributors  for  this  trade-mark  novelty 
— the  American  Talking  Machine  Co.,  the  G.  T. 
Williams  Co.,  of  Brooklyn,  N.  Y.,  and  Chas.  H. 
Ditson  &  Co.,  New  York  City. 


To  Serve  You  Best 

is  the  definite,  unswerving  aim  of 

GRIN  NELL  SERVICE 

The  great  and  constantly  growing  prestige  and  popularity  of  Victor  products  makes  this 
the  line  through  which  the  merchant  wins  highest  standing  for  his  establishment  in  his  com- 
munity and  achieves  greatest  business  success.    Through  it  he  best  serves  his  buying  public. 

He  builds  for  permanency  and  ever  greater  business. 

We  Can  Be  a  Real  Aid  to  You  in  Your  Victrola  and  Record  Business. 
With  a  half-century  of  merchandising  experience  we've  a  full  appreciation  of  what  service 
really  means. 

It  is  on  the  basis  of  this  knowledge  that  we  ask  the  opportunity  of  serving  you. 
We  know  that  the  ability  to  supply  the  Victrolas  and  Records  wanted  is  essential. 
That  accuracy  in  filling  orders  is  absolutely  necessary. 
That  there  must  be  no  delay  in  shipment. 

That  all  we  can  do  to  serve  your  interests  serves  our  own.  WE  ASK  THE  PRIVILEGE 
OF  DEMONSTRATING  HOW  PERFECTLY  WE  CAN  CARE  FOR  YOUR  VICTROLA 
AND  RECORD  NEEDS. 

GrinnellBros 

Wholesale  Distributors  of  Victrolas  and  Records 
FIRST  AND  STATE  STREETS  DETROIT 


164 


THE    TALKING    MACHINE  WORLD 


February  IS,  1921 


Edison  Message  No.  91 


graph  prices  if  the  Excise 
Tax  on  phonographs  is 


increase* 


THOMAS  A.  EDISON,  Inc 

ORANGE,  NEW  JERSEY 


February  IS,  1921 


THE    TALKING    MACHINE  WORLD 


165 


CONVENTION  OF  EDISON  JOBBERS  OPENS  IN  MONTREAL 

Two-day  Conference  Started  on  February  10  With  a  Large  Attendance — Preliminary  Conference 
Held  at  Edison  Laboratories  at  Orange — Some  of  Those  Who  Were  There 


Montreal,  Canada,  February  11. — Instead  of 
Xevv  York  City,  as  heretofore,  the  scene  for  the 
Edison  Jobbers'  Convention  of  1921  is  in  Mont- 
real, where,  at  the  Windsor  Hotel,  a  two-day 
business,  session  opened  yesterday,  February  10, 
and  continuing  to-day,  will  wind  up  with  a  ban- 
quet and  dance  to-night — an  event  in  social  and 
musical  circles. 

As  a  preliminary  to  this  event  there  was  held 
a  two-day  conference  by  the  Edison  Jobbers' 
Committee  of  Standards  of  Forms  and  Practices 
at  the  Edison  Laboratories,  in  Orange,  N.  J., 
on  February  4  and  5,  whereat  the  committee, 
the  chairman  of  which  is  A.  H.  Curry,  discussed 
with  Mr.  -Maxwell  and  other  officials  of  the  com- 
pany the  famous  fourteen  sales  ■  propositions. 
New' and  valuable  ideas  resulted  from  their  ex- 
change of  ideas.  Besides  Chairman  Curry,  of 
the  Texas-Oklahoma  Phonograph  Co.,  Dallas, 
Tex.,  the  committee  of  standards  comprises 
Albert  E.  Buehn,  Buehn  Phonograph  Co., 
Pittsburgh,  Pa.;  P.  H.  Oelman,  the  Phonograph 
Co.,  Cincinnati,  O.;  M.  M.Blackman,  the  Phono- 
graph Co.,  of  Kansas  City,  Mo.;  Frank  E.  Bol- 


way,  Frank  E.  Bolway  &  Son,  Inc.,  Syracuse, 
N.  Y. 

For  the  trip  to  this  city  a  special  car  was  en- 
gaged. Those  aboard  it  representing  the  Edison 
Laboratories  were:  Mr.  and  Mrs.  T.  J.  Leonard, 
Mr.  and  Mrs.  J.  A.  Shearman,  Mr.  and  Mrs. 
W.  H.  Miller,  Mr.  and  Mrs.  E.  H.  Philips,  Mr. 
and  Mrs.  Wm.  Maxwell,  Mr.  and  Mrs.  S.  B. 
Mambert,  Messrs.  J.  B.  Gregg,  D.  E.  Wheeler, 

D.  P.  Babcock,  A.  L.  Walsh,  Delos  Holden,  C. 
S.  Gardner,  R.  R.  Karch  and  E.  Trautwein. 
Others  of  the  party  were:  E.  C.  Boykin,  Phono- 
graph Corp.  of  Manhattan,  New  York  City;  W. 

E.  Kipp,  Kipp  Phonograph  Co.,  Indianapolis, 
Ind. ;  W.  F.  Taylor,  Texas-Oklahoma  Phono- 
graph Co.,  Dallas,  Tex.;  C.  B.  Haynes  and  E. 
Bowman,  the  C.  B.  Haynes  Co.,  Inc.,  Richmond, 
Va.;  J.  Unger,  of  Laurence  H.  Lucker,  Min- 
neapolis, Minn.;  H.  H.  Blish,  Jr.,  Harger  & 
Blish,  Des  Moines,  la.;  L.  T.  Donnelly,  Diamond 
Music  Co.,  Inc.,  New  Orleans,  La.,  and  John 
Lee  Mahin,  of  the  Federal  Advertising  Agency, 
New  York  City.  The  party  received  a  hearty 
welcome  from  their  Canadian  confreres. 


ncction  that  whenever  an  enactment  requires  an 
expenditure  the  cost  of  it  must  fall  upon  the 
tax-paying  public  and  were  we  to  undertake 
everything  that  is  suggested  by  legislators,  Fed- 
eral and  State,  the  country  would  go  bankrupt 
Economy  must  be  emphasized  in  legislation. 
Freak  measures  must  be  avoided.  We  must  not 
depart  from  the  traditions  of  Government  nor 
feel  that  an  act  may  prove  a  curative  for  every 
public  ill." 


CARUSO  ON  ROAD  TO  RECOVERY 


Noted  Tenor  to  Go  to  Atlantic  City  Soon  and 
Will  Later  Sail  for  Italy 


SMITH  ADDRESSES  EDISON  JOBBERS     CREDIT  MEN  OPPOSE  FREAK  LAWS 


General  Manager  of  Music  Industries  Chamber 
of  Commerce  at  Montreal  Convention 


What  Is  Needed  Just  Now  Is  Economy  in  the 
Matter  of  Legislation,  Says  J.  H.  Tregoe 


Alfred  L.  Smith,  general  manager  of  the  Mu- 
sic Industries  Chamber  of  Commerce,  upon  his 
return  to  New  York  on  Thursday,  after  having 
appeared  before  the  Ways  and  Means  Commit- 
tee in  Washington  to  urge  higher  tariffs  on  mu- 
sical instruments  and  parts,  left  for  Montreal, 
Canada,  to  speak  before  the  convention  of  the 
Edison  Diamond  Disc  Jobbers'  Association,  his 
address  being  confined  chiefly  to  a  report  of 
what  the  Chamber  is  doing  in  connection  with 
the  Federal  tax  situation. 


COMPLETE  FILES  OF  WORLD  DESIRED 

An  advertiser  is  anxious  to  secure  complete 
files  of  The  Talking  Machine  World  for  a  num- 
ber of  years  past.  Readers  having  such  files 
and  are  willing  to  dispose  of  them  are  requested 
to  communicate  with  this  office. 


Amelita  Galli-Curci,  the  famous  soprano  and 
Victor  artist,  has  signed  a  contract  to  sing  for 
the  Metropolitan  Opera  Co.  next  season  in  New 
York. 


Stating  that  there  are  too  many  laws  in  this 
country,  J.  H.  Tregoe,  executive  secretary  of 
the  National  Association  of  Credit  Men,  in  his 
February  letter  to  the  members  of  that  organi- 
zation, declares  that  the  time  has  come  to  em- 
phasize the  need  of  economy  in  legislation. 

''The  country  has  grown  ripe  for  legislation 
of  the  freak  type,"  writes  Mr.  Tregoe.  "With- 
out disparaging  the  entrance  of  women  into 
governmental  affairs  and  endowing  her  with  the 
right  of  suffrage,  yet  this  experiment,  of  tre- 
mendous significance  to  the  nation,  may  develop 
legislative  ideas  which  will  really  submerge  the 
true  purposes  of  the  Government  into  mere 
sentiment.  Wherever  it  is  within  the  powers  of 
man  to  accomplish  something  its  accomplish- 
ment should  be  left  to  him  and  his  effort  not 
supplemented  by  legislation  enactors.  The 
laws  shouldn't  be  used  for  the  attainment  of  ob- 
jects beyond  the  reasonable  powers  of  man.  We 
have  had  bills  introduced  for  the  curing  of  all 
kinds  of  ailments,  for  all  manner  of  welfare 
projects  and  we  should  remember  in  this  con- 


Enrico  Caruso,  the  famous  Victor  artist,  is 
now  convalescing  rapidly  and  satisfactorily 
from  his  recent  attack  of  pleurisy.  While  it  is 
true  that  at  one  time  his  condition  was  ex- 
tremely critical,  still,  despite  the  report  which 
appeared  in  many  newspapers,  he  did  not  have 
a  hemorrhage  in  his  throat.  The  accident  which 
was  reported  as  a  hemorrhage  was  due  entirely 
to  the  pleurisy  from  which  he  was  at  that  time 
already  suffering. 

At  the  present  time  he  is  still  in  New  York 
and  is  making  very  rapid  progress  on  account 
of  his  tremendous  natural  vigor.  He  plans  to 
leave  with  his  family  for  Atlantic  City  the  lat- 
ter part  of  February,  and  after  a  sojourn  there 
will  sail  in  the  early  Summer  for  Italy.  He 
plans  to-  spend  the  Summer  at  his  home  in  that 
country.  There  is,  in  the  opinion  of  those  best 
qualified  to  know  the  facts,  no  reason  to  doubt 
that  he  will  soon  be  singing  in  opera  with  the 
same  masterly  vigor  that  previously  character- 
ized his  art. 


PROMOTION  FOR  I .  W.  SCHWOEBEL 

Jacksonville,  Fla.,  February  9. — The  Florida 
Talking  Machine  Co.,  Victor  wholesalers  of  this 
city,  have  found  it  necessary,  as  a  result  of 
business  demands,  to  expand  the  business  mate- 
rially. F.  W.  Schwoebel,  formerly  with  the 
Victor  traveling  department,  who  has  been  with 
the  company  for  the  pasf  year,  has  been  ap- 
pointed sales  manager  and  will  have  complete 
charge  of  the  sales  department. 


Columbia  dealers  from  various  centers  in  In- 
diana held  a  gathering  at  the  Hotel  Anthony,  in 
Ft.  Wayne,  on  February  8.  John  McKenna  and 
J.  Kapps  attended  from  Chicago,  and  the  affair 
was  under  the  management  of  F.  S.  Binger,  the 
Indiana  representative. 


This  handsome  metal  enamel  display  stand  holds  60 
packages.  2  doz.  extra  loud,  I  doz.  medium,  and  2  doz. 
loud;  each  package  containing  50  WALL  KANE 
NEEDLES,  retailing  for  15c.  Price  of  Stand  to  dealers, 
$4.60;  54  90  Far  West.  Single  packages,  7'/2c;  8c  in 
the  Far  West. 


WALL -KANE  NEEDLES 

One  of  the  important  reasons  why  you 
should  sell  Wall-Kane  Needles  is: 

They  have  made  good.  On  the  mar- 
ket for  many  years  and  the  demand 
for  them  is  greater  than  ever  before. 

Attractive  display  containers,  each  holding  100  packages  of  a  tone 
of  WALL-KANE  Needles,  cost  the  dealer  $7.50;  $8  in  the  Far  West 

Some  Jobbing  Territory  Still  Open 


PROGRESSIVE  PHONOGRAPHIC  SUPPLY  CO. 


145  WEST  45th  STREET 
NEW  YORK  CITY 


166 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


DYNAMIC  FORCE  OF  JAZZ  MUSIC  NOW  BEING  RECOGNIZED! 

R.  L.  Goldburg,  the  Clever  Cartoonist  of  the  Evening  Mail,  Conceives  a  Brilliant  Idea  Which 
May  Interest  Talking  Machine  Men  Who  at  Times  Face  the  Problem  of  Flat  Tires  and  No  Pump 


Marvelous  what  the  inventive  mind  can  do 
when  it  applies  itself  to  a  problem.  Peruse  the 
following  process  through  the  maze  of  its  wan- 
derings and  if  at  the  end  you  know  what  it  is 
all  about  you  will  immediately  trot  your  talking 


and  a  spark  sets  off  the  Roman  candle,  which 
shoots  a  fiery  star  skyward.  But  you  have  care- 
fully fastened  a  string  across  the  path  of  this 
fiery  star  and  this  string  is  struck  and  broken 
by  the  burning  ball.    The  breaking  of  the  string 


ment  begins  to  play  some  wicked  jazz.  This 
dynamic  music — which  is  not  yet  prohibited  by 
law  and  will  never  be  as  soon  as  motorists  like 
yourself  have  found  out  its  real  value  as  a  tire 
pumper — so  moves  the  spirit  of  the  jazz-bird 
that  he  dances  madly  up  and  down  on  the  bel- 
lows you  have  provided.  The  bellows  is  con- 
nected to  the  tire  valve.  Now  as  the  jazz-bird 
dances  the  air  is  forced  into  your  tire,  and 
there  you  are.    You  are  now  ready  to  proceed 


"Wa\t  Fob.  ujvMfc)  to 
TUfeM  uJiMbMILt  fA) which 
RSMoLVeS  WHEEL  (B) 
CoMMecr£t>  e>Y  STRAP  (fc) 
TO  USHESl-  Ct>)  AMd  SETT 

AS  goMAfvi  CAM&ie  Cf) 
.SPIMS  AftOUNfc,  IT  COMES 
IM  COSSTACT  WITH 
etSCTRlC  SPARK  Cg) 
AWb  SHOOTS  OPF  STARCH) 
WHICK  BUR.KJS  STRIMS 
Cl),  bOoPPIMG  BR(.CK(J) 
ONS      HAAJbLe  (k)  AWb. 
■STARmiObG  PH0U06RAPH  (L) 
JACZZ.BIRt>CM)  HrGARs 
MU-SIC  AMb  t>AMC£S 
ONJ  &6LLOUJS  CN)-TH6 
MOTtOM  T>OM>S  AIR. 
THriRoOGH  Hose  Co) 

IMTo  XI  R&  CP)  AsJb 

You  ASS  R.'sAbH:  ~to 


How  the  Problem  of  the  Flat  Tire  and  the  Tired  Business  Man  Is  Solved  Without  Aid  of  Einstein's  Theory 


machine  out  in  the  garage  and  try  it  out.  Pic- 
ture yourself  stranded  on  some  lovely  but 
garageless  country  road  with  a  flat  tire  and  no 
pump.  Enough  to  take  out  of  life  the  little  joy 
the  law  still  allows.  If  it  had  not  been  for  the 
talking  machine  you  would  never  have  over- 
come such  an  obstacle  as  that!  But  Fate  has 
smiled  upon  you  and  with  your  portable  instru- 
ment in  the  side  pocket  you  can  set  about  right- 
ing all  your  troubles. 

First  study  the  picture  carefully  and  save  your 
laughs  for  the  last  chapter  after  the  curtain 
falls.  Here  you  are  on  the  road  with  a  flat  tire 
— all  you  need  to  start  with  is  a  windmill.  The 
wind  which  whistles  inside  your  coat  collar  will 
turn  this  wheel  rapidly.  At  the  end  of  the  shaft 
on  which  the  wheel  is  mounted  place  a  genera- 
tor and  connect  it  with  a  set  of  cog-wheels  to  a 
turntable  in  the  center  of  which  is  a  Roman  can- 
dle. From  the  end  of  the  generator  runs  a  wire 
attached  to  the  fuse  of  the  candle.  As  the  wind 
blows  and  turns  the  wheel  current  is  generated 


releases  the  weight  on  the  end,  a  common  brick 
will  do,  and  this  weight  falls  upon  the  starting 
lever  of  the  talking  machine  which  you  have 
thoughtfully  brought  along. 

Here  is  where  music  gets  in  its  dirty  work. 
When  the  starting  lever  is  released  the  instru- 


upon  your  way.  What  could  be  sweeter?  And 
ihe  master  mind,  by  the  way,  which  evolved 
this  epoch-making  invention,  was  our  old  friend 
R.  L.  Goldberg,  cartoonist  of  the  Evening  Mail. 
He  wins  the — supply  the  latest  wheeze  for  your- 
self. 


MAKING  PROFITABLE  USE  OF  DEALER  SERVICE  MATERIAL 

Letter  Recently  Sent  Out  for  the  Purpose  of  Stimulating  Dealers  to  a  More  Frequent  Use  of 
Window  Display  Material  Is  Worthy  of  the  Consideration  of  Those  Interested 


The  Mutual  No.  6 

Knife  Edge,  Spring  Suspension 
Reproducer 


No  Screws 
or 

Adjustment 


Adj 


No  Blasts 
usts  Itself 


All   Sound  Box 
troubles   are  elimi" 
nated  in  this  new  pat- 
ented, scientifically  built  Reproducer 

Send  for  samples  and  particulars 


Mutual  Phono  Parts  Mfg.  Co. 

149-151  Lafayette  St.      New  York,  N.  Y. 


Manufacturers  and  wholesalers  in  the  talking 
machine  industry  are  spending  enormous 
amounts  of  money  on  dealer  service  material,  no 
small  part  of  which  has  been  devoted  to  window 
displays.  Very  frequently  the  retail  merchants 
have  not  been  prone  to  make  the  maximum  use  of 
this  material,  which  means  a  considerable  total 
loss  in  money,  not  only  to  the  house  preparing 
the  material,  but  also  , to  the  dealer  through  loss 
of  sales. 

A  letter  which  was  recently  used  by  a  whole- 
sale grocer  to  stimulate  his  dealers  in  using  the 
window  material  supplied  to  them  a  short  time 
ago  was  worked  over  by  a  talking  machine  man 
so  as  to  make  it  adaptable  to  the  use  of  the  talk- 
ing machine  industry: 
"Dear  Customer  of  Ours: 

"Several  days  ago  the  proprietor  of  a  retail 
music  store  in^  the  eastern  part  of  the  State 
wrote  us  a  very  enthusiastic  letter  about  his 
sales  of  (  )  talking  machines. 


"This  merchant,  it  seems,  did  not  know  that 
a  good  market  for  operatic  selections  existed  in 
his  vicinity  until  he  received  a  few  pieces  of  our 
advertising  material  which  aimed  to  increase 
sales  for  this  class  of  record.  He  put  up  the 
signs  and  counter  cards  we  sent  him  and 
dressed  his  window  with  the  special  background 
we  recommended.  Judging  from  his  letter,  he 
,  was  more  than  surprised  by  the  market  he  had 
tapped  by  simply  putting  on  display  these  signs 
which  will  whet  anybody's  musical  appetite. 

"It  occurred  to  us  that  you  would  like  to  fea- 
ture operatic  records  for  a  few  days,  so  we  are 
sending  you  some  of  this  same  advertising. 

"If  you  don't  find  time  to  get  it  up  before  our 
Mr.  Blake  sees  you  again  ask  him  to  give  you 
a  few  suggestions.  He  has  a  knack  of  fixing 
up  a  window  that  you  won't  find  many  to  have. 
He  will  be  glad  to  put  this  advertising  on 
operatic  records  to  work.    Sincerely  yours, 

"Better  Business  Company." 


GRADUATES  ARE  ENTHUSIASTIC 

Camden,  N.  J.,  February  9. — Another  large  class 
has  just  graduated  from  the  School  of  Sales- 
manship conducted  by  the  Victor  Talking  Ma- 
chine Co.  Now  that  we  are  in  an  era  when 
intelligent  selling  effort  is  required  on  the  part 
of  retail  merchants  the  function  performed  by 
this  school  is  especially  opportune,  and  it  is 
interesting  to  note  that  the  members  of  the  Vic- 
tor trade  attending  include  representatives  from 
the  most  distant  points,  on  the  Western  coast. 
A  substantial  attendance  has  been  secured  from 
every  section  of  the  country  and  the  enthusiasm 
of  the  graduates  is  very  great.  Many  proprie- 
tors of  retail  establishments  are  among  those 
graduated  from  the  last  session. 


most  of  the  other  factories  in  the  talking  ma- 
chine industry  are  operating  on  a  part-time 
basis,  or  practically  shut  down,  the  shortage 
for  Victor  merchandise  continues  to  exist,  and 
production  is  being  vigorously  pushed  forward 
to  meet  current  demands. 


PUSHING  VICTOR  PRODUCTION 

Camden,  N.  J.,  February  9. — The  factory  of  the 
Victor  Talking  Machine  Co.,  this  city,  continues 
active  production  on  a  normal  basis.  While 


RECORD  COUNTERS  WELL  ARRANGED 

Hackensack,  N.  J.,  February  9. — The  Bergen 
Talking  Machine  Co.,  Victor  dealer  of  this  city, 
has  arranged  its  record  counter  in  an  especially 
attractive  manner.  In  the  center  of  the  counter 
proper  is  a  large  Victor  dog,  with  several 
miniature  dogs  in  front  of  him.  On  each  side 
of  the  dog  is  a  basket  of  fresh  flowers.  On  the 
top  of  the  record  rack  there  are  four  large 
spherical  electric  lights  of  white  glass.  There 
is  one  word  lettered  on  each  of  these,  and 
reading  from  left  to  right  they  run:  "We  Aim 
to  Please."  Hanging  on  the  wall  back  of 
these  are  three  large  sepia  prints  of  celebrated 
Victor  artists. 


February  IS,  1921 


THE   TALKING   MACHINE  WORLD 


167 


Showing  Electric  Arm  Attached  to 
Commercial  Phonograph 


PHONOGRAPH  MUSIC,  OVER  A  WIRE 

Reproduced,  Amplified,  Transmitted  Electrically 

Big,  Round,  full  tone. 

Electric  arm  attaches  to  any  phonograph  without 

tools  (see  cut). 
Playing  Unit,  with  12-inch  all  aluminum  horn, 
may  be  located  at  distant  point,  or  with  straight, 
upright  horn,  concealed  in  beautiful  Lamp  or 
Electric  light  fixture  (see  top  cut). 
Needle  surface  noise  inaudible. 
Volume  control  from  a  whisper  to  full  power  of 
Band. 

Quality  of  Tone  superb,  rich,  sounds  like  the  real 
thing,  can  not  be  compared  with  commercial 
phonographs. 
Operates  on  small  storage  battery. 
Can  be  heard  a  mile  away  in  the  open,  quiet  country 

at  full  power. 
Reproduces  all  there  is  on  the  record. 
Wonderful  for  Homes,  Churches,  Schools,  Clubs, 
Restaurants,   Dance   Halls,   Gardens,  Tennis 
Court,  Sea  Shore,  Summer  Resorts,  Porches,  etc. 
New  possibilities  for  the  Phonograph. 
Manufacturers  adopt  it  for  your  cabinets. 
Live  dealers  secure  exclusive  territorial  agencies. 
Will  sell  to  only  one  dealer  in  a  town. 

Fully  guaranteed — Retail  price  only 
$150. 

In  Hand-Carved  finest  quality 
polychrome  lamp  $220 


166 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


TO-DAY 


You  Must  Sell  "QUALITY"  and  "SERVICE" 

Your  customer  demands  it.  Price  is  a  secondary  consideration.  When  you  are  ordering 
your  table  instrument  requirements  remember  there  is  nothing 

quite  so  good  as  the  Piknik. 

Made  Portable  in  30  seconds 

Built  to  win  friends  and  repeat  business.  Spend  two  cents  and  get  acquainted. 

It  will  pay  you  to  handle  the  best. 
The  Piknik  is  the  best  portable  phonograph  on  the  market. 

THE  PIKNIK  PORTABLE  PHONOGRAPH,  inc. 

Lakewood,     New  Jersey 


EDISON  KEEN  AND  ACTIVE  AT  74 


IMPROVING  CONDITIONS  IN  SOUTH 


CRYSTOLA  CO.  PLANS  EXTENSION 


Famous  Figure  in  World  of  Science  Celebrates 
Birthday  in  Usual  Way— Tells  of  World  Prob- 
lems to   Solve — Flooded  With  Messages 


R.  L.  Freeman  and  J.  S.  Macdonald  Make  Ex- 
tended Trip  and  Give  Interesting  and  En- 
couraging Views  of  the  Business  Situation 


R.  C.  Swing  Assumes  Entire  Managership  of 
Company,  Succeeding  W.  R.  Thomas 


The  event  of  Thomas  A.  Edison's  seventy- 
fourth  birthday  on  February  11  was  widely  com- 
mented upon  by  the  press  all  over  the  country. 
Breaking  his  usual  custom  of  silence,  he  gave  a 
lengthy  interview  to  the  public  and  showed  that, 


Ralph  L.  Freeman,  director  of  distribution  cf 
the  Victor  Talking  Machine  Co.,  Camden,  N.  J., 
and  J.  S.  Macdonald,  sales  manager  of  the  same 
company,  recently  returned  from  an  extended 
trip  through  the  Southern  section  of  the  coun- 
try, including  such  important  centers  as  Rich- 
mond, Jacksonville,  Atlanta,  Birmingham,  Mo- 
bile, New  Orleans,  Houston,  Dallas,  Memphis 
and  Cincinnati. 

In  a  chat  with  The  World  they  reported  thai 
although  the  market  for  the  various  crops  and 
livestock  produced  in  the  region  they  covered 
had  fallen  off  very  much  in  price,  the  funda- 
mental conditions  are  satisfactory.  Most  of  the 
business  men  in  this  part  of  the  country  have 
prospered  to  a  large  extent  during  the  last  three 
or  four  years,  and  it  is  not  compulsory  that  they 
move  their  present  crops,  etc.,  on  an  immediate 
basis. 

The  potential  and  actual  market  for  Victrolas 
they  found  to  be  excellent.  The  holiday  busi- 
ness was  good  even  in  those  centers  where  gen- 
eral business  depression  existed  in  the  largest 
degree,  and  despite  the  lull  in  the  sale  of  crops 
the  sale  of  Victrolas  and  Victor  records  has 
kept  up  very  well  since  the  first  of  the  year. 


Cincinnati,  O.,  February  10. — Plans  for  the  re- 
organization and  extension  of  the  Crystola  Co., 
of  this  city,  are  now  under  way.  R.  C.  Swing, 
treasurer  and  general  manager  of  the  company, 
has  assumed  entire  managership  of  the  company 
following  the  resignation  of  W.  R.  Thomas,  in 
December. 

"Business  is  fine  with  us,"  said  Mr.  Swing.  "We 
did  better  in  January  than  in  November  or  De- 
cember. Our  dealers  and  the  public  are  gradu- 
ally learning  the  genuine  merits  of  our  non- 
vibrating  glass  amplifier  and  also  the  easily 
demonstrated  advantages  of  our  diaphragm, 
which  is  of  special  composition  and  of  graduated 
thickness."  An  active  selling  campaign  on  behalf 
of  the  Crystola  agents  is  assured  by  Mr.  Swing, 
beginning  in  the  course  of  the  next  two  or  three, 
months. 


TO  JOB  WALL=KANE  NEEDLES 


Appointment  of  Distributors  in  New  York,  Chi- 
cago and  Syracuse  Announced 


Thos.  A.  Edison 

both  in  mind  and  body,  he  is  still  more  active 
than  many  a  younger  man.  His  interest  in  the 
affairs  of  the  world  is  keen  and  his  judgment 
sure.  He  believes  in  a  tax  on  all  sales  and  de- 
clares that  business  men  should  be  allowed  to 
work  out  their  own  salvation  without  government 
interference.  On  his  birthday  Mr.  Edison  was 
the  recipient  of  thousands  of  messages  of  con- 
gratulation and  good-will  from  men  and  women 
in  every  walk  of  life,  especially  from  the  famous 
artists  whose  musical  genius  has  been  made  per- 
manent through  the  New  Edison  and  the  Re- 
creations. 


VAN  HORN  ELY  AT  PALM  BEACH 


Van  Horn  Ely,  president  of  the  Columbia 
Graphophone  Co.,  is  spending  a  few  weeks  at 
Palm  Beach,  Fla.  H.  L.  Willson,  vice-president 
and  general  manager  of  the  Columbia  Grapho- 
phone Co.,  returned  recently  to  New  York  after 
an  important  trip  through  the  West,  where  he 
visited  the  various  Columbia  factories. 


Charles  Gorsch,  Margaretville,  N.  Y.,  has 
taken  the  agency  for  the  Remington. 


The  distribution  of  Wall-Kane  needles  has 
been  augmented  through  the  appointment  of 
three  progressive  distributing  houses  by  the 
Progressive  Phonographic  Supply  Co.,  manufac- 
turers of  this  product.  The  three  new  distribu- 
tors are  the  Maurice  Richmond  Music  Co.,  New 
York  City;  H.  Engel,  Chicago,  111.,  and  B. 
Cohen,  Syracuse,  N.  Y.  The  affairs  of  the  Pro- 
gressive Phonographic  Supply  Co.  are  progress- 
ing in  a  very  satisfactory  manner.  Due  to  the 
illness  of  D.  Tauber,  general  manager  of  the 
company,  N.  Cohen,  president  and  treasurer  of 
the  Progressive  Phonographic  Supply  Co.,  is 
actively  taking  hold  of  the  directing  of  the 
affairs  of  the  company  from  the  executive  offices, 
New  York  City. 


EMERSON  RECORDS  NOW  85  CENTS 

The  Emerson  Phonograph  Co.  announced  on 
Monday,  February  14,  that,  effective  immediately, 
all  Emerson  records  will  be  listed  at  eighty-five 
cents  with  the  exception  of  records  made  by 
Eddie  Cantor,  famous  musical  comedy  star  and 
exclusive  Emerson  artist,  which  will  continue  to 
retail  at  $1.00.  Included  in  the  eighty-five-cent 
library  will  be  all  of  the  exclusive  Emerson  ar- 
tists with  the  exception  of  Eddie  Cantor. 


Dependable 


Castings 


The  Superior  Die  Casting  Co. 


Cleveland,  O. 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


169 


PROGRESS  OF  THE  TRIAL  OF  THE  MACY-VICTOR  CASE 

Action  Which  Began  Before  Judge"  Mack  and  Jury  in  the  United  States  District  Court,  New 
York,  on  January  17  Enters  Fifth  Week,  With  Plaintiff's  Side  Still  Unfinished — Some  Inter- 
esting Testimony  Offered — It  Is  Now  Estimated  That  the  Trial  Will  Last  Another  Month 


For  the  past  month  the  interest  of  the  trade 
has  been  centered  in  the  proceedings  of  the 
United  States  District  Court  for  the  Southern 
District  of  New  York,  where  the  action  brought 
by  R.  H.  Macy  &  Co.,  the  New  York  depart- 
ment store,  against  the  Victor  Talking  Ma- 
chine Co.,  Camden,  N.  J.,  and  a  number  of 
Victor  wholesalers  located  in  and  about  New 
York,  in  an  effort  to  secure  $570,000  triple  dam- 
ages for  alleged  violation  of  the  Sherman  Act, 
has  been  on  trial  before  Judge  Mack  and  a  jury. 

The  suit  is  regarded  as  the  most  important 
ever  brought  in  the  trade  from  many  angles  and 
both  sides  in  the  litigation  had  prepared  for  a 
long  and  bitter  fight.  The  trial  was  started  be- 
fore Judge  Mack  on  January  17  and  as  The 
World  goes  to  press  the  presentation  of  argu- 
ments and  testimony  by  the  plaintiff  has  just 
about  been  finished.  With  the  defense  still  to 
be  heard  it  is  believed  that  at  least  three  weeks 
will  be  required  to  bring  the  case  to  a  conclu- 
sion. 

Edmond  E.  Wise,  of  Wise  &  Seligsberg,  ap- 
peared for  Macy  &  Co.,  with  George  W.  Schur- 
man, of  Hughes,  Rounds.  Schurman  &  Dwight, 
appearing  for  the  Victor  Co.,  and  Gilbert  H. 
Montague  for  the  several  jobbers. 

Plaintiff's  Attorney  Opens  Case 

The  case  was  opened  by  Mr.  Wise,  who,  in 
behalf  of  the  plaintiff,  made  the  claim  that  the 
right  of  the  Victor  Co.  to  fix  resale  prices  was 
not  recognized,  and  cited  the  decision  of  the 
Supreme  Court  in  the  Sanatogen  case  in  sup- 
port of  his  argument.  He  also  called  atten- 
tion to  the  fact  that  the  U.  S.  Supreme  Court 
had  sustained  the  demurrer  filed  by  Macy  &  Co. 
through  an  action  brought  by  the  Victor  Co.  in 
1914  seeking  to  restrain  Macy  &  Co.  from  cut- 


CABINETS 

MODERATE  PRICES 
IMMEDIATE  DELIVERY 


Send  for  circular  of  our  line 

Everett  Hunter  Mfg.  Co. 

McHENRY,  ILL. 


ting  prices  on  Victor  goods.  In  presenting  his 
case  Mr.  Wise  paid  tribute  to  the  effectiveness 
of  the  tremendous  advertising  campaign  carried 
on  by  the  Victor  Co.,  which  had  resulted,  he 
said,  in  "Victor"  or  "Victrola"  being  accepted 
as  a  generic  term  for  all  talking  machines  by  a 
goodly  proportion  of  the  public.  In  support 
of  the  plaintiff's  case  much  was  made  of  the 
fact  that  Macy  &  Co.  had  been  unable  to  pur- 
chase Victor  goods  direct  from  the  Victor  Co. 
or  the  various  jobbers  included  in  the  action 
since  about  1913,  and  had  suffered  a  material 
loss  in  potential  profits  as  a  result. 

Opening  Argument  for  Defense 

Mr.  Schurman,  for  the  Victor  Co.,  declared 
that  his  clients  had,  in  every  instance,  complied 
with  the  law  and  that  the  present  action  grew 
out  of  the  alleged  violation  by  Macy  &  Co. 
of  a  contract  they  had  entered  into  with  the 
Victor  Co.  He  called  attention  to  the  fact  that 
the  earlier  contracts  between  the  Victor  Co.  job- 
bers and  dealers  had  been  passed  upon  favor- 
ably by  the  United  States  courts  up  to  and  in- 
cluding the  Circuit  Court  of  Appeals  and  that 
it  was  not  until  after  Macy  had  proceeded  with 
the  alleged  violation  of  the  Victor  contract  that 
the  United  States  Supreme  Court  had  declared 
that  instrument  ineffective.  -  In  short,  it  was 
maintained  by  the  defense  that  at  the  time  the 
dispute  arose  with  Macy  &  Co.  the  Victor  con- 
tract had  been  upheld  by  all  the  courts  before 
which  it  had  been  taken.  It  is  also  claimed  by 
the  defense  that  Macy  &  Co.  had  sought  to 
secure  jobbers'  discounts  upon  purchases  and 
had  been  refused  by  the  Victor  Co.  as  a  matter 
of  trade  policy. 

The  Cause  of  the  Jobbers 

Mr.  Montague,  for  the  defendant  jobbers, 
denied  the  existence  of  any  conspiracy  among 
his  clients  in  refusing  to  supply  Macy  &  Co. 
with  goods,  declaring  that  at  the  time  the  plain- 
tiff had  attempted  to  secure  goods  from  the 
jobbers  and,  in  fact,  practically  up  to  date,  there 
was,  and  has  been,  a  distinct  shortage  of  Vic- 
tor products;  that  with  limited  supplies  whole- 
salers naturally  preferred  to  do  business  with 
friendly  interests  and  that  the  right  of  a  mer- 
chant to  refuse  to  sell  for  cause,  or  for  no  cause, 
has  been  upheld  at  least  twice  by  the  Supreme 
Court  during  the  past  couple  of  years.  Mr. 
Montague  also  emphasized  the  fact  that  at  the 
time  the  various  contracts  were  in  force  they 
had  been  upheld  as  legal  by  the  courts  and  that 
even  since  the  adverse  decision  of  the  United 
States  Supreme  Court  on  that  question  the 
sound  economic  principles  back  of  a  system  of 
price  maintenance  had  been  supported  by  many 
important  authorities  and  interests  and  that 
legislation  to  permit  of  the  establishment  of 
standard  prices  had  been,  and  was,  before  Con- 
gress. 

Herbert  N.  Straus  the  First  Witness 

Herbert  N.  Straus,  of  R.  H.  Macy  &  Co.,  was 
the  first  witness  called  by  the  plaintiff,  who  re- 
mained on  the  stand  for  practically  two  days 
answering  direct  questions  and  replying  to 
cross-examination  by  counsel  on  both  sides 
relative  to  the  relationship  between  Macy  & 
Co.  and  the  Victor  Co.  from  1908  to  1913,  when 
the  disagreement  started,  and  then  to  daj;e.  Mr. 
Straus  told  chiefly  of  happenings  since  1913, 
when  Macy  &  Co.  refused  to  sign  a  new  dealers' 
contract  with  the  Victor  Co  jobbers.  He  out- 
lined the  efforts  that  had  been  made  to  reach 
an  understanding,  and  particularly  the  efforts 
that  had  been  made,  largely  under  his  personal 
direction,  to  secure  Victor  goods  directly  from 
jobbers,  or  indirectly  through  other  channels. 

The  testimony  of  Mr.  Straus  was  at  times 
distinctly  interesting  and  illuminating  and  the 
character  of  the  questions  and  answers  resulted 
in  frequent  clashes  between  opposing  counsel. 

The  next  witness  was  C.  H.  Williams,  de- 
scribed as  a  buyer  for  the  Macy  store,  whose 


special  duty,  it  appeared,  was  to  secure  Victor 
merchandise  wherever  possible  and  who  de- 
voted an  average  of  half  his  time  to  that  work. 
Williams  declared  that  he  had  called  personally 
upon  various  jobbers  in  New  York  and  other 
cities  in  the  East,  particularly  after  the  Supreme 
Court  had  sustained  the  Macy  demurrer  to  the 
Victor  Co.'s  complaint  in  1917.  His  testimony 
regarding  alleged  conversations  between  him- 
self and  the  various  jobbers  and  their  represent- 
atives seemed  particularly  interesting  to  the  de- 
fendants, several  of  whom  he  named  in  person. 
It  appeared  that  much  work  and  trouble  was 
involved  in  getting  the  desired  goods. 

Later  on  Percy  Straus,  a  brother  of  Herbert 
N.  Straus,  and  also  a  member  of  the  Macy  firm, 
was  called  to  the  witness  stand  and  added  some 
testimony  to  that  given  by  his  brother.  Herbert 
N.  Straus  was  recalled  to  the  stand  for  re-cross- 
examination  a  week  or  so  after  his  first  direct 
testimony  in  order  to  verify  the  statement  that 
Macy  &  Co.  upheld  prices  on  the  toilet  prepara- 
tions of  Colgate  &  Co.  and  spent  an  unpleasant 
few  minutes  with  the  Victor  Co.'s  attorney  as 
a  result. 

Another  witness  for  the  plaintiff  was  Julian 
Florian,  who  in  1914  was  manager  of  what  was 
then  the  wholesale  Victor  department  of  I. 
Davega,  Jr.,  Inc.,  and  who  brought  to  light 
some  alleged  dealings  he  had  with  Macy  after 
the  company  had  ceased  to  be  a  licensed  Vic- 
tor dealer. 

Florian  testified  in  the  course  of  his  direct 
examination  to  the  existence  of  a  special  ar- 
rangement he  had  made  with  Macy  &  Co. 
running  from  May  4,  1914,  to  the  Fall  of  that 
year,  whereby  various  Victor  goods  were  pur- 
chased by  the  plaintiff  at  regular  retail  prices 
and  that  subsequently  a  cash  refund  was  made, 
such  refund  being  placed  in  sealed  envelopes  and 
carried  personally  by  Florian  to  Mr.  Straus.  The 
deal,  it  was  brought  out,  followed  the  introduc- 
tion of  Florian  to  the  Macy  storeroom  where 
he  was  shown  a  considerable  stock  of  Victor 
goods  and  informed  that  they  had  been  obtained 
from  other  sources.  Florian  admitted  that  he 
had  been  discharged  from  the  Davega  employ 
in  December,  1914. 

The  attorney  for  the  defense  secured  the  ad- 
mission from  Florian  that  he  was  "sore"  at  Mr. 
Davega  and  also  at  the  Victor  Co.,  and  had  sued 
I.  Davega,  Jr.,  Inc.,  for  the  loss  of  his  position, 
finally  settling  the  case  out  of  court. 

An  Interesting  Witness 

A  particularly  interesting  witness  for  the 
plaintiff  was  Harry  E.  Oliver,  who  shed  some 
interesting  light  upon  the  methods  adopted  by 
the  Macy  house  for  securing  Victor  goods  after 
May,  1914.  Oliver  stated  that  he  went  to  vari- 
ous recognized  sources  of  supply  in  an  effort 
(Continued  on  page  170) 


IIIPIIIKt"1  ~  ""lmm  


(Brilliantone 
Steel  Needles 

<Tonofbne 
Flexible  Needles 


Send  fir  complete 
price  List  to 


kill 


1552  nroaduau  ^ 


THE     TALKING     MACHINE     WORLD  February  15,  1921 


THE  VECTOR  COMPANY 

Electrical  and  Mechanical  Engineers 

Experts  on  designs,  plant  equipment  and 
production. 

Estimates  furnished  for  complete 
equipment  of  recording  laboratories 
and  manufacturing  plants. 

Phonographs,  Electric  Motor  Drives,  Com- 
ponents and  Records. 

Correspondence  Invited 

THE  VECTOR  COMPANY 

225  Fifth  Ave.,  New  York  Tel.  Madison  Sq.  9305 


170 


PROGRESS  OF  VICT0R=MACY  TRIAL 

(Continued  from  page  169) 

to  secure  Victor  goods,  and  had  taken  from  the 
classified  telephone  directory  a  list  of  dealers  in 
talking  machines  and  called  on  a  number  of 
them,  citing  names,  addresses  and,  in  some 
cases,  dates.  He  stated  that  he  had  a  fund  of 
money  belonging  to  Macy  &  Co.  standing  under 
his  own  name  in  a  bank  and  had  drawn  on  that 
fund  to  pay  for  Victor  machines  and  records 
which  were  billed  to  him  personally  and  deliv- 
ered to  his  oflice  at  215  Fourth  avenue.  The 
goods  were  in  turn  billed  to  Macy  &  Co.  by 
Oliver.  The  witness  testified  to  some  of  his 
experiences  in  traveling  to  various  cities  and 
towns  seeking  Victor  merchandise,  and  in  the 
course  of  a  length)'  cross-examination  gave 
other  information  that  was  interesting,  and  in 
some  cases  important. 

The  testimony  also  included  the  presenting  of 
depositions  from  Edward  Briggs,  secretary  and 
treasurer  of  the  Oliver  Ditson  Co.,  Boston,  and 
H.  A.  Winkelman,  manager  of  the  wholesale 
Victor  talking  machine  department  of  that  com- 
pany. 

Russell  C.  Downs,  who  stated  that  he  was 
employed  by  the  New  York  Talking  Machine 
Co.  as  stock  clerk  from  December,  1913,  to  the 
Spring  of  1916,  was  also  called  as  a  witness  and 
gave  some  testimony  of  value.  He  stated,  for 
instance,  that  Victor  records  had  been  marked 
for  identification  and  that  he  could  tell  the  name 
of  the  dealer  from  such  markings.  The  defense 
was  interested  particularly  in  Downs'  admission 
that  a  special  premium  was  paid  upon  sales  of 
the  Ru-Stella  machine  offered  by  Macy  &  Co. 
as  their  own  product. 

Benj.  Switky,  who  for  some  years  operated 
as  a  Victor  jobber,  was  one  of  the  witnesses 
called  by  the  plaintiff  and  told  of  the  efforts 
made  by  the  Victor  Co.  representatives  to  trace 
back  goods  that  had  been  purchased  by  Macy 
<x:  Co.,  and  something  of  his  relations  with  the 
company  while  acting  as  one  of  its  wholesale 
representatives. 

Two  days  were  devoted  to  the  direct  exami- 
nation and  cross-examination  of  Mr.  Switky  in 
order  to  bring  out  various  points  in  his  rela- 
tionship as  a  distributor  with  the  Victor  Co. 
and  its  representatives,  and  with  the  members 
of  the  retail  trade. 

Former  Dealers  Called 

Another  witness  for  the  plaintiff  was  Ellen 
Byrne  DeWitt.  formerly  a  licensed  Victor 
dealer,  who  answered  the  questions  put  to  her 
in  a  manner  that  frequently  aroused  merriment 
in  the  courtroom.  Max  A.  Fischer,  also  a  for- 
mer Victor  dealer,  who  apparently  had  many 
business  dealings  with  Macy  &  Co.,  was  like- 
wise called  to  the  stand  and  testified  at  length. 

Marie  B.  Kaplan,  another  erstwhile  Victor 
dealer,  also  spent  some  hours  in  the  witness 
chair,  her  testimony  being  followed  by  that  of 
her  attorney,  D.  W.  Steele,  who  recited  the  re- 
sults of  several  alleged  visits  to  Camden. 

The  plaintiff  also  called  to  the  stand  a  num- 
ber of  past  and  present  employes  of  Macy  & 
Co.,  who  were  connected  with,  or  had  knowl- 
edge in  some  way  of,  the  methods  adopted  by 
the  Macy  concern  for  securing  supplies  of  Vic- 
tor goods  after  they  had  been  cut  off  the  dealers' 
list.  Among  these  were  Rita  A.  Smith,  a  for- 
mer  stenographer;    Barbara   Sowa,   Mrs.  Wil- 


ACME-DIE 


■CASTINGS- 

AIIJMINUM-ZINC-TINaLEADALL0IS 

'Acme  Die -Casting  Corp. 

Boston  Bochester  BrooUynN.Y.  UeSaii  CHcsgD 


liam  Gilroy,  Michael  Peyser  and  Philip  Ochsen- 
haut.  The  testimony  of  these  witnesses  was 
devoted  chiefly  to  identifying  sales  slips  and  re- 
ceipts and  detailing  the  means  by  which  pur- 
chases of  Victor  goods  were  financed  and 
checked  and  the  goods  handled. 

Court  Adjourned  Until  February  14 
The  court  was  adjourned  on  the  afternoon  of 
February  9,  to  resume  on  February  14.  Up  to 
the  time  of  adjournment  nearly  1,800  typewrit- 
ten pages  of  testimony  had  been  placed  on  file. 
It  is  expected  that  the  plaintiff  will  wind  up 
its  case  during  the  coming  week,  when  the 
defense  will  take  the  stand  and  present  its  side. 
It  is  not  improbable  that  the  trial  will  last  at 
least  another  month. 


MUSIC  TEACHER  ADDS  TESTIMONY 

Value  of  Talking  Machine  in  Public  School 
Musical  Instruction  Outlined  by  Russell  S. 
Gilbert  in  Letter  to  New  York  Newspaper 


The  value  of  the  talking  machine  in  teaching 
music  in  the  public  schools  is  forcefully  ex- 
plained by  Russell  S.  Gilbert  in  a  recent  letter 
to  The  Sun,  New  York.  As  Mr.  Gilbert  is  a 
teacher  of  music  his  testimony  should  bear 
weight  as  coming  from  one  who  has  had  actual 
experience.    His  letter  follows: 

"To  the  Editor  of  The  Sun. 

"Sir:  I  have  taught  music  in  New  York  for 
eight  years  and  have  had  pupils  from  both  the 
private  and  public  schools.  Both  are  well 
drilled  in  the  technique  of  music,  but  lacking  the 
music  itself. 

"Owing  to  the  size  of  the  classes  the  teachers 
are  forced  to  teach  by  rule  only.  The  result 
is  that  the  children  can  recite  rules  in  music  as 
they  recite  rules  in  grammar.  They  apply  the 
grammar  because  they  are  speaking  every  day. 
They  do  not  connect  the  rules  of  music  with 
music  itself  unless  they  are  taking  private  in- 
struction in  music  and  can  apply  the  rules. 

"The  children  are  taught  to  find  out  what 
key  the  piece  is  written  in  by  a  series  of  arith- 
metic, counting  from  the  last  sharp  or  flat.  The 
rule  is  correct  if  the  piece  is  in  major,  but  gives 
the  wrong  answer  if  it  is  a  minor  key.  What 
good  are  such  rules?  The  mere  writing  of 
chords  on  the  blackboards  does  not  instruct  the 


children  any  because  they  cannot  hear  them  and 
they  would  fail  to  recognize  one  of  them  if  it 
were  played.  I  know,  for  I  have  tested  dozens 
of  them. 

"Let  the  technique  of  music  be  left  to  the 
private  teacher  and  let  the  schools  devote  the 
time  to  actual  singing  and  hearing  of  the  best 
music,  the  history  of  music  and  musicians,  etc. 
The  work  of  spreading  the  knowledge  of  the 
best  music  by  means  of  the  talking  machine,  as 
done  in  the  schools  here,  is  producing  splendid 
results." 


ADD  MATRIMONIAL  LITERATURE 

Minister  Suggests  Records  of  Love-Making  in 
Speech  Giving  Advice  on  Marriage 


In  an  address  before  a  meeting  of  the  min- 
isters of  Toledo,  O.,  one  of  the  clergymen  of 
that  city  took  occasion  to  remark  in  the  course 
of  his  address  on  marriage  and  the  kind  of  a 
wife  to  choose,  that  the  husband  should  never 
cease  to  court  his  wife.  He  also  declared  that 
it  would  be  a  good  idea  for  every  girl  to  secure 
a  record  of  the  endearing  words  spoken  by  the 
ardent  lover  during  the  period  of  courtship. 
Then,  a  few  years  later,  she  could  show  him 
what  he  used  to  be  and  remind  him  of  his  bet- 
ter days  by  playing  the  record  on  the  family 
talking  machine. 

As  for  logic  of  the  good  divine's  words,  life 
is  too  short  to  argue.  But,  it  might  be  whispered, 
our  Toledo  friend  may,  if  he  doesn't  look  out, 
start  something.  Has  anyone  any  views  on  the 
matter?    Don't  keep  them  secret,  if  you  have. 


HOW  AN  ENTERPRISING  DEALER  USES  EXTRA  WALL  SPACE 


Clever  Mural  Sign  Used  by  the  Scanlan  Co.,  St.  Joseph,  Mo. 


The  advertising  de- 
partment of  the  Colum- 
bia Graphophone  Co.  re- 
ceived recently  an  inter- 
esting photograph  from 
the  Scanlan  Hardware  Co., 
South  street,  St.  loseph. 
Mo.,  Columbia-  dealer, 
showing  how  this  en- 
terprising merchant  is 
using  the  extra  wall 
space  in  his  establish- 
ment. The  artistic  sign 
which  is  presented  in  the 
accompanying  illustra- 
tion was  painted  by 
George  Hoffman,  one  of 
the  clerks  at  the  Scan- 
lan store,  and  this 
unique  publicity  was 
commented  upon  favor- 
ably by  visitors  to  these 
warerooms. 


P«t  Dec.  1. 
1919—2  other 
patents  appl'd 
for. 


The  New  Automatic  Cover  Support 

Noiseless  in  Operation 
Foolproof  in  Construction 
Made  With  Both  Bent  and  Flexible  Hinges 
Heavily  Nickel  Plated  or  Specially  Finished  to  Order 

Send  $1  for  3  samples — one  of  each  model 

WRITE  FOR  CATALOGUE 

A.  F.  Zega  Mfg.  Co. 

Main  Office:  /^^S  Factory: 

810  Broad  Street  77.81  Mm  Street 

NEWARK,  N.  J.  <&  BLOOMFIELD,  N.  J. 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


171 


Victor  Dealers  of  the  Rocky  Mountain  Region 

Put  Your  Selling  Problem  Up  To  Us 

Our  expert  staff  of  Victor  merchan-  ^  Our  five  floors  devoted  exclusively  to 

dising  specialists  are  at  your  command  /  A  Victor  goods,    and  to  the  needs  of 

at  all  times — each  offering  you  a  real  W4-  \  .  r.        , .  .  . 

service  in  helping  you  to  solve  your  V  v  JW  ViCtor  dealers>  are  admirably  equipped 

•111  %  "HIS  MASTER'S  VOICt'/  f  r 

retail  problems.  \^  ■■■■^/    to  otter  a  genuine  service. 

We  Back  the  Dealer  Who  Backs  the  Victor 


Knight-Campbell  Music  Co.,  1608  Wynkoop  Street,  Denver,  Colo. 


TO  DISTRIBUTE  WALL=KANE  NEEDLES 

Maurice  Richmond,  Inc.,  New  York,  Organized 
for  That  Purpose 

Maurice  Richmond,  head  of  the  Maurice  Rich- 
mond Music  Pub.  Co.,  Inc.,  and  for  over  twenty- 
three  years  general  manager  of  the  Enterprise 
Music  Supply  Co.,  has  organized  a  company  for 


Maurice  Richmond  and  F.  H.  Burt 


the  purpose  of  taking  over  the  distribution  of 
the  well-known  "Wall-Kane"  steel  needles.  The 
company  will  operate  under  the  firm  name  of 
Maurice  Richmond,  Inc. 

Associated  with  Mr.  Richmond,  who  will  act 
as  general  manager  of  the  concern,  is  F.  H.  Burt. 
Mr.  Burt  has  been  in  the  music  business  in  vari- 
ous capacities  for  a  period  of  years  and  more 
recently  has  given  particular  attention  to  the 
needle  business  and  its  market.  Under  his  direc- 
tion the  new  organization  will  endeavor  to  place 
before  the  trade,  monthly,  a  series  of  ideas  for 
the  promotion  of  sales. 

In  speaking  of  his  new  acquisition  Mr.  Rich- 
mond said:  "I  believe  the  needle  business  is 
still  in  its  infancy.  The  market  is  constantly 
growing  and  as  our  product  is  a  well-advertised 
one,  requiring  little  sales  effort,  we  feel  we 
have  acquired  a  substantial  proposition." 

At  present  the  executive  offices  of  the  firm 
are  at  1552  Broadway,  but  about  March  15  it 
will  move  into  its  new  home  at  1658  Broadway, 
near  Fifty-first  street,  New  York  City. 

PLYMOUTH  PHONOGRAPH  CO.  ELECTS 

Plymouth,  Wis.,  February  5. — The  Plymouth 
Phonograph  Co.  held  its  annual  meeting  on 
February  1  and  re-elected  its  board  of  direc- 
tors as  follows:  H.  W.  Bolens,  J.  B.  Thierry, 
J.  H.  Wheeler,  W.  H.  Thommen  and  Frank  L. 
Mclntyre.  The  directors  met  subsequently  and 
re-elected  Mr.  Thommen  president  and  Mr. 
Mclntyre  secretary-treasurer. 


HOLD  BUBBLE  BOOK  PARTIES 

Bubble  Book  Sales  Service  Introduces  Novel 
Publicity  Idea — Parties  Attended  by  Dealers 

The  Bubble  Book  Sales  Service,  New  York, 
distributor  of  Bubble  Books,  has  instituted  an 
unusual  campaign  featuring  these  books.  In- 
cidental to  the  Toy  Fair,  which  opened  last 
week  in  New  York,  and  which  will  continue 
until  March  12,  this  company  is  giving  a  series 
of  Bubble  Book  parties  in  the  auditorium  of 
the  Bush  Terminal  Building,  130  West  Forty- 
second  street,  New  York,  where  the  company 
has  its  executive  offices. 

The  parties,  which  are  given  daily,  were  in- 
augurated on  February  7  and  have  proven  very 
successful.  A  talking  machine  is  used  to  play 
the  Bubble  Book  nursery  rhymes,  while  twenty- 
five  child  actors  pantomime  the  story  on  the 
stage  in  conjunction  with  the  reproduction  of 
the  record. 


According  to  present  plans  the  Bubble  Book 
Sales  Service  will  co-operate  with  talking  ma- 
chine dealers  throughout  the  country  in  giving 
similar  Bubble  Book  parties.  To  date  more  than 
forty  of  these  Bubble  Book  parties  have  been 
arranged  in  the  leading  trade  centers  and  the 
dealers  are  enthusiastic  regarding  the  results 
obtained  from  this  unique  publicity  idea.  These 
parties  have  not  only  resulted  in  substantial 
sales  of  Bubble  Books,  but  have  served  to  in- 
terest the  children  and  their  parents  in  the 
musical  value  of  the  talking  machine. 

Invitations  were  sent  to  talking  machine  deal- 
ers everywhere  by  the  Bubble  Book  Sales  Serv- 
ice to  attend  the  unique  series  of  parties  now 
being  given  in  the  auditorium  of  the  Bush  Ter- 
minal Building,  and  many  successful  dealers 
have  advised  the  company  that  they  will  attend. 


Paul  Zerrahn,  formerly  field  representative 
of  the  Emerson  Phonograph  Co.,  New  York, 
resigned  from  this  position  the  first  of  February. 


KICHLER 

VALANCES 

especially  designed  for  the  windows  of  the 
Talking  Machine  Dealer.  We  can  reproduce 
and  embroider  any  trade-mark  and  any  type  of 
lettering. 

KICHLER  VALANCES  will  improve  the 
appearance  and  increase  the  sales  value  of  your 
show  windows.  Write  us  for  our  descriptive 
literature. 

THE  L.  A.  KICHLER  CO. 

717  Lakeside  Ave.  N.  W.  (Dept.  W)  CLEVELAND 

Eastern  Representative — Louis  A.  Schwarz,  1265  Broadway,  New  York  City 


172 


THE    TALKING    MACHINE  WORLD 


February  IS,  1921 


IMPORTANT  NOTICE 

TO  THE 

AMERICAN  TRADE 


The  Sterno  Manufacturing  Company 


19  CITY  ROAD 


LONDON,  E.  G.  ENGLAND 


Manufacturers  of  the  world  known  COM PAGTO PHONE— the  most 
complete  portable  gramophone  extant — beg  to  announce  the  conclusion 
of  arrangements  for  the  EXCLUSIVE  SELLING  RIGHTS  IN 
THE  UNITED  STATES  OF  THE 

High  Grade  Motors  Mantyctured  Mermod  Freres  s%£™* 


WONDERFUL  MECHANISM 

These  motors  represent 
the  acme  of  workman- 
ship and  quality.  Each 
part  is  made  to  the  finest 
gauge  limits  and  as- 
sembled to  run  with  the 
precision  of  a  watch  — 
silent  and  true.  Messrs. 
Mermod  Freres  is  an 
old  established  Swiss 
manufacturer.  Back  of 
their  motors  are  years 
of  hard  practical  experi- 
ence. The  experimental 
stage  was  left  behind  a 
decade  or  more  ago.  Re- 
liability and  quality  are 
therefore  assured. 


DIFFERENT  MODELS 

Mermod  Freres  motors 
comprise  several  types — 
single  and  double  spring 
worm  and  pinion-geared 
drive,  the  very  latest  and 
scientific  method  of  con- 
struction. 

CONSULT  US 

Before  placing  your 
orders  elsewhere  consult 
us  as  to  prices  and  terms 
of  trading.  We  are  out 
for  quick  shipments 
and  prompt  delivery 
direct  from  the  factory 
to  the  buyer. 

SPECIAL  TERMS  TO  JOBBERS 


Within  the  near  future  it  is  proposed  to  establish 
A  CENTRAL  DISTRIBUTING  DEPOT  IN  NEW  YORK 
Meanwhile  trade  inquiries  should  be  directed  to 

THE  STERNO  MANUFACTURING  CO. 

19  CITY  ROAD       ......       LONDON,  E.  C,  ENGLAND 


THE    TALKING    MACHINE    WORLD  173 


It's  a  Difficult  Thing 

to  trim  a  window  with  real 
records. 

Tin  records  also  present  difficul- 
ties, as  they  cannot  be  pinned  up. 

The  best  way  out  is  to  use  THE  USOS- 
KIN  IMITATION  RECORD,  made 
of  a  special  card-board  stock  and  looking 
sojjike  an  original  record  that  even  the 
Victor  Dog  himself  gets  puzzled  as  to 
which  is  which. 

Your  jobber  will  gladly  supply  you. 
Ask  hi™   f°r   details   and  prices. 

USOSKIN  LITHO,  Inc. 

230  WEST  17th  ST.,    NEW  YORK  CITY 


February  15,  1921 


NEW  BRUNSWICK  FLANGE  SIGN 

Brunswick-Balke-Collender  Co.  Introduces  Sign 
for  Dealers  Which  Can  Be  Attached  to  the 
Side  of  a  Building — Artistically  Prepared 


The  advertising  department  of  the  Bruns- 
wick-Balke-Collender Co.,  after  many  requests 
from  dealers,  has  brought  out  a  new  flange- 
sign  which  can  be  fastened  against  the  side  of 
a  building.  The  sign  is  lithographed  in  baked- 
on  colors.  The  sign  is  of  twenty-four  gauge 
steel  and  one  end  is  turned  at  right  angles,  so 


Convenient  Sign  for  Dealers 
that  it  can  be  fastened  to  a  building.  The 
printed  matter,  in  turn,  is  covered  with  a 
weather-resisting  varnish  and  this  gives  the  sign 
a  very  high  gloss  finish.  The  accompanying 
photograph  will  give  an  idea  how  the  sign  will 
look,  but  it  must  be  seen  in  order  to  be  fully 
appreciated. 


A  BRIEF  COURSE  IN  MUSIC 

The  Victor  Talking  Machine  Co.,  Camden, 
N.  J.,  is  planning  to  publish  in  its  house  organ, 
"The  Voice  of  the  Victor,"  a  series  of  articles 
dealing  with  the  structure  of  music.  Taken 
altogether,  these  will  constitute  a  brief  course 
in  music.  They  are  especially  designed  to  en- 
able  salesmen  who  have  no  technical  knowledge 
of  music  to  acquire  a  general  understanding 
thereof,  which  will  help  in  selling  many  un- 
familiar records.  These  articles  will  supple- 
ment the  Victor  salesmanship  course  given  in 
Camden. 


CONGRATULATIONS  FOR  S.  H.  JACOBS 

Samuel  H.  Jacobs,  advertising  manager  of  the 
Remington  Phonograph  Corp.,  New  York  City, 
is  receiving  the  congratulations  of  his  many 
friends  in  the  trade  on  the  birth  of  a  son  on 
January  31.  Mr.  Jacobs  states  that  the  new 
arrival  resembles  the  Remington  phonograph  in 
the  respect  that  he  has  both  tone  and  quality, 
as  well  as  endurance. 


STONE  CO.  HOLDS  RAILROAD  DANCE 

Employes  of  Vocalion  Distributor  in  Fargo, 
N.  D.,  Enjoyed  a  New  and  Original  Form  of 
Terpsichorean  Entertainment  Recently 


Fargo,  N.  D.,  February  8. — The  employes  of  the 
Stone  Piano  Co.,  distributor  of  Aeolian-Vocal- 
ions  and  records,  as  well  as  Melodee  music 
rolls,  in  this  city,  held  a  "railroad  dance"  re- 
cently, a  novelty  that  proved  very  popular  with 
the  members  of  the  staff.  The  order  of  dance 
was  made  out  like  a  railroad  time-table,  with 
the  dances  at  fifteen-minute  intervals,  named  ac- 
cording to  the  cities  and  towns  in  which  the 
Stone  Co.  has  established  dealers. 

The  dancers  traveled  as  far  West  as  Billings, 
Mont.,  over  the  Aeolian  Line,  with  A.  G.  Stan- 
ton as  "general  manager"  and  George  H.  Dower 
as  "passenger  agent."  The  party  left  Stone's 
Auditorium  at  9  p.  m.  to  the  .accompaniment 
of  a  one-step,  which  took  them  as  far  as  Cassel- 
ton,  which  is  just  about  one  step  from  Fargo. 
Other  stops,  each  of  them  Vocalion  strongholds, 
included  Valley  City,  Jimtown,  Steele,  Bismarck, 
Mandan,  Dickinson,  Beach,  Glendive,  Miles 
City.  The  party  arrived  at  Billings  at  12 
o'clock,  promptly  on  time.  Music  was  furnished 
by  Bill  Becker's  Track  Walkers,  and  the  follow- 
ing Stone  employes  served  in  the  capacity  men- 
tioned: Gene  Howell,  conductor;  Bill  Becker, 
engineer;  Bill  Shaw,  brakeman;  Anne  Hagen, 
newsboy;  Wes.  Smillie,  auditor;  Maggie  Lien, 
dining  car  conductor;  Edward  Stalheim,  road 
master,  and  Bert  Schumacher,  ticket  agent. 

The  Stone  Piano  Co.  reports  that  it  did  a 
better  phonograph  business  during  January, 
1921,  than  it  did  in  January  of  either  1919  or 
1920.  This  firm  is  the  North  Dakota  distribu- 
tor for  the  Aeolian-Vocalion  phonograph,  as 
well  as  the  Vocalion  records. 

MICK  EL  MUSIC  CO.  OPENS 

The  Mickel  Music  Co.,  of  Marshalltown,  la., 
opened  its  exclusive  Victor  store  on  February 
3.  It  is  located  in  the  heart  of  the  business 
section,  has  six  exceptionally  large  booths  fin- 
ished in  ivory  and  blue  and  the  whole  store 
is  carpeted  with  light  blue  Wilton  carpet. 
Mickel's  efficiency  expert,  Miss  Jardine,  offi- 
ciated and  little  celluloid  Victor  dogs  were  given 
away  as  souvenirs.  The  manager  of  the  new 
store  is  Warren  Stevens. 


TO  CONVENE  IN  CHICAGO 

An  educational  convention  will  be  held  in 
Chicago,  the  third  week  in  March,  under  the 
auspices  of  the  Victor  Talking  Machine  Co. 
According  to.  present  .plans  the  affair  will  be 
attended  by  a  very  large  number,  representing 
every  section  of  the  country,  and  the  program 
itself  will  be  of  a  most  instructive  and  construc- 
tive sort. 


The  Pease  Music  Store,  Tuckahoe,  N.  Y.,  is 
now  located  in  the  Plaza  Theatre  Building.  W. 
J.  Snow  is  manager.    The  Pathe  line  is  handled. 


NEW  VAN  VEEN  INSTALLATIONS 

Model  Shop  and  Wholesale  Display  at  Ditson's 
— New  Equipment  at  Bloomingdale's 

Van  Veen  &  Co.,  Inc.,  manufacturers  of  Van 
Veen  hearing  rooms,  record  racks  and  counters, 
have  installed  a  model  shop  and  wholesale  dis- 
play department  in  the  headquarters  of  Chas. 
H.  Ditson  &  Co.,  on  Thirty-fourth  street,  New 
York  City.  This  company  has  also  lately  com- 
pleted a  large  and  handsome  talking  machine 
department  in  Blo«mingdale  Bros.'  New  York 
store.  This  installation  consists  of  twenty 
demonstration  rooms  and  occupies  a  large  por- 
tion of  the  third  floor  of  this  big  store.  Leon 
Tobias,  of  the  Van  Veen  sales  staff,  is  at  pres- 
ent out  of  town  on  an  extensive  trip.  Van  Veen 
&  Co,  Inc.,  state  that  Mr.  Tobias  is  sending  in 
a  great  number  of  inquiries  and  is  laying  out  a 
large  number  of  installations  for  the  dealers. 
In  the  majority  of  the  cases  these  are  for 
dealers  who  have  long  planned  improvements 
in  their  warerooms  and  have  held  off  the  actual 
work  awaiting  the  signs  of  an  improvement  in 
general  business  conditions.  Many  of  these  deal- 
ers feel  that  business  is  decidedly  on  the  up- 
ward trend  and  have  made  plans  to  have  work 
on  installations  commenced  within  the  next  two 
or  three  weeks. 

NEW  VICTOR  STORE  IN  CRESTON,  IA. 

McGregor  Bros.  &  Coens,  of  Creston,  Ia„ 
have  opened  their  music  department.  The  de- 
partment occupies  a  space  fifteen  feet  by  thirty- 
six  feet  in  the  front  of  the  store,  with  five 
French  booths  finished  in  gray,  and  the  whole 
department  is  covered  with  gray  carpet  to 
match.  The  booths  and  lobby  are  equipped 
with  wicker  and  overstuffed  furniture,  which 
adds  greatly  to  the  appearance. 


John  McCormack,  the  celebrated  Victor 
artist,  is  due  to  sail  for  home  on  April  19  on 
the  "Aquitania."  He  will  finish  up  his  grand 
opera  engagement  at  Monte  Carlo  shortly. 


You  have  probably  tried  many  reproducers  hoping  to  find 
one  which  will  overcome  and  eliminate  thin,  metallic, 
sharp  tones.  The  STEURER  REPRODUCER  will 
satisfy  you  that  we  have  succeeded  in  producing  round- 
ness of  tone,  volume,  detail  and  a  quality  of  tone  entirely 
free  from  nasal  or  metallic  characteristics. 

We  guarantee  satisfaction. 
Samples  to  the  trade,  $7.00  each. 
Fully  covered  by  patents. 

Steurer  Reproducer  Company,  Inc. 

158  West  21st  Street  New  York  City 


174 


THE    TALKING    MACHINE  WORLD 


February  IS,  1921 


MAIN-SPRINGS 

For  any  Phonograph  Motor 

Best  Tempered  Steel 

in.  x  10  ft.  for   Columbia  Each  $0.50 

in.  x  13  ft.  for    Victor  Each  0.50 

%  in.  x  IS  ft.  for    Victor  Each  0.75 

in.  x  12  ft.  for    Heineman  Each  0.60 

%    in.  x  10  ft.  for  Col.  Pathe-Heineman 

Each  0.50 

A  In.  x  16  ft.  for  Heineman   Each  1.20 

x  16  ft.  for   Saal   or  Silvertone  Each  0.90 

in.  x  10  ft.  for  Saal  or  Silvertone.  .Each  0.60 
in.  x  16  ft.  for  Sonora  or  Brunswick 

Each  0.90 

%  in.  x  10  ft.  for  all  small  type  machines 

Each  0.45 

1%  In.  full  size  for  Edison  Disc  Each  2.10 

SAPPHIRES— Genuine 

Pathe  very   best  loud   tone  genuine,  each  15c; 

100  lots,  $11.50. 
Edison  very  best  loud  tone,  15c  each  or  $12.00  in 

100  lots. 

MOTORS 

Special    price   on    Krasberg  motors. 
Order  right  from  this  ad. 
Send  for  price  list  of  other  repair  parts. 

The  Val's  Accessory  House 

1000-1002  Pine  St.  St.  Louis,  Mo. 


APPOINT  NEW  0KEH  JOBBERS 


HE  STANDS  BEHIND  HIS  PRODUCT 


Sonora  Phonograph  Co.  of  Philadelphia  New 
Okeh  Jobber — Well  Equipped  to  Serve  Dealers 


W.  C.  Fuhri,  general  sales  manager  of  the 
Okeh  record  division  of  the  General  Phonograph 
Corp.,  New  York,  announced  this  week  that  the 
Sonora  Co.  of  Philadelphia  had  been  appointed 
distributor  for  Okeh  records  in  that  territory. 
This  company,  which  was  recently  formed  to 
distribute  Sonora  products,  has  already  attained 
signal  success,  and  the  dealers  in  Philadelphia 
territory  will  receive  maximum  co-operation 
from  the  company's  sales  staff  in  handling  Okeli 
records. 

The  Philadelphia  Show  Case  Co.,  Philadelphia, 
is  no  longer  a  jobber  of  Okeh  records. 


NEW  B0RI  RECORDS  SOON 


THE  AEOLIAN  SYMPHONY  ORCHESTRA 

Among  the  Vocalion  records  announced  by 
the  Aeolian  Co.  to  be  released  in  March  are 
the  first  records  of  the  Aeolian  Symphony  Or- 
chestra. These  records  are  destined  to  meet 
with  a  popular  reception.  The  March  numbers 
include  "Ballet  Egyptien"  and  "Praeludium." 


Lucrezia  Bori  is  soon  to  return  to  the  active 
world  of  Victor  recording  artists.  Several  years 
ago  an  operation  was  performed  on  her  throat 
which  was  not  immediately  successful.  She  has 
since,  however,  recovered  entirely  and  recently 
made  her  return  debut  in  "La  Boheme"  at  the 
Metropolitan  Opera  House,  New  York  City.  Her 
return  to  opera  is  generally  felt  to  be  one  of 
the  most  important  events  of  the  current  opera 
season.  In  the  very  near  future  she  will  make 
some  new  Victor  records,  which  will  be  re- 
leased probably  in  the  early  Fall. 


EDISON  ARTISTS  GIVE  CONCERTS 


VICTOR  CO.  HONORS  WASHINGTON 


The  advertising  department  of  the  Victor 
Talking  Machine  Co.,  Camden,  has  recently  de- 
signed a  very  effective  window  display  for  the 
use  of  Victor  dealers  around  Washington's 
birthday.  In  the  center,  on  a  flag-draped  mount, 
is  a  bust  of  Washington;  at  the  right,  a  floor 
model  Victrola;  at  the  left,  with  a  sprig  of  a 
cherry  tree  placed  over  it,  is  a  card  which  reads, 
"Truth — The  Victrola  Reproduces  the  Music  of 
the  World's  Greatest  Artis.ts  Truthfully."  On 
either  side  of  the  bust  two  records  are  mounted 
about  four  inches  from  the  floor,  with  the  face 
of  the  record  toward  the  street.  On  the  top  of 
each  is  pasted  a  colored  cardboard  hatchet. 


No  less  than  three  Edison  tone  tests  were 
given  by  Glen  Ellison,  well-known  Edison  artist, 
under  the  auspices  of  the  Fitzgerald  Music  Co., 
Los  Angeles,  Cal.,  during  the  month  of  January. 
Zar  Hagey,  manager  of  the  Edison  department, 
reports  excellent  results  in  business  from  these 
demonstrations.  On  Wednesday,  February  2, 
another  Edison  tone  test  was  arranged  for  by 
the  Fitzgerald  Music  Co.,  in  which  the  inimi- 
table Collins  and  Harlan  appeared. 


F.  D.  HALL  TO  VISIT  JAPAN 

Chicago,  III.,  February  10. — F.  D.  Hall,  of  the 
Hall  Mfg.  Co.,  and  inventor  of  the  well-known 
fibre  needle  bearing  his  name,  leaves  for  Japan 
March  10  to  close  contracts  for  personally  se- 
lected bamboo  and  attend  to  other  matters. 


SONORA  PUBLICITY  ON  LONDON  BUS 


The  Sonora  phonograph  is  advertised  to  ex- 
cellent   advantage    in    London,    and  travelers 


in  strategic  positions,  but  Sonora  "ads"  are  seen 
everywhere  on  the  top  of  the  big  buses. 

The  accompanying  illustration  shows  how 
prominently  the  word  Sonora  stands  out  on  the 


How  the  Sonora  Phonograph  Is  Advertised  on  the  London  Bus 

around  this  famous  metropolis  cannot  fail  to  London  bus,  and  Sonora  dealers  throughout 
be  favorably  impressed  with  this  publicity.  Not  London  are  enthusiastic  regarding  the  practical 
only  does  this  advertising  appear  on  billboards     value  of  this  publicity. 


B.  D.  Perkins,  Chief  Executive  of  U-Sav-Your 
Mfg.  Co.,  Has  Built  Up  Quite  a  Business 


Warren,  Mass.,  February  4. — Back  of  every  suc- 
cessful enterprise  is  usually  the  personality  of 
some  one  man  who  is  devoting  his  every  inter- 
est to  it.  It  becomes  his  hobby.  Such  is  the 
case  with  U-Sav-Your  'dressing,  back  of  which 
is  B.  D.  Perkins,  chief  executive  of  the  U-Sav- 
Your  Mfg.  Co.  The  Perkins  family  is  well 
known  in  this  section  of  the  Commonwealth  and 


liiiiiiiiii 

ImsMHi 


B.  D.  Perkins 

the  various  industries  with  which  they  have 
been  identified  have  prospered  due  to  their  en- 
terprise and  fair  business  dealings.  In  the  case 
of  U-Sav-Your  cleanser  Mr.  Perkins  experi- 
mented for  many  years  and  when  it  met  the 
most  exacting  requirements  as  a  perfect  polish 
he  placed  it  on  the  market.  His  faith  in  the 
merits  of  U-Sav-Your  is  clearly  visualized  in  the 
guarantee  of  the  company,  which  is  watermarked 
into  every  letterhead — "If  our  dressing  is  not 
the  very  best  polish  and  cleanser  you  ever  have 
used  we  will  refund  your  money."  In  speaking 
to  a  representative  of  The  World,  Mr.  Perkins 
stated  that  although  he  stands  ready  to  back  up 
this  guarantee  he  has  never  yet  been  given 
the  opportunity.  Mr.  Perkins  reports  that  the 
sale  of  this  cleanser  has  grown  in  increasing 
proportions  since  the  first  day  it  was  presented 
to  the  talking  machine  trade. 


AN  EFFECTIVE  VICTROLA  WINDOW 


New  Haiin,  Conn.,  February  9. — The  Loomis 
Temple  of  Music,  of  this  city,  recently  ran  a 
very  effective  Victrola  window  display.  Five 
floor  models  were  placed  across  the  window, 
fairly  well  back  from  the  front.  Between  these 
and  the  street  a  collection  of  seven  handsomely 
mounted  portraits  of  Victor  artists  was  placed. 
Ribbons  ran  from  these  to  the  sound  chamber 
of  the  Victrola  located  in  the  center  of  the 
window.  On  the  panels,  at  the  back  of  the 
window,  several  large  portraits  of  other  famous 
Victor  artists  appeared. 


IMPORTANT  LETTER  TO  TRADE 


The  Phonomotor  Co.,  Rochester,  N.  Y.,  manu- 
facturer of  the  Phonostop,  has  advised  the  trade 
that  it  is  in  no  way  connected  with  a  company 
bearing  a  '  similar  name  located  in  Brooklyn, 
N.  Y.  The  name  "Phonomotor"  has  been  regis- 
tered in  the  United  States  Patent  Office  and  the 
Phonomotor  Co.,  which  is  owned  by  W.  F. 
Hitchcock,  has  attained  signal  success  in  the 
sale  of  its  products  to  the  talking  machine  trade. 


George  Feldman  has  purchased  the  Columbia 
grafonola  agency  and  music  store  formerly 
conducted  by  Otto  P.  Osmers,  at  7604  Fifth 
avenue,  Brooklyn,  N.  Y..  which  will  be  con- 
tinued under  the  name  of  "The  Music  Lovers' 
Shop." 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


175 


WORLD'S  CLASSIFIED  ADVERTISING 

Any  member  of  the  trade  may  forward  to  this  office  a  "Situation"  advertisement 
intended  for  this  Department  to  occupy  a  space  of  four  lines,  agate  measure,  and  it  will 
be  inserted  free.  Replies  will  also  be  forwarded  without  cost.  Additional  space  will 
be  at  the  rate  of  25c.  per  line.  If  bold  faced  type  is  desired  the  cost  of  same  will  be 
25c.  per  line.    Rates  for  all  other  classes  of  advertising  on  application. 


SALESMAN  WANTED  to  handle  popular- 
priced  talking  machines  on  commission  basis  as 
a  side  line.  See  our  advertisement  in  this  issue. 
The  Charmaphone  Co.,  39  West  32nd  St.,  New 
York  City. 

WANTED — Position  as  sales  manager  for 
large  well-known  concern  manufacturing  or  dis- 
tributing phonographs  or  phonograph  products. 
I  have  been  sales  manager  of  one  jobbing  con- 
cern doing  a  million-dollar  business  a  year  and 
because  of  illness  gave  up  position.  I  am  31 
years  old,  American,  with  six  years'  phono- 
graph experience.  Only  offers  of  high-grade 
positions  with  assured  future  will  be  considered. 
"Box  901,"  care  The  Talking  Machine  World, 
373  Fourth  Ave.,  New  York  City. 

WANTED  —  Experienced  phonograph  and 
cabinet  salesman.  One  who  has  had  experience 
and  has  trade  established.  Will  pay  good  salary 
and  commission  to  live  wide-awake  man.  State 
full  particulars  in  first  letter.  Address  "Box 
902,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York  City. 

POSITION  WANTED— Young  man  of  ex- 
cellent manufacturing  and  executive  experience 
and  ability,  with  A-l  record,  wishes  to  connect 
with  some  phonograph  concern.  Now  assist- 
ant superintendent  of  phonograph  plant.  De- 
sires change  for  permanent  connection.  "Box 

905,  "  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York  City. 

POSITION  WANTED— Sales  manager  and 
executive,  now  employed,  desires  to  make 
change;  15  years'  experience  in  United  States, 
Canada  and  Europe  with  two  of  the  largest 
phonograph  companies.  Successful  record  in 
selling,  advertising,  factory  supervision,  sales 
organization  and  the  handling  of  men.  "Box 
907,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York  City. 

HAVE  opening  for  salesmen  calling  on  musi- 
cal trade,  either  part  time  or  full  time.  "Box 

906,  "  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York  City. 

WANTED — Young  man,  good  average  edu- 
cation, with  aptitude  for  figures  and  knowledge 
of  the  retail  Victor  record  business,  to  work  in 
wholesale  record  ordering  department  of  a  large 
Victor  jobber.  Good  prospects.  In  answering 
give  age,  references  and  salary  expected.  "Box 
909,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York  City. 

POSITION  WANTED— Retail  talking  ma- 
chine and  record  salesman,  now  employed,  hav- 
ing had  four  years'  experience,  desires  to  make 
change.  Address  "Box  895,"  care  The  Talking 
Machine  World,  373  Fourth  Ave.,  New  York 
City. 

DEPARTMENT  MANAGER  WANTED— 
Good  opening  for  man  of  ability  and  talking 
machine  experience.  Must  be  competent  to  un- 
dertake entire  management  of  Victrola  depart- 
ment in  large  city  store  and  increase  volume  of 
sales.  Address,  stating  qualifications,  "Box 
896,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York  City. 

VICTROLA  SALESMAN  WANTED— One 
of  experience  and  proven  ability,  who  can  di- 
rect the  work  of  other  salespeople,  place  record 
orders  and,  above  all,  stimulate  sales.  Good 
proposition  in  medium-sized  city  for  right  man. 
Address,  stating  qualifications,  "Box  897,"  care 
The  Talking  Machine  World,  373  Fourth  Ave., 
New  York  City. 


WANTED — Specialty  men  and  accessory 
houses  to  handle  our  line  of  record  envelopes 
and  pockets  with  the  talking  machine  trade. 
Some  very  desirable  territory  still  open.  We 
are  the  largest  producers  of  this  line  to-day  and 
have  most  attractive  prices  and  prompt  delivery. 
Address  J.  L.  Gillespie  Co.,  237  Fifth  Ave., 
Pittsburgh,  Pa. 

WANTED — Sales  representative,  located  per- 
manently in  either  Baltimore  or  Washington,  to 
handle  a  real  quick  moving  line  of  phonograph 
records  in  the  State  of  Maryland  and  the  Dis- 
trict of  Columbia.  To  the  man  with  real  sell- 
ing ability  and  experience  an  opportunity  is 
offered  to  make  real  money  and  a  big  future. 
Write  us  at  once,  giving  full  particulars  and  an 
appointment  will  be  made  promptly.  Newton- 
Elting,  Inc.,  Trenton,  N.  J. 

OPPORTUNITY  FOR  EXTRA  COMMIS- 
SION. Men  now  selling  phonographs  or 
benches  will  find  it  entirely  profitable  to  sell  our 
popular  line  of  pianos  and  players.  Fine  as  side 
line.  Address  Opportunity,  "Box  848,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New 
York  City. 

WANTED — Furniture  and  phonograph  sales- 
men to  handle  our  line  on  commission  basis. 
American  Talking  Machine  Co.,  Inc.,  Blooms- 
burg,  Pa. 

SALESMEN  WANTED— If  you  have  had  at 
least  four  years'  retail  experience  in  the  talking 
machine  and  piano  business  we  can  use  you. 
The  positions  we  have  open  are  for  the  type  of 
men  who  know  how  to  present  a  high-class 
proposition  in  a  strictly  high-class  manner.  We 
do  not  want  amateurs.  You  will  have  to  travel. 
Drawing  account  against  commission  will  be 
allowed  you  after  you  have  proved  to  us  that 
you  are  the  man  capable  of  presenting  our 
proposition.  This  position  is  good  for  $5,000  the 
first  year,  provided  you  lend  us  your  entire 
time.  The  concern  for  which  you  will  work 
has  been  in  business  over  40  years  and  enjoys 
an  unquestioned  reputation  throughout  the 
music  industry.  Please  outline  to  us  your  quali- 
fications for  fulfilling  this  position  in  first  letter. 
Address  your  reply  to  "Box  898,"  care  The  Talk- 
ing Machine  World,  373  Fourth  Ave.,  New 
York  City. 

WANTED — Position  as  manager  of  phonograph  depart- 
ment or  store  in  Western  Pennsylvania.  Can  furnish  best 
references;  eleven  years'  experience  as  manager  and  sales- 
man. Address  H.  C.  Hornberger,  720  Clara  Ave.,  St. 
Louis,  Mo. 

YOUNG  MAN  with  eight  years'  experience  wishes  to 
connect  with  some  reliable  concern  as  either  salesman  or 
manager.  Box  "886,"  c/o  The'  Talking  Machine  World. 
373  Fourth  Ave.,  New  York  City. 


For  Sale — Elegant,  Clean,  New  Stock 

Business  opportunity  worth  while 

Pianos  and  general  musical  merchandise.  Business 
located  in  Wichita,  Kansas.  Present  owner  wishes 
to  retire  from  active  selling  end  of  business  and 
will  contract  with  the  purchaser  of  this  establish- 
ment to  carry  all  instalment  paper  on  very  at- 
tractive basis.  Will  require  about  $18,000  to  $20,000 
to  handle  deal.  Might  consider  selling  half  interest 
to  thoroughly  reliable  experienced  piano  man.  Have 
good  lease  and  elegant  location.  Fully  equipped  in 
every  respect.  Doing  good  business.  Address  Mr. 
Wyotte  Alvin,  1444  Park  place,  Wichita,  Kansas. 


RECORDS  FOR  SALE 

1,500  standard  lateral  cut  records,  not  over  five  of 
a  number  and  no  war  numbers.  Will  sell  from  200 
to  300  at  37'/2  cents  each  net.  500  or  over  at  35 
cents  each  net.  Cash.  Player-Tone  Talking 
Machine  Co.,  967  Liberty  Ave.,  Pittsburgh,  Pa. 


FOR  SALE 

Mr.  Piano  Merchant.  Are  you  looking  for  a 
new  location?  A  music  store  in.  town  of  five  thou- 
sand, located  in  the  wealthiest  territory  in  the  State 
of,  Wisconsin.  Practically  without  competition  and 
doing  a  fine  business  in  pianos,  phonographs  and 
small  goods.  This  store  is  in  a  cash  territory. 
The  building  is  strictly  modern  with  fine  show 
windows  and  the  best  location  in  town.  Present 
owner  has  the  agency  for  several  standard  makes 
of  pianos,  phonographs  and  records.  Small  goods 
will  pay  all  overhead  expenses  and  show  a  profit. 
Rent  reasonable.  If  interested,  write  G.  W.  G., 
care  The  Talking  Machine  World,  373  Fourth  Ave.,' 
New  York  City. 


RECORDING 

Established  New  York  laboratory  prepared  to  take 
on  limited  amount  of  -outside  recording.  Full  par- 
ticulars on  application.  Write  Box  "899,"  care  of 
The  Talking  Machine  World,  373  Fourth  Ave.,  New 
York  Citv. 


EXCEPTIONAL  OFFER 

Several  hundred  new  Emerson  rec- 
ords and  other  accessories  at  a  bargain. 
Everett  Hunter  Mfg.  Co.,  McHenry,  111. 


CABINETS 

Beautiful  'new  design  in  mahogany, 
k  and  walnut.     Send   for  circular. 
Everett  Hunter  Mfg.  Co.,  McHenry,  111. 


oa 


FOR  SALE 

2.500  German  Imported  Odeon  records,  11  in.  and  12  in. 
All  opera  selections,  sung  by  famous  artists.  Will  sell  the 
lot  or  in  parts;  a  few  million  of  the  Truetone  and  Puritone 
needles,  in  metal  boxes  or  packages,  at  a  very  low  price. 
Box  "903,"  care  The  Talking  Machine  World.  373 
Fourth  Ave. .  New  York  City. 


CABINET  FACTORY 

Factory  will  make  estimates  on  specially  designed  or 
standard  talking  machine  cabinets.  Plant  equipped  to  ren- 
der exceptional  service.  Price  right.  Write  at  once  for 
estimates.  Box  "901, "  care  The  Talking  Machine  World. 
373  Fourth  Ave.,  hew  York  City. 


FOR  SALE 

400  Edison  cylinder,  two-minute  records. 

Will  offer  all  or  a  part  at  a  very  low  price. 

All    in   good  condition.     M.   Johnson  Co, 

Valley,  Neb. 


FOR  SALE 

$6,0IJ0  buys  an  established  phonograph  business. 
Complete  stock  of  Columbia  phonographs  and  records, 
also  leather  goods,  kodaks  and  novelties.  For  fur- 
ther information  apply  130  Washington  St.. 
Hoboken,   N.  J. 


WANTED 

To  purchase  talking  machine  store  that  has 
a  Victor  contract.  Address  "Box  908,"  care 
The  Talking  Machine  World,  373  Fourth 
Ave.,  New  York  City. 


WANTED 

We  will  pay  cash  for  new  or  used  Vic- 
trolas  styles  4  and  6.  Write  full  particulars 
with-  lowest  prices.  Woodard  &  Wells,  538 
So.  Dearborn  St.,  Chicago,  111. 


FOR  SALE 

Victrplas,  Victor  Red  Seal  Records,  Victor  and 
Columbia  Records.  Bargains  always  on  hand.  Any- 
thing required  in  the  phonograph  line  at  reduced 
prices,     Mandell  &  Co.,  88  Rivington  St.,  New  York 

City. 


176 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


STORE  FOR  SALE 

Established  and  well-paying  accessory  business, 
handling  motors,  tone  arms  and  supplies,  wholesale 
and  retail,  also  repair  work,  for  sale  on  account  of 
other  interests.  Short  hours  and  very  handsome 
returns  on  investment.  Location,  Philadelphia. 
Cash  required,  about  $3,500.  Present  owner  will 
help  manage  if  necessary.  Address  Box  "900,"  care 
of  The  Talking  Machine  World,  373  Fourth  Ave., 
New  York  City. 


On  account  of  large  contracts,  I  can  offer  for 
prompt  delivery,  high-grade  best  quality 

STEEL  NEEDLES 

at  the  following  prices,  subject  to  change  without 
notice : 

10  thousand  lots  40c.  per  thousand 

100  thousand  lots  ..35c.  per  thousand 

500  thousand  lots  31c.  per  thousand 

1  million     lots  30c.  per  thousand 

5  million     lots  27c.  per  thousand 

Packages  of  100  needles  each,  samples  on  appli- 
cation. 

RICHARD  EULER 
Albion  St.  and  L.  I.  R.  R.  ELMHURST.  L.  I. 

Telephone  Newton  2401 


FOR  SALE 

Complete  Stock  Columbia  Records. 
Closing  out  our  Columbia  records.  Complete  stock, 
in  A-l  perfect  condition.  New  envelopes.  Contains 
good  stock  popular  and  dance  numbers.  All  new; 
no  cut-outs.  Will  sell  20  per  cent  below  cost. 
Tri-State  Talking  Machine  Co.,  El   Paso,  Tex. 


Quality  and  Prices 


Main  Springs  (best  quality) 

No!    5,  1  in.  by  10  ft.  for  Columbia  $4.50   per  dozen 

No.    9,  1  in.  by  16  ft.  for  Victor  Oval  hole  68  each 

No.    3,    %  in.  by  10  ft  oval  2.60  per  dozen 

No.  14,  1*4  ins.  by  10  ft.  oval  4.50  per  dozen 

Prices  for  other  sizes  on  request. 

Motors 

Swiss  F.  V.  B.  No.  4  Double  Springs:  plays  four  10-inch 
records  with  one  winding;  12-inch  turntable;  top  regulator; 
noiseless  running;  strong  and  durable,  with  all  accessories. 

complete   at   54.90 

Worth  $10.     Prire  for  sample   5.25 

No.  3  "Black  Diamond,"  special  spring,  plays  three 
10-inch  records,  12-inch  turntable,  top  regulator, 
complete    .  —  -  $3.50 

Tone  Arms  with  Reproducers 

No.  1.  Universal,  good  tone,  nickeled   $2.25 

No.  4,  Universal,    loud   and   clear,   nickeled;  suitable 

for  good  cabinets,  complete   4.50 

Governor  Springs 

For  Victor;  High  Grade   Steel  $1.00  per  100 

Needles 

MA QTO  TONE  spear  shaped,  two  tones  in  one.  Can  pro- 
duce a  very  loud  tone  $0.50  per  1,000 

100  in  package;  200  in  metal  box  $1.50  per  dozen  boxes 

We  Also  Have  in  Stock 

Micas,  assorted  sizes,  per  dozen   §0.75 

Reproducers  only,  fit  Victor;  fine  and  clear  sounding. 

each    1-25 

Stoppers,  underneath  table,  per  dozen   1 .00 

Felts,   10  inches,  per  dozen  85 

Felts,  12  inches;  fine  green  wool,  per  dozen   3-00 

Needle   cups,   rer   100   2.00 

Needle   cup  covers,   per  100  .'   1.00 

Turntables,   assorted,   12  inches;  per  dozen   4.00 

Handles  with  knobs,  assorted,  per  dozen   1.75 

Needle  holding  screws,  assorted,  per  dozen  25 

Needle  rests;  large  size,  per  dozen  60 

Repair  Parts  for  All  Makes  of 
Machines 

Can   we  send   our   1921   price   list   of  accessories? 
We  manufacture  a  line  of 
Low-priced  table   and  floor  phonographs. 

The  "Wollman  Silvertone" 

Send  for  illustrations. 
Our  model  So.  46^  inches  high  by  18  inches  by  IS  inches; 
Mahogany  finish,  double  motor,   loud   and  clear,  complete 

at    $35.00 

We  guarantee  our  goods  to  be  just  as  represented.  In 
addition  to  the  low  prices,  at  winch  all  the  merchandise 
is  sold,  we  offer  a  special  discount  of  THREE  per  cent  when 
remittance  or  deposit  for  C.  O.  D.  shipments  accompanies 
an  order. 


Wollman  Talking  Machine  Mfg.  Co. 

"Reliable  Merchants  for  25  Years" 

560-562  Grand  St.       Brooklyn,  N.  Y. 


NAME  OF  COMPANY  CHANGED 

B  &  H  Fibre  Mfg.  Co.,  of  Chicago,  Will  Here- 
after Be  Known  as  the  Hall  Mfg.  Co. — Name 
of  Inventor  to  Be  Allied  to  Product 


Chicago,  III.,  February  9. — Announcement  is 
made  this  month  by  the  B  &  H  Fibre  Mfg.  Co. 
that  at  a  recent  meeting  of  the  officers  of  that 
company  it  was  decided  to  change  the  firm  name 
and  that  this  company  will  henceforth  be  known 
as  the  Hall  Mfg.  Co.  This  was  decided  upon 
with  a  view  in  mind  of  standardizing  the  name 
of  Hall,  so  that  in  the  future  when  the  name 
Hall  would  be  mentioned  fibre  needles  would 
immediately  be  thought  of. 

This  company  is  one  of  the  oldest  concerns  in 
the  West  connected  with  the  talking  machine  in- 
dustry. Many  years  ago,  when  it  first  came  into 
being,  it  got  its  name,  B  &  H,  from  the  part- 
nership then  existing  between  Messrs.  Barry  and 
Hall,  who  founded  the  business.  The  fibre 
needle  was  originated  by  Frederick  D.  Hall,  who 
had  in  mind  something  that  would  tend  to  bring 
out  all  the  qualities  in  a  high-class  record,  but 
at  the  same  time  eliminate  surface  noise  entirely. 
When  he  began  experimenting  Mr.  Hall  at  first 
used  an  ordinary  toothpick  and  by  means  of 
this,  he  says,  the  possibilities  offered  by  a  needle 
made  of  some  material  other  than  metal  which 
would  bring  out  the  fine  qualities  of  a  record 
and  at  the  same  time  modulate  the  volume  and 
reduce  scratching  became  apparent.  Later  he 
hit  on  the  idea  of  using  bamboo  fibre,  but  one 
of  the  early  difficulties  that  arose  was  due  to 
the  fact  that  when  it  was  used  on  a  record  with 
a  lot  of  volume,  such  as,  for  example,  the  "Sex- 
tet From  Lucia,"  the  terrific  vibration  would 
shatter  the  needle. 

Mr.  Hall  then  set  out  to  develop  a  needle  that 
would  withstand  the  strain  imposed  upon  it  by 
such  a  record  and  within  a  short' time  he  hit 
upon  the  idea  of  running  the  bamboo  fibres 
through  a  series  of  chemical  processes  which 
would  cause  the  fibre  to  hold  up.  In  putting 
the  needle  through  this  chemical  process  it 
was  discovered  that  when  in  use  the  needle  not 
only  held  up  under  any  strain,  but  that  it  also 
oiled  the  surface  of  the  record  and  this  in  turn 
helped  in  the  preservation  of  the  record.  From 
that  day  to  this  the  sales  of  the  Hall  fibre  needle 
have  been  steadily  growing  and  in  all  the  time 
it  has  been  on  the  market  it  has  made  friends. 
It  has  never  been  the  claim  of  this  company 
that  the  Hall  fibre  needle  was  adaptable  to  all 
kinds  of  music.  They  have  always  maintained 
that  where  lots  of  volume  was  wanted  in  a  rec- 
ord, such  as  one  used  for  dancing  purposes,  the 
fibre  needle  is  not  the  ideal,  but  they  have  main- 
tained that  where  ordinary  volume  is  wanted, 
plus  quality  of  music  and  minus  surface  noise, 
as,  for  example,  in  the  rendition  of  high-priced 
or  classical  music,  nothing  can  give  better 
satisfaction. 

The  business  has  grown  to  such  proportions 
of  late  that  its  magnitude  was  becoming  a  great 
burden  for  Frederick  D.  Hall,  the  inventor,  and 
he  soon  saw  that  it  was  necessary  to  take  new 
blood  into  the  company.  This  plan  has  just 
been  recently  carried  out  and  a  new  board  of 
directors  elected,  with  L.  C.  Wiswell  as  presi- 
dent. Mr.  Hall  will  continue  to  dictate  the  poli- 
cies of  the  company  and  has  been  elected  chair- 
man of  the  board  of  directors.  The  other  offi- 
cers of  the  company  are  taking  an  interest  in 
the  Hall  Mfg.  Co.  as  a  purely  personal  matter 
and  their  other  business  connections  in  the  trade 
will  have  no  bearing  upon  their  official  duties 
in  the  Hall  Mfg.  Co.  The  general  manager 
of  the  Hall  Mfg.  Co.  is,  as  before.  H.  J.  Fid- 
el elke. 

The  Hall  Mfg.  Co.,  basing  its  opinion  upon 
the  phenomenal  growth  of  the  business  in  the 
past  two  years,  has   come   to   the  conclusion 


SALES  REPRESENTATIVE 

We  would  like  to  represent  several  well-known 
firms  in  the  East  manufacturing  talking  machine 
motors  and  accessories  Alsop  Engineering  Co.,  200 
West  72nd  St.,  New  York  City. 


that  there  is  bigger  business  ahead  than  ever 
before.  With  this  end  in  view  Mr.  Hall  has 
decided  to  secure  a  larger  amount  of  raw  mate- 
rial. In  order  to  secure  the  desired  quality 
of  material  to  uphold  the  standard  of  the  Hall 
fibre  needle  some  one  with  a  knowledge  of  re- 
quirements must  make  a  personal  selection  of 
the  raw  materials.  Mr.  Hall  will,  therefore, 
set  sail  for  Japan  on  March  10  and  visit  the 
bamboo  markets  of  the  Far  East  to  place  orders 
for  future  deliveries. 


EFFECTIVE  EMERSON  PUBLICITY 


Attractive  Advertising  Now  Appearing  in  News- 
papers— Featuring  Latest  Releases 


The  Emerson  Phonograph  Co.  has  resumed 
its  effective  advertising  campaign  in  some  of  the 
leading  cities  throughout  the  country,  using 
good-sized  space  fn  several  important  trade  cen- 
ters where  Emerson   distributors  are  located. 


The  campaign  is  meeting  with  pleasing  success 
and  the  distributors  and  dealers  are  enthusiastic 
over  the  results  received  from  this  publicity. 

This  copy  features  some  of  the  hits  on  the 
current  Emerson  releases  and  there  is  a  distinc- 
tive and  unique  character  to  the  text  which 
gives  the  Emerson  advertising  individuality.  In 
a  recent  advertisement,  in  which  the  accompany- 
ing illustration  is  used,  the  following  Emerson 
artists  were  featured:  Eddie  Cantor,  Irving 
Kaufman,  Arthur  Fields,  Plantation  Dance  Or- 
chestra and  the  Merry  Melody  Men. 


NOW  WITH  OPPENHEIMER=ALSOP  CO. 

The  Baldauf-Rosenblatt  Co.,  of  Oskaloosa, 
la.,  has  consolidated  with  two  other  stores  in 
its  town  and  in  the  future  will  be  known  as  the 
Oppenheimer-Alsop  Co.  Plans  are  being  pre- 
pared for  a  five-booth  department.  H.  Graves  is 
manager  of  the  department. 


"The  Music  Without  the  Blur!'' 

This  ideal  of  talking  machine  manufacture  is  attained 
more  nearly  than  by  any  other,  in  the  construction 

of  the 

MARVELOUS  MAGNOLA 

"Built  by  Tone  Specialists" 

"M»fnol»'s  Tone  Deflector  eliminates  the  scratch" 


WatcWi\J  tKe  Music  Come  Out 


We  want  to  show  you  how  to  make  money  with 
MAGNOLA;  and  how  MAGNOLA  U  the  best  buy 
on  the  Talking  Machine  Market  to-day. 

Send  us  your  name  and  let  us  send  you  some  real 
Talker  Tips. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ,  President 
General  Ofleee  Southern  Wholesale  Branch 


711   HILWAUKgC  AVENUE 
OH  10  At  0 


I0SS  CANDLER  BLDG. 
ATLANTA,  8A. 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


177 


EUROPEAN  HEADQUARTER 

kUI\^^    ■      kl      \m  1      2GR.&SHAM  E>LDG.,BASINGHALI_  ST.. EC. LONDON  1 


W.  LIONEL  STURDY,  MANAGER 


Need  for  Special  Efforts  to  Develop  Trade — 
Public  in  Non-Buying  Mood— British  Indus- 
tries Fair  May  Be  Assimilated — Gramophone 
Association  to  Meet  and  Dine — Sonora  Models 
Attract— News  From  Far  East — Winner 
Products  to  Be  Exhibited— The  Algraphone 
Talking  Machine  Makes  Its  Debut— Lower 
Record  Rates  on  Railways  Refused — New 
Zonophone  Records — Complete  Records  of 
Opera  "The  Pirates  of  Penzance"  Introduced 
— Interesting  Budget  of  News  of  the  Month 


London,  E.  C,  February  3— In  these  days,  when 
the  elements  of  business  progress  are  over- 
clouded and  set  back  by  causes  more  or  less 
beyond  control,  there's  meed  in  the  thought  that 
manufacturing  and  wholesale  traders  at  least 
realize  the  urgent  necessity  of  making  special 
effort  to  enliven  sales.  The  school  of  publicit- 
ies tells  us  that  the  best,  indeed  the  only,  tonic 
is  advertising  along  certain  approved  lines.  Very 
true,  up  to  a  point.  But  undoubtedly  supple- 
mental assistance  is  needed  to  encourage  pur- 
chases of  musical  instruments.  This  is  so  far 
recognized  that  many  British  musical  houses 
have  arranged  so-called  "sales,"  meaning  that 
by  wholesale  price  reduction  they  hope  to 
awaken  the  public  from  the  lethargy  into  which 
it  has  fallen. 

This  preamble  brings  one  to  the  fact  that 
'twere  useless  to  deny  U.  K.  trade  conditions  are 
somewhat  unhealthy.  In  many  piano  and  other 
factories  short  time  only  is  being  worked  and 
in  the  gramophone  industry  many  hundreds  of 
workpeople  find  themselves  with  nothing  to  do. 
There  is  much  distress  in  labor  circles  and  not 


a  little  anxiety  among  employers  who,  I  am 
glad  to  say,  are  doing  everything  possible  to 
mitigate  hardship. 

In  general  industrial  circles  the  position  is 
exceedingly  bad.  Apart  from  hundreds  of  thou- 
sands on  short-time  work,  about  1,000,000  peo- 
ple have  registered  at  the  labor  exchanges  as 
being  unemployed.  Its  bad  effect  on  industry, 
and  the  musical  instrument  trade  in  particular, 
is  too  obvious  to  mention. 

One  other  aspect  of  the  situation  cannot, 
however,  be  overlooked.  It  is  that  the  public  is 
undoubtedly  withholding  its  money  pending  a 
general  reduction  of  prices.  This  expectation  is 
fully  justified  by  a  pretty  big  move  in  that  direc- 
tion already.  "Sales"  are  the  order  of  the  day. 
There  have  been  one  or  two  in  the  gramophone 
trade  and  many  price  reductions  were  made  dur- 
ing the  Autumn.  Further  reductions  may  be  in 
sight,  but  I  do  not  think  the  trade  can  bank 
upon  anything  very  material  in  this  way,  though 
as  I  write  information  reaches  me  of  a  reduc- 
tion to  2  shillings  6  pence  in  the  price  of  Coli- 
seum records. 

The  record  trade,  comparatively,  is  in  better 
shape  than  the  instrument  side,  notwithstanding 
that  many  dealers  are  offering  some  rare  bar- 
gains in  machines. 

Trade  is  likely  to  receive  a  nice  filip  by  the 
opening  of  the  British  Industries  Fair,  February 
21  to  March  4,  at  the  White  City,  London.  In 
the  musical  instrument  section  there  are  about 
fifty  exhibitors,  fairly  representative  of  every 
side  of  the  industry.  Some  firms  could  not  be 
accommodated  with  space,  they  having  ignored 
the  advice  to  make  early  application.   The  Board 


of  Trade  has  worked  splendidly  towards  mak- 
ing known  the  business  attractions  of  the  exhi- 
bition and  continuous  press  publicity  through- 
out the  Empire  will  result  in  a  really  big  at- 
tendance of  buyers  from  all  parts.  The  value 
of  the  fair  may  be  gauged  by  the  fact  that  at 
least  one  gramophone  manufacturer  is  still  busy 
following  up  prospects  and  executing  orders 
placed  by  trade  visitors  to  last  year's  exhibition 
The  Gramophone  Association 

In  a  twelve-page  news  letter — an  occasional 
private  communication  to  members  of  the  Asso- 
ciation— the  recent  work  of  this  really  active 
trade  organization  is  chronicled. 

The  subjects  dealt  with  comprise  statistics  of 
imports,  exports  and  re-exports,  general  trade 
information,  railway  rates  and  conditions,  the 
British  Empire  Exhibition  proposed  to  be  held 
in  London  in  1923,  trade  conditions  in  Ger- 
many, detailed  particulars  re  trade  openings 
abroad,  etc.,  etc.  The  work  of  the  Federation 
of  B.  M.  I.  on  behalf  of  the  gramophone  and 
small  goods  trade  is  also  duly  emphasized.  Full 
and  official  information  on  the  intricate  customs 
procedure  to  secure  drawback  on  re-exports  has 
been  carefully  collated  and  placed  at  the  disposal 
of  members. 

The  annual  dinner  will  be  held  at  Frascati's 
Restaurant,  Oxford  street,  on  Wednesday, 
February  23.  This  date  has  been  arranged  to 
coincide  with  the  period1  of  the  British  Indus- 
tries Fair  to  give  all  Provincial  members  an 
opportunity  of  attending. 

Gramophone  Trade  in  the  Emerald  Isle 

Advertisements  of  gramophone  wares  figure 
{Continued  on  page  178) 


'His  Master's  Voice' 

— the  trade-mark  that  is  recognized 
throughout   the    world   as  the 

HALL-MARK  OF  QUALITY 


'His  Master's  Voice' 


Copyright 


This  intensely  human  pic- 
ture stands  for  all  that  is 
best  in  music 

— it  is  the  "His  Master's  Voice" 
trade-mark,  and  it  brings  to  you, 
no  matter  where  you  are,  the 
very  best  music  of  every  kind, 
sung  and  played  by  the  world's 
greatest  artists — the  greatest 
singers,  pianists,  violinists,  or- 
chestras and  bands-all  enshrined 
in  the  unequalled  "His 
Master's  Voice" 
records 


DENMARK:  Skandinavisk  Graminophon-Akti- 
eselskab,  Frihavnen,  Copenhagen. 

FRANCE:  Cie.  Frangaise  du  Gramophone,  115 
Boulevard  Richard  Lenoir,  Place  de  la  Repub- 
liqne,  Paris. 

SPAIN:  Compania  del  Gramofono,  56-58  Balmes, 
Barcelona. 

SWEDEN:  Skandinaviska  Grammophon-Aktie- 
bolaget,  Drottning  Gatan  No.  47,  Stockholm. 

RUSSIA:  The  Gramophone  Co.,  Ltd.,  45,  Nevsky 
Prospect,  Petrograd  (Petersburg)  ;  No.  1 
Solvanka,  Solyanoi  Dvor,  Moscow;  9,  Golovinsky 
Prospect,  Tiflis;  Nowy-Swiat  30,  Warsaw;  11 
Michailovskaya  Ulitsa,  Baku. 

INDIA:  The  Gramophone  Co.,  Ltd..  139,  Bal- 
liaghatta  Road,  Calcutta;  7,  Bell  Lane,  Fort, 
Bombay. 


Great  Britain: 


AUSTRALIA:  S.  Hoffnung  &  Co.,  Ltd.,  Sole 
Concessionaries  of  The  Gramophone  Company, 
Limited,  163,  Pitt  Street,  Sydney. 

NEW  ZEALAND:  Gramophonium,  Ltd.,  118-120 
Victoria  Street,  Wellington. 

SOUTH  AFRICA:  Darter  &  Sons,  Post  Box  174. 
Capetown;  Mackay  Bros.,  Post  Box  251,  Johannes- 
burg; Mackay  Bros.  &  McMahon,  Post  Box  419, 
Durban ;  Ivan  H.  Haarburger,  Post  Box  105, 
Bloemfontein  ;  Franz  Moeller,  Post  Box  10S,  East 
London;  B.  J.  Ewins  &  Co.,  Post  Box  86,  Queens- 
town  ;  Handel  House,  Kimberley ;  Laurence  & 
Cope,  Post  Box  132,  Buluwayo ;  The  Argus  Co., 
Salisbury. 

EAST  AFRICA:  Bay  ley  &  Co.,  Lourenzo 
Marques. 

HOLLAND:  American  Import  Co.,  22a,  Amsterd 
Veerkade,  The  Hague. 

ITALY:    A.  Bossi  &  Co.,  Via  Orefici  2,  Milan. 
EGYPT    (Also  for  the   Soudan,  Greece  and  the 
Ottoman  Empire) :     K.  Fr.  Vogel,  Post  Box  414, 
Alexandria. 


The  Gramophone  Company*  Ltd 


HAYES 


MIDDLESEX 


ENGLAND 


178  THE    TALKING    MACHINE    WORLD  February  is,  1921 


FROM  OUR  LONDON  HEADQUARTERS — (Continued  from  page  177) 


well  in  the  Irish  newspapers  of  late.  Dublin  and 
Belfast  are  particularly  active  and  traders  in 
those  towns  have  shown  considerable  enterprise 
in  bringing  before  the  public  the  varied  "ac- 
complishments" of  the  gramophone.  Sales  have 
been  quite  up  to  normal  and  remain  steady. 

During  last  month  (Jan.)  the  Belfast  City 
Council  elections  took  place.  Among  the  candi- 
dates for  seats  were  well-known  musical  people. 

Belfast  continues  to  be  interested,  as,  of 
course,  intended,  in  the  readable  advertisements 
of  Thos.  Edens  Osborne,  whose  new  premises 
are  of  suitable  capacity  for  an  expanding  busi- 
ness. 

Far-Eastern  Musical  Instrument  Trade 

By  all  reports  it  would  seem  that  China  has 
really  awakened  to  the  musical  qualities  of 
Western  instruments.  The  French  National 
Bureau  specifically  mentions  gramophones  as 
being  in  great  demand.  Curious  to  relate,  the 
cheap  Japanese  makes  find  little  favor,  and  like- 
wise the  American  types,  owing  to  high  prices. 
Moderate-sized  horn  machines  of  fairly  good 
quality  at  reasonable  prices  are  selling  well.  In 
records,  only  double-sided  will  find  demand,  and 
these  must  bear  national  airs  and  popular  items 
in  the  vernacular.  Catalogs  should  be  printed 
in  Chinese,  says  the  report. 

Expert  Mechanics  an  Asset  to  Retailer 

"The  Voice"  gives  publicity  for  the  first  time 
to  the  very  excellent  idea  that  to  properly  look 


after  repairs  someone  connected  with  each  re- 
tail establishment  should  undergo  a  course  of 
training  at  the  "His  Master's  Voice"  factories. 
The  company  very  rightly  suggests  that  its  in- 
struments are  far  too  good  to  be  handled  by 
inefficient  or  amateur  workmen.  Bad  repairs 
are  bad  for  business;  the  dealer's  client  naturally 
resents  faulty  work,  and  realizing  the  impor- 
tance of  this,  the  Gramophone  Co.  is  prepared 
to  offer  training  facilities  in  the  adjustment 
and  repair  of  its  instrumental  products.  H.  M. 
V.  dealers  are  invited  to  send  an  employe  to 
Hayes  for  that  purpose. 

Continental  Money  Values 
The  extremely  low  value  of  continental 
money  in  the  U.  K.  is  causing  much  anxiety  to 
our  manufacturers.  For  instance,  the  importa- 
tion here  of  big  consignments  of  musical  in- 
struments, parts  and  accessories,  represents  a 
serious  menace  to  British  trade,  particularly  as 
the  German  mark  is  worth  but  one  penny  at 
present  exchange  rates.  Notwithstanding  the 
331;  per  cent  tariff,  German  musical  products 
are  delivered  right  to  the  buyer's  door  at  prices 
which,  in  many  instances,  approximate  closely 
to  the  actual  British  factory  prices.  This  gives 
an  idea  how  difficult  conditions  of  British  trad- 
ing are  to-day.  Something  must  be  done  to 
meet  the  situation,  and  on  behalf  of  the  trade 
the  Federation  of  British  Music  Industries  is 
laying  a  scheme  before  the  Government. 


A  Most  Efficient  Automatic  Stop 

Among  the  many  useful  accessories  marketed 
by  the  Limit  Engineering  Co.,  this  city,  may 
be  mentioned  sound  boxes,  tone  arms,  case  fit- 
tings, interior  metal  horns,  and  the  "Limit"  auto- 
matic stop.  I  refer  particularly  to  the  latter  be- 
cause it  is  of  an  entirely  different  pattern  than 
the  many  auto-stops  with  which  the  trade  here 
is  familiar.  The  "Limit"  eliminates  the  ordinary 
brake  stop,  its  function  being  of  threefold  value, 
i.  e.,  start,  stop  and  auto-stop,  all  in  the  one 
device.  It  is  brought' into  operation  by  the  use 
of  three  typewriter  keys.  The  auto  key-arm  is 
wonderfully  sensitive,  responding  to  the  least 
touch  when  set  to  release  the  brake  gear  at  the 
finish  of  the  record.  Easily  fitted  to  any  gramo- 
phone, the  "Limit"  is  of  compact  and  nice  ap- 
pearance, thoroughly  reliable  in  action,  and.  to 
my  mind,  a  very  necessary  and  convenient  equip- 
ment of  any  gramophone.  This  auto-stop  is 
fathered  by  many  wholesalers,  and  machines  so 
equipped  are  very  popular  with  the  pubHc. 
Gramophone  Art — New  Sonora  Models 

Messrs.  Keith  Growse  &  Co.,  U.  K.  agents  for 
the  Sonora,  inform  me  that  some  new  period 
models  will  shortly  reach  them  from  America. 
Prints  depict  these  instruments  as  being  of  a 
super-artistic  character,  true  in  every  detail  to 
the  period  they  represent.  They  represent  most 
exquisite  perfection  of  workmanship  and  art, 
and  set  a  standard  with  which  the  British  market 
is  more  or  less  unfamiliar.  The  Keith  Growse 
service  is  backed  up  by  liberal  poster  advertising 
and,  what  is  more  important  still,  this  side,  at- 
tractive newspaper  and  trade  journal  publicity. 
Brief  Trade  Paragraphs  of  Interest 

The  Federation  of  British  Music  Industries 
will  hold  its  second  annual  dinner  on  January 
27  at  the  Hotel  Cecil.  London.  There  is  prom- 
ised a  large  attendance  of  members  of  the  trade 
and  gentlemen  eminent  in  the.  world  of  music. 

British  concerns  having  claims  against  Ger- 
man nationals  in  respect  of  pre-war  debts  are 
notified  that  no  claim  will  be  allowed  bv  the 
B    O.  T.  clearing  office  after  March  31. 

Widespread  sympathy  has  been  exoressed  at 
the  news  of  the  death  of  Mr.  Callow,  "-lio  for 
over  fifty  years  was  in  the  service  of  Messrs. 
Metzler  &  Co.,  Ltd.,  for  a  good  part  of  the  time 
as  head  of  the  musical  instrument  deoartment 

A  very  satisfactory  feature  of  orosrress  in 
Provincial  trade  circles  is  the  number  of  Mid- 
land and  North  Country  factors  who  now  ad- 
vertise nationally,  as  it  were.  Hitherto  thev 
were  content  with  local  county  trade,  but  now 
realize  the  necessity  of  expansion.  That's  the 
way  to  do  it — advertise! 

Charles  F.  Higham,  M.  P.,  told  members  of 
the  British  music  industries  that  they  must  ad- 
vertise or  stagnate.  He  said  publicity  would 
cure  any  trade  disease — even  the  "blues."  The 
occasion  was  the  first  of  a  series  of  lectures 
arranged  by  the  Federation  of  British  Music  In- 
dustries. 


"PERFECT 
POINTS" 


A  A 


BRITAIN'S  BEST 

Gramophone  Needle 

(Guaranteed  made  from  High  Carbon  Steel) 


IS  MADE  BY 


W.  R.  STEEL,  of  REDDITCH, 

Head  Office  and  Works— QUEEN  ST. 


Scientifically  pointed,  Hardened  and  Tem- 
pered on  the  latest  up-to-date  machinery  and 
plant  by  skilled  craftsmen  only. 


RESULT: 

A  FIRST  QUALITY  NEEDLE  far  ahead  of 
anything  of  pre-war  quality 

INQUIRIES  SOLICITED 

Special  Quotations  for  Quantities 


Manufacturer  of  all  Kinds  of  Sewing  Needles 


February  15,  1921 


THE   TALKING    MACHINE  WORLD 


179 


EDISON  BELL 


HONE  Rl%>RDS 


CABLE 
"PHONOKINO. 
LONDON" 


ARE  THE  GREATEST  VALUE  FOR  MONEY  PRODUCED  IN  GREAT  BRITAIN 

TEN  INCH  DOUBLE  SIDED  NEEDLE  CUT 

PLAY  ON  ALL  GRAMOPHONES 


Catalogue  contains  4000  Titles  by  the  Premier  Artistes,  Instrumentalists,  Orchestras  and  Bands 

of  the  British  Empire 


DEALERS  PREPARED  TO  DO  BUSINESS  ARE  INVITED  TO  COMMUNICATE  WITH 


Proprietors  «nd  Manufacturers,  J.  E.  HOUGH,  Ltd.,  62  Glengall  Road,  London,  S.  E.  15,  England 


Winner  Products  at  the  Fair 

Messrs.  J.  E.  Hough,  Ltd.,  announce  that  they 
will  exhibit  a  full  range  of  Edison  Bell  "Disca- 
phones"  and  Winner  records  at  the  British  In- 
dustries Fair,  White  City.  Invitations  have  been 
sent  to  all  their  dealers  to  visit  the  company's 
spacious  stand,  P-32,  and  as  admission  is  by 
ticket  only,  it  will  be  necessary  to  make  ar- 
rangements accordingly.  This  matter  has  been 
well  looked  after  by  Messrs.  J.  E.  Hough,  who 
are  out  to  ensure  a  big  attendance  of  dealers  at 
their  booth. 

"Pirates  of  Penzance"  on  "His  Master's  Voice" 

Gramophonic  art  is  progressive;  it  has  yet  to 
reach  its  zenith.  Towards  that  desideratum  we  are 
carried  well  forward  by  the  operatic  issues  of 
the  Gramophone  Co.,  Ltd.  Many  complete  al- 
bums of  records  of  popular  operas  have  already 
been  issued,  including  several  of  the  Gilbert  & 
Sullivan  series.  Of  the  latter  the  latest  is  the 
"Pirates  of  Penzance."  The  complete  opera  has 
been  beautifully  recorded  on  eleven  double-sided 
Black  label  discs,  which  are  put  up  in  a  special 
album.  This  truly  important  event  has  been  well 
advertised  in  the  press,  and  dealers  have  received 
for  display  a  finely  colored  poster  and  descrip- 
tive leaflet.  A  big  demand  naturally  follows 
such  enterprise  and  I  hear  that  the  company  is 
well  satisfied  with  the  resultant  sales. 

Railways  Refuse  Lower  Rates 

Dealers  here  are  just  now  making  a  fight 
through  the  Association  of  Gramophone  & 
Musical  Instrument  Manufacturers  and  Whole- 
sale Dealers  to  have  gramophone  records 
conveyed  by  passenger  train  at  the  railway  com- 
pany's risk,  or  else  that  the  records,  if  they  are 
carried  at  the  owner's  risk,  as  at  present,  should 
be  accepted  at  the  owner's  risk  rate  instead  of 
at  the  company's  risk  rate.  So  far  the  railway 
companies  have  refused  to  comply  with  these 
suggestions,  giving  the  fragile  nature  of  the 
records  as  their  reason  for  demanding  higher 
rates  on  them. 


FROM  OUR  LONDON  HEADQUARTERS- —  ( Continued  from  .page  178) 


Music  Trades  Diary  Yearbook  and  Directory 

Under  the  above  title,  a  very  ambitious  work 
has  been  published  by  G.  D.  Ernest  &  Co.,  5  and 
6  Duke  street,  Adelphi,  London.  As  the  name 
implies,  it  is  a  book  of  some  trade  importance, 
combining  as  it  does  a  yearbook  of  useful  com- 
mercial information  with  special  reference  to  the 
music  trades;  a  three-days-to-the-page  diary  on 
good  paper  with  blotter-marker;  and  more  use- 
ful still — a  directory  (officially  compiled)  of  all 
the  U.  K.  music  trade  associations  and  musical 
societies.  Certainly,  the  Music  Trades  Diary, 
Yearbook  and  Directory,  1921,  is  the  most  valu- 
able and  useful  publication  yet  offered  to  the 
British  trade.  No  merchant's  desk  is  complete 
without  it. 

Registration  of  the  British  Music  Trades 

Apart  from  the  Music  Trades  Diary,  Yearbook 
and  Directory,  there  are  two  book  publications 
claiming  to  contain  a  fairly  accurate  registra- 
tion of  the  British  music  trades.  Notwithstand- 
ing, I  am  informed  that  the  Federation  of 
British  Music  Industries  is  compiling  a  new 
trade  directory.  Quite  frankly,  it  seems  to  me 
that  the  funds  of  the  Federation  might  be  more 
usefully  employed  than  upon  the  duplication 
of  a  work  already  in  existence.  On  the  other 
hand,  if  present  directories  are  considered  in- 
complete, the  publishers  would  doubtless  be 
quite  prepared  to  place  their  existing  organiza- 
tion in  co-operation  with  the  Federation  and 
thus- save  funds  for  other  purposes. 
New  Records  by  the  British  Zonophone  Co. 

Well  on  time  is  the  issue  of  the  No.  2 
February  program  of  records  by  Zonophone. 
A  wide  variety  of  instrumental  and  vocal  num- 
bers, of  which  there  are  twenty-eight  all  told 
(fourteen  records),  will  serve  to  please  the  dealer 
and  his  customers.  It  might  truly  be  said  that 
there  is  a  record  for  everyone,  so  carefully  has 
the  list  been  compiled  to  cover  every  musical 


taste.  If  variety  is  charming,  it  is  no  secret  to 
the  Zonophone  people,  and  that  is  a  characteris- 
tic of  their  record  programs  which  the  trade 
has  come  to  welcome  and  expect.  Of  the  many 
interesting  records  I  would  mention  particularly 
"On  the  Quarter  Deck"  and  "Voice  of  the  Guns'' 
(marches),  and  "Bo  la  Bo"  (fox-trot),  and 
"When  That  Harvest  Moon  Is  Shining,"  all  by 
the  famous  Black  Diamond  Band.  The  Picture 
Palace  Orchestra  gives  a  most  acceptable  ren- 
dering of  "La  Reine  de  Saba,"  selection  and 
waltz.  Among  the  vocals,  a  good  seller  will  be 
"Reet  oop  t'Mark"  and  "Mary  Ann,"  by  Jack 
Pleasants,  whose  North  Country  vernacular  and 
yokel  comicalities  have  made  for  his  great  popu- 
larity. A  favorite  is  "The  Song  of  My  Heart" 
and  "Twas  an  Old  Fashioned  Love  Song,"  by 
Miss  Jessie  Broughton,  and  a  goodly  record  is 
Harold  Wilde's  "God  Gave  Me  Wonderful 
Dreams"  and  "There's  Another  Little  Girl  I'm 
Fond  Of." 

A  New  Gramophone  Introduced 
Under  the  name  "Algraphone,"  Alfred  Gra- 
ham &  Co.,  of  Crofton  Park,  are  offering  a  new 
gramophone  worthy  of  special  notice.  It  is  of 
the  cabinet  type,  of  pleasing  proportions  and 
design,  equipped  with  the  new  "Graham"  spring- 
motor,  playing  five  twelve-inch  or  eight  ten-inch 
records  per  wind.  The  cabinet  is  fitted  with  a 
(Continued  on  page  184) 


Horn,  Hornless  and  Table-Grand 

GRAMOPHONES 

FOR 

EXPORT 

Please  State  Your  Requirements 

REX  GRAMOPHONE  CO.  2  Elizabeth  Place 
Rivington  Street,  LONDON,  E.C.  2,  England 

Cable  Address  "Lyrecodisc,  London" 


AUSTRALIA. 

Herbert  G.  Polyblank, 
SYDNEY, 

N.S.W. 

BELGIUM. 

P.  Carton, 
Rue  Karel  Ooms,  11, 
ANYERS. 

ITALY. 

G.  Menaboni, 
Via  S.  Sebastiano  2, 
LIVORNO. 

SPAIN. 

Ernesto  Verdu, 

ALICANTE. 

ENGLAND. 
A.  Waite  ft  Co.,  Ltd., 
15-17  Figtree  Lane, 
SHEFFIELD. 


Manufactured  by  J.  STEADY  L^.^g®^ 

MANOR  WORKS.  SHEFFIELD  ENGLAND.    , 

v  —  ■  '  ;  ■ — -~^~~~__ZZZZ^II^— » 


THE    TALKING    MACHINE  WORLD 


February  IS,  1921 


LATEST  PATENTS 


RELATING  ToTALKING 


RECORDS 


Washington,  D.  C,  February  8. — Sound  Box. 

Max  Krauss,  Philadelphia,  Pa.,  assignor  to 
Franklin  E.  Barr,  same  place.  Patent  No.  1,- 
359,713. 

This  invention  relates  in  general  to  sound 
boxes  for  talking  machines  but  is  applicable  with 
great  advantage  to  boxes  which  comprise  a  dished 
or  bulged  diaphragm;  that  is  to  say  a  diaphragm 
having  a  concave-convex  form  with  the  convexity  - 
facing  outward. 

The  object  of  the  invention  is  to  employ  a 
preferably  but  not  necessarily  dished  diaphragm 
with  a  sound  box  of  special  and  novel  construc- 
tion,' the  casing  of  which  embodies,  and  may  be 
said  to  be  essentially  composed  of,  a  vibratory 
back  made  of  mica  or  equivalent  vibratory  sub- 
stance, so  that  between  the  inner  face  of  the 
diaphragm  and  the  fronting  face  of  said  back 
there  exists  a  sound  chamber,  essentially  and,  so 
to  speak,  entirely  composed  of  vibratory  material, 
within  which  the  entering  sound  waves  occasion 
the  vibration  not  only  of  the  diaphragm,  but  also 
of  the  back  or  rear  face  of  the  sound  box  itself, 
with  the  result  that  the  acoustic  properties  of  the 
sound  box  as  an  entirety  are  greatly  improved. 

Referring  to  the  drawings,  Figure  1  represents 
a  front  elevational  view  of  a  sound  box  embody- 
ing the  invention;  Fig.  2  represents  a  transverse, 
sectional  elevation  of  the  sound  box  represented 
in  Fig.  1,  the  dimensions,  for  clearer  illustration, 
being  enlarged,  and  the  section  taken  on  line  2 — 2 
of  Fig.  1;  Fig.  3  represents  in  transverse,  sec- 
tional detail  a  modified  form  of  the  separating 
ring  represented  in  Fig.  2;  removed  from  the 
sound  box;  Fig.  4  similarly  represents  another 
modified  form  of  said  separating  ring,  likewise 
removed;  Fig.  5  represents  a  front,  elevational 
view  similar  to  that  of  Fig.  1  of  a  modified  form 
of  the  sound  box;  Fig.  6  represents  an  enlarged 


transverse,  sectional  elevation  of  the  sound  box 
represented  in  Fig.  5,  the  section  being  taken  on 
line  6 — 6  of  Fig.  S;  Fig.  7  represents,  removed 
from  the  casing,  a  separating  ring  in  the  form  of 
two  knife-edged  rings,  which  in  their  mounting, 
as  illustrated  in  Fig.  6,  serve,  when  desired,  to 
effect  the  dishing  of  the  diaphragm. 

Lid  Supporter.  Raymond  T.  Bell  and  Louis 
Mandel,  Chicago,  111.,  assignors  to  Ben  F.  Gold- 
stein, same  place.    Patent  No.  1,359,953. 

This  invention  relates  to  improvements  in  lid 
supporters  particularly  adapted,  though  not  nec- 
essarily limited  in  its  use  with  the  lids  of  sound 
reproducing  machines,  and  one  of  the  objects  of 
the  invention  is  to  provide  an  improved  device  of 
this  character  which  will  be  of  a  unitary  structure 
whereby  the  parts  may  be  all  mounted  upon  the 
same  base  and  whereby  the  device  may  be  readily 
installed  and  at  the  same  time  insure  the  proper 
positioning  of  the  parts  with  relation  to  each 
other. 

A  further  object  is  to  provide  an  improved 
device  of  this  character  having  means  whereby  a 
predetermined  degree  of  friction  may  be  provided 
between  the  parts  for  maintaining  them  under 
normal  conditions  in  their  adjusted  positions  with 
respect  to  each  other  but  which  will,  under  abnor- 
mal conditions,  yield  to  pressure  or  force  to  allow 
the  lid  to  be  shifted.  A  further  object  is  to  pro- 
vide improved  means  whereby  the  friction  be- 
tween the  parts  may  be  varied  at  will. 

Figure  1  is  a  vertical  sectional  view  of  a  por- 


tion of  a  cabinet  having  a  lid  supporter  applied 
thereto  and  constructed  in  accordance  with  the 
principles  of  this  invention;  Fig.  2  is  an  enlarged 
detail  view  of  one  of  the  joints  of  the  lid  sup- 
porter showing  the  friction-creating  surface;  Fig. 
3  is  an  enlarged  detail  sectional  view  with  parts 
omitted  on  one  end  of  the  base  member;  Fig.4 
is  a  side  elevation  of  Fig.  3;  Fig.  5  is  an  end  ele- 
vation of  the  parts  shown  in  Fig.  2;  Fig.  6  is  a 
modification  of  the  form  shown  in  Fig.  2;  Fig.  7 
is  a  view  similar  to  Fig.  1  of  another  form  of  the 
invention;  Fig.  8  is  an  enlarged  detail  view  of 


one  of  the  joints  of  the  lid  supporter  showing  the 
friction-producing  means;  Fig.  9  is  an  end  eleva- 
tion of  Fig.  8. 

Phonograph.  John  P.  Constable,  West  Orange, 
N.  J.,  assignor  to  the  New  Jersey  Patent  Co., 
same  place.    Patent  No.  1,359,966. 

This  application  is  a  division  of  a  co-pending 
application  Serial  No.  35,265,  filed  June  21,  1915, 
entitled  Phonographs  or  talking  machines,  which 
has  resulted  in  Patent  No.  1,265,179,  dated  May  7, 
1918. 

This  invention  relates  to  phonographs  and 
more  particularly  to  phonographs  in  which  the 
reproducer  is  caused  to  move  across  the  record 
by  mechanical  feeding  means. 

The  principal  object  of  the  invention  is  to  pro- 
vide improved  means  for  controlling  the  mechani- 
cal feeding  means,  to  render  the  same  operative 
or  inoperative,  and  for  controlling  the  movement 
of  the  reproducer  stylus  to  and  from  operative 
position  with  reference  to  the  record  surface. 


Figure  1  represents  a  view  partly  in  elevation 
and  partly  in  section,  showing  the  preferred  em- 
bodiment of  the  invention;  and  Fig.  2  represents 
a  view  in  perspective  of  parts  of  the  device  shown 
in  Fig.  1. 

Repeating  Attachment  for  Sound  Reproducers. 

Albert  Bruce  Puddicombe,  Canton,  China.  Pat- 
ent No.  1,361,405. 

The  present  invention  relates  to  a  repeating 
attachment  applicable  to  sound  reproducers,  and 
aims  to  provide  a  novel  and  improved  device  of 
that  character  for  accomplishing  the  repetition  of 
the  tune  played. 

It  is  the  object  of  the  invention  to  provide  an 
automatically  operating  repeating  attachment, 
whereby,  when  the  needle  of  the  sound  box 
reaches  the  inner  end  of  the  phonic  groove  of  the 
record,  the  needle  will  be  automatically  lifted  off 
the  record,  the  sound  arm  then  being  returned 
to  starting  position,  and  the  needle  lowered  onto 
the  record  to  enter  the  phonic  groove  at  the 
starting  point,  whereby  the  operation  of  the  sound 
reproducer  will  be  repeated,  such  repetition  being 
continued  until  the  machine  is  stopped. 

A  further  object  of  the  invention  is  the  provi- 
sion of  a  repeating  mechanism  of  the  nature  indi- 


cated which  is  comparatively  simple  and  inex- 
pensive in  construction,  which  can  be  readily 
applied  to  sound  reproducers,  and  which  will 
operate  in  a  simple  yet  efficient  manner  to  accom- 
plish the  desired  results. 

Figure  1  is  a  plan  view  of  a  fragmental  portion 
of  a  sound  reproducer,  showing  the  attachment 
applied;  Fig.  2  is  a  side  elevation  thereof;  Fig.  3 


ng.q 


is  a  cross  section  of  the  line  3 — 3  of  Fig.  2  show- 
ing the  tone  arm  near  stopping  position;  Fig.  4 
is  a  view  similar  to  Fig.  3  showing  the  tone  arm 
at  the  end  of  its  movement,  ready  to  be  returned 
to  the  starting  position. 

Phonograph.  Newman  H.  Holland,  West 
Orange,  N.  J.,  assignor  to  the  New  Jersey  Patent 
Co.,  same  place.    Patent  No.  1,359,991. 

This  invention  relates  generally  io  phonographs 
and  particularly  to  memorandum  attachments  for 
dictating  machines.  Attachments  of  this  general 
character  are  well  known  in  the  art.  They  enable 
the  dictator  to  indicate  on  a  prepared  memoran- 
dum slip  instructions  for  any  part  of  the  record, 
so  that  the  operator  or  typist  on  taking  up  a 
record  for  transcription,  by  referring  to  the  cor- 
responding slip,  can  have,  in  advance,  full  infor- 
mation as  to  the  manner,  order,  etc.,  the  different 
matters  recorded  are  to  be  transcribed. 

The  object  of  the  invention  is  to  provide  an 
attachment  which  will  not  interfere  with  or 
retard  the  free  movement  of  the  recorder  carriage 
or  obscure  the  memorandum  while  the  machine 
is  being  used. 

In  the  drawing  which  forms  a  part  of  this 
specification — 

Figure  1  is  side  elevation  of  a  portion  of  a  well- 


known  type  of  phonograph,  showing  the  im- 
proved attachment  applied  thereto:  Fig;  2  is  a 
front  elevation  of  the  same;  and  Fig.  3  is  a  view 
showing  a  modification. 

Sound-Modulating  Device.  Henry  K.  Sandell, 
Chicago,  111.,  assignor  to  Herbert  S.  Mills,  same 
place.    Patent  No.  1,361,500. 

The  present  invention  relates  to  devices  for 
modulating  the  tone  emitted  by  sound  reproduc- 
ing devices  of  the  phonograph  or  gramophone 
type,  wherein  the  desired  sounds  are  produced  by 
the  vibration  of  a  resiliently  held  diaphragm.  It 
will  be  clearly  understood  from  the  following 
description  thereof,  illustrated  by  the  accompany- 
ing drawings,  in  which — 


Figure  1  is  a  side  elevation  of  a  phonograph 
tone  arm  provided  with  a  sound  box  containing 
a  vibrating  diaphragm  as  well  as  with  a  modu- 


February  IS,  1921 


THE    TALKING    MACHINE  WORLD 


181 


LATEST  PATENTS  RELATING  TO  TALKING  MACHINES  AND  RECORDS— (Continued  from  page  180) 


lating  device  constructed  in  accordance  with  the 
present  invention;  Fig.  2  is  a  sectional  view  on 
enlarged  scale  through  the  sound  box  of  Fig.  1; 
Fig.  3  is  a  broken  sectional  view  on  line  3  of 
Fig.  2,  and  Fig.  4  is  a  detail  view  of  an  element 
of  the  modulator  construction. 

Sound  Box  for  Talking  Machines.  Lambert 
Salvi,  Pittsburgh,  Pa.    Patent  No.  1,361,620. 

This  invention  relates  to  improvements  in 
sound  boxes  for  talking  machines,  and  particu- 
larly of  the  type  utilizing  a  horizontal  disc  record. 

One  object  of  the  invention  is  to  provide  an 
improved  pivotal  support  for  the  needle  arm, 
whereby  the  pivots  are  adjusted  to  tight  positions 
by  a  simple  construction. 

Another  object  is  to  provide  the  needle  arm 
with  a  pivotal  support,  comprising  a  plate  having 
inturned  pivotal  ends  adapted  to  engage  notches 
in  the  outer  sides  of  the  vertical  arms  which  form 


a  part  of  the  pivotal  support,  and  to  separate 
these  arms  by  a  tapered  screw  for  causing  a  tight 
pivotal  connection  between  the  needle  arm  and 
its  support. 

A  further  object  is  to  provide  a  simple  con- 
struction of  sound  box  for  supporting  the  sound 
reproducing  disc. 

Figure  1  is  a  perspective  view  of  a  sound 
box  embodying  the  improvements. 

Figure  2  is  a  central  sectional  view  taken  longi- 
tudinally of  the  needle  arm;  Fig.  3  is  an  edge 
view  looking  toward  the  needle  arm  support; 
Fig.  4  is  an  enlarged  top  plan  view  of  the  needle 
arm  pivot  and  its  support. 

Cover  Support  for  Phonographs.  Martin  C. 
Bersted,  Chicago,  111.    Patent  No.  1,361,223. 

This  invention  relates  to  a  cover  support  for 
phonographs  or  the  like  and  Has  for  its  object  the 
provision  of  simple  and  compact  means  for 
securely  holding  the  cover  in  closed  or  open  posi- 
tion, the  cover  being  readily  adjustable  by  simply 
grasping  the  same  and  moving  it  to  the  desired 
position. 

Another  object  of  the  invention  is  to  provide 
a  cover  support  which  can  be  easily  and  quickly 
secured  in  place  with  the  spring  detached  within 
the  phonograph  or  other  cabinet  and  the  spring 
thereafter  arranged  in  place  and  tensioned  to 
operate  the  cover  in  the  desired  manner. 

A  further  object  of  the  invention  is  to  enable 
the  use  of  a  comparatively  short  spring  and  to 
prevent  the  spring  from  pulling  sidewise  when  it 
is  stretched  during  the  closing  of  the  cover. 

Further  objects  of  the  invention  are  to  enable 
the  device  to  be  made  principally  by  stamping 
the  parts  out  of  sheet  metal;  to  make  the  parts 
of  comparatively  small  size  so  that  the  whole 
device  will  be  compact  and  light  in  weight;  to 
construct  and  arrange  the  parts  so  that  the  spring 
will  be  arranged  to  operate  substantially  within 
the  device  but  without  interfering  with  or  inter- 
ference from  any  of  the  parts  thereof;  to  pro- 
vide enlarged  pivot  bearings  for  the  pivotal  con- 
nections, thereby  to  reduce  wear  and  insure 
noiseless  operation;  to  provide  a  novel  form  of 
pivot  struck  up  from  the  sheet  metal  and  of 

REPAIRS 


All  Makes  of  Talking  Machine* 
Repaired  Promptly  and  Efficiently 


ANDREW  H.  DODIN 

28  Sixth  Avenue  New  York 

TELEPHONE,  SPRING  1194 


comparatively  large  diameter  to  form  an  in- 
tegral substantial  and  noiseless  pivot  bearing 
Figure  1  is  a  side  elevation  of  the  device 
applied  to  a  phonograph,  the  parts  being  in  their 
closed  position;  Fig.  2  is  a  similar  view  showing 
the  parts  in  the  opened  position;  Figs.  3  and  4 
are  enlarged  detail  sectional  views  on  the  lines 
3 — 3  and  4- — 4  of  Figs.  1  and  2  respectively;  Figs. 
5  and  6  are  enlarged  detail  views  illustrating  the 
method  of  forming  one  of  the  pivots,  and  Fig.  7 
is  an  enlarged  detail  sectional  view  on  the  line 


7 — 7  of  Fig.  2;  Fig.  8  is  a  plan  view  of  a  portion 
of  a  blank  plate  showing  in  broken  lines  where 
the  plate  is  severed  in  striking  up  the  lugs;  Fig.  9 
is  a  top  plan  view  of  the  plate  shown  in  Fig.  8 
after  the  first  operation  of  striking  up  the  lugs; 
Fig.  10  is  a  side  elevation  of  the  plate  as  shown 
in  Fig.  9. 

Phonograph  Horn.  Edward  A.  Leet,  New 
York,  assignor  to  the  Mirrorphon  Talking  Ma- 
chine Co.,  Inc.,  Brooklyn,  N.  Y.  Patent  No. 
1,361,164. 

This  invention  relates  to  phonographs,  and  par- 
ticularly to  horns  or  amplifying  passages  therefor, 
and  has  for  its  object  to  provide  a  horn  and  tone 
arm  which  will  produce  a  louder,  purer  and 
clearer  tone  than  previous  constructions,  and  at 
the  same  time  to  reduce  the  cost  of  manufacture 
of  such  parts  so  that  the  phonograph  may  be 
sold  to  the  public  for  less  money  than  those  now 
on  the  market. 

Figure  1  is  a  front  elevation  of  a  phonograph 
constructed  in  a  preferred  manner  and  containing 
a  horn  and  tone  arm  made  substantially  in  ac- 
cordance with  this  invention.  Fig.  2  is  a  central 
vertical  section  taken  on  the  line  II — II  of  Fig.  1; 
Fig.  3  is  a  horizontal  section  on  the  line  III — III 
of  Fig.  2;  Fig.  4  is  a  horizontal  section  taken  on 
the  line  IV — IV  of  Fig.  2;  Fig.  5  is  a  detailed 


vertical  section  of  the  combined  horn  and  tone 
arm  drawn  to  a  larger  scale,  and  Fig.  6  is  a 
section  on  the  line  VI — VI  of  Fig.  4,  showing  the 
connection  of  the  sound  box  to  the  tone  arm. 

Phonograph.  Nicholas  Grey,  New  Brunswick, 
N.  J.    Patent  No.  1,361,717. 

This  invention  relates  to  sound  reproducing 
machines  and  has  for  its  object  the  provision  of 
automatic  means  by  which  phonograph  disc  rec- 
ords may  be  continuously  played  in  succession 
without  interruption  of  the  sound  when  a  change 
is  made  from  one  record  to  another.  A  further 
object  is  the  provision  of  a  disc  record  which  will 
act  as  the  means  for  initiating  the  change  from 
one  playing  mechanism  and  record  to  another 
similar  mechanism  and  record. 

Figure  1  is  a  plan  view  of  the  invention;  Fig.  2 
is  a  vertical  section  of  the  same;  Fig.  3  is  a  per- 
spective view  of  one  of  the  devices  for  disengag- 
ing the  playing  means  from  one  record  and  for 
causing  a  second  playing  means  to  engage  an- 
other record;  Fig.  4  is  a  similar  view  of  the 
other  of  said  devices,  made  of  opposite  hand  to 
that  shown  in  Fig.  3;  Fig.  5  is  a  perspective  view 
of  a  fragment  of  the  record. 

Mr.  Grey  is  also  the  patentee  of  a  phonograph 
(Patent  No.  1,361,718)  which  has  for  its  object 
the  orovision  of  simple  means,  operated  by  the 


tone  arm  of  the  machine,  for  continuously  playing 
records  in  succession  without  interruption  of  the 
sound  while  the  change  is  being  made  from  one 
record  to  another. 


A  further  object  of  this  invention  is  the  provi- 
sion of  a  disc  record  for  speeding  up  the  action 
of  the  mechanism  which  operates  to  shift  the 
playing  from  one  record  to  another. 

Figure  1  is  a  plan  view  of  the  invention;  Fig.  2 
is  a  vertical,  longitudinal  section  and  partial  ele- 




h  \ 

12.3 


vation  of  the  same;  Fig.  3  is  a  vertical  transverse 
section  of  the  same  on  line  3 — 3  of  Fig.  1 ;  Fig.  4 
is  a  plan  view  of  one  of  the  improved  records; 
Fig.  5  is  a  perspective  view  of  one  of  the  dia- 
phragm-holding arms  and  adjusting  means. 

Talking  Machine  Register.  James  P.  Carey, 
Brooklyn,  N.  Y.    Patent  No.  1,359,962. 

This  invention  relates  to  a  talking  machine 
register  and  has  for  its  principal  object  the  pro- 
duction of  a  simple  and  efficient  signal  so  as  to 
prevent  the  spring  of  any  talking  machine  from 
being  wound  too  tightly  and  thus  being  broken 
or  having  an  undue  strain  put  thereon.  This 
register  will  indicate  the  number  of  turns  which 
will  be  required  of  the  crank  in  order  to  wind 
the  spring  to  the  desired  tension. 

Another  object  of  the  invention  is  to  provide 
an  audible  signal  which  will  warn  the  operator 


7<y 


when  the  spring  is  about  to  reach  the  desired 
tension  if  he  should  not  be  looking  at  the  indi- 
cator dial.  In  the  several  drawings:  Figure  1  is  a 
fragmentary  perspective  view  of  a  phonograph 
showing  the  invention  attached  thereto  and  Fig. 
2  is  a  section  taken  through  the  phonograph 
showing  the  invention  in  side  elevation. 


SCHUMANN=HEINK  TO  FAR  EAST 

Schumann-Heink,  exclusive  Victor  artist,  will 
sail,  the  last  of  the  month,  for  the  Orient,  where 
she  will  make  her  initial  tour- through  Java,  East 
India,  China,  Japan  and  India.  The  Victor 
records  which  have  been  sold  in  the  Far  East 
have  already  created  a  tremendous  prestige  there 
for  this  famous  artist. 


Hand   Books  on  Patents,  Trade  Marks,  etc.,  sent 

free.  Our  74  years  of  experience,  efficient  service, 
and  fair  dealing,  assure  fullest  value  and  protec- 
tion to  the  applicant  The  Scientific  American 
should  be  read  by  all  inventors. 
MUNN  &  CO.,  617  Woolworth  Bldo-.  N.  Y. 
Tower  Bldg.,  Chicago.  625  F  St.,  Washington,  D.C. 
Hobart  Bldg.,  582  Market  St,  San  Francisco,  Cal. 


THE   TALKING   MACHINE  WORLD 


February  IS,  1921 


^RECORD 


March,  1921 


VICTOR  TALKING  MACHINE  CO. 

POPULAR  SONGS 

18723  Down  by  the  O-hi-O. .  Billy  Murray- Victor  Roberts 
Marimba  (Sweet  Marimba  Mine).. Billy  Murray 

18725  I  Used  to  Love  You,  but  It's  All  Over  Now, 

Henry  Burr  and  Peerless  Quartet 
Dolly  (I  Love  You)   Peerless  Quartet 

18724  Rose  of  My  Heart  John  Steel 

When  I  Looked  in  Your  Wonderful  Eyes, 

John  Steel 

1S726  Beautiful  Annabell  Lee, 

Charles  Hart-Elliott  Shaw 
Louisiana   Sterling  Trio 

18718  Biddy — Fox-trot  Benson  Orch.  of  Chicago 

Somebody — Medley  One-step, 

Benson  Orch.  of  Chicago 

18719  Honeydew — Medley  Waltz, 

Joseph  C.  Smith's  Orch. 
Honeydew — Medley  One-step, 

Joseph  C.  Smith's  Orch. 
18722  Broadway  Rose — Medley  Fox-trot, 

Original  Dixieland  Jazz  Band 
Sweet  Mamma — Medley  Fox-trot, 

Original  Dixieland  Jazz  Band 
18721  Rosie — Medley  Fox-trot, 

Paul  Whiteman  and  His  Orch. 
Honolulu  Eyes — Medley  Waltz, 

Paul  Whiteman  and  His  Orch. 
VOCAL  RECORDS 

45216  I  Have  a  Dream  Merle  Alcock 

I  Cannot  Sing  the  Old  Songs  Merle  Alcock 

45215  A  Young  Man's  Fancy  Olive  Kline 

Roses  of  Memory   Lambert  Murphy 

35705  Gems  From  "Jimmie," 

Victor  Light  Opera  Company 
Gems  From  "Honey  Girl," 

Victor  Light  Opera  Comoany 

18727  Medley  of  Irish  Jigs  John  Kimmel 

Medley  of  Irish  Reels  Patrick  J.  Touhey 

RED  SEAL  RECORDS 
Frances  Alda,  Soprano 

64927  Thoughts  of  You  Gray-Novello 

Emilio  De  Gogorza,  Baritone 

64928  John  Peel    10 

Flonzaley  Quartet 

74667  Interludium     in     Modo     Antico     (From  "Five 

Novelettes")   Glazounow  12 

Amelita  Galli-Curci,  Soprano 

64929  When   Chloris   Sleeps  Pierson-Samuels  10 

FIRST  VICTOR  RECORD  BY  A  FAMOUS  TENOR 

Beniamino  Gigli,  Tenor — in  Italian 
64933  Mefistofele — Dai    campi,    Dai    Prati    (From  the 

Fields)   Boito 

Jascha  Heifetz,  Violinist 
(Piano  accompaniment  Sam.  Chotzinoff) 
74660  (a)   Berceuse  (Paul  Juon)    (b)   Valse  du  Ballet 

Raymonde   Glazounow 

Mme.  Louise  Homer,  Contralto — In  French 
88627  Samson     et     Dalila — Printemps     qui  commence 

(Delilah's  Song  of  Spring)    12 

Edward  Johnson,  Tenor 

64930  Lassie  o'  Mine   Bowles-Walt 

Hans  Kindler,  Violoncellist 

64932  Nina   Pergolesi 

John  McCormack,  Tenor 
(Piano  accompaniment,  Edwin  Schneider) 
64926  (a)    The   Next   Market    Day    (b)    A  Ballynure 

Ballad   

Reinald  Werrenrath,  Baritone 

64931  Colleen  o'  My  Heart. 

Gretchen  Dick-Arthur  A.  Penn 
FIRST  RECORDS  BY  LA  SCALA  ORCHESTRA  UNDER 
THE  DIRECTION  OF  ARTURO  TOSCANINI 
Arturo  Toscanini  and  La  Scala  Orchestra 

74668  Symphony   in   E   Flat   Major — Menuetto  (Third 

Movement   Mozart 

74669  Symphony  in  E  Flat  Major — Allegro  (Finale), 

Mozart 


10 
10 

10 
10 
10 

10 

10 
10 
10 

10 

10 

10 

10 

10 

10 

10 

10 
10 
10 
10 

12 

12 
10 
10 


in 


10 


12 


10 


in 


10 


10 


12 


12 


COLUMBIA  GRAPHOPHONE  CO. 


SYMPHONY  RECORDS 

49903  Jota  de  Pablo   Kerekjarto 

49912  Humoresque  (Dvorak)   Kerekjarto 

49870  Maria.  Mari !  (Marie,  Ah,  Marie!). Rosa  Ponselle 

49758  La  Paloma   Riccardo  Stracciari 

49747  Un  Ballo  in  Maschera.    "Re  Dell'  Abisso"  (King 

of  the  Shades)   Jeanne  Gordon 

A-6176  Angelus  from  '"Scenes  Pittoresques"  (Massenet) 
Philharmonic  Orch.  of  New  York 
Spanish  Dance  ( Moszkowski), 

Philharmonic  Orch.  of  New  York 

79213  Happy  Days   Hulda  Lashanska 

A-3340  Calling  Thee.  .  Virginia  Asher-Homer  Rodeheaver 
Transformed.  .  Virginia  Asher-Homer  Rodeheaver 

A-3341  Bugle  Calls  in  Ragtime  Marconi  Brothers 

Imp  March   Marconi  Brothers 

A-3342  Barcarolle  from  "Tales  of  Hoffmann", 

Clyde  Doerr-Bert  Ralton 
Intermezzo  from  "Cavalleria  Rusticana," 

Clyde  Doerr-Bert  Ralton 
POPULAR  HITS 
A-3344  When  the  Autumn  Leaves  Begin  to  Fall, 

Fred  Hughes 

Like  We  LTsed  to  Be  Fred  Hughes 

A-3350  Mandalay   ".  Campbell-Burr 

Luana   Campbell-Burr 

A-3353  Grieving  for  You  Marion  Harris 

Yankee   Marion  Harris 

DANCE  RECORDS 

A-3351  Margie — Fox-trot   Ted  Lewis  Jazz  Band 

Broadway   Rose — Fox-trot. Ted  Lewis  Tazz  Band 
A-3343  Honolulu  Eyes  (Intro.  "The  Rose  I  Call  Sweet- 
heart")— Medley  Waltz.  .  Prince's  Dance  Orch. 
June   (Intro.   "Look  What   You've   Done  With 
Your  Dog-Gone  Dangerous  Eyes") — Fox-trot, 
Art  Hickman's  Orch. 

A-3352  Rose — Fox-trot   Paul   Biese  Trio 

Timbuctoo — Song  Fox-trot, 

Paul  Biese  Trio-Frank  Crumit 
NOVELTY  RECORD 
E-4919  Impressions  of  Naples.  No.  1 — Waltz, 

La  Nuova  Orch.  di  Napoli  10 
Italian  One-step   ....La  Nuova  Orch.  di  Napoli  10 
BAND  RECORDS  FOR  COMMUNITY  SINGING 
A-3107  The    Star-Spangled    Banner    (Key)    and  Good 

Night,  Ladies   10 

Aloha  Oe  (Liliuokalani)  and  O,  Come,  All  Ye 

Faithful  (Reading)    10 

A-3108  America     (Smith)     and    Home,    Sweet  Home 

(Payne)    10 

Annie  Laurie  (Douglass)  and  Out  of  the  Deep 
(Lohr)    10 


10 


A-3109 

A-3110 
A-3111 

A-3112 

A-3113 

A-3114 

A-3115 
A-3116 

A-3347 

A-3346 
A-3348 

A-3345 

A-3349 
A-6177 

79283 


Battle  Hymn  of  the  Republic  (Howe)  and  My 

Old  Kentucky  Home  (Foster)    10 

Believe    Me,    if    All    Those    Endearing  Young 
Charms    (Moore)    and   Stars  of  the  Summer 

Night  (Pease)    10 

Columbia,  the  Gem  of  the  Ocean   (Shaw)  and 

I  Need  Thee  Every  Hour  (Lowry)   10 

Sweet   and   Low    (Barnby)    and   Aunt  Dinah's 

Quilting  Party  (Seeing  Nellie  Home)   10 

America,  the   Beautiful    (Ward)   and  A  Merry 

Life  (Denza)    10 

Old  Folks  at  Home   (Swanee  Ribber)  (Foster) 
and   When   Johnny    Comes    Marching  Home 

(Lambert)   

Dixie  (Emmett)   and  Drink  to  Me  Only  With 

Thine  Eyes  (Johnson)   

Auld  Lang  Syne  (Burns)  and  The  Little  Brown 

Church  in  the  Vale  (Pitts)   

Old  Black  Joe  (Foster)  and  Yankee  Doodle.... 
Juanita  (Norton)  and  Nearer,  My  God,  to  Thee 
(Mason)    (This    record    included    in  regular 

Sample  Set)   

Massa's  in  the  Cold  Ground  (Foster)  and  Tingle 

Bells   

Love's   Old   Sweet    Song    (Molloy)    and  Come, 

Thou,  Almighty  King  (Wesley)    10 

Tenting  To-night    (Kittredge)   and  Long,  Long 

Ago  (Bayly)    10 

Silent  Night  (Gruber)  and  My  Bonnie   10 

Onward,     Christian     Soldiers     (Sullivan)  and 

Nellie  Was  a  Lady  (Foster)   10 

Levee  Song  (I've  Been  Wukkin'  on  de  Railroad) 

and  Santa  Lucia    10 

THE  MID-MONTH  RECORDS 
I  Could  Have  Had  You   (But  I  Let  You  Get 

By)  Nora  Bayes-Art  Hickman's  Orch. 

Love  Nights  Nora  Bayes 

Rosie   Frank  Crumit 

My  Gee  Gee  (From  the  Fiji  Isle). Tod  Weinhold 

Love,  Honor  and  O-Baby  Benny  Davis 

Look  What  You've  Done  With  Your  Dog-Gone 

Dangerous  Eyes  Benny  Davis 

DANCE  RECORDS 
Grieving  for  You  (Intro.  "Rose  of  My  Heart") 

— Fox-trot   The  Happy  Six 

Feather   Your   Nest    (Intro.    "A   Young  Man's 

Fancy") — Fox-trot  The  HaT,T>y  Six 

Caresses — Fox-trot   Vincent  Lopez  Orch. 

Palesteena — Fox-trot   Vincent  Lopez  Orch. 

Baby  Dreams  (Intro.  "She  A'one  Could  Under- 
stand" from  "Jimmie") — Medley  Waltz, 

Prince's  Orch. 

I'll  Be  With  You  in  Apple  Blossom  Time  (Intro. 
"When    Shadows    Softly    Come    and    Go") — 

Medley  Waltz   Prince's  Orch. 

SYMPHONY  RECORD 
Je  Sais  Que  Vous  Etes  Gentil   (It's  Our  Wed- 
ding Day)   Charles  Hackett 


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12 


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AEOLIAN  CO. 


52003 


30116 
24013 


24014 


36211 


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14142 


14143 


14144 


14145 


14146 


14147 


OPERATIC  SELECTION  (IN  LATIN) 
Stabat  Mater — Quis  Est  Homo  (Who  Would  Not 
Pity?)   (Rossini) — Soprano  and  Mezzo  Soprano 
Vocalion  Orch.  accomp., 

May  Peterson-Rita  Fornia 
STANDARD  SELECTIONS 
Out  Where  the  West  Begins  (Esther  Philleo) — 
Baritone — Vocalion  Orch.  accomp., 

John  Charles  Thomas 
Colleen      Aroon      (Strickland) — Tenor — Vocalion 

Orch.  accomp  Colin  O'More 

When  (Benham) — Tenor — Vocalion  Orch.  accomp. 

Colin  O'More 
INSTRUMENTAL  SELECTIONS 
Love's  Old  Sweet  Song  (Molloy) — 'Cello — Piano 

accomp  Maurice  Dambois 

Let  the  Rest  oi  the  World  Go  By  (Ball)— 'Cello 

Piano  accomp  Maurice  Dambois 

ORCHESTRAL 
Ballet  Egyptian  (Luigini), 

The  Aeolian  Symphony  Orch. 
Praeludium  (Jarnefeldt), 

The  Aeolian  Symphony  Orch. 
POPULAR  SELECTIONS 
Why  Don't  You?   (From  "Afgar")    (Tierney)  — 

Orch.  accomp  Hugh  Donavan 

County      Kerry      Mary      (Pease-Nelson) — Orch. 

accomp  Hugh  Donavan 

I  Want  to  Be  the  Leader  of  the  Band  (A.  Gum- 

ble) — Orch.  accomp  Harmonizer's  Quartet 

1  Wish  I  Had  Been  Born  in  Borneo  (Donaldson) 

— Orch.  accomp  Harmonizer's  Quartet 

When   You're  Gone  I   Won't   Forget    (Peter  de 

Rose)— Orch.  accomp  Shannon  Four 

Mother  of   Pearl    (Ball) — Orch.  accomp., 

Arthur  Burns 

All    She'd    Say    Was   Umh    Huh— (MacEmery- 
King-Zany-Van   and   Schenck) — Orch.  accomp., 
McMurray  &  Shields 
SMmcbudy    Put    tin'   Tmx   un    Mr    ( Lada-Spencer- 

Hare) — Orch.  accomp  Ernest  Hare 

When    You    Look    Into    the    Eyes    of   a  Mule 
(Creamer-Layton) — Orch.  accomp ..  Ernest  Hare 
Strut,     Miss     Lizzie     (Creamer-Layton) — Orch. 

accomp  Ernest  Hare 

DANCE  SELECTIONS 
Broadway   Rose    (Intro.   "Dolly,  I   Love  You") 
( West-Fried-Spencer- Wadsworth-Arden)  —  Fox- 

■trot   Al.  Jockers'  Dance  Orch. 

Rose  (Seymour-Magine-Biese) — Fox-trot, 

Selvin's  Dance  Orch. 

Rosie  (Merkur) — Fox-trot, 

Al.  Jockers'   Dance  Orch. 
Why  Don't  You?   (From  "Afgar")    (Tierney) — 

Fox-trot   Al.  Jockers'  Dance  Orch. 

HAWAIIAN  SELECTIONS 
Isle  of  Paradise  (Earle-Fiorita) — Waltz, 

Ferera-Franchini-Green 
On  Hilo  Bay  (Breau-Levy) — Waltz, 

Ferera-Franchini-Green 


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in 


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10 


EDISON  RECREATIONS 

32572  A  te  grave  cagion  m'adduce,  Aida  (Grave  cause 
leads  me  to  seek  thee  here,  Aida) — Aida 
(Verdi) — Soprano-baritone,  in  Italian, 

Marie  Rappold  and  Taurino  Parvis 
Su    dunque!    (Up,    then!) — Aida    (Verdi) — So- 
prano-baritone, in  Italian, 

Marie  Rappold  and  Taurino  Parvis 
82206  Ballet   Music— Orpheus   (Gluck-Ries)— Violin, 

Albert  Spalding 


Chanson — Meditation    (Cottenet) — Violin, 

Albert  Spalding 

82207  How  the  Gates  Came  Ajar  (Eastburn) — Soprano, 

Anna  Case  and  Lyric  Male  Quartet 
Rolling     in     Foaming  Billows — The  Creation 
(Haydn) — Bass-baritone  Arthur  Middleton 

82208  Ouvre  ton  coeur   (Serenade  Espagnole)  (Bizet) 

— Baritone,  in  French  Mario  Lauren ti 

So  anch'io  la  virtu  magica  (Thy  magic  virtues 
I  know) — Don  Pasquale  (Donizetti) — Soprano, 
in  Italian   Consuelo  Escobar  de  Castro 

80587  Der  Tambour  Der  Garde  Overture  (The  Drum- 

mer of  the  Guard)  (Till), 

American  Symphony  Orchestra 
Fingal's  Cave  Overture  (Mendelssohn-Bartholdy), 

American  Symphony  Orchestra 

80588  Seek   Ye   the  Lord — Anthem    (Roberts) — Tenor 

and  mixed  voices, 

Hardy  Williamson  and  Calvary  Choir 
Will   There   Be  Any   Stars?    (Sweney) — Mixed 
vfiices   Metropolitan  Quartet 

80589  Fantasia  from  Simon  Boccanegra  (Verdi) — Flute 

and  clarinet.  .Pietro  Caso  and  Anthony  Giammatteo 
Saxophone  Fantasie  (Rosebrook) — Saxophone, 

Rudy  Wiedoeft 

80590  Love  Will   Find  the  Way   (H.   Von  Tilzer) — 

Tenor   Reed  Miller 

Wind's  in  the  South  (J.  P.  Scott) — Soprano, 

Betsy  Lane  Shepherd 

80591  Keep  All  Your  Love  for  Me  (Motzan) — Soprano, 

Leola  Lucey 

My  Garden  of  Love  (Polla) — Tenor  Lewis  James 

80592  Cupid's  Frolic  (Miles)  Peerless  Orchestra 

Ma  Bella  Charmante — Concert  Waltz  (Roberts), 

Peerless  Orchestra 

80593  Dream    of    the    Tyrolienne    (Labitsky) — Violin, 

violoncello,  flute  and  harp, 

Venetian  Instrumental  Quartet 
O  Sole  Mio  (Di  Capua- Vecsey), 

Armand  Vecsey  and  his  Hungarian  Orchestra 

50706  Aloha  Oe — Paraphrase  (Liliuokalani-Sodero), 

Sodero's  Band 

Our  Director  March  (Bigelow)  Conway's  Band 

Edison  Re-Creations — Bits  of  Broadway  Special 

50707  Chili  Bean  (A.  Von  Tilzer)  Billy  Murray 

My  Little  Bimbo   (Down  on  the  Bamboo  Isle) 

(Donaldson)   Aileen  Stanley 

50708  Just  Like  a   Rose   (Hubbell) — "Good  Times" — 

For  dancing.  ...  Max  Fells'  Delia  Robbia  Orchestra 
Love  Boat  (Herbert) — "Ziegfeld  Follies  of  1920" 
— Tenor  Lewis  James  and  Mixed  Chorus 

50709  Honeydew     Waltz     (Zimbaiist) — "Honeydew" — 

For  dancing  Lenzberg's  Riverside  Orchestra 

Japanese  Sandman  (Whiting) — Fox-trot,  for  danc- 
ing  Max  Fells'  Delia  Robbia  Orchestra 

50710  Avalon  (Jolson-Rose) — Fox-trot,  for  dancing, 

Harry  Raderman's  Jazz  Orchestra 
Jene  Sais  Pa  Pa   (I  Do  Not   Know)  (Fisher- 
Coleman) — Fox-trot,  for  dancing, 

Harry  Raderman's  Jazz  Orchestra 

50711  Feather  Your  Nest  (Kendis-Brockman-Johnson)- — 

Fox-trot,  for  dancing.. Lenzberg's  Riverside  Orchestra 
Whispering    (Schonberger) — Fox-trot,    for  danc- 
ing  Green  Brothers'  Novelty  Band 

Edison  Re-Creations — February  Special 

50725  Humming  (Breau-Henderson) — Fox-trot,  for  danc- 

ing  Orlando's  Orchestra 

Palesteena  (Conrad-Robinson) — Fox-trot,  for 
dancing  Green  Brothers'  Novelty  Band 

50726  Bright     Eyes      (Motzan-Jerome) — Fox-trot,  for 

dancing   Orlando's  Orchestra 

Broadway  Rose  (West-Fried-Spencer) — Fox-trot, 
for  dancing  Harry  Raderman's  Jazz  Orchestra 

50727  Home  Again   Blues   (Berlin-Akst) — Fox-trot,  for 

dancing  Harry  Raderman's  Jazz  Orchestra 

Sleepy  Hollow  (Flower-Klickmann) — Waltz,  for 
dancing   Green  Brothers'  Novelty  Band 

50728  Rosie  (Clarke-Merkur) — Fox-trot,  for  dancing. 

Max  Fells'  Delia  Robbia  Orchestra 
Caresses  (Monaco) — Fox-trot,  for  dancing, 

Lenzberg's  Riverside  Orchestra 
50737  I've   Got  the   Blues  for   My   Kentucky  Home 

(Gaskill) — Male  voices  Premier  Quartet 

Timbuctoo    (Kalmar-Ruby)  Al  Bernard 


29070 
29071 

4185 
4186 
4187 
4188 


4189 
4190 


4191 


4192 
4193 


4194 

4195 

4196 

4197 

4198 

4199 

4200 

4201 
4202 
4203 

4204 

4205 


EDISON  AMBEROL  RECORDS 

ROYAL  PURPLE  RECORDS 
Serenade   (Schubert-Remenyi) — Violin,  piano  ac- 
comp. by  Andre  Benoist  Albert  Spalding 

In  mezzo  al  mare   (On  the  Sea)   (De  Luca) — 

Baritone,  in  Italian  Mario  Laurenti 

REGULAR  LIST 
Down      in      Chinatown      (Meyer-Hulten) — Male 

voices  Premier  Quartet 

The   Crocodile  (Motzan-Akst), 

Imperial  Marimba  Band 
Tarantella  Siciliana  (Lucanese) — Accordion,  clari- 

.  net  and  guitar  The  Three  Vagrants 

Sleep,   Little,  Babe   (Zimmermann) — Yodel  song, 
tenor-soprano, 

Fritz  Zimmermann  and  Marcelle  Grandville 
Son-o'-Mine  (Zamecnik) — Soprano.  .Elizabeth  Spencer 
Speed   (Biese) — One-step,  for  dancing, 

Lenzberg's  Riverside  Orchestra 
Pickaninny  Rose   (Sheppard) — Soprano, 

Margaret  A.  Freer 
Life  Insurance  Policy.  .Billy  Golden  and  Joe  Hughes 
Jene  Sais  Pa  Pa  (I  Do  Not  Know)  (Fisher-Cole- 
man)— Fox-trot,   for  dancing, 

Harry  Raderman's  Jazz  Orchestra 
Haste  to  the  Wedding — Medley  of  Irish  Jigs- 
Accordion   John  J.  Kimmel 

Les  Cloches  de  St.  Malo  (The  Bells  of  St.  Malo) 

(Rimmer)   Conway's  Band 

Sudan   (Pollack) — Fox-trot   for  dancing. 

Green  Brothers'  Novelty  Band 
Perfect  Day  (Jacobs-Bond) — Xylophone, 

Signor  Lou  Chiha  "Friscoe" 
Sweet     Hour     of     Prayer     (Bradbury) — Mixed 

voices   Metropolitan  Quartet 

Land  of  Sweet  Erin  Medley — Jigs — Violin, 

Joseph  Samuels 
Hula  Blues   (Cunha-Noble) — Fox-trot,   for  danc- 
ing Harry  Raderman's  Jazz  Orchestra 

Sighing  (Bridges) — Male  voices  Crescent  Trio 

Lassie  o'  Mine  (Walt) — Tenor  Albert  Lindquest 

Romance   (David) — Waltz,   for  dancing, 

Max  Fells'  Delia  Robbia  Orchestra 
Where-Is-My-Daddy-Now  Blues  (Motzan-Olman). 

Aileen  Stanley 
La  Chanson  des  Nids  (Bout) — Fantaisie-Polka — 
Clarinets.  .Anthony  Giammatteo  and  Fred  J.  Brissett 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


183 


ADVANCE  RECORD  BULLETINS  FOR  MARCH— (Continued  from  page  182) 


FRENCH  RECORDS 

27196  Le  Moulin  de  Maitre  (Master  John's  Mill)  (Bo- 

rel-Clerc) — Baritone  Torcom  Bezazian 

27197  Le  Dernier  Tango   (The  Last  Tango) — Chanson 

Argentine    (Doloire) — Baritone.  .  .Torcom  Bezazian 


PATHE  FRERES  PHONOGRAPH  CO. 

"POP"  SUPPLEMENT  NO.  42 
POPULAR  VOCAL 

22493  With   the  Coming  of  Tomorrow  (Creamer-Lay- 

ton) — Tenor   Robert  Bruce 

Dearest  One   (Kahn-Blaufuss) — Tenor  and  bari- 
tone  Lewis  James- Elliott  Shaw 

22494  Bonnie  Lassie  (Bratton-Santly) — Tenor, 

Charles  Hart 

Mello   'Cello    (Williams-Moret) — Baritone,  dance 
rhythm   Elliott  Shaw 

22495  The  Arabian  Yogi   Man  (Kendis-Brockman-Rus- 

sell) — Male  trio   Crescent  Trio 

My  Mammy  (Young- Lewis-Donaldson) — Tenor, 

Carlton  Williams 

22496  Timbuctoo  (Kalmar-Ruby) — Tenor.  ...  Billy  Jones 
Something   (Theile-Crane) — Male  quartet. 

The  Harmonizers 

20484  Crazy  Blues   (Bradford) — Tenor,   dance  rhythm, 

Noble  Sissle 

Great  Camp  Meetin'  Day  (Mikell-Sissle) — Tenor, 

Noble  Sissle 

22497  Strut,  Miss  Lizzie  (Creamer-Layton) — Baritone 

Ernest  Hare 
Home  Again   Blues    (Berlin-Akst) — Baritone — 

Dance  Rhythm   Ernest  Hare 

DANCE 

22498  Humming  (Breau-Henderson) — Fox-trot, 

Joe  Gibson  and  His  Orchestra 
I  Never  Knew  (I  Could  Love  Anybody  Like 
I'm   Loving   You)    (Pitts-Egan-Marsh) — Fox 
trot   Joe  Gibson  and  His  Orchestra 

22499  O-Hi-0    (0-My!-0)    ( Yellen-Olman)—  One-step 

Bennie  Krueger  and  His  Orchestra 
Learning    (Tucker-Buffano-Steiger) — Fox-trot 

Bennie  Krueger  and  His  Orchestra 

20485  Love  Bird   (Earl-Fiorito) — Fox-trot 

Casino  Dance  Orchestra 
The  Legend,  from  "Lady  Billy"  (Sears-Levey) 
Waltz   Casino  Dance  Orchestra 

20486  Bright    Eyes    (Smith-Motzan- Jerome) — Fox-trot 

Casino  Dance  Orchestra 
Look  for  the  Silver  Lining     (From  "Sally") 
(DeSylva-Kern) — Fox-trot, 

Casino  Dance  Orchestra 

20487  Persia  (Senna) — Fox-trot, 

Eddie  Kuhn  and  His  Orchestra 
(Kansas  City,  Mo.) 
Now  and  Then   (Spencer) — Fox-trot, 

Duane  Sawyer  and  His  Novelty  Orchestra 

22501  Make  Believe  (Shilkret) — Fox-trot, 

Nicholas  Orlando's  Orchestra 
Two  Sweet  Lips  (Ager) — Fox-trot, 

Nicholas  Orlando's  Orchestra 

22502  I  Never  Realized  (Gideon) — Fox-trot, 

Piedmont  Dance  Orchestra 
I  Lost  My  Heart  to  You  (Snyder-Merkur-Davis) 

— Fox-trot  Piedmont  Dance  Orchestra 

REGULAR  PATHE  MARCH  LIST 
OPERATIC  AND  OTHER  VOCAL  RECORDS 

54064  Old  Folks  at  Home  (Swanee  River)    (Foster)  — 

Soprano   Yvonne  Gall 

54065  Eugene  Onyegin  (Tschaikowsky)  "Prince's  Aria," 

Basso,  in  Russian  Adamo  Didur 

60086  Carmen    (Bizet)    "Habanera"    (Love   Is   Like  a 
Wood-Bird) — Contralto,    in  French, 

Kathleen  Howard 
Mireille   (Gounod)   "La  Chanson  de  la  sociere" 
(This  is  the  season) — Contralto,  in  French, 

Kathleen  Howard 

59088  Barber  of  Seville   (Rossini)   "Una  voce  poco  fa 
(A  Little  Voice  I  Hear) — Soprano,  in  Italian, 

Helen  Yorke 

Lucia  Di  Lammermoor  (Donizetti)  "Mad  Scene" 

— Soprano,  in  Italian  Helen  Yorke 

STANDARD  SONGS  SUNG  IN  ENGLISH 

22475  A  Dream  (Bartlett) — Tenor  Charles  Harrison 

The  Old   Refrain   (Mattullath-Kreisler)— Tenor, 

Charles  Harrison 

22474  Wait  'Till  Ah  Put  On  My  Crown  (Arr.  by  Red- 
dick) — Soprano  Rosalie  Miller 

Leanin'   On   De  Lawd    (Arr.   by   Reddick) — So- 
prano  Rosalie  Miller 

FOUR  FAMOUS  EASTER  FAVORITES 

25050  The  Palms  (Faure) — Baritone  Percy  Hemus 

The   Resurrection    (Shelly) — Baritone, 

Percy  Hemus 
20479  Jerusalem   (Parker) — Cornets  and  trombones, 

Jules  Levy,  Jr.'s  Brass  Quartet 
The  Holy  City  (Adams) — Cornets  and  trombones, 
Jules  Levy,  Jr.'s  Brass  Quartet 
27037  The  Song  of  Volga   (Glazounow) — Modest  Alt- 
schuler,  director.  .Russian  Symphony  Orchestra 
Entree  Triomphale  Des   Boyards    (Halvozsen) — 
Modest  Altschuler,  director, 

Russian  Symphony  Orchestra 
40214  Rhapsodie   No.   2    (Part   I)    (Liszt)— Artur  Bo- 
danzky,  director.  ...  New  Symphony  Orchestra 
Rhapsodie  No.  2   (Part  II)    (Liszt) — Artur  Bo- 
danzky,  director  New  Symphony  Orchestra 

22477  Spring  Song  (Mendelssohn) — Whistling  solo, 

Margaret  McKee 
The  Star   (Rogers) — Whistling  solo, 

Margaret  McKee 
POPULAR  CLASSICS 

22478  Alice,  Where  Art  Thou?  (Ascher) — Violin,  flute 

and  piano, 

Longo  Trio — F.  Longo,  N.  Laucella,  S.  Guidi 
Kathleen  Mavourneen  (Crouch) — Violin,  flute  and 
piano, 

Longo  Trio — F.  Longo,  N.  Laucella,  S.  Guidi 


PARAMOUNT  RECORDS 


INSTRUMENTAL 

50039  American  Fantasie — Part  1 .  . .  .Creatore  and  His  Band 
American  Fantasie — Part  2.  ..  .Creatore  and  His  Band 

50040  Barcarolle  (From  "Tales  of  Hoffmann"), 

Creatore  and  His  Band 
Blue  Danube  Waltz  Creatore  and  His  Band 

50041  Schubert's  Serenade — Saxophone  Solo, 

Saxophone  With   Creatore  and   His  Band 
Spring  Song — Clarinet  Solo, 

Clarinet  With  Creatore  and  His  Band 

33077  Blaze  Away  March  (Holzman) — Military  Band, 

Roger's  Band 
Pasadena  Day  March  (Vesselle) — Military  Band, 

Roger's  Band 

33078  Aloha  Oe — Cornet  Solo — Orch.  accomp., 

Pietro  Capodiferro 

Angels'  Dream  Waltz  (Herman), 

Paramount  Miniature  Symphony  Orch. 


VOCAL  RECORDS 
33076  Carry  Me  Back  to  Old  Virginny  (Bland) — Soprano 
Solo  with  Quartet — Orch.  accomp., 

Elizabeth   Spencer-Stellar  Quartet 
Old    Black    Joe    (Foster) — Soprano    Solo  with 
Quartet — Orch.  accomp., 

Elizabeth  Spencer-Stellar  Quartet 

20042  Margie     (Conrad-Robinson) — Vocal  Solo — Orch. 

accomp  Aileen  Stanley 

My     Mammy     (Lewis-Young-Donaldson) — Vocal 

Solo — Orch.  accomp  Aileen  Stanley 

20035  Old  Pal,  Why  Don't  You  Answer  Me?— Tenor 

Solo — Orch.  accomp  Sam  Ash 

Tired  of  Me — Tenor  Solo — Orch.  accomp. ..Sam  Ash 
DANCE  RECORDS 
20038  Honolulu  Eyes  (Violinski) — Waltz  Medley  (Intro. 

"Aloha  Oe")  Merry  Melody  Men 

Caresses  (James  V.  Monaco) — Fox-trot, 

Merry  Melody  Men 

20043  Old- Fashioned  Garden  (Intro.  "Just  Like  a  Rose") 

— Medley  One-step   Yerkes'  Jazzarimba  Orch. 

Rosie,  Make  It  Rosy  for  Me  (Intro.  "I'm  Saving 
My  Dough  for  Rae  and  Me") — Medley  Fox- 
trot  Yerkes'  Jazzarimba  Orch. 

20044  That  Naughty  Waltz — For  Dancing, 

Selvin's   Novelty  Orch. 
My  Isle  of  Golden  Dreams  Waltz, 

Selvin's   Novelty  Orch. 


OKEH  RECORDS 


4228  Mem'ries  of  You,  Mammy — Popular  Blues  (Vo- 

cal)  Mamie  Smith  and  Her  Jazz  Hounds 

If    You    Don't   Want   Me    Blues — Popular  Blues 
(Vocal)  ..Mamie  Smith  and  Her  Jazz  Hounds 

4229  Broadway  Rose — Tenor,  orch.  accomp., 

Billy  Jones 

Little  Crumbs  of  Happiness — Tenor,  orch.  ac- 
comp Lewis  James 

4243  One,  Two,  Three,  Four — Vocal  trio,  with  Hawai- 

ian guitars  Crescent  Trio 

Maui   Aloha — Hawaiian   guitar  duet, 

Ferera-Franchini 

4244  County    Kerry    Mary — Tenor-quartet,    orch.  ac- 

comp Sam  Ash  and  Shannon  Four 

Bonnie  Lassie — Tenor,    orch.  accomp., 

Shannon  Four 

4245  Like  We  Used  to  Be — Baritone,  orch.  accomp., 

Elliott  Shaw 

There  Is  One  Girl  (Will  She  Ever  Be  Mine) 
(From  the  musical  play,  "Hearts  of  Erin")  — 
Tenor-quartet,  orch.  accomp., 

Sam  Ash  and  Shannon  Four 

4246  One  Sweet  Day — Tenor,  orch.  accomp., 

Lewis  James 

In  the  Heart  of  Dear  Old   Italy — Vocal,  orcn. 
accomp  Crescent  Trio 

4247  Pickaninny  Rose — Baritone,   orch.  accomp., 

Ernest  Hare 

Lindy — Vocal,  orch.  accomp  Shannon  Four 

4248  Annie  Laurie — Scotch  ballad  Shannon  Four 

Carry  Me   Back  to  Old   Virginny  —Vocal,  orch. 

accomp  The  Three  Virginians 

4249  Turkey    in    the  Straw — Comic    vocal — Baritone, 

orch.  accomp  Billy  Golden 

Rabbit  Hash — Monologue  Billy  Golden 

4230  June  (I  Love  No  One  But  You) — Fox-trot, 

Joseph  Knecht's  Waldorf-Astoria  Dance  Orch. 
Drop  Me  a  Line  (Intro.:  "My  Husband's  Dearest 
Friend")    (From   musical  play,  "Honeydew"), 
Orlando's  Orchestra 

4231  Caresses — Fox-trot.  ..  Lanin's  Roseland  Orchestra 

Hindoo  Hop — Fox-trot  Kega  Dance  Orchestra 

Palesteena — Fox-trot, 

Green  Brothers'  Novelty  Band 
Honolulu  Eyes — Waltz, 

Green  Brothers'  Novelty  Band 
4233  No  Wonder  I'm  Blue — -Fox-trot, 

Joseph  Samuels'  Jazz  Band 
Somebody's  Eyes — Fox-trot, 

Harry  Raderman's  Jazz  Orchestra 

Humming — Fox-trot  Rega  Dance  Orchestra 

Rosie — Fox-trot  .All  Star  Trio 

Rose; — Fox-trot  Rega  Dance  Orchestra 

Beautiful  Faces  (From  "Broadway  Brevities") — 
Fox-trot   V  ernon  Trio 

4236  Show  Me  How — Fox -trot  Vernon  Trio 

Sweet  Love — Fox-trot  Orlando's  Orchestra 

4237  Now  and  Then — Fox-trot, 

Harry  Raderman's  Jazz  Orchestra 
Dolly,  I  Love  You — Fox-trot, 

Harry  Raderman's  Jazz  Orchestra 

4238  Lotus  Flower — Waltz, 

Joseph  Knecht's  Waldorf-Astoria  Dance  Orch. 
Midnight — Fox-trot  Orlando's  Orchestra 

4239  Nightingale — Fox-trot  Rega  Dance  Orchestra 

Algiers — Fox-trot  Rega  Dance  Orchestra 

You're  Just   Like  a  Rose   (Introducing  "Hello, 

Imagination")      (From     "Hippodrome  Show, 

Good  Times") — One-rStep,  accordion  Perry 

It  Isn't  What  She  Does  That  Makes  Me  Love 
Her  (Introducing  "I  Told  You  So") — Fox-trot, 
accordion   Perry 


4232 


4234 
423  = 


4240 


10 
10 


10 


10 


10 


10 


10 

10 

10 
10 
10 

10 


10 
10 


10 


10 
10 
10 

10 

10 

10 

10 
10 
10 
10 

10 
10 
10 

10 

10 

10 
10 
10 
10 


10 


QENNETT  LATERAL  RECORDS 

2514  God  Be  With  You   'Till   We  Meet  Again  (To- 

mer)— Accomp.  by  instrumental  quartet, 

Hammond  Mixed  Quartet 
Come,  Wanderer,  Come — Accomp.  by  instrumental 
quartet  Hammond  Mixed  Quartet 

2515  Carmen   Selections — Part   I  (Bizet), 

His  Majesty's  Scots  Guards  Band 
Carmen  Selections — Part   li  (Bizet), 

His  Majesty's  Scots  Guards  Band 

9101  Irish  Jigs — Part  I.. His  Majesty's  Scots  Guards  Band 

Irish  Jigs — Part  II.  His  Majesty's  Scots  Guards  Band 

9106  Christine  de  Suede  (Schottische), 

1st  Infantry  Regiment  Band  of  Belgium 
Premier  Pas  (Mazurka), 

1st  Infantry  Regiment  Band  of  Belgium 

9107  Silver  Threads  Among  the  Gold  (Danks-Rexford) 

— Trio,   Orch.   accomp  Knickerbocker  Trio 

When  You  and  I  Were  Y'oung,  Maggie  (John- 
son-Butterfield) — Tenor,  Orch.  accomp., 

Geo.  Wilton  Ballard 

4659  When    Irish   Eyes   Are   Smiling    (Ball) — Tenor, 

Orch.  accomp  Terence  O'Connor 

It  Takes  an  Irish  Heart  to  Sing  an  Irish  Song 
(David) — Tenor,  Orch.  accomp.  .Terence  O'Connor 

4660  Paddy's  Reel — Piccolo,  Orch.  accomp  R.  Murchie 

Sailor's  Hornpipe — Piccolo,   Orch.  accomp, 

R.  Murchie 

4661  Home  Again  Blues   (Berlin-Akst) — Medley  Fox- 

trot, introducing  "Broadway  Blues," 

Joe  Coleman's  President  Orchestra 
Toodles    (Green) — One-step, 

Green  Brothers'  Nylophone  Band 

4662  Rosie   Medley    (Clarke-Merkur) — Fox-trot,  intro- 


ducing "Tell  Me,  Little  Gypsy" — Song  chorus 
by   Robert  Hudson, 

Joe   Coleman's   President  Orchestra 
Now  and  Then  (McKierman-Spencer) — Medley, 

Yerke's  Dance  Orchestra 

4663  Rose  (Magine-Biese) — Medley  Fox-trot.  .  Vernon  Trio 
Dolly  (I  Love  You)    ( Wadsworth-Arden) — Med- 
ley Fox-trot,  introducing  "You're  the  Only  Girl 
That  Made  Me  Cry" ....  Yerke's  Dance  Orchestra 

4664  Memories  of   Virginia   (Wilnorf- Atkinson) — Ten- 

or, Orch.  accomp  Arthur  Hall 

County    Kerry    Mary    (Nelson) — Tenor,  Orch. 
accomp  Robert  Hudson 

4665  Isle   of    Paradise    (Earl-Fiotito) — Hawaiian  gui- 

tars and  xylophone  Honolulu  Trio 

Mahaina  Malamalama — Hawaiian  guitar  duet, 

Ferera-Franchini 

4666  The    Blue   Bells    of    Scotland — Concertina  solo, 

piano  accomp  Alexander  Prince 

Estudiantina     Waltz     (Waldteufel)  —  Concertina 

solo,  piano  accomp  Alexander  Prince 

4653  Hi  and  Si  and  the  Line  Fence  (Porter) — Comic 

dialogue   Porter-Jones 

The   Country   Postmaster    (Porter) — Comic  dia- 
logue  Porter-Jones 


EMERSON  PHONOGRAPH  CO. 


10327 


10329 


10324 


10326 


10316 


10320 


10325 


10317 


10321 


10328 


10315 


in.ilS 


10322 


10319 


10323 


10330 


2013 

2014 
2015 
2016 

2017 
2018 

2019 
2020 

2021 
2022 

2023 


LATEST  SONG  HITS 

Y'ou  Oughta  See  My  Baby  (Turk-Ahlert) — Com- 
edy song,  Orch.  accomp  Eddie  Cantor 

Give  Me  a  Million  Beautiful  Girls  (But  Give  Me 
Them  One  at  a  Time)  (Pease-Nelson-Parish)  — 
Character  song,  Orch.  accomp  Irving  Kaufman 

Bright  Eyes  (Motzan-Jerome-Smith) — Tenor  solo, 
Orch.  accomp  Irving  Kaufman 

My  Home  Town  Is  a  One-Horse  Town  (But  It's 
Big  Enough  for  Me)  (Gerber-Silver) — Comedy 
duet,  Orch.  accomp  Irving  and  Jack  Kaufman 

My  Mammy  (Donaldson-Lewis- Y'oung) — Novelty 
song,  Orch.  accomp  -..Arthur  Fields 

O-H-I-O  (O-My-O!)  (Olman-Yellen)—  Novelty 
song,  Orch.  accomp  Irving  Kaufman 

Crazy  Blues  (Perry  Bradford) — "Blues"  charac- 
ter song,  accomp.  by  Eubie  Blake  Noble  Sissle 

Melinda  Lee  (Al.  Bernard) — Comedy  song,  Orch. 
accomp  Al.  Bernard-Ernest  Hare 

Feather  Y'our  Nest  (Kendis-Brockman-Johnson) — 
Baritone  solo,  Orch.  accomp  Arthur  Fields 

Grieving  for  Y'ou  (Gibson-Ribaud-Gold) — Bari- 
tone solo,  Orch.  accomp  Arthur  Fields 

I'm  Saving  Up  My  Dough  for  Rae  and  Me  (Kil- 
gour-Akst) — Novelty  song,  Orch.  accomp., 

Arthur  Fields 

He  Always  Goes  Farther  Than  Father  (Blanche 
Franklyn) — Comedy  song,  Orch.  accomp., 

Fred  Hillebrand 

There  Is  One  Girl  (Will  She  Ever  Be  Mine?) 
(Scanlan-Kershaw) — Tenor  solo,  Orch.  accomp., 

Walter  Scanlan 

Killarney    (Michael    Balfe) — Tenor    solo,  Orch. 

accomp  Walter  Scanlan 

BIG  DANCE  HITS 

Rosie  (Make  It  Rosy  for  Me)   (J.  L.  Merkur) —  . 
Fox-trot   Plantation  Dance  Orchestra 

Kentucky   Blues    (Clarence   Gaskill) — Fox-trot, 

Merry  Melody  Men 

No  Wonder  I'm  Blue  (Fred  E.  Ahlert)—  Fox- 
trot  Lanin's  Roseland  Orchestra 

Humming  (Breant-Henderson) — Fox- trot, 

Lanin's  Roseland  Orchestra 

Home  Again  Blues  (Berlin-Akst) — Fox-trot  tod- 
dle  Plantation  Dance  Orchestra 

Palesteena  (Conrad -Robinson) — Fox -trot, 

Plantation  Dance  Orchestra 

Broadway  Blues  (Carey  Morgan) — Fox-trot, 

Merry  Melody  Men 

Now  and  Then  (Norman  Spencer) — Fox-trot, 

Selvin's  Novelty  Orchestra 

Honeydew  Medley-— Introducing  "Drop  Me  a 
Line"  and  "My  Husband's  Dearest  Friends" 
(From  musical  production,  "Honeydew") 
(Efrem  Zimbalist) — Fox-trot, 

Joseph  Knecht's  Waldorf-Astoria  Dance  Orchestra 
Pitter  Patter  Medley — Introducing  "Pitter  Patter" 
and  "I  Saved  a  Waltz  for  Y'ou"  (From  musical 
production,   "Pitter  Patter")    (Wm.   B.  Fried- 
lander) — Waltz. 

Joseph  Knecht's  Waldorf-Astoria  Dance  Orchestra 
Kiss-a-Miss   (Maurice  Baron) — Waltz, 

Selvin's  Novelty  Orchestra 
I  Told   You   So   (Von  Tilzer-Masloff-Gottler) — 

Medley  Fox-trot.  ..  .Joseph  Samuels'  Music  Masters 
Rose   (Arthur  Sizemore) — Fox-trot,  - 

Sherbo's  Mont  Martre  Orchestra 
Old-Fashioned    Garden    (Cole   Porter) — One-step, 

Joseph  Knecht's  Waldorf-Astoria  Dance  Orchestra 
My  Wild  Flower  (M.  L.  Lake)— Fox-trot, 

Lakesonian  Brass  Sextet 
Ouija  (M.  L.  Lake) — One-step, 

Lakesonian  Brass  Sextet 
Honolulu   Eyes    (Violinsky) — Waltz, 

Orlando's  Society  Orchestra 
I  Never  Knew  (Pitts-Egan-Marsh) — Fox-trot, 

Orlando's  Society  Orchestra 


CARDINAL  PHONOGRAPH  CO. 

Oh,  Gee,  Say,  Gee,  Y'ou  Ought  to  See  My  Gee 
Gee  From  the  Fiji  Isle — Orch.  accomp., 

Fred  Whitehouse 

Get  Up — Orch.  accomp  Ernest  Hare 

Rose — Fox-trot  Rudy  Wiedoeft's  Palace  Trio 

Show  Me  How — Fox-trot.Rudy  Wiedoeft's  Palace  Trio 
County  Kerry  Mary — Orch.  accomp.  ..Chas.  Harrison 
It's  All  Over  Now — Orch.  accomp. ..  Helen  Bell  Rush 
My  Mammy,  with  Vocal  Chorus — Fox-trot, 

Selvin's  Orch. 

Why  Don't  Y'ou?  Selvin's  Orch. 

Now  and  Then  Selvin's  Dance  Orch. 

I  Never  Knew  Selvin's  Dance  Orch. 

Honeydew, 

Jos.  Knecht's  Waldorf-Astoria  Dance  Orch. 
Lotus  Flower, 

Jos.  Knecht's  Waldorf-Astoria  Dance  Orch. 

Strut,  Miss  Lizzie — Orch.  accomp  Ernest  Hare 

I'm  a  Ladies'  Home  Companion — Orch  accomp., 

Fred  Whitehouse 

Bright  Eyes — Fox-trot, 

Harry  Raderman's  Dance  Orch. 
Broadway  Rose — Fox-trot, 

Harry  Raderman's  Dance  Orch. 
When  Y'ou  and  I  Were  Y'oung,  Maggie.  .Taylor  Trio 

Sweet  Genevieve   Taylor  Trio 

That  Old  Irish  Mother  of  Mine — Orch.  accomp., 

Chas.  Harrison 
That    Tumble    Down    Shack    in    Athlone— Orch. 

accomp  Chas.  Harrison 

Romance — Waltz. Jos.  Knecht's  Waldorf-Astoria  Orch. 

{Continued  on  page  184) 


184 


THE   TALKING   MACHINE  WORLD 


February  15,  1921 


RECORD  BULLETINS  FOR  MARCH 

(Continued  from  page  183) 

Margie — Fox-trot.  ..  .Nicholas  Orlando's  Dance  Orch. 

2024  Blue  Jeans — Orch.  accomp  Chas.  Harrison 

Out  Where  the  West  Begins — Orch.  accomp., 

Chas.  Harrison 

2025  Deenah  (My  Argentine  Rose), 

Harry  Raderman's  Dance  Orch. 
Mazie   Harry  Raderman's  Dance  Orch. 

2026  Lights  Out— March   Cardinal  Concert  Band 

American  Patrol — March  Cardinal  Concert  Band 


MONTHLY  NEWS  BUDGET  FROM  LONDON  HEADQUARTERS 

(Continued  from  page  179) 


ARTO  RECORDS 


9047 
9048 

9046 

9050 
9049 

9045 

3054 
3055 
3056 

3057 

3015 


DANCE  RECORDS 
Mazie.      Fox-trot.      Chorus     sung    by  Arthur 

Hall   Selvin's  Novelty  Orchestra 

Love  Bird.     Fox-trot  ARTo  Dance  Orchestra 

Make  Believe.    Fox-trot.    Chorus  sung  by  Arthur 

Hall   Moulin  Rouge  Orchestra 

I  Lost  My  Heart  to  You — Fox-trot, 

Selvin's  Novelty  Orchestra 
Home  Again  Blues.    Fox-trot. ...  Merry  Melody  Men 
Look    for   the   Silver   Lining.     Intro.:  "Whip- 
poo-will"    from    "Sally."      Medley  Fox-trot, 

Merry  Melody  Men 
VOCAL  RECORDS 

Over  the  Hill  Ernest  Hare 

Answer  Saying  That  You  Love  Me  Billy  Jones 

The  Rose  I  Call  Sweetheart  Charles  Harrison 

I  Used  to  Love  You  But  It's  All  Over  Now, 

Arthur  Ha'l 

The  Jazz  Me  Blues.    Accomp.  by  Harris'  Blues 

and  Jazz  Seven  Lucille  Hegamin 

Everybody's   Blues.     Fox-trot.    Chorus   sung  by 

Lucille  Hegamin  Harris'  Blues  and  Jazz  Seven 

Danny  Deever  Herbert  Palmer 

Oh,  Dry  Those  Tears  Walter  Barnby 

A  Dream  Walter  Barnby 

Sing  Me  to  Sleep — Soprano  Solo.. Nevada  Vanderveer 

Nearer,  My  God,  to  Thee  Shannon  Four 

Onward,  Christian   Soldiers  Shannon  Four 

INSTRUMENTAL  RECORDS 
Baltimore  Centennial  March.  .  .  .ARTo  Military  Band 
Second   Regiment   Connecticut  March, 

ARTo  Military  Band 

Humoresque   E.  B.  Thiele 

Traumerei  E.  B.  Thiele 


PARCEL=POST  WEIGHT  INCREASED 

Twenty-two  Pounds  Now  Limit  of  Packages 
Sent  From  United  States  to  France 


Under  an  agreement  made  with  the  postal 
administration  of  France,  effective  February  1, 
1921,  the  maximum  weight  limit  of  parcel-post 
packages  exchanged  between  the  United  States 
and  France  is  increased  from  11  pounds  (5 
kilos)  to  22  pounds  (10  kilos). 

The  foregoing  is  applicable  to  parcels  for  and 
from  the  United  States  and  its  island  possessions 
on  the  one  hand  and  continental  France,  Corsica, 
Algeria,  Tunis,  French  Morocco,  and  the  prin- 
cipality of  Monaco,  on  the  other  hand. 


H.  C.  Russell  has  opened  a  new  talking  ma- 
chine store  in  Fillmore,  Cal.,  where  he  features 
the  Brunswick  phonograph. 


record  filing  arrangement  which  is  described  as 
the  most  convenient  method  of  storing  and  in- 
dexing records  yet  devised,  arranged  upon  the 
sectional  or  unit  principle. 

The  Musico's  Club 

Under  the  above  title  a  chatty  little  pocket- 
size  monthly  is  being  published  by  the  Columbia 
Co.  It  is  for  trade  distribution  only,  and  pre- 
sumably is  in  the  nature  of  what  has  come  to 
be  described  as  a  house  organ.  Anyway,  if  it 
reflects  only  the  doings  of  Columbia,  it  will  be 
welcomed  and  accepted  in  that  regard  as  a 
guarantee  of  its  interests  to  dealers  in  general. 
The  Musico's  Club  is  designed  to  "keep  you 
well  informed  on  records  and  musical  matters 
in  a  newsy  fashion,"  say  the  Columbia  people. 
It  is  issued  free  of  any  charge  and  dealers  who 
desire  to  receive  this  interesting  monthly  have 
but  to  register  their  name  and  address  with 
the  Columbia  Co. 

A  Repeating  Gramophone 

The  very  latest  introduction  here  is  a  repeat- 
ing gramophone.  It  was  demonstrated  before 
a  large  audience  of  musical  people  at  the  Royal 
College  of  Music,  London,  and  evoked  warm 
praise  of  its  very  fine  tonal  qualities.  The 
mechanism  can  be  set  to  repeat  a  record  as  many 
times  as  one  likes,  needle-wearing  and  motor- 
strength  restrictions  considered.  An  auto-brake 
is  incorporated  with  the  repeating  device.  On 
the  whole,  Repeating  Gramophones,  Ltd.,  have 
certainly  introduced  something  that  carries  the 
trade  a  step  forward  along  the  path  of  progress. 
Dance  Records  All  the  Vogue 

Dance  music  on  records  is  so  much  in  de- 
mand by  the  public  and  the  exponents  of  the 
art  that  the  chief  gramophone  companies  find 
it  really  necessary  to  make  special  arrangements 
for  a  complete  service  featuring  the  latest 
terpsichorean  melodies.  The  program  of  new 
issues  advertised  by  the  "His  Master's  Voice" 
Co.  is  alive  with  real  "hits"  by  popular  orchestral 
and  band  organizations,  as  instance  Paul  White- 
man  and  His  Ambassador  Orchestra,  the  Ben- 
son Orchestra  of  Chicago,  Joseph  C.  Smith's 
Orchestra,  All  Star  Trio,  Palace  Trio,  Green 
Brothers'  Novelty  Band,  Mayfair  Dance  Or- 
chestra, etc.  These  records  will  be  eagerly  wel- 
comed and  are  to  be  specially  advertised. 


The  "His  Master's  Voice"  dealers  are  par- 
ticularly pleased  with  the  support  they  receive  in 
the  way  of  advertising.  Apart  from  the  pro- 
vision of  free  electros,  steady  issue  of  publicity 
literature,  and  a  continuous  press  campaign,  the 
company  makes  a  special  splash  about  once  a 
month.  This  month  it  is  another  £1,000  adver- 
tisement on  the  front  page  of  the  Mail  to  fea- 
ture the  service  of  Celebrity  Artistes  (who 
record  exclusively  for  the  "His  Master's  Voice") 
at  prices  which  bring  their  fine  records  within 
the  reach  of  all.  Dealers  received  in  advance 
duplicate  pages  of  the  advertisement  for  win- 
dow display  purposes. 

Mr.  Sternberg  in  the  States 
•  At  the  time  of  writing  Mr.  Sternberg  is  not  ex- 
pected back  until  at  least  the  end  of  the  month. 
He  left  rather  hurriedly  just  before  Christmas 
week  at  the  dictates  of  social  as  well  as  business 
reasons.  The  Sterno  Manufacturing  Co.,  of 
which  David  Sternberg  is  chief,  has  for  some 
time  past  been  out  to  develop  its  interests 
abroad,  and  in  this  connection  it  is  expected 
that  Mr.  Sternberg  will  have  something  to  say 
upon  his  return  to  London. 


TRYING  TO  REDUCE  CANCELLATIONS 

"Your  order  is  your  word  of  honor.  Protect 

it." 

The  above  slogan  has  just  been  adopted  by 
the  executive  members  of  the  Credit  Co-opera- 
tion and  Credit  Methods  Committee  of  the  Na- 
tional Association  of  Credit  Men  which  is  try- 
ing to  reduce  the  number  of  cancellations  so 
prevalent  to-day.  The  committee,  of  which 
H.  F.  Barker,  of  Providence,  R.  I.,  is  chairman, 
suggests  that  salesmen  should  be  given  the  fol- 
lowing instructions  before  being  sent  out  to 
solicit  orders: 

1.  Get  the  order  signed  by  the  buyer  or  an 
authorized  agent. 

2.  Order  forms  should  contain  a  cancella- 
tion clause. 

3.  If  the  terms  of  the  contract  are  set  forth 
on  the  back  of  the  order  blank  the  following 
statement  should  appear  above  the  signature 
of  the  buyer:  "Please  ship  the  above  goods 
subject  to  the  terms  as  set  forth  on  the  reverse 
side  of  this  order  blank " 


You  Ought  to  Know 

In  case  you  are  contemplating  expanding  the  sphere  of  your  business  to  include 
departments  devoted  to  Pianos,  Player-Pianos,  Musical  Merchandise  or  Sheet  Music, 
that  you'll  find  news  and  comments  about  them  all  in 


REM 


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It  Contains 

Instructive  and  educational  articles.  Hints  on  salesmanship  and  advertising.  Editorials  that  are  timely 
and  authoritative.    Facts  about  the  new  things  in  the  trade.   Trade  happenings  in  all  parts  of  the  United  States 

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Send  your  $2  now  for  a  full  year's  subscription  to 

THE  MUSIC  TRADE  REVIEW 

373  FOURTH  AVENUE  NEW  YORK 


February  15,  1921 


THE    TALKING    MACHINE  WORLD 


1S5 


Some  Leading  Jobbers  of  Talking  Machines  in  America 


Where  Dealers  May  Secure 

COLUMBIA 


Product 


Ready,  Full  Stocks,  and  Prompt  Deliveries 
from  Convenient  Shipping  Centers 
all  over  the  United  States. 


Distributors 

Atlanta,  Ga.,  Columbia  Graphophone  Co.,  63  N. 
Pryor  St. 

Baltimore,  Md.,  Columbia  Graphophone  Co.,  16 
South  Howard  St. 

Boston,  Columbia  Graphophone  Co.,  1000  Wash- 
ington St. 

Buffalo,  N.  Y.,  Columbia  Graphophone  Co.,  737 
Main  St. 

Burlingame,  Cal.,  Columbia  Graphophone  Co., 
1130  Balboa  Ave. 

Chicago,  111.,  Columbia  Graphophone  Co.,  325  W. 
Jackson  Blvd. 

Cincinnati,  O.,  Columbia  Graphophone  Co.,  317- 
321  East  8th  Street. 

Cleveland,  O.,  Columbia  Graphophone  Co.,  1812 
East  30th  St. 

Dallas,  Tex.,  Columbia  Graphophone  Co.,  316 
North  Preston  St. 

Denver,  Colo.,  Columbia  Stores  Co.,  1608  Glen- 
arm  Ave. 

Detroit,  Mich.,  Columbia  Graphophone  Co.,  115 
State  St. 

Indianapolis,  Ind.,  Columbia  Graphophone  Co., 

209  W.  Washington  St. 
Kansas  City,  Mo.,  Columbia  Graphophone  Co., 

2006  Wyandotte  St. 
L,os  Angeles,  Cal.,  Columbia  Graphophone  Co., 

809  S.  Los  Angeles  St. 

Minneapolis,  Minn.,  Columbia  Graphophone  Co.. 
18  N.  3rd  St. 

New  Haven,  Conn.,  Columbia  Graphophone  Co., 

206  Meadow  St. 
New  Orleans,  L,a.,  Columbia  Graphophone  Co., 

517-525  Canal  St. 
New  York  City,  Columbia  Graphophone  Co.,  121 

West  20th  St. 
Omaha,  Neb.,  Columbia  Graphophone  Co.,  Eighth 

and  Jackson  Sts. 

Philadelphia,  Pa.,  Columbia  Graphophone  Co., 
40  N.  6th  St. 

Pittsburgh,  Columbia  Graphophone  Co.,  632-640 

Duquesne  Way. 

Salt  Xake   City,    Utah,    Columbia  Stores  Co., 

221  South  West  Temple. 

Seattle,  Wash.,  Columbia  Graphophone  Co.,  911 
Western  Ave. 

Spokane,  Wash.,  Columbia  Stores  Co.,  161  South 
Post  St. 

St.  Louis,  Mo.,  Columbia  Graphophone  Co.,  1127 
Pine  St. 

Tampa,  Fla.,  Tampa  Hardware  Co. 

Headquarters  for  Canada : 

Columbia    Graphophone    Co.,    54-56  Wellington 
St.,  West,  Toronto,  Ont. 


Executive  Office 

COLUMBIA  GRAPHOPHONE  CO. 
Wool  worth  Building  New  York 


TEST  IT. 

OUR  VICTOR 

Record  Service 

has  a  reputation  for  efficiency. 
Suppose  you  try  it. 

E.  F.  DROOP  &  SONS  CO. 

1300  G.  STREET,  WASHINGTON.  D.  C. 
231   N.  HOWARD  STREET,  BALTIMORE,  MD. 


William  Volker  &  Co.,  fc™^:,;^" 


DISTRIBUTORS 
Complete  Pathephone  and  Pathe  Record  Stocks. 
The  best  proposition  for  ih*  progressive  dealer. 


Sherman  jpay&  Go. 

San  Francisco.  Los  Angeles,  Portland,  Seattle.  Spokane 
PACIFIC  COAST  DISTRIBUTORS  OF 

VICTOR  PRODUCTS 


The  PERRY  B.  WHITSIT  CO. 

Distributors  of 

Victrolas  and  Victor  Records 

COLUMBUS,  OHIO 


W.  J.  DYER  &  BRO.     Mickel  Bros.  Co. 


DYER  B'LD'G,  ST.  PAUL,  MINN. 

NORTHWESTERN  DISTRIBUTORS 

OF  THE 


VICTOR 


Shipped  Promptly  to  all 
Points  in  the  Northwest 


Omaha,  Nebraska 
Des  Moines,  Iowa 


Machines,Records  and  Supplies  y{ctor    Distributor S 


Wholesale  Exclusively 

EASTERN  TALKING  MACHINE  CO. 

85  Essex  Street,  Boston 

VICTOR  DISTRIBUTORS 


Every  talking  machine  Jobber  in  this  country 
should  be  represented  In  this  department,  no 
matter  what  kind  he  handles  or  where  he  Is 
looated.  The  cost  is  slight  and  the  advantage 
Is  great. 


pllllllllllliM 

(ARTICLES  OF  INTEREST  IN  THIS  I 
1  ISSUE  OF  THE  WORLD  | 

I  Ready  Reference  for  Salesmen,  Dealers  and  Department  Heads  I 


The  Growth  of  Talking  Machine  Exports..  3 

Industry  Facing  a  Period  of  Genuine  Devel- 
opment   •  •   3 

Ideas  That  Increase  Interest  in  the  Sales  of 
Talking  Machine  Records   4 

The  Dealer  Who  Works  in  1921  Will  Win.  .  8 

Business  Situation  Steadily  Bettering   8 

Why  People  Buy  by  Mail,  With  Suggestions 
for  Meeting  Mail  Order  Competition.  ■  10-11 

How  the  Show  Window  Can  Help  Develop 
Prosperity   15-16 

Shakespeare  Recorded  for  Posterity   18 

How  Record  Makers  Are  Immortalized...  19 

Why  Talking  Machine  Trade  Should  Sup- 
port Movement  to  Encourage  Buying  Now  21 

Successful  Selling  Essentials   23 

The  Important  Part  Salesmen  Can  Play  in 
Bringing  About  Better  Conditions  26-27 

Various    Methods    of   Increasing  Talking 
Machine  Sales   33 

"No  Purchase  Hour"  A  New  Sales  Devel- 
opment  37 

Changes  in  Regulations  Anent  War  Excise 
Taxes  •  40 


l!!lilllll!llllllli»IUIIIIiinil!UllllllllllUIIUIIIUIN 
Electric  Signs  as  an  Aid  to  Business   42 

Why  Readjustment  Must  Begin  With  the 
Farmer   46 

Talking  Machine  Trade  Facing  Show-Down 
Period   48 

Foreign   Countries   Which   Buy  American 
Talking  Machines  •   55 

Fraudulent  Sales  Practices  Stopped  by  Fed- 
eral Commission   56 

Money   Spent  for  Musical   Instruction  in 
America    59 


Why  Depression  Is  Due  to  Pessimism. 


68 


Is  Your  Sales  Service  Taken  for  Granted, 
Or  Do  You  Know  It's  Right  74-75 

Facts  That  Save  Time  and  Money   92 

Why   the   Dealer   Should   Concentrate  on 
Music    97 

Sales  Ideas  From  the  Mid- West  128-129 

Talking  Machine  Business  Can  Be  Had,  Go 
Get  It    141 

Why  We  Must  All  Now  Get  to  Work   142 

Timely  Constructive  Talk  by  Robert  Gordon  159 


186 


THE    TALKING    MACHINE  WORLD 


February  15,  1921 


.9-9 


A 

Acme  Die  Casting  Corp   170 

Acme  Engineering  &  Mfg.  Co   144 

Aeolian  Co.,  New  York   87 

Alto  Mfg.   Co   146 

American  Mica  Works    75 

American  Odeon  Corp                                                  .  49 

American  Talking  Machine  Co.  Inc.   (BloomsburgJ  .  . .  113 

American  Walnut  Mfrs.  Ass'n   11 

Andrews,  Curtis  N   55 

Argus  Phono.  Supply  Co   88 

Armstrong  Furn.   Co.    .  .   76 

Arte-  Co.,  The   153 

Associated  Phonograph  Supply  Co   162 

B 

Badger  Talking  Machine  Co  ,   79 

Bagshaw  Co.,  W.  H   100 

Bamhardt  Bros.  &  Spindler  ;  116-117 

Beecroft,  Clement    156 

Bell   Hood  Needle   Co   66 

Blackman  Talking  Machine  Co   85 

Blood  &  Kloer    141 

Boenning,   Garrison  &   Co   96 

Brandts,  Edmund   147 

Brandts  Furn.  Co   19 

Brilliantone  Steel  Needle  Co   14 

Brooks  Mfg.  Co   82 

Bruno  &  Son,  Inc.,  C  53,  SI,  86,  95,  105,  157 

Brunswick-Balke-Collender  Co... Insert  following  page  18 

Bubble  Book  Sales  Service   30 

Buegeleisen  &  Jacobson    125 

Buehn  Co.,  Louis    109 

Buffalo  T.   M.   Co  .   79 

c 

Cabinet  &  Accessories  Co   46 

Cardinal  Phono.  Co   119 

Carter,  W.  A   .. .  134 

Celina  Spec.   Co   127 

Charmaphone  T.  M.  Co   61 

Cheney  Talking  Machine  Co   63 

Chicago  Talking  Machine  Co   130 

Classified  Want  Ads   :   175,176 

Cole  &  Dunas   139 

Collings  &  Co   33 

Columbia   Graphophone   Co  12,  13,  16,  23,  31,  42,  51, 

62,  70,  91,  107,  118,  126,  157 

Consolidated  Talking  Machine  Co   135 

Co-operative  Mfg.  Co.,  The   144 

Copper  Process   Co  ■•  127 

Cressey  &  Allen    101 

D 

Dalion  T.  M.  Co   54 

Deterling  Mfg.  Co   156 

Deutsch   Bros.  "   154 

Ditson  Co.,  Oliver    50 

Doctorow,  D.  R   43 

Dodin,  Andrew  H   181 

Doehler  Die-Casting  Co  '.   65 

Droop  &  Sons  Co.,  E.  F...   185 

Drying   Systems,  Inc  -   144 

Duo-Tone  Co  .•  26 

Dutton  Corp   110 

Dyer  &  Co.,  W.  J   185 

E 

Eastern   Talking   Machine   Co  99,185 

Eclipse  Musical  Co   42 

Edison,  Inc.,  Thos  Back  Cover,  36,  120,  164 

Eight  Famous  Victor  Artists   18 

Einson  Litho,  Inc   92 

Elyea  T.  M.  Co   31 

Emerson  Phonograph  Co   122 

Empire  Phono.  Parts  Co   43 

Everybody's  Talking  Machine  Co  83,113 

F 

Federal   Electric   Co   34 

Feist,  Leo   59,  78,  98,  115,  154 

Ferro  Phono.  Parts  Co   146 

Fletcher  All  Tones  Needle  Co  ■   75 

Fletcher- Wickes  Co   56 

Flexlume  Sign  Co   40 

Forster  Music  Publisher,  Inc   153 

Fox  Pub.  Co.,  Sam   151 

Fulton  Talking  Machine  Co  160,  162 

G 

General  Phonograph  Corp., 

Inserts  following  pages  34,  66,  82 

General  Phonograph  Mfg.  Co  35,64 

General  Sales  Corp   52 

Germain  Bros   90 

Gibson-Snow  Co   39 

Globe  Decalcomanie  Co   107 

Glynn,  W.  B.,  Distributing  Co   39 

Gramophone  Co.,  Ltd   177 

Granby  Phono.  Corp   32 

Grand  Rapids  Brass  Co   53 

Gray  Co.,  Walter  S   65 

Gray  &  Dudley  Co   148 


Gretsch  Mfg.   Co.,   Fred   149 

Grey  Gull  Records    104 

Griffith  Piano  Co   39 

Grinnell  Bros  :   163 

H 

Hall   Mfg.   Co   73 

Handy  Mfg.  Co   142 

Harponola    Co   19 

Hessig-Ellis  Drug  Co   39 

Himmer,  Jr.,  Vitalis   167 

Hoffay  Phono.  Co   162 

Horton-Gallo-Creamer   Co   101 

Hough,  J.  E.,  Ltd   179 

Hough,  L.  W   101 

Howe  &  Co.,  C.  W   145 

Hunter  Mfg.  Co.,  Everett   169 

I 

Ilsley,  Doubleday  &  Co   59 

International  Mica  Co   67 

J 

Jewel  Phonoparts  Co   69 

Jewett  Phono.  Co   97 

Jones-Motrola,  Inc   71 

K 

Keen  Talk.  Mach.  Supply  Co   147 

Kennedy-Green  Co   10 

Kent  Co.,  F.  C   107 

Keystone  Die  Casting  Co   110 

Keystone  Minerals  Co   27 

Keystone  Printed  Specialties  Co   78 

Kichler  Co.,  L.  A   171 

Kiefer-Stewart  Co   39 

Kirkman  Engineering  Corp   25 

Knickerbocker  T.  M.  Co   37 

Knight  Campbell  Music   Co   171 

Kraft,  Bates  &  Spencer,  Inc   102 

L 

Lakeside  Supply  Co.,  Inc   140 

Lansing  Co  •   103 

Lee-Coit-Andreesen  Hdwe.  Co   39 

Lesley's   •  •  83 

Long  Cabinet  Co.,  Geo   108 

Lorentzen,  H.  K   50 

Lundstrom  Mfg.  Co.,  C.  J   47 

Lyon  &  Healy   132 

Lyons,  W.  H   144 

M 

Magnavox    Co  r.  24,  39 

Magnola  Talking  Machine  Co  34,84,133,146,176 

Mandel  Mfg.  Co   143 

Manophone  Corp.,  The    48 

Marshall  Co.,  Inc.,  C.  L   39 

Matthews,  F.  W   90 

Mellor's   23 

Mellowtone  Needle  Co   98 

Mel-O-Dee  Music  Co,    124 

Mercantile  Finance   Co   76 

Mermod  &  Co   61 

Meyercord  Co   135 

Michigan  Phono.  Co   74 

Mickel  Bros.  Co   185 

Milwaukee  T.  M.  Mfg.  Co   54 

Minneapolis  Drug   Co   39 

Modernola  Co   161 

Montagnes,  I.,  &  Co   39 

Morris  Co.,  J.  O   60 

M.  S.  &  E   39 

Multiplex  Display  Fixture  Co   158 

Munn  &  Co   '181 

Music  Trade  Review    184 

Mutual  Phono.  Parts  Mfg.  Co   118,166 

N 

National  Decalcomania  Co   112 

National  Publishing  Co   6 

Netschert,  Frank   105 

New  England  Talking  Machine  Co   103 

Newton  &  Co.,  Inc   94 

New  York  Album  &  Card  Co   4 

New  York  Talking  Machine  Co   130 

Nice  Co.,  B.  D   150 

Nupoint  Mfg.  Co   136 

Nye,  William  F   27 

O 

Ogden  Sectional  Cabinet  Co.,  Inc   .  72 

Ohio  Sales  Co   39 

Operaphone  Co.,  Inc   125 

Ormes,  Inc   9 

Oro-Tone  Co.   123,  137 

P 

Paramount  Talking  Machine  Co  Inside  Back  Cover 

Parks  &  Parks  ,   25 

Pathe  Freres  Phonograph  Co  28,29 

Peabody  &  Co.,  Henry  W   106 

Peckham  Mfg.  Co   43 


Peerless  Album  Co   6 

Penn  Phonograph  Co   112 

Philadelphia  Show  Case  Co   Ill 

Phillips,  Wm„  Phono.  Parts  Co   86 

Phonograph  Appliance  Co   49 

Phonomotor  Co   84 

Phonograph  Specialties  Mfg.  Co   62 

Piknik  Portable  Phonograph,  Inc   168 

Player-Tone  T.  M.  Co   160 

Plywood    Corp   15 

Progressive  Phonographic  Supply  Co   165 

R 

Racine  Phono.   Co   27 

Remington  Phono.  Corp   41 

Rene  Manufacturing  Co  66,  121 

Repeater-Stop  Co   142 

Rex  Gramophone  Co   179 

Reynalds,  Wm.  H  •..  ,   114 

Richmond,  Inc.,  Maurice   169 

Rishell  Phono.  Co   20 

Robinson,  Pettit  Co.,  Inc   39 

Rountree  Corp   44 

s 

Seaburg  Mfg.  Co   58 

Selle  &  Co.,  H.  W    136 

Shapiro,  Bernstein  Co   152 

Shattuck  Fibre  Furn.  Co   105 

Sherman,  Clay  &  Co  .-  •>...  ,   185 

Smith  Drug  Co.,  C.  D   39 

Smith  Laboratories,  H.  J   16 

Smith-Schimin  Co   67 

Sonora  Co.  of  Philadelphia   39 

Sonora  Phonograph  Co.  of  Pittsburgh   39 

Sonora  Distr.  Co.  of  Texas   39 

Sonora  Phonograph  Co.,  Inc., 

Inside  Front  Cover,  38,  39,  81 

Soss  Mfg.  Co   92 

Southern   Drug  Co   39 

Southern  Sonora  Co   39 

Southwestern  Drug  Co   39 

Sphinx  Gramophone  Motors  Insert  following  page  82 

Standard  Music  Roll  Co   153 

Standard  Talking  Machine  Co   185 

Starck  &  Cowan    151 

Starr  Piano  Co   22 

Stead  &  Co.,  J  178,  179 

Steel,  W.  R   17? 

Steger  &  Sons  Piano  Mfg.  Co   77 

Steinert  &  Sons  Co.,  M   99 

Stephenson,  Inc   89 

Sterling  Devices  Co   138 

Sterno  Manufacturing  Co   172 

Steurer  Reproducer  Co.,  Inc   173 

Stewart  T.  M.  Co  ..59,71 

Strevell-Patterson  Hardware  Co   39 

Superior   Die   Casting  Co   168 


Talking  Machine  World  Dealer  Service   93 

Thomas  &  Proetz  Lumber  Co   51 

Toledo  Talking  Machine  Co   68 

U 

Udell  Works  ......   91 

Unit  Construction  Co   80 

Universal  Fixture  Corp   155 

U-Sav-Your  Mfg.  Co.  .  .„  •••  21 

Usoskin  Litho    173 


Vallorbs  Jewel  Co  Insert  following  page  50 

Val  Accessory  House    174 

Van  Houten,  C.  J.,  &  Zoon..   39 

Van  Veen  &  Co   147 

Vector  Co   170 

Vicsonia  Mfg.  Co.,  Inc   114 

Victor  Talking  Machine  Co  Front  Cover,  5,  7 

Volker  &  Co  •'   185 

w 

Wabash  Cabinet  Co  *   45 

Wade  Co.,  R.  C  .   57 

Wade  &  Wade  :  131 

Wade  Talking  Machine  Co   I40 

Wade,  W.  H.   115 

Walthall  Music  Co     39 

  126 


Ward  Co.,  C.  E. 


Wax  &  Novelty  Co  •  90 

Weber-Knapp  Co   70 

Weymann  &  Son,  H.  A   110 

Whitsit  Co.,  Perry  B   185 

Widdicomb  Furniture  Co   17 

Wimpfheimer  &  Bro.,  A  


59 


Yahr  &  Lange  Drug  Co. 
Yeuell  Co.,  E.  V  


Zega  Mfg.  Co.,  A.  F. 


39 
103 


170 


THE   TALKING   MACHINE  WORLD 


RecSfffs 


ALWAYS  THE  LATEST  HITS 


"If  it's  new — the  Paramount  dealer  has  it."  That  in 
a  nutshell  expresses  the  thought  behind  the  Record 
Division  of  the  Paramount  factories. 

Paramount  has  its  own  artists  and  every  facility  for 
producing  quality  records  in  double-quick  time. 
Recordings  are  made  in  our  own  specially  equipped 
laboratories  in  New  York  City  and  an  entire  plant  is 
devoted  to  manufacturing  Paramount  records. 


If  you  handle  Paramount  records  you  can  quickly  build 
a  good  record  business.  They'll  soon  get  the  habit 
of  coming  to  your  store  first  for  the  latest  dance  and 
song  numbers. 

x  Write  to  the  jobber  in  your  terri- 

tory or  to  us  for  full  information. 

THE  PARAMOUNT  COMPANY 

PORT  WASHINGTON,  WIS. 


March  Releases 


50039  { 


60040  J 

60041  [ 

83077  [ 

83078  | 


33078 


20042 


20035 


20038 


20043J 


20044 


INSTRUMENTAL  RECORDS 

AMERICAN  FANTASIE — Part  1 — Concert  Band  Creators  and  his  Band 

AMERICAN  FANTASIE— Part  2 — Concert  Band  Creatore  and  his  Band 

BARCAROLLE   (From  "Tales  of  Hoffmann") — Concert  Band  Creatore  and  his  Band 

BLl'E  DANUBE  WALTZ — Concert  Band  Creatore  and  his  Band 

SCHUBERT'S  SERENADE — Saxophone   Solo  Saxophone  with  Creatore  and  his  Band 

SPRING  SONG — Clarinet  Solo  Clarinet  with  Creatore  and  his  Band 

BLAZE  AWAY  MARCH  (Holzman)  — Military  Band  Roger's  Band 

PASADENA  DAY  MARCH  (Vesselle)— Military  Band  Roger's  Band 

ALOHA  OE — Cornet  Solo,  Orch.  Accomp  Pietro  Capidiferro 

ANGELS'  DREAM  WALTZ  (Herman)  Paramount  Miniature  Symphony  Orchestra 

VOCAL  RECORDS 

CARRY  ME  BACK  TO  OLD  VIRGINNY   (Bland)— Soprano  Solo  with   Quartette,  Orch. 

Accomp  Elizabeth  Spencer — Stellar  Quartette 

OLD  BLACK  JOE  (Foster) — Soprano  Solo  with  Quartette,  Orch.  Accomp., 

Elizabeth  Spencer- Stellar  Quartette 

M-1RGIE  (Conrad-Robinson) — Vocal  Solo,  Orch.  Accomp  Aileen  Stanley 

MY  MAMMY  (Lewis-Young-Donaldson) — Vocal  Solo,  Orch.  Accomp  Aileen  Stanley 

OLD  PAL,  WHY  DON'T  YOU  ANSWER  ME '—Tenor  Solo,  Orch.  Accomp  Sam  Ash 

TIRED  OF  ME — Tenor  Solo,  Orch,  Accomp  Sam  Ash 

DANCE  RECORDS 

HONOLULU  EYES  (Violinski) — Waltz  Medley,  Introducing  "Aloha  Oe"  Merry  Melody  Men 

CARESSES  (James  V.  Monaco) — Fox-trot  Merry  Melody  Men 

OLD-FASHIONED  GARDEN — Medley  One-step,  Introducing  "Just  Like  a  Rose," 

Y'erkes'  Jazzarimba  Orchestra 
ROSIE,  M4KE  IT  ROSY  FOR  ME — Medley  Fox-trot,  Introducing  "I'm'  Saving. My  Dough 

lor  Rae  and  Me"  Yerkes'  Jazzarimba  Orchestra 

THAT  NAUGHTY  WALTZ— For  Dancing  Selvin's  Novelty  Orchestra 

MY  ISLE  OF  GOLDEN  DREAMS — Waltz  Selvin's  Novelty  Orchestra 


DISTRIBUTORS 


SHIPLEY*  MASSING  HAM  CO.. 
Pittsburgh.  Pa.. 
For  Western  Penn.  and  West  Virginia 

J0ERNS    BROS.    MFG.  CO.. 
St.  Paul.  Minn.. 
For  Minn..  So.  Dak..  No.  Dak.. 

East  Montana 
E.   R.   GODFREY  &  SONS  CO. 
Milwaukee.  Wis. 
For  Iowa.   Illinois.   Michigan,  Indiana 
and  Wisconsin 

PETER.  NEAT- RICHARDSON  CO.. 
Louisville.  Ky. 
For  Kentucky 


BREWER    &  COMPANY. 

Boston.  Mass.. 
For   New    England  States 

A.  J.   HARWI   HDWE.  CO., 
Atchison,  Kans.. 
For  Kansas 

OKLAHOMA  PHONOGRAPH  CO.. 
Oklahoma  City,  Okla., 
For  Oklahoma 

PARAMOUNT    DISTRIBUTORS,  INC., 
Seatlle,  Wash. 
For  Wash.,  No.  Oregon.   No.  Idaho 
and  West  Montana 


RICHMOND   HARDWARE  CO., 
Richmond,  Va., 
For  Virginia. 

WITTE    HARDWARE  CO., 
St.  Louis,  Mo., 
For  Missouri 

P.  C.  DOERR  CO.. 
New  Orleans,  La.. 
For  Mississippi  and  Louisiana 

SOUTHERN    PARAMOUNT  CO.. 
Atlanta,  Ga., 
For  Georgia,  No.  Carolina,  So.  Carolina 
and  Florida 


PEDEN  IRON  &  STEF.L  CO., 
Houston,  Texas, 
For  Texas 

BRANDON    &  TURNER. 
Little  Rock.  Ark., 
For  Arkansas. 
H.   D.  TAYLOR  CO., 

Buffalo.  N.  Y., 
For  West  New  York 

PARAMOUNT  SALES  CO., 
Denver,  Colo., 
For    Colorado,    Wyoming,    New  Mexico, 
Utah,  Arizona,   Eastern   Nevada,  South- 
ern  Idaho,   Southern  Montana 


Paramount 

Ponographs  ^  Records 


Edison  Message  No.  89 


Should  the  Government 
increase  the  Excise  Tax 
on  phonographs,  we  shall 
be  forced  to  increase 


our  prices. 


THOMAS  A.  EDISON,  Inc. 

ORANGE,  NEW  JERSEY 


JOBBERS  OF  THE  NEW  EDISON,  EDISON  RE-CREATIONS,  THE  NEW  EDISON  DIAMOND  AMBEROLA 

AND  BLUE  AMBEROL  RECORDS 


CALIFORNIA 
Los  Angeles — Edison  Phonographs, 

Ltd. 

San  Francisco — Edison  Phonographs, 

Ltd. 

COLORADO 
Denver — Denver  Dry  Goods  Co. 

CONNECTICUT 
New    Haven  —  Pardee-Ellehberger 

Co.,  Inc. 

GEORGIA 
Atlanta — Phonographs,  Inc. 

ILLINOIS 
Chicago  —  The     Phonograph  Co. 
Wm.  H.  Lyons  (Amberola  only). 

INDIANA 
Indianapolis— Kjpp  Phonograph  Co. 

IOWA 

Des  Moines — Harger    &  Blish. 
Sioux  City — Harger  ft  Blisb. 


LOUISIANA 
New  Orleans — Diamond  Music  Co., 

Inc. 

MASSACHUSETTS 
Boston — Pardee-Ellenberger  Co. 
Iver    Johnson     Sporting  Goods 
Ce.  (Amberola  only). 

MICHIGAN 
Detroit — Phonograph  Co.  of 
Detroit 

MINNESOTA 

Minneapolis — Laurence  H 
Lucker 

MISSOURI 
Kansas  City — The  Phonograph  Co. 

of  Kansas  City. 
St.  Louis — Silverstone  Music 

Co. 

MONTANA 
Helena — Montana  Phonograph 

Co. 

NEBRASKA 
Omaha — Shultz  Bros. 


NEW  YORK 
Albany — American  Phonograph 

Co. 

New   York — The  Phonograph 

Corp.  of  Manhattan. 
Syracuse — Frank  E.  Bolway  ft  Son. 

Inc.  W.  D.  Andrews  Co. 

(Amberola  only). 

OHIO 

Cincinnati — The  Phonograph  Co. 
Cleveland — The  Phonograph  Co. 

OREGON 
Portland — Edison  Phonographs, 
Ltd. 

PENNSYLVANIA 
Philadelphia — Girard  Phono- 
graph Co. 
Pittsburgh — Buehn  Phonograph 

Co. 

Williamsport — W.  A.  Myers. 

RHODE  ISLAND 
Providence — J.   A   Foster  Co. 
(Amberola  only). 


TEXAS 

Dallas— Texas-Oklahoma  Phono- 
graph Co. 

UTAH 

Ogden — Proudfit  Sporting  Goods 

Co. 

VIRGINIA 
Richmond— The   C.  B.  Haynes 
Co.,  Inc. 

WISCONSIN 
Milwaukee — The  Phonograph  Co. 
of  Milwaukee. 

CANADA 
Montreal — R.    S.    Williams  ft 

Sons  Co.,  Ltd. 
St.  John — W.  H.  Thorne  ft  Co., 

Ltd. 

Toronto — R   S.   Williams  ft  Sons 

Co.,  Ltd. 
Vancouver — Kent  Piano  Co.,  Ltd. 
Winnipeg — R.  S.  Williams  ft  Sons 

Co.,  Ltd. 
Babson  Bros.  (Amberola  only). 
Calgary — R   S.    Williams   ft  Son* 

Co..  Ltd. 


VOL.  XVII.  NO.  3 


SINGLE  COPIES.  MS  CENTS 
PER  YEAR,  TWO  DOLLARS 


makers  jv 
sellers  ef 
fnlkingr 
maclfmes 


Published  Each  Month  by  Edward  Lyman  Bill,  Inc.,  at  373  Fourth  Ave.,  New  York,  March  15,  1921 

immiiimiiiMHimiiiimiiiiiiiiiiiiiiminniiiiiiiiffliiiiiimiiiiiwiM  !iilliiiiliiii!i!inil»iNiiiiiiiiiiii>iiiiii!iiiiiiiiiiiiiiiiiniiii:iiiim 


The  instrument  by  which 
the  value  of  all  musical 
instruments  is  measured 


This  trademark  and  the  trademarked  word 
"Victrola"  identify  all  our  products.  Look, 
under  the  lid  I    Look  on  the  label  I 

VICTOR  TALKING  MACHINE  CO. 
Camden,  N.  J. 


Victrola  XVI 


3imhi  in :  i  :ii)tix.it  sinrmn  tit:  hiiiun  liiiuujl  i  Fi  isibl  ri  ri  t  ifiii  1 1  tij  1 1  [  1 1 1 111 1 1  ti  1 1  L[  1 11  ri  I  irri  [!  rj  if- t  j  I II  Pt!i  I  r  II!  iifii  ii  n  tl  I  itn  n  nr  im  I  j  n  I  r  J  in  til]  n  1 1  i!  ri  t  [|  n  [tfn  itr  1  jii  [:  1  m(  Li  h ;  m  1 : 1  : : 1  i  i  ;■  j  Li : ,  1  s  1 1 , 1 M  r :  1 : 1 : ! :  u  1 : 1  r  ■ :  - ;  r :  ■ :  ■ :  1 ! .!  1 . . ; :  ■ :  ■ : . :  ■ , :  m  . ;  ;^ . .  mi:;  ; :  ■ : ; : :  L- 1 : 1 . : ! : : ;  1 : ;  r :  i  ■: !  r  1 1 . 1 : : .  ■  r  1 ;  1 1 ;  1 : !  r !  1 , 1 : : :  1 : : ,  - 1  i  i  l  :  11 1 ; ;  l  ui  is  1  ■ .  1 1 :  n  1 1 ! ! .  i : : :  1  l:  1  r  i  L]  1 L  i :  J 1 1 1  i .  ■ . .  1 : 1 . !  h  i  1 . ,  1 . 1  h  : .  i  ■  1  i : .       ;  ■  -m  ■.  1 , 1 . : ; . : .  1 J . ,- :  ■  i  1  ■ .  1 1  ■ . ;  i :  ■ :  .■  1 :  .1; !  1  ..j.-i  r 

Entered  as  second-class  matter  May  2,  1905,  at  the  post  office  at  New  York,  N.  Y.,  under  the  act  of  Congress  of  March  3,  1879. 


THE    TALKING    MACHINE  WORLD 


Minuet 


Tr ova  tore 


People  with  BUYING  POWER  choose  Sonora 

— money  well  spent  is  economy 

THE  "class"  buying  power  has  been  but  little  affected 
by  present  economic  conditions  and  there  is  a  big  field 
for  Sonora  sales  ready  for  you  to  cultivate. 


The  people  who  buy 
the  Twin  Sixes,  the 
Dual  Valve  motors, 
the  famous  English, 
French  and  Italian 
automobiles,  the  magnificent  sables 
and  sealskins  and  the  many-carat 
jewels,  have  still  ample  means  to 
purchase  the  finest  of  all  phonographs. 

Sonora  is  a  quality  instrument.  It  is  bought  by 
men  and  women  for  whom  the  best  is  none 
too  good,  who  are  willing  to  pay  a  fair  price 
for  demonstrated  value  and  who  will  go  even 
to  distant  cities  to  get  the  Sonora  if  they  can't 
get  it  in  their  home  town.  To  sell  the  Sonora 
is  not,  and  never  has  been,  difficult. 


THE  INSTRUMENT  OF  QUALITY 

OttOE 

CLEAR   AS   A  BELL 


Sonora  is  not  a 
"cheap"  phonograph. 
It  doesn't  make  its 
strongest  appeal  to 
people  with  "cheap" 
tastes.  There  are  many  well-to-do 
people  who  are  splendid  prospects 
for  you  to  sell  Sonoras  to  right  now. 

Sonora  has  never  been  sold  with  "easy"  pay- 
ments as  the  leading  attraction  and  it  brings 
in  CASH.  Sonora,  besides  being  protected  by 
many  important  patents  of  its  own,  is  LI- 
CENSED AND  OPERATES  UNDER  BASIC 
PATENTS  of  the  phonograph  industry,  and 
with  perhaps  one  exception  is  the  only  phono- 
graph licensed  under  the  basic  patents.  The 
future  of  Sonora  and  Sonora' s  representatives 
is  secure. 


Write  regarding  an  agency. 
24  periods,  7  upright  styles  and  1  portable,  $50  to  $1800. 

SONORA  PHONOGRAPH  COMPANY,  INC. 

George  E.  Brightson, "  President 

NEW  YORK  :  279  BROADWAY 
Canadian  Distributors:  L  Montagnes  &  Co.,  Toronto 


The  Highest  Class  Talking  Machine  in  the  World 


The  Talking  Machine  World 


Vol.  17.   No.  3 


TALKING  MACHINE  EXPORTS  GROW 


Exports,  Including  Records,  for  Twelve  Months 
Ending  December,  1920,  Total  $7,876,699 


Washington,  D.  C,  March  5. — In  the  summary 
of  exports  and  imports  of  the  United  States 
for  the  month  of  December,  1920  (the  latest 
period  for  which  it  has  been  compiled),  which 
has  just  been  issued,  the  following  figures  on 
talking  machines  and  records  are  presented: 

The  dutiable  imports  of  talking  machines  and 
parts  during  December,  1920,  amounted  in  value 
to  $60,361  as  compared  with  $67,843  worth  which 
were  imported  during  the  same  month  of  1919. 
The  twelve  months'  total  ending  December,  1920, 
showed  importations  valued  at  $875,830  as  com- 
pared with  $558,253  worth  of  talking  machines 
and  parts  during  the  same  period  of  1919. 

Talking  machines  to  the  number  of  8,041 
valued  at  $435,581  were  exported  in  December, 
1920,  as  compared  with  7,286  talking  machines 
valued  at  $329,424  sent  abroad  in  the  same 
period  of  1919.  The  twelve  months'  total  showed 
that  we  exported  87,571  talking  machines  valued 
at  $4,130,312  as  against  66,157  talking  machines 
valued  at  $2,490,719  in  1919,  and  64,459  talking 
machines  valued  at  $1,906,052  in  1918. 

The  total  exports  of  records  and  supplies  for 
December,  1920,  were  valued  at  $287,631  as  com- 
pared with  $391,570  in  December,  1919.  For 
the  twelve  months  ending  December,  1920, 
records  and  accessories  were  exported  valued  at 
$3,746,387;  in  1919,  $3,702,668,  and  in  1918, 
$2,276,357. 

WANAMAKER  NOW  HAS  FOUR  LINES 


Talking  Machine   Department   of   Large  New 
York  Store  Finds  Business  Steady 


The  Wanamaker  talking  machine  department, 
New  York,  is  now  handling  four  lines  of  talking 
machines  and  records  instead  of  six  and  the 
energies  of  the  department  are  devoted  to  sell- 
ing the  Victor,  Brunswick,  Sonora  and  Cheney. 
Manager  Bertine  declares  that  he  is  confident 
business  will  continue  strong  throughout  the 
year.  In  spite  of  the  fact  that  last  year  was  a 
banner  year,  the  department  is  equaling,  and 
in  some  cases  passing,  the  sales  totals  of  1920. 


The  importance  of  "getting  busy" — of  laying 
stress  on  the  importance  of  selling — constitutes 
the  subject  of  a  very  interesting  talk  by  A.  W. 
Shaw  in  "System"  for  March.  Under  the  cap- 
tion, "The  Will  to  Sell,"  he  points  out: 

"Most  accomplishments  in  life,  and  most  ac- 
complishments in  business,  depend  on  the  will 
to  win,  that  intangible  quality  of  determination 
which  in  all  contests  sustains  the  winners 
through  those  final  deciding  moments  when 
losers  weaken.  It  is  renamed  the  more  closely 
to  fit  each  specific  application,  but  fundamentally 
it  remains  the  will  to  win — in  warfare  it  becomes 
the  will  to  kill,  in  business  'the  will  to  sell.'  This 
last  particularly  apt  phrase  I  have  borrowed 
from  T.  C.  Pcwell,  vice-president  of  the  Erie 
Railroad  Co. 

"Just  now  the  very  essence  of  business  man- 
agement is  'the  will  to  sell,'  unfalteringly  sus- 
tained until  the  last  prospect  has  been  solicited 
and  the  last  lead  investigated.  Many  a  sales 
nianager  has  sworn  to  meet  the  required  quotas, 
many  a  sales  force  has  to  a  man  vowed  to  'make 
the  grade,'  only  to  weaken  and  report  that  the 
business  was  not  to  be  had. 

"Yet  here  and  there  working  under  exactly  the 
same  conditions,  a  sales  manager  and  his  men 
have  sustained  their  efforts  a  little  longer,  long 
enough  to  find  the  orders  coming  a  bit  easier  as 


New  York,  March  15,  1921 


NEW  CONCERN  TO  MAKE  RECORDS 

Olympic  Disc  Corp.  Organized  With  $260,000 
Capital  to  Make  Records — Remington  Phono- 
graph Corp.  Has  Acquired  a  Controlling 
Interest — First  Releases  on  April  15 

The  Olympic  Disc  Record  Corp.,  with  $260,000 
capital,  was  recently  incorporated  under  the 
laws  of  Maryland.  This  new  corporation  an- 
nounces that  it  "will  manufacture  the  highest 
possible  quality  phonograph  records,  and  plans 
to  engage  the  best  artists  available."  The  New 
York  office  of  the  corporation  is  at  1666  Broad- 
way, New  York  City.  The  laboratories  and 
manufactory  are  located  in  Brooklyn,  N.  Y.,  and 
are  already  in  operation. 

The,  officers  and  directors  are  Philo  E.  Rem- 
ington, president;  James  S.  Holmes,  vice-presi- 
dent; Everett  H.  Holmes,  treasurer;  John 
Fletcher,  secretary;  Walter  W.  Bock,  assistant 
treasurer. 

The  Remington  Phonograph  Corp.  has  ac- 
quired a  controlling  interest  in  the  capital  stock 
of  the  Olympic  Disc  Record  Corp.  and  will 
handle  the  distribution  of  the  Olympic  records 
throughout  the  United  States.  The  initial  cata- 
log and  first  releases  will  appear  April  15. 

MAGNAVOX  FOR  WM.  DE  MILLE 

Used  to  Direct  the  Making  of  Moving  Pictures 
the  Magnavox  Proves  Its  Value 


Another  new  use  for  the  Magnavox  has  de- 
veloped. Recently  William  de  Mille,  director 
of  one  of  the  largest  moving-picture  corpora- 
tions, purchased  a  Magnavox  which  he  now 
uses  to  direct  the  pictures  as  they  are  produced. 
While  sitting  leisurely  in  a  chair  with  the  trans- 
mitter of  the  Magnavox  before  him,  he  talks  in 
a  natural  tone  of  voice  and  succeeds  in  directing 
his  productions.  The  result  is  that  the  film  is 
not  only  properly  directed,  but  Mr.  de  Mille's 
vocal  chords  are  saved  considerable  strain. 


TAKE  OVER  PATHE  AGENCY 

Cure  &  Son,  Martinsville,  Ind.,  have  taken 
over  the  Pathe  agency  formerly  held  by  Frank 
and  Fred  Finney,  of  that  city. 


the  dead  line  approached,  until  finally  the  month 
closed  with  a  satisfactory  volume.  An  indom- 
itable 'will  to  sell,'  maintained  to  the  last,  won 
for  them,  as  it  always  will. 

"For,  as  a  matter  of  fact,  even  in  times  of 
readjustment,  there  is,  in  a  great  country  like 
ours,  enough  business  always  going  on  to  satisfy 
sales  forces  made  aggressive  by  a  real  'will  to 
sell'  and  marketing  lines  not  abnormally  affected 
during  'hard  times.'    Statistics  prove  this. 

"While  at  Washington  during  the  war  my  work 
brought  me  into  contact  with  those  who  are  con- 
stantly studying  business  statistics,  and  I  hadl 
occasion  to  ask  one  of  these  experts  to  re- 
figure  his  'curve'  to  allow  for  the  fluctuations  of 
prices.  When  he  had  done  so,  it  was  at  once 
apparent  that  on  the  new  basis  of  units  involved, 
business  usually  did  not  vary  much  more  than 
10  per  cent  from  normal  during  periods  of 
marked  depression,  and  had  never  fallen  off 
more  than  20  per  cent. 

"So,  backed  by  both  sound  figures  and  good 
psychology,  the  prime  requisite  to-day  is  'the 
will  to  sell.'  With  it  the  smallest  business  can 
grow;  the  largest  business  without  it  may  stag- 
ger. For  where  there  is  'the  will  to  sell,'  inde- 
fatigably  sustained,  there  will  come  sales  de- 
spite obstacles,  and  production,  and  busy  ma- 
chines or  counters,  and  profits — and  progress." 


Price  Twenty-five  Cents 


VOCALION  DISTRIBUTORS  IN  TEXAS 

J.  W.  Crowdus  Drug  Co.,  Dallas,  to  Act  as 
Wholesaler  of  the  Vocalion  Products 


It  was  announced  by  the  Aeolian  Co.  this 
month  that  the  J.  W.  Crowdus  Drug  Co.,  at  Dal- 
las, Texas,  has  been  appointed  wholesale  dis- 
tributor for  Vocalion  instruments  and  the  new 
Red  Vocalion  records.     This  company  is  the 


C.  J.  De  Woody 

oldest  incorporated  drug  house  in  Texas,  han- 
dling everything  used  or  sold  in  a  drug  store. 
The  president  of  this  concern  is  C.  J.  DeWoody. 

F.  Z.  Williams  is  sales  manager  of  the  com- 
pany and  R.  M.  Rankin  is  to  act  as  manager 
of  the  wholesale  Vocalion  department  and  is 
well  acquainted  with  business  conditions  in  that 
section,  having  been  with  the  company  for 
fifteen  years.  At  the  present  time  there  are 
twenty-one  traveling  salesmen  in  the  organiza- 


R.  M.  Rankin  F.  Z.  Williams 


tion  and  three  additional  travelers  will  be  added 
to  take  care  of  the  Vocalion  interests. 

The  J.  W.  Crowdus  Drug  Co.  has  adopted  for 
its  slogan,  "The  Sign  of  Quality,"  and  has 
specialized  consistently  in  quality  products.  The 
selection  of  the  Vocalion  line,  therefore,  is  ac- 
cepted as  being  in  keeping  with  the  company's 
policy  and  arrangements  have  been  made  to 
feature  the  line  over  a  wide  territory. 


NEW  STORE  IN  OMAHA  FOR  PATTON 

Ed.  Patton  Opens  Exclusive  Victor  Store  in  One 
of  Omaha's  Busiest  Trade  Centers 


Omaha,  Neb.,  March  8. — Ed  Patton,  who  has 
owned  and  operated  his  Victrola  department  in 
the  J.  L.  Brandeis  stores  in  this  city  for  many 
years,  is  moving  into  a  fine  new  location  on 
the  main  corner  of  Omaha's  busiest  downtown 
thoroughfare,  where  he  will  have  an  exclusive 
Victor  shop.  He  is  closing  out  everything  in 
the  old  location  in  the  Brandeis  stores.  There 
is  perhaps  no  one  in  the  Middle  West  who  is 
better  known  than  Ed  Patton,  and  there  is  no 
question  but  what  this  new  Victor  location  is 
going  to  be  the  busiest  place  in  the  city. 


THE  "WILL  TO  SELL"  ESSENCE  OF  BUSINESS  SUCCESS 

This  Policy  Must  Be  Unfalteringly  Sustained  Until  Every  Prospect  Has  Been  Solicited  and  the 
Last  Lead  Is  Investigated — A  Time  for  Real  Strenuous  Action 


See  closing  pages  for  Index  of  Articles  of  Interest  in  this  issue  of  The  World 


4 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


■■inillliH 


Advantage  of  Record  Purchase  Cards  in 
Keeping  Record  Stocks  Up  to  Date  r. 


By  | 

Newbecker  I 


anuiiiiiin 

While  practically  every  talking  machine  dealer 
of  necessity  has  adopted  some  method  for  keep- 
ing track  of  records  in  stock,  it  is  surprising  to 
find  that  a  great  number  of  them  are  following 
methods  that  not  only  prove  ineffective  in  keep- 
ing an  accurate  track  of  records,  but  consume 
about  as  much  time  in  operating  as  would  a  per- 
fected system  showing  details  regarding  record 
purchases,  the  number  of  records  of  various 
sorts  on  hand  at  any  one  time,  and  other  infor- 
mation of  a  similar  nature. 

In  a  great  many  cases  an  endeavor  is  made 
to  keep  record  stocks  up  to  date  by  inventories 
taken  weekly  or  at  other  stated  periods,  but 
this  method  of  checking  often  proves  inadequate 
and  quite  as  often  makes  it  possible  for  stocks 
of  certain  records  to  become  depleted  before 
replacement  orders  can  be  arranged. 

The  system  that  is  used  in  many  stores  with 
considerable  success  is  the  system  calling  for  a 
continuous  checking  up,  through  stock  record 
sheets  and  sales  slips.  This  means  in  prac- 
tically every  instance  that  the  checking  up  must 
be  looked  into  after  each  sale,  and  this  involves 
a  considerable  expenditure  of  time  in  the  aggre- 
gate. 

As  a  substitute  for  a  continuous  inventory, 
which  frequently  proves  costly  both  in  time  and 
money,  there  is  offered  the  record  purchasing  card 
which  is  being  used  by  a  number  of  enterprising 
dealers,  and  which  enables  them  to  tell  how 
their  stocks  of  various  records  stand  at  a  glance. 
A  reproduction  of  the  card  is  shown  herewith, 
it  being  about  four  by  six  inches  in  size,  and 
designed  so  that  each  different  make  of  record 
carried  by  the  dealer  can  be  listed.  At  the  top 
there  is  entered  the  date  of  the  first  actual  in- 
ventory, together  with  the  total  quantity  of 
records  on  hand  at  that  time.  In  order  to  facili- 
tate comparison  the  quantity  on  hand  at  the 
last  inventory  is  also  entered. 

On  the  body  of  the  card  in  the  first  column 
the  date  is  entered  when  each  order  is  placed. 
In  the  next  column  the  date  is  entered  when 
the  shipment  is  received;  the  third  column  is  for 
the  title,  while  the  next  four  columns  are  for 
the  size  of  the  records  and  the  amount  of  each 
ordered.  The  next  column  represents  the  title 
on  the  reverse  side  of  the  record,  followed  by 
the  order  number  column  and  the  retail  price 
column.    At  the  bottom  of  the  card  an  entry  is 


IIIIIIIUIII1IIIIIIUUUIII1I1III1I1II1IHIIIIIIH 

made  of  the  total  quantity  of  each  size  of  rec-  taken    him    to    dispose    of   a    certain  number 

ord  purchased  during  the  period  covered  by  the  bought  on  the  last  order.    From  this  he  can 

card.    If  one  card  were  used  for  one  month's  then  judge  whether  or  not  the  amount  of  his 

purchases  the  total  at  the  bottom  would  show  order  should  be  cut  down. 

the  total  quantity  purchased  during  this  time  By  comparing  his  purchase  cards  with  the 


MAKE  OF  RECORD 

INVENTORY  DATE      /2-  /        AM'T  5ALES  3 

DATE"                       QUANTITY  ON  HAND 

DATE- 
ORD'O 

DATF 
REC'D 

TITLE 

am't 

S'ZE 

Ant 

5ZE- 

REVERSE  5IDE 
TITLE 

NUMBER 

PRICE 

/2..I 

/i.s- 

W 

J2. 

/Z 

ir 

/Z.S- 

J2./S 

/O" 

IZZo 

s~ 

/O" 

/2  ¥J3 

/.<ro 

/Z  Zo 

/z 

/2. 

/.Crr> 

TOTAL  NUMBER  PURCHASED 

z 

/z" 

TOTAL  ON  HAND 

/ 

Monthly  Inventory  R 

and  the  total  amount  of  records  left  on  hand 
at  the  time  of  the  inventory. 

When  a  card  of  this  kind  is  used  in  record 
checking  it  is  comparatively  easy  for  the  dealer 
to  guard  against  overbuying.  This  card  will 
show  when  the  records  were  purchased  and  the 
quantity  of  the  different  titles.  When  it  is 
necessary  to  reorder  a  certain  number  he  can 
determine  at  a  glance  the  length  of  time  it  has 


ecord  Sheet  of  Records 

stock  of  records  on  hand  at  as  frequent  intervals 
as  possible  the  dealer  can  readily  detect  slow 
movers  before  the  "time  comes  for  reordering. 
This  helps  him  to  keep  his  stock  of  records 
always  up  to  date  and  avoid  the  loss  and  ex- 
pense that  come  through  the  accumulation  of 
a  large  amount  of  slow-selling  records.  Record 
cards  of  this  kind  are  being  used  with  success 
and  with  comparatively  little  extra  labor. 


NYACGO  Albums  At  Pre -War  Prices 

FEATURES  why  NYACCO  ALBUMS  are  the  BEST 
as  already  proven  by  their  great  demand 


1.  Solid  wood  back  re-inforced  with  cloth  hinges  which  holds  back  firmly  to 
the  cover. 

2.  Two-in-one  pockets  secure  each  envelope  from  coming  apart. 

3.  Each  side  edge  metal  piece  reinforced  by  steel  nails  into  the  solid  wood  back 
together  with  staples  that  secure  the  pockets  are  made  all-in-one. 

4.  Pockets  can  easily  be  removed  by  lifting  staples  from  their  places,  new  leaves 
can  be  inserted  and  the  staples  placed  into  position  again  by  pressure  of  the 
thumb. 

5.  Specialize  in  making  a  ten-inch  pocket  into  a  twelve-inch  cover,  giving  cabi- 
net uniform  appearance  when  equipped  with  ten  and  twelve-inch  albums. 

6.  The  pockets  lie  perfectly  flat  when  the  book  is  opened. 

Chicago  Factory 
415-17  S.  Jefferson  St. 
Chicago,  111. 


Sacrificing  entire  stock  at  less  than 

to-day's  market  prices. 
F.  O.  B.  New  York  or  Chicago. 

Executive  Office 
23-25  Lispenard  St. 
New  York,  N.  Y. 


New  York  Album  &  Card  Co. 


Ask  Your  Jobber  for  Genuine  NYACCO  Albums— -Accept  no  substitute. 
Distributors  throughout  U.  S.— -Write  Us  for  Name  &  Address  of  Jobber  nearest  you. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


5 


Victor 
supremacy 

- — all  the  time 


and  everywhere 

Viewed  from  the  standpoint  of  musical 
art,  judged  by  the  character  and  prestige  of 
the  stores  that  handle  it,  measured  in  dollars 
for  its  ability  as  a  profit  producer,  the 
Victrola  is  supreme. 

"Victrola"    is  the  Registered  Trade-mark  of  the  Victor  Talking  Machine  Company 

designating  the  products  of  this  Company  only. 
Warning :     The  use  of  the  word    Victrola    upon  or  in  the  promotion  or  sale  of  any 
other  Talking  Machine  or  Phonograph  products  is  misleading  and  illegal. 

Important  Notice.      Victor  Records  and  Victor  Machines  are  scientifically  co-ordinated 
and  synchronized  in  the  processes  of  manufacture,  and  should  be 
used  together  to  secure  a  perfect  reproduction. 


Victor  Wholesalers 


Albany,  N.  Y. 
Atlanta,  Ga.  . 


Baltimore,  Md.   . . 

Birmingham,  Ala. 
Boston,   Ma-H.    . . . 


Brooklyn,  N.  Y, . . 
Buffalo,  N.  Y  


Burlington,  Vt., 
Butte,  Mont.  . . 
Chicago,   IH.    . . 


Cincinnati,  O.  ... 
Cleveland,  O  

Columbus,  O  

Dallas,  Tex.  .... 
Denver,  Colo.  ... 

Des  Moines,  la.. . 
Detroit,   Mich.    . . 

Elmira,  N.  Y  

El  Paso.  Tex  

Honolulu,  T.  H... 
Houston,  Tex.  ... 


Indianapolis,  Ind, 
Jacksonville,  1  la. 
Kansas   City,  Ma. 

Los  Angeles,  Cal. 
Memphis,  Term.  . 


.Gately-Haire  Co.,  Inc. 
.Elyea  Talking   Machine  Co. 
Phillips  .  &  Crew  Piano  Co. 

.Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co. 

H.  R.  Eisenbrandt  Sons,  Inc. 
.Talking    Machine  Co. 
.Oliver  Ditson  Co. 

The  Eastern  Talking  Machine 
Co. 

The  M.  Steinert  &  Sons  Co. 
.American  Talking  Mach.  Co. 

G.  T.   Williams  Co.,  Inc. 
.Curtis  N.  Andrews 

Buffalo  Talking  Machine  Co., 
Inc. 

.American   Phonograph  Co. 
.Orton  Bros. 
.Lyon    &  Healy. 

The   Rudolph    Wurlitzer  Co. 

Chicago  Talking  Machine  Co. 
.Ohio    Talking    Machine  Co. 

The  Rudolph  Wurlitzer  Co. 
,.The  Cleveland  Talking  Ma- 
chine Co.. 

The   Eclipse   Musical  Co. 

.The  Perry  B.  Whitsit  Co. 
.  Sanger  Bros. 

,  .The   Knight-Campbell  Music 
Co. 

.  .Mickel  Bros.  Co. 
,  .Grinnell  Bros. 
. .  Elmira  Arms  Co. 
,.W.  G.  Walz  Co. 
,  .Bergstrom   Music   Co.,  Ltd. 
,  .The  Talking  Machine  Co.  of 
Texas. 

..Stewart  Talking  Machine  Co. 
..Florida  Talking  Machine  Co. 

.  .J.   W.   Jenkins   Sons  Music 
Co. 

The  Schmelzer  Co. 
..Sherman,    Clay   &  Co. 
.  .O.    K.    Houck   Piano  Co. 


Milwaukee,  Wis.  . 
Minneapolis,  Minn. 

Mobile,  Ala  

Newark,  N.  J  

New  Haven,  Conn. 

New  Orleans,  La.. 
New  York,  N.  Y..~. 


Omaha,  Nebr.' 


Peoria,  111  

Philadelphia,  Pa. 


Pittsburgh,  Pa. 


Portland,  Me  

Portland,  Ore.  . . . 
Richmond,  Va.  . . . 
Rochester,  N.  Y.. . 
Salt  Lake  City.  V. 
San  Francisco,  Cal 
Seattle,  Wash.  . . . 
Spokane,  Wash.  . . 
St.  Louis,  Mo.  . . . 
St.  Paul,  Minn... 
Syracuse,  N.  Y.... 
Toledo,  O  

Washington,  D.  C. 


Badger  Talking  Machine  Co. 

.Beckwith,  O'Neill  Co. 

-Wm.  H.  Reynalds. 

.Collings  &  Co. 

The  Horton-Gallo-Creamer 
Co. 

.Philip  Werlein,  Ltd. 
.Blackman  Talking  Mach.  Co. 
Emanuel  Blout. 
C.  Bruno  &  Son,  Inc. 
Charles  H.  Ditson  &  Co. 
Knickerbocker    Talking  Ma- 
chine Co.,  Inc. 
Musical  Instrument  Sales  Co. 
New  York  Talking  Mach.  Co. 
Ormes,  Inc. 
Silas  E.   Pearsall  Co. 
.Ross  P.  Curtice  Co. 
Mickel  Bros.  Co. 
.Putnam-Page  Co.,  Inc. 
.Louis  Buehn  Co.,  Inc. 
C.  J.  Heppe  &  Son. 
The  George  D.  Ornstein  Co. 
Penn    Phonograph    Co.,  Inc. 
The  Talking  Machine  Co. 
H.  A.  Weymann  &  Son,  Inc. 
.W.   F.   Frederick   Piano  Co. 
C.  C.  Mellor  Co.,  Ltd. 
Standard  Talking  Mach.  Co. 
.Cressey  &  Allen,  Inc. 
.Sherman,  Clay  &  Co. 
.The  Corley  Co.,  Inc. 
.  E.  J.  Chapman. 
.The  John  Elliott  Clark  Co. 
.Sherman,   Clay  &  Co. 
.Sherman,  Clay  &  Co. 
.Sherman,   Clay  &  Co. 
.  Koerber-Brenner    Music  Co. 
.W.  J.  Dyer  &  Bro. 
.W.  D.  Andrews  Co. 
.The  Toledo  Talking  Machine 
Co. 

.  Cohen    &  Hughes. 
E.  F.  Droop  &  Sons  Co. 
Rogers  &  Fischer. 


Victor  Talking  Machine  Co, 


Camden,  N.  J.,  U.  S.  A. 


Victrola  VI,  $35 

Mahogany  or  oak 


Victrola  IX,  $75 

Mahogany  or  oak 


Victrola  No.  80,  $100 

Mahogany,   oak  or  walnut 


Victrola  XVI,  $275 
Victrola  XVI,  electric,  $337.50 
Mahogany  or  oak 


6 


THE   TALKING   MACHINE  WORLD 


March  15,  1921 


IMPORTANT  TO  THE  TALKING  MACHINE  TRADE 


Lower  Prices  for 
Record  Albums 

Yes,  due  to  lower  costs,  we  are  mak- 
ing substantial  reductions  in  prices. 

We  solicit  your  orders  and  corre- 
spondence. 

OUR  ALBUMS  ARE  MADE  TO  CONTAIN  VICTOR, 
COLUMBIA.  EDISON.  PATHE,  VOCALION 
AND  ALL  OTHER  DISC  RECORDS 


SELECTING   THEIR  FAVORITES 


NATIONAL  PUBLISHING  CO.,  239  S.  American  St.,  PHILADELPHIA,  PA. 


THE  PERFECT  PLAN 


REFUSES  TO  HAVE  VOICE  RECORDED   ATTRACTIVE  MARSHALLTOWN  STORE    REGISTER  TRADEMARK  "MASTER" 


Georges  Clemenceau  Says  His  Voice  Sufficed 
for  Present  Generation  and  Future  Will  Not 
Want  to  Hear  It — Institute  to  Try  Again 


Mickel    Music    Co.'s    Establishment   on  Main 
Street  Is  Admirably  Equipped 


The  actual  sound  of  the  voice  of  the  great 
Georges  Clemenceau  may  never  be  heard  by 
future  ages  if  the  great  French  statesman  keeps 
to  his  recently  formed  decision.  Just  before  he 
sailed  for  India  recently  he  was  asked  by  the 
Institute  of  the  Sorbonne  to  allow  a  record  to 
be  made  of  his  voice  so  that  it  could  be  pre- 
served for  future  generations.  He  refused  to 
allow  this  to  be  done,  saying  that  the  present 
generation  has  heard  enough  of  his  voice  and 
people  in  the  future  would  probably  have  no 
desire  to  hear  it. 

When  he  returns  he  will  be  asked  to  recon- 
sider his  decision,  for  a  new  scheme  is  on  foot 
to  complete  as  far  as  possible  the  collection  of 
phonographic  records  of  the  voices  of  the 
famous  men  now  in  the  Institute  and  at  the 
same  time  to  make  a  permanent  collection  of 
cinematograph  films  taken  on  famous  occasions. 
In  these  joint  libraries  of  discs  and  films, will  be 
preserved  for  all  time  the  voices  and  appear- 
ance of  the  famous  men  of  this  generation. 


Marshalltown,  Ia.,  March  8. — One  of  the  most 
attractive  business  establishments  in  this  city 
is  that  of  the  Mickel  Music  Co.,  which  is 
handling  Victrolas  and  Victor  records  exclu- 


Argentine  Firm  Makes  Application  for  This 
Mark  Covering  Pianos,  Talking  Machines,  Ac- 
cessories and  Many  Kinds  of  Merchandise 


INCORPORATED  FOR  $150,000 


The  Master  Phone  Corp.  of  America,  New 
York,  has  been  incorporated  at  Albany  with  a 
capital  of  $150,000.  The  incorporators  are  H. 
Rein,  F.  C.  White  and  A.  M.  Hahn,  431  East 
136th  street. 


Interior  of  Mickel  Music  Co.'s  Store 

sively.  It  is  located  in  the  center  of  the  busi- 
ness district  on  Main  street  and  has  six  7x9  foot 
booths.  The  decorative  scheme  in  blue  and 
gray  is  in  entire  harmony  with  the  light  blue 
Wilton  carpet  on  the  floor.  This  attractive  store, 
which  was  opened  late  last  year,  reports  a 
steadily  increasing  patronage. 


American  manufacturers  of  the  trade-mark 
"Master"  should  be  interested  in  protecting  their 
rights  in  South  America.  Word  has  been  re- 
ceived by  the  Bureau  of  Foreign  and  Domestic 
Commerce  in  Washington  that  the  firm  of  Halle 
&  Co.  has  applied  to  the  Argentine  Government 
for  the  registration  of  the  word  "Master"  for 
goods  of  several  classes,  among  them  being 
pianos,  talking  machines  and  all  accessories  com- 
ing under  Class  10. 

In  view  of  the  fact  that  in  Argentina  owner- 
ship of  a  trade-mark  is  based  on  the  priority  of 
registration,  and  not  of  use,  as  in  the  United 
States,  it  would  be  well  for  American  manufac- 
turers who  have  not  authorized  the  Argentine 
registration  of  this  mark  to  begin  action  for 
annulment.  Under  the  Argentine  law  annul- 
ment proceedings  may  be  brought  within  one 
year  from  the  time  when  the  facts  came  to  the 
knowledge  of  the  owner  of  the  trade-mark,  or 
within  three  years  from  date  of  registration 
with  the  authorities. 


THE  FACTS  IN  THE  CASE 

"Yes,"  admitted  Nero,  "I  did  burn  Rome,  and 
I  fiddled  while  it  was  burning.  The  musical 
critic  of  the  Morning  Vox  Populi  had  said  that 
my  fiddling  would  never  set  the  Tiber  afire,  and 
I  wanted  to  show  him  a  thing  or  two." 


Announcm?  PEERLESS  RECORD  FILES  Nos.  80  AND  90 

The  logical  and  most  complete  filing  system  for  the  new  models  Victrola  No.  80  and  No.  90 


An  indestructible  record  fil- 
ing cabinet  that  fits  snugly 
into  the  machine  and  im- 
proves its  appearance  1 00%. 


PHIL.  RAVIS,  Pres. 


PEERLESS  ALBUM  CO. 


This  outfit  will  make  a  won- 
derful selling  combination 
with  the  new  Victrola  models. 

We  are  ready  to  supply  the 
trade  at  very  attractive  prices. 


WRITE  FOR  PARTICULARS 


636-638  Broadway,  New  York  City 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


7 


Victrola  IV,  $25 
Oak 


Victrola  VI,  $35 

Mahogany  or  oak 


Victrola  VIII,  $50 
Oak 


Victrola  IX,  $75 
Mahogany  or  oak 


Victrola  X  $125 
Mahogany,  oak  or  walnut 


Victrola  XI,  $150 
Mahogany,  oak  or  walnut 


I 


Victor 
Supremacy 


Victor  supremacy  is  a  real  asset  for 
every  music  retailer. 

Just  how  much  of  an  asset  depends 
upon  the  retailer  himself — with  no 
limit  to  the  measure  of  his  success. 


"  Victrola      is  the   Registered   Trade-mark   of  the   Victor  Talking   Machine  Company 

designating  the  products  of  this  Company  only. 
Warning  :     The  use  of  the  word    Victrola    upon  or  in  the  promotion  or  sale  of  any 
other  Talking  Machine  or  Phonograph  products  is  misleading  and  illegal. 

Important  Notice.      Victor  Records  and  Victor  Machines  are  scientifically  co-ordinated 
and  synchronized  in  the  processes  of  manufacture,  and  should  be 
used  together  to  secure  a  perfect  reproduction. 


Victor  Talking  Machine  Co. 

Camden,  N.  J.T  U.  S.  A. 


Zl's  _..  -p 


Victrola  XIV,  $225 

Mahogany,  oak  or  walnut 


Victrofla  XVI,  $275 

Victrola  XVI,  electric,  $337.50 
Mahogany  or  oak 


Victrola  XVII,  $350 
Victrola  XVII,  electric,  $415 
Mahogany  or  oak 


8 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


PUBLISHED  BY  EDWARD  LYMAN  BILL,  Inc. 

President  and  Treasurer,  C.  L.  Bill,  373  Fourth  Ave.,  New  York;  Vice-President. 
J.  B.  Spillane,  373  Fourth  Ave.,  New  York;  Second  Vice-President,  Raymond  Bill,  373 
Fourth  Ave.,  New  York;   Secretary,  E.   L.   Bill;   Assistant  Treasurer,   Wm.   A.  Low. 

J.  B.  SPILLANE,  Editor 
RAY  BILL,  B.  B.  WILSON,  BRAID  WHITE,  Associate  Editors 
L.  M.  ROBINSON,  Advertising  Manager 
L.  E.  BOWERS,  Circulation  Manager 

Trade  Representatives:  A.  F.  Carter,  Wilson  D.  Bush,  C.  Chace,  Edward  Lyman 
Bill,  V.  D.  Walsh,  E.  B.  Munch,  Chas.  A.  Leonard,  Scott  Kingwill,  A.  J.  Nicklin 

Western  Division:    Republic  Building,  209  So.  State  Street,  Chicago,  111.  Telephone, 

Wabash  5774. 
Boston:    John  H.  Wilson,  324  Washington  Street 
London,  Eng.,  Office:  2  Gresham  Buildings,  Basinghall  St.    W.  Lionel  Sturdy,  Mgr. 

The  Talking  Machine  World  has  regular  correspondents  located  in  all  of  the  principal 
cities  throughout  America. 

Published  the  15th  of  every  month  at  373  Fourth  Ave.,  New  York. 

SUBSCRIPTION  (including  postage):  United  States,  Mexico,  $2.00  per  year;  Canada, 
$3.00;  all  other  countries,  $4.00.     Single  copies,  25  cents. 

ADVERTISEMENTS:  $5.50  per  inch,  single  column,  per  insertion.  On  quarterly 
or  yearly  contracts  a  special  discount  is  allowed.    Advertising  pages,  $150.00. 

REMITTANCES  should  be  made  payable  to  Edward  Lyman  Bill,  Inc.,  by  check  or 
Post  Office  Money  Order. 

NOTICE  TO  ADVERTISERS— Advertising  copy  should  reach 
this  office  before  the  first  of  each  month.  By  following  this  rule 
clients  will  greatly  facilitate  work  at  the  publication  headquarters. 

Long  Distance  Telephones — Numbers  5982-5983  Madison  Sq. 
Cable  Address:  "Elbill,"  New  York. 


NEW  YORK,  MARCH  15,  1921 


CONCENTRATE  ON  A  SELLING  CAMPAIGN 

THE  slogan  for  the  dealer  who  desires  to  be  a  winner  during 
1921  should  be  "Sales  Promotion."  This  is  the  big  thought 
that  should  be  uppermost  these  Spring  days.  To  this  end  every 
dealer  should  study  his  territory,  formulate  plans  and  prosecute 
them  vigorously,  to  the  common  end  of  making  several  sales  occur 
where  only  one  occurred  before. 

The  other  day  the  publicity  man  of  a  large  business  institu- 
tion, one  that  advertises  widely  and  sells  extensively,  in  the  course 
of  an  address  asked  this  significant  and  pointed  question  of  the 
executives  of  the  concern  for  whose  products  he  prepares  adver- 
tising: "What  does  it  avail  you  to  solve  all  of  the  other  problems 
of  your  business  if  you  do  not  sell  your  product?"  Now  this  sounds 
rather  a  commonplace  question,  but  doesn't  it  somehow  give  an  un- 
usually impressive  and  comprehensive  idea  of  the  importance  which 
should  be  attached  to  the  selling  end  of  the  business? 

When  we  get  it  down  to  a  final  analysis,  selling  is  one  of  the 
prime  essentials  and  not  merely  an  incidental  factor  in  business. 
Too  many  business  men  seem  to  regard  the  selling  of  their  product 
as  a  mere  incident  that  can  easily  be  attended  to  without  great  ex- 
pense or  much  thought  in  preparation.  The  real  fact  of  the  matter 
is  that  the  selling  end  of  any  business  constitutes  one  of  the  basic, 
essential  factors  toward  the  achievement  of  success. 

A  great  many  business  men — and  the  talking  machine  field  is 
not  exempt  by  any  means — have  not  concentrated  as  they  should  on 
the  proper  method  of  selling  their  product — at  least  when  present 
conditions  are  considered.  There  is  room  to  put  aside  more  in 
the  cost  division  of  the  selling  end  of  the  business,  and  there  is 
room  for  a  number  of  activities  to  promote  selling  which  hereto- 
fore have  too  often  been  neglected  or  only  half-heartedly  done. 
Boiled  down  to  absolute  fundamentals  there  is  no  commercial  profit 
to  be  derived  from  a  business  unless  the  product  is  sold.  And 
the  selling,  like  manufacturing,  when  properly  done  costs  money 
and  requires  persistent  and  intelligent  effort. 

There  is  no  excuse  for  the  dealer  who  is  indifferent  to  these 
facts,  because  the  manufacturer  or  jobber  from  whom  he  buys,  or 
even  the  trade  publication  of  his  industry,  is  willing  to  give  him 
suggestions  and  "leads"  that  will  put  him  on  the  right  road.  Every- 
body is  desirous  of  helping  the  dealer  who  gives  evidence  of  a 
"will  for  knowledge"  bearing  upon  sales  promotion.  The  fact  is, 
however,  that  a  very  large  number  are  indifferent,  and  fail  to  make 


any  unusual  efforts  in  the  sales  field,  yet  they  complain  when  a 
competitor,  or  mail-order  house,  captures  their  trade.  The  man 
who  is  going  to  make  the  best  record  in  sales  during  1921  is  the 
man  who  maps  out  a  definite  plan  of  campaign — the  man  who 
knows  his  territory  and  who  gets  after  the  people  in  that  territory 
intelligently  and  persistently. 

SOME  CONSTRUCTIVE  SUGGESTIONS  ON  TAXES 

THE  members  of  the  talking  machine  trade  who  are,  in  some 
measure  at  least,  affiliated  with  the  .  Music  Industries  Chamber 
of  Commerce  should  be  much  interested  in  the  program  put  forth 
by  the  Chamber  on  the  recommendation  of  its  legal  committee  for 
providing  the  revenue  required  by  the  Government,  while  at  the 
same  time  making  possible  the  abolition  of  the  excise  and  excess 
profits  taxes.  The  Chamber,  in  short,  goes  on  record  as  favoring 
some  sort  of  limited  sales  or  commodity  tax,  and  an  income  tax 
levy  on  every  wage-earner  over  twenty-one  years  old  as  means  for 
providing  the  several  billions  of  dollars  required  by  the  Government 
without  necessitating  further  reliance  upon  excise  and  excess  profits 
taxes. 

For  the  first  time  the  music  industry,  as  represented  by  the 
Chamber  of  Commerce,  has  come  forward  with  a  constructive  sug- 
gestion calculated  to  relieve  the  industry  from  obnoxious  tax 
burdens,  while  at  the  same  time  providing  means  for  raising  the 
necessary  revenues  through  other  channels.  In  the  several  tax 
fights  that  have  taken  place  during  the  past  few  years  the  trade 
has  simply  filed  protests  against  the  burdensome  excise  taxes  and 
has  left  to  Congress  the  problem  of  raising  revenue  by  other  means 
should  those  taxes  be  abolished.  Congress,  on  the  other  hand,  has 
been  flooded  with  similar  protests  from  members  of  many  other 
industries  who  have  likewise  neglected  to  point  a  way  out,  with  the 
result  that  the  protestants  have  received  very  little  consideration. 

The  suggestion  made  by  the  Chamber  of  Commerce  that  a 
general  commodity  sales  tax  be  put  into  effect  to  replace  other 
forms  of  taxation,  and  to  simplify  the  tax  problem  generally,  is  in 
line  with  recommendations  made  by  many  other  trade  bodies  in 
that  it  is  designed  to  abolish  obnoxious  excise  taxes  and  should 
receive  the  consideration  and  support  of  talking  machine  interests, 
either  directly  or  through  the  Chamber.  On  the  latter  point  it  is 
to  be  noted  that  a  solidly  organized  industry  is  likely  to  receive 
more  consideration  from  the  law-makers  than  an  industry  repre- 
sented by  several  distinct  units. 

A  TIME  TO  KEEP  WATCH  ON  SALES  METHODS 

IN  the  world  of  merchandising  it  is  easier  to  tear  down  than  to 
build  up ;  easier  to  upset  values  than  to  re-establish  them.  This 
fact  in  itself  is  axiomatic,  and  yet  numerous  dealers  in  the  talking 
machine  industry  have  apparently  given  scant  heed  to  this  fact  in 
the  carrying  out  of  plans  to  stimulate  business,  or  rather  to  give 
business  a  false  stimulus.  While  general  price-cutting  may  stimu- 
late sales  to  a  certain  degree,  it  does  so  at  the  expense  of  profit 
and  of  confidence  unless  the  price  reduction  is  warranted  by  the 
lowering  of  production  costs  and  there  is  a  real  reason  for  the 
product  again  approaching  the  normal  in  the  matter  of  first  cost. 

In  the  talking  machine  field  this  condition  does  not  prevail,  for 
increased  costs  have  been  absorbed  by  manufacturers  •  to  such  a 
degree  that  there  is  now  no  margin  of  inflated  prices  to  give  some 
leeway  to  price  reductions  to  meet  a  real  or  fancied  demand.  Had 
prices  been  jumped  two  or  three  hundred  per  cent,  as  in  some 
lines,  instead  of  only  from  twenty  to  fifty  or  sixty  per  cent,  as  in 
the  talking  machine  trade,  they  might  have  been  reduced  to  the 
public  without  worrying  about  the  results.  It  so  happens  that  in 
this  trade  inflated  margins  do  not  exist. 

The  tendency  toward  price  slaughtering  in  the  talking  machine 
trade  is  particularly  unfortunate,  inasmuch  as  the  retail  industry 
has  always  owed  its  real  strength  to  a  policy  of  price  maintenance 
that  was  so  generally  observed  as  to  be  characteristic.  Even  after 
price  fixing  by  manufacturers  was  frowned  on  by  the  courts,  talk- 
ing machine  prices  remained  stable  because  business  conditions  were 
good — the  public  had  been  educated  to  standard  prices  and  the 
retailers  appreciated  the  fact  that  such  prices  kept  their  businesses 
sound  and  healthy. 

Even  the  offering  of  talking  machines  on  unusually  long  terms 
is  generally  to  be  condemned,  for  the  average  investment  is  not  so 
heavy  but  that  the  buyer,  if  he  is  in  any  sense  a  good  risk,  should 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


8 


be  able  to  clear  up  his  obligation  jn  a  very  few  months.  But  even 
long  terms  where  the  list  price  is  observed  are  preferable  to  the 
general  cutting  of  that  list  price,  for  they  do  not  upset  what  may 
be  termed  an  established  precedent. 

The  trade  as  a  whole  is  already  feeling  the  effects  of  the  wave 
of  price-cutting  by  dealers  that  has  swept  through  various  sections 
of  the  country,  and  there  are  those  who  maintain  that  the  practice 
has  already  reached  the  point  where  in  some  instances  it  will  be 
extremely  difficult  to  again  re-establish  the  standard  price  as  a 
trade  characteristic.  The  unfortunate  part  of  it  is  that  those  who 
adhere  to,  and  have  adhered  to,  established  prices  in  the  main,  with 
possible  exceptions  to  meet  special  conditions  and  occasions,  are 
suffering,  and  will  suffer,  from  the  practices  of  those  who  evidently 
have  little  confidence  in  the  recuperative  powers  of  the  industry  and 
are  taking  the  easiest  way  to.  build  up  current  sales  totals. 

In  the  handling  of  products  that  cannot  be  considered  season- 
able, as,  for  example,  talking  machines,  and  which  can  be  sold  in 
the  Fall  as  well  as  in  the  Spring  and  in  the  Summer  as  well  as 
in  the  Winter,  it  seems  unfortunate  that  the  practice  of  demoraliz- 
ing prices,  so  little  warranted  by  manufacturing  and  selling  costs, 
should  have  appealed  to  so  many  of  those  in  the  distributing  field. 

|  GREAT  SINGERS  HAVE  NOW  BECOME  IMMORTAL 

THE  recent  serious  illness  of  Caruso  emphasizes  afresh  that  the 
grand  opera  tenor  of  international  fame  is  a  veritable  mon- 
arch, not  only  in  the  realm  of  song,  but  in  the  hearts  of  his  fellows 
the  world  over.  No  king,  no  matter  how  powerful  the  country  he 
rules  over,  could  have  been  accorded  greater  consideration  by  the 
newspapers,  his  thousands  of  friends  and  the  general  public  than 
was  Caruso  during  his  illness.  It  will  not  be  deemed  amiss  to 
assert  that  the  great  popularity  of  the  great  tenor  can  be  attributed 
in  a  very  large  degree  to  his  talking  machine  records,  for  they  have 
brought  Caruso's  voice,  personality  and  art  into  the  homes  of  the 
humblest  of  people — into  the  backwoods  as  well  as  the  Fifth  avenue 
mansion.  In  this  way  there  has  been  established  an  unusual  intimacy 
— the  closest  possible  relationship  to  the  singer.  Hence  it  was  that 
the  entire  country  was  so  keenly  interested  in  the  illness  of  this 
popular  singer,  who,  we  are  glad  to  say,  is  now  convalescing. 

The  important  part  the  talking  machine  record  plays  in  the 
perpetuation  of  the  voices  and  fame  of  our'  famous  singers  was 


thus  elaborated  in  a  recent  editorial  in  the  New  York  Times : 

"Public  interest  in  the  illness  of  Mr.  Caruso  has  been  of  an 
unusually  personal  sort ;  it  has  considered  not  only  the  accomplished 
artist,  but  the  well-loved  personality.  The  possibility  of  his  loss 
brought  forth,  as  might  have  been  expected,  attempts  at  consolation 
by  the  reminder  that  his  voice  has  been  preserved  on  the  talking 
machine,  and  that  a  hundred  years  from  now  he  can  still  be  heard 
in  his  great  parts. 

"In  the  course  of  a  hundred  years  or  so,  however,  the  talking 
machine  will  have  had  a  profound  effect,  not  only  on  music,  but  on 
musical  criticism.  The  first  axiom  of  a  certain  school  of  critics  is 
that  all  the  great  singers  are  dead.  Too  often  this  is  carried  on 
to  the  corollary  that  all  the  dead  singers  were  great.  For  the  last 
few  decades  young  enthusiasts  who  ventured  to  express  their  ad- 
miration of  the  cherished  tenor  of  the  time  have  always  had  to  risk 
the  scorn  of  some  veteran  who  would  retort :  'Ah,  but  those  of  us 
who  have  heard  the  great  Rutabago!'  or  'When  the  divine  Mine- 
strone sang  at  the  Academy  of  Music !' 

"Such  facile  disparagement  of  those  who  have  the  misfortune 
to  be  alive  and  audible  will  be  out  of  favor  in  another  generation 
or  so.  The  music  lover  of  2021  will  be  able  to  turn  to  his  talking 
machine  and  hear,  in  a  reproduction  which  one  may  suppose  will 
be  progressively  more  adequate,  the  voices  of  Caruso  and  his  great 
successors.  Their  relative  merits  he  can  estimate  for  himself.  But 
the  critic,  when  a  new  vocal  star  appears,  will  have  to  make  a  seri- 
ous effort  to  estimate  his  value  for  a  public  which  has  its  own 
method  of  checking  his  observations." 

It  is  rather  interesting  to  note  that  talking  machine  dealers 
throughout  the  country  reported  a  tremendous  increase  in  the  sales 
of  Caruso  records  during  his  illness.  It  seemed  as  if  people  wanted 
to  express  their  sympathy  by  hearing  his  records — a  sort  of  psycho- 
logical manifestation  of  their  good  will  and  friendship. 

TRADE  TREND  IS  DEFINITELY  OPTIMISTIC 

BUSINESS  continues  to  show  every  evidence  of  improvement, 
although  progress  is  slow.  The  characteristic  steps  in  the  liquida- 
tion process  have  occurred  in  established  progression.  One  thing 
clearly  ahead  is  a  broad  cycle  of  expansion.  Hence  the  trend  is  now 
definitely  optimistic,  despite  the  numerous  cross  currents  that  may  be 
encountered. 


Wholesale 


Exclusively 


"In  and  Out  the  Same  Day." 

Jy/JETROPOLITAN  Dealers,  do  you  use  PearsalPs  Back 
Order  System? 

Ask  any  Pearsall  dealer— He  will  tell  you. 
"That's  Pearsall  Service." 
"Desire  to  Serve  PLUS  Ability." 


10  EAST  39th  ST. 


NEW  YORK  CITY 


SILAS  E;  PEARSALL  COMPANY 


m 


THE   TALKING   MACHINE  WORLD 


Makch  15,  1921 


The  Base  of  a  Gilt  Edge  Phono- 
graph Needle  is  manufactured  by 
the  firm  that  made  the  first  talking 
machine  needle — the  oldest  and 
largest  manufacturers  of  phonograph 
and  talking  machine  needles  in  the  world 


Try  This  Test  With  "Triple  Plated" 
REFLEXO  "Gilt  Edge"  Needles 

Play  any  record  ten  times  with  a  "Triple  Plated"  Gilt  Edge  Phonograph  Needle.  After 
3000  revolutions  of  the  record,  you'll  hear  as  pure  and  mellow  a  tone  as  at  the  very  first 
revolution.  Here's  the  explanation  of  the  amazing  qualities  possessed  by  "Triple  Plated" 
REFLEXO  Gilt  Edge  Needles: 

The  point  of  a  Gilt  Edge  Needle  is  treated  by  an  exclusive  REFLEXO  process  which  adds 
to  the  needle  point  a  layer  of  soft  material,  that  will  not  wear  off  until  at  least  3000  revo- 
lutions of  a  phonograph  record  have  been  made.  The  grain  of  the  steel  does  not  come  in 
contact  with  the  record  grooves.  ,By  minimizing  the  friction  and  by  eliminating  the 
scratching,  scraping  sound,  the  chemical  layer  on  the  needle  not  only  produces  a  more 
beautiful  tone,  but  actually  prolongs  the  life  of  the  record. 

REFLEXO  Gilt  Edge  Needles  are  triple  plated  and  lacquered  to 
insure  them  against  tarnishing.  From  base  to  finished  product,  they 
are  American  made.  May  be  had  in  Extra  Loud,  Loud  and  Medium 
tones. 


Write 
for  Samples 
and  Prices 


REFLEXO  Gill  Edge  Needles  are  manufactured  of 
the  finest  grade  steel,  and  are  guaranteed  to  be 
absolutely  uniform  in  temper,  length  and  taper. 
Line  up  any  number  of  any  of  the  three  tones  of 
Gilt  Edge  Needles,  and  see  for  yourself. 


Ilili... 


-..Ill 


Territories 
Open  for 
Live 
Distributors 


REFLEXO  PRODUCTS  CO.,  Inc. 


At  34th  Street 


347  FIFTH  AVENUE 

t  New  York  City 


Suite  1003 


Canadian  Distributors:   The  Musical  Mdse.  Sales  Co.,  Toronto 
Foreign  Export:   Chipman,  Ltd.,  8-10  Bridge  St.,  New  York  City 


March  15,  1921 


THE   TALKING   MACHINE  WORLD 


11 


H| 


Making  the  Proper  Preparations  for  a  Large 
Crop  of  Business  This  Spring  - 


By  Fred  D.  Parsons  ■ 


illlllllllllilllllllllllllllllllllllllllllllllllllllilillllill 

The  Spring  of  1921  will  be  a  Spring  when  re- 
sults .are  going  to  be  measured  in  terms  of  the 
preparations  made.  No  campaign  ever  succeed- 
ed without  ammunition — effective  ammunition — 
as  the  world  has  learned  full  well.  Conditions 
adverse  to  ready  sales  must  be  met  by  ammu- 
n'tion  designed  specially  for  this  purpose.  No 
general  would  attempt  to  batter  down  a  wall 
with  smoke  bombs.  And  no  talking  machine 
dealer  can  expect  to  win  for  himself  a  trade 
victory  without  the  real  ammunition  of  war- 
fare. 

Every  sales  problem  has  its  own  kind  of  am- 
munition which,  if  properly  used,  will  do  its 
work  in  the  proper  way.  Once  the  changed  at- 
titude of  the  public  toward  buying  is  recognized 
and  means  taken  to  combat  it,  the  campaign 
must  be  drawn  up  and  followed  through  to  its 
conclusion.  In  some  cases  talking  machine 
dealers  this  past  Winter  have  allowed  their 
\  stocks  to  sink  perilously  low.  Some  of  them 
have  held  off  buying  new  stock  and  have  held  off 
so  long  that  unless  they  order  at  once  they  will 
not  be  in  a  position  to  supply  a  normal  demand 
should  this  demand  arise. 

The  mind  of  the  average  buyer,  and  this  in- 
cludes the  buyer  of  talking  machines  and  rec- 
ords, has  become  more  critical.  The  customer, 
even  though  he  comes  into  the  store,  does  not 
evidence  the  old  desire  to  buy.  Once  upon  a 
time  if  he  could  not  be  supplied  with  a  particu- 
lar instrument  or  record  he  was  satisfied  with 
something  else.  But  now  this  attitude  has  dis- 
appeared and  the  half-hearted  desire  to  pur- 
chase may  be  killed  by  the  failure  of  the  dealer 
to  have  what  is  called  for. 

Particularly  is  this  true  in  the  matter  of  rec- 
ords. Failure  to  get  a  record  at  a  certain  store 
usually  sends  the  trade  of  this  particular  dis- 
appointed customer  to  a  competitor  who  is 
doubtless  wise  enough  to  see  that  it  is  kept 
there.  This  Spring  there  should  be  no  excuse 
for  shortage  of  records.  Every  record  library 
should  be  carefully  analyzed  and  the  demands 
of  the  trade  estimated  to  a  nicety.  Store  equip- 
ment must  be  put  in  good  shape,  modernized  if 
necessary,  but  in  an3'  case  made  to  render  the 
most  efficient  service  possible. 

The  sales  force,  above  all,  should  be  intelli- 
gently trained.  Too  often  a  dealer  will  spend 
large  sums  of  money  on  his  store — remodeling 
and  redecorating  and  installing  new  booths,  rec- 


lllllllllllllllllllllllllllllllllll 

ord  racks,  counters,  etc. — and  yet  fail  to  accom- 
plish anything  in  the  way  of  increased  trade.  He 
has  failed  to  realize  that  the  personal  contact 
with  the  customer  is  his  best  means  of  getting 
and  holding  trade.  He  cannot  take  care  of 
everyone  himself  and  so  must  depend  upon  his 
sales  force  to  do  this  work  for  him.  To-day 
the  work  of  a  talking  machine  salesman  has  so 
far  advanced  from  what  was  required  ten  years 
ago  that  there  is  little  in  common  between  the 
two.    Now  a  salesman  must  not  only  know  all 


m  What  the  Dealer  Needs  || 

U  Is  Sales  Ammunition  | 

|  That  Will  Meet  and  j 

I  Overcome  the  Present  jj 

1  Attitude  of  the  Public  | 


about  his  product,  but  he  must  know  furniture 
styles,  finishes,  interior  decorating  effects,  and 
the  like.  He  must  be  able  to  talk  music,  opera 
as  well  as  popular.  He  must  know  about  the 
artists,  their  personal  traits  and  other  inter- 
esting information.  If  he  can  do  all,  these 
things  he  is  the  salesman  who  will  make  and 
keep  patrons  for  any  dealer. 


Illllllllllllllilllllllllllllllllllllllffl 
The  saying  that  "a  salesman  must  be  more 
than  a  salesman"  is  certainly  true  in  the  music 
industry,  where  a  dealer  is  selling  really  a  means 
to  an  end.  He  is  selling  the  enjoyment  which 
his  product  will  bring  to  the  home  and  family 
of  the  buyer.  Consequently  he  must  know  the 
needs  of  the  buyer,  and  in  studying  them  he  will 
know  what  particular  design  of  machine  or  what 
type  of  records  will  appeal.  This  is  why  the 
dealer  should  take  pains  to  train  his  salesmen 
before  he  can  expect  them  to  render  real  service. 

Preparing  for  Spring  business  seems  to  con- 
sist in  doing  only  a  few  things:  seeing  that  the 
stock  of  machines  and  records  is  adequate  to 
take  care  of  the  demands  the  dealer  expects  to 
create;  making  the  store  facilities  equal  to  the 
work  they  are  intended  for,  and.  last  of  all,  hav- 
ing the  sales  force  trained  in  their  task.  Sim- 
ple enough  to  say  and  some  will  no  doubt  say 
that  it  is  likewise  simple  to  do.  That  may  be, 
but  sometimes  it  is  the  simple  thing  that  is  left 
undone  simply  because  the  feeling  that  it  can  be 
done  any  time  prevents  prompt  action.  To  get 
a  store  or  a  business  in  good  running  shape  re- 
quires intelligent  thought  coupled  with  intelli- 
gent action.  Each  is  powerless  without  the 
other. 

The  dealer  may  see  that  certain  things  are 
needed  in  his  store  if  he  is  to  cope  with  in- 
creased trade.  He  should  see  that  a  new  record 
rack  or  a  new  booth  is  installed  at  once.  He 
should  order  now  if  his  stock  is  not  up  to  stand- 
ard. In  other  words,  he  must  lay  in  his  am- 
munition for  his  campaign.  By  doing  so  he 
prepares  for  success  and  if  he  carries  his  plans 
through  he  will  achieve  it. 


A  NEW  MICHIGAN  CORPORATION 


Lind  &  Marks  Music  Co.,  Detroit,  Chartered 
for  Purpose  of  Distributing  Vocalions 


Detroit,  Mich.,  March  8. — The  Lind  &  Marks 
Music  Co.  has  been  incorporated  here  for  the 
purpose  of  jobbing  and  distributing  the  Vocal- 
ion  instruments  and  Vocalion  Red  records  in 
Michigan,  Northern  Ohio  and  Northern  Indiana. 

The  incorporators  are  Louis  M.  Marks,  M. 
Marks  and  S.  E.  Lind.  Mr.  Lind  will  act  as 
president  of  the  corporation.  Mr.  Lind  is  an 
outstanding  figure  in  the  phonograph  field  in 
Michigan  as  he  has  been  for  nineteen  consecu- 


tive years  associated  with  the  Columbia  com- 
pany, for  the  past  several  years  as  branch 
manager. 

The  Messrs.  Marks,  father  and  son,  have  been 
traveling  the  State  of  Michigan  for  a  number 
of  years  selling  phonographs  and  records.  There 
is  not  a  phonograph  dealer  in  the  State  of  Michi- 
gan who  does  not  know  all  three  of  these  people. 


INCORPORATED  IN  BOSTON 


The  Hager-Mann  Mfg.  Co.,  Boston,  has  been 
granted  a  Massachusetts  charter  to  manufacture 
talking  machines.  The  capital-  of  the  company 
is  stated  to  be  $500,000. 


ECLIPSE 


WHOLESALE 

THAT'S  ALL 

In  order  that  we  may  more  properly 
serve  the  Victor  trade  we  have  decided 
to  discontinue,  permanently  and  entirely, 
our  retail  activities,  and  have  therefore 
sold  that  branch  of  our  business. 

The  undivided  efforts  of  this  entire 
organization  are  now  at  your  command, 
Mr.  Victor  Dealer,  not  only  to  supply  you 
with  Victor  merchandise,  but  to  provide 
you,  as  well,  with  sales  helps  and  service 
that  will  assure  you  a  bigger  and  better 
Victor  business. 


THE  ECLIPSE  MUSICAL  CO. 

Wholesale  Only  Cleveland,  Ohio 


12 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


Sell  a  Modern  Phonograph 


j 


w 


HICH  is  the  easier  to  sell 
-a  phonograph  with  all 
the  up-to-date  refinements  and 
improvements  that  make  a  mod- 
ern phonograph,  or  an  old-style 
instrument  without  them? 

Before  you  ask  the  public  to  pay 
good  money  for  a  phonograph, 
be  sure  that  the  instrument  you 
offer  has  all  the  modern  features. 


COLUMBIA 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


13 


There  Is  Only  One— Columbia 


THE  Columbia  Grafonola  not 
only  has  all  the  big  and  little 
refinements  and  improvements  that 
make  a  modern  phonograph,  but 
there  is  no  other  modern  phono- 
graph, because  most  of  these 
modern  features  are  exclusive 
Columbia  advantages. 

The  Columbia  Grafonola  has 
the  exclusive  Columbia  Non  Set 
Automatic  Stop,  which  noiselessly 
switches  off  the  motor  at  exactly 
the  right  moment  when  the  end  of 
each  record  is  reached.  Operates 
on  any  record,  long  or  short. 

All  other  stops  have  to  be  set 
by  hand  for  every  record,  but  no 
such  preparation  is  necessary  with 
this  exclusive  Columbia  device. 
There's  nothing  to  move  or  set  or 
measure.  Just  start  the  Grafonola, 
and  it  plays  and  stops  itself. 


The  Columbia  Grafonola  has  the 
exclusive  Columbia  Adjustable 
Tone  Leaves,  by  means  of  which 
its  music  can  be  made  either  loud 
or  soft,  as  the  selection  requires, 
without  sacrificing  tone  quality  or 
any  of  the  beauty  of  the  record. 

An  additional  exclusive  feature 
of  the  Columbia  Grafonola  is  its 
Straight  Tone  Arm,  which  allows 
the  sound  waves  to  develop  fully 
and  naturally.  This,  with  its  Scien- 
tifically Correct  Acoustic  Design, 
insures  a  tone  of  exquisite  clear- 
ness and  purity. 

Finally,  the  Streamline  Cabinets 
of  all  Columbia  Grafonolas  are  ex- 
clusive models,  each  one  made  in 
strict  accord  with  modern  artistic 
furniture  design.  Every  Columbia 
Grafonola  is  an  instrument  beauti- 
ful to  see,  easy  to  operate,  and 
exquisite  to  hear. 


Sales  Department 

COLUMBIA  GRAPHOPHONE  COMPANY 

NEW  YORK 


GRAFONOLA 


14 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


H.  A.  BRENNAN  WITH  WURLITZER  CO. 


Appointed  Manager  of  Victor  Department  of 
the  New  Wurlitzer  Headquarters  on  Forty- 
second  Street,  in  New  York  City 


Herbert  A.  Brennan,  member  of  the  traveling 
department  of  the  Victor  Talking  Machine  Co 
for  the  past  three  years,  has  resigned  that  posi- 
tion to  manage  the  Victor  department  of  the 


ing  which  time  he  has  become  recognized  as 
one  of  the  foremost  of  the  younger  generation 
possessing  executive  ability.  The  Wurlitzer  Co. 
is  to  be  congratulated  on  securing  the  services 
of  a  man  so  well  fitted  for  this  position. 

Victor  dealers  in  Brooklyn  and  Long  Island 
express  great  regret  in  seeing  him  depart 
from  this  field  which  has  shown  such  a  vast 
improvement  during  his  regime.  His  service  to 
the  dealer  has  brought  about  a  betterment  in 
Victor  representation  and  has  established  for 
him  the  confidence  and  recognition  of  his 
superiors  at  Camden. 

The  Wurlitzer  Co.  will  be  in  its  new  sky- 
scraper, which  it  has  just  completed,  about 
April  1.  It  is  said  to  be  the  last  word  in 
musical  merchandising,  surpassing  anything 
which  has  ever  yet  been  attempted.  The  Victor 
department,  which  will  be  located  on  the  first 
floor,  is  complete  in  every  detail,  having  more 
than  forty  booths.  Several  floors  above  this 
will  be  given  to  pianos  and  musical  merchan- 
dise. One  of  the  features  of  the  establishment 
will  be  the  beautiful  auditorium,  which  will  be 
given  to  daily  concerts. 


FEATURE  COLUMBIA  ARTIST 


Harry  Fox  Featured  in  Window  Display  Made 
by  Hartman  Furniture  Co.  Store 


The  Dealer  Service  department  of  the  Colum- 
bia Graphophone  Co.  received  •  recently  an  in- 
teresting photograph  from  the  Hartman  Furni- 


TRAVELING  FOR  V1CS0NIA  CO. 

Frank  Rudolph  Now  Handling  Vicsonia  Repro- 
ducer on  the  Road — Demand  Growing 


Herbert  A.  Brennan 

Rudolph  Wurlitzer  Co.  in  its  new  quarters  on 
Forty-second  street,  New  York.  He  will  take 
up  his  new  duties  commencing  March  1  and 
will  begin  immediately  to  gather  an  organiza- 
tion and  to  handle  the  many  details  which  will 
go  to  make  this  one  of  the  largest  retail  estab- 
lishments in  the  United  States. 

Mr.  Brennan's  experience  in  the  Victor  busi- 
ness has  covered  a  period  of  seven  years,  dur- 


Frank  Rudolph,  who  is  quite  familiar  with 
the  talking  machine  trade,  is  now  traveling  for 
the  Vicsonia  Mfg.  Co.,  Inc.,  New  York,  makers 
of  the  Vicsonia  reproducer  for  playing  Edison 
records  on  Victor  and  Columbia  machines.  Mr. 
Rudolph  is  now  in  the  South  and  is  making  very 
satisfactory  reports  from  that  region.  The  de- 
mand for  the  Vicsonia,  it  is  stated,  is  continuing 
to  increase  despite  general  trade  conditions.  An 
interesting  feature  of  the  business  is  the  num- 
ber of  orders  received  from  foreign  countries. 


Display  of  Harry  Fox  Columbia  Records 

ture  Store,  one  of  the  largest  stores  in  Omaha, 
Neb.,  portraying  a  recent  window  display  used 
by  this  concern. 

Harry  Fox,  exclusive  Columbia  artist,  was 
featured  in  this  display,  which  won  the  en- 
thusiastic approval  of  passersby.  On  the  floor 
of  the  display  the  word  "Columbia"  was  formed 
through  the  use  of  Columbia  publicity  matter, 
making  an  artistic  centerpiece  for  a  very  effec- 
tive display.  Mr.  Sternburg,  manager  of  the 
Hartman  Furniture  Store's  talking  machine  de- 
partment, reports  a  healthy  Columbia  trade  that 
is  steadily  growing. 


The  joy  of  a  kind  act  is  from  the  same  source 
as  that  of  anything  well  done — it  is  all  in  the 
doing  and  not  in  the  gratitude  of  those  for 
whom  it  is  done. 


LOUISVILLE  STORE  REMODELED 

The  L'Harmonie  Co.,  Victor  dealer  of  Louis- - 
ville,  Ky.,  recently  remodeled  its  store  and  in- 
creased its  roster  of  booths  from  five  to  nine. 
A  very  handsome  reception  room  has  also  been 
arranged  in  front  of  the  store.  Manager 
Calveard  is  quite  pleased  with  the  change  which 
he  believes  will  add  considerably  to  the  attrac- 
tiveness of  the  store  as  a  rendezvous  for  buyers. 


Products  are  not  things  of  steel  and  wood — ■ 
they  are  the  expression  of  dreams,  experiments, 
skill,  brains,  organization  and  toil. 


STATEMENT  OKelL  Records  have 


proven 


themselves ! 


QUESTION -Has  your  service  been  as  good  as  the  record? 
SUGGESTION  -  Try  KENNEDY-GREEN  service  in  connection  with 

QK^w  Records 

DEAN  NEEDLES,  etc. 

ANOTHER  SUGGESTION  -  Write 

KENNEDY-GREEN  COMPANY 

1865  Prospect  Avenue  Cleveland,  Ohio 

AND  SEE  WHA  T  HAPPENS 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


15 


minium 


iiiiiiiiiiiiiiiiiin 


How  a  Local  Trade  Organization  Can  Work 
to  Discourage  the  "Dead  Beat"  - 


By  D.  G.  Baird  % 


Mrs.  Henry  Jones  has  selected  a  cabinet  talk- 
ing machine  which  she  wishes  to  purchase  from 
the  Modern  Phonograph  Shop,  paying  there- 
for $37.50  down  and  the  remainder  of  the  pur- 
chase price  in  weekly  sums  of  $5  each. 

The  salesman  who  has  waited  on  Mrs.  Jones 
prepares  an  application  for  credit,  asking  the 
usual  questions  about  her  address,  husband's 
employment,  property,  references,  and  whether 
she  has  ever  carried  an  account  at  another  store 
in  the  city.  Mrs.  Jones  answers  the  latter  ques- 
tion in  the  negative.  She  has  never  liked  to  run 
an  account,  she  says,  but  happens  to  be  a  lit- 
tle short  of  money  just  at  present  and  has  de- 
cided to  take  advantage  of  the  shop's  dignified 
credit  plan  and  have  music  in  her  home  at 
once  instead  of  waiting  a  few  weeks  until  she 
has  all  the  money  on  hand  at  one  time. 

The  application  blank  is  filled  out  and  she 
affixes  her  signature,  thereby  giving  her  written 
word  that  the  above  information  is  true.  She 
makes  her  deposit  of  $37.50. 

Then  the  salesman  asks  Mrs.  Jones  to  excuse 
him  for  a  moment  while  he  has  her  bill  pre- 
pared and  attends  to  some  other  little  formali- 
ties. He  is  gone  two  or  three  minutes.  He  re- 
turns and  enters  into  casual  conversation  with 
his  customer  for  a  few  minutes  more. 

"How  long  did  you  say  you  have  lived  at  your 
present  address?"  he  asks  presently.  Mrs.  Jones 
replies  that  she  has  resided  at  her  present  ad- 
dress for  some  six  years. 

"H'm!  Let's  see,"  pursues  the  salesman.  "How 
long  did  you  live  at  234  Poplar  street?" 

"I?"  exclaims  Mrs.  Jones  in  a  surprised  tone. 
"Why,  I  have  never  lived  on  Poplar  street?" 

"I  see.  Must  have  been  some  other  Jones. 
There  used  to  be  some  Joneses  living  at  234 
Toplar  street.  They  moved1  from  there  last 
January. 

"Did  you  ever  buy  anything  from  the  Melo- 
dious Shop,  Mrs.  Jones?" 

"No,  I  don't  believe  I  know  anything  about 
the  Melodious  Shop.    Is  it  located  in  the  city?" 

"Oh  yes.  Right  over  on  Main  street.  Seems 
rather  odd,  but  a  Mrs.  Henry  Jones  bought  a 
period  Melodious  from  them  last  Christmas. 
This  Mrs.  Henry  Jones  lived  at  ■  234  Poplar 
street  at  the  time,  but  removed  from  that  ad- 
dress on  January  1  without  leaving  a  forward- 
ing address." 


lllllllllilllllllllllllllllllllllllllllllllllllllM 

The  salesman  steps  to  the  door  and  admits 
another  gentleman,  whom  he  introduces  as  "Mr. 
Brown,  of  the  Melodious  Shop."  Mr.  Brown 
produces  a  paper  which  he  and  the  salesman 
compare  with  Mrs.  Jones'  application  for  credit 
from  the  Modern  Shop.  The  signatures  are  the 
same.  But  Mr.  Brown's  paper  is  the  contract 
of  the  Mrs.  Henry  Jones  who  formerly  resided  at 
234  Poplar  street  and  who  removed  from  that 
address  several  months  before  while  owing  the 
Melodious  Shop  nearly  $300  on  a  phonograph. 

Mrs.  Jones  may  doggedly  deny  that  she  is  the 
one  who  skipped  out  from  234  Poplar  street 
owing  the  Melodious  Shop  a  sum  of  money,  but 
the  evidence  is  all  against  her.    She  is  told  that 


m  By  a  Systematic  Inter-  jj 

m  change  of  Information  Jj 

■  the  Pathway  of  the  ■ 

jj  Swindler  Can  Be  Made 

U  Rough  and  Dangerous  |j 


there  is  but  one  thing  for  her  to  do — pay  the 
Melodious  Shop  in  full  and  let  her  deposit  ap- 
ply on  a  cash  purchase  from  the  Modern  Shop. 

There  is  no  need  for  her  to  persist  longer. 
The  Modern  Shop  has  her  $37.50,  together  with 
her  new  address,  references  and  husband's 
place  of  employment.  She  is  caught  with  the 
goods  on  and  that  is  all  there  is  to  it.  She  will 
pay  the  Melodious  Shop  and  if  she  ever  buys 
anything  in  another  talking  machine  shop  in 
that  city  she  will  pay  cash  for  it. 

How  It  Was  Done 

What  happened  was  this: 

When  the  salesman  asked  Mrs.  Jones  to  ex- 
cuse him  for  a  moment  he  stepped  into  an- 
other room  and  consulted  a  card  file.  In  thirty 
seconds  from  the  time  he  left  Mrs.  Jones  he 
was  reading  a  card  that  gave  this  information: 
Name,  Mrs.  Henry  Jones;  address,  234  Poplar 


street;  occupation,  husband,  mechanic,  Dodge's." 
This  was  the  only  information  given  on  the 
card,  and  the  pasteboard  itself  was  white. 

Another  thirty  seconds  and  the  salesman  had 
telephoned  to  Mr.  Brown,  credit  manager  of  the 
Melodious  Shop,  to  bring  over  the  contract  of 
Mrs.  Henry  Jones  of  234  Poplar  street.  He  then 
returned  and  engaged  Mrs.  Jones  in  conversa- 
tion for  the  few  minutes  it  took  Brown  to  hurry 
over  with  the  convicting  contract. 

No,  this  didn't  actually  happen.  It  isn't  be- 
ing done  among  talking  machine  dealers.  What 
actually  did  happen  was  that  the  salesman  bade 
Mrs.  Jones  a  cordial  good-day  and  delivered 
the  talking  machine  on  the  following  morning. 
Two  weeks  later  Mrs.  Jones,  having  ignored 
the  statements  that  had  been  sent  to  her,  a  col- 
lector called  at  her  home  and  learned  that  she 
had  moved  and  had  left  no  forwarding  address 
The  Modern  Shop  doesn't  know  yet  that  the 
same  person  also  skipped  out  on  the  Melodious 
Shop,  nor  do  the  other  talking  machine  dealers 
of  the  city  know  that  such  a  party  has  beaten 
several  other  dealers  and  will  very  likely  do  the 
same  for  them  in  the  near  future. 

Making  Hard  Times  for  the  Crooks 

The  above  incident  is,  however,  illu-strative  of 
a  system  that  is  catching  skips  almost  daily. 
The  dealers  in  another  line  in  a  large  city  have 
organized  a  credit  association  that  is  protecting 
them  from  untold  losses,  while  collecting  thou- 
sands of  dollars  for  them. 

The  system  adopted  by  this  association  might 
very  well  be  used  by  talking  machine  dealers 
to  splendid  advantage. 

The  system  is  this:  The  association  employs 
a  salaried  secretary  who  devotes  all  her  time 
to  the  work  of  preparing  records  of  skips,  re- 
jections and  undesirables.  Each  day  the  mem- 
bers prepare  lists  of  their  skips  or  .  of  those 
who  are  so  slow  in  paying  as  to  be  wholly 
undesirable  and  of  those  to  whom  they  have  re- 
fused credit.  The  secretary  calls  and  collects 
these  lists,  returns  to  her  office  and  prepares 
cards  for  each  member  of  the  association.  These 
cards  are  then  delivered  on  the  following  morn- 
ing, when  she  collects  the  reports  for  the  pre- 
vious day. 

Cards  are  the  usual  card-index  kind  and  are 
of  three  colors:  white,  representing  a  skip  or 
(Continued  on  page  16) 


REG.  U.S.PAXOFF 


Anything  Worth  Doing  Is  Worth 

Doing  Well 

You  are  handling  Victor  merchandise. 

We  believe  the  logical  way  to  handle  it  well  is  to  handle 
it  Exclusively. 

ORMES,  Inc. 

103  E.  125th  St.     Wholesale  Exclusively      NEW  YORK 


16 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


"O-H-I-0  (0-My!-0!),"  sung  by  Al  Jolson,  and  "I  Want 
to  Go  to  the  Land  Where  the  Sweet  Daddies  Grow," 
by  Van  and  Schenck,  will  make  people  want  to  go 
to  the  only  store  that  sells  their  records— yours. 
A-3361. 


Columbia  Graphophone  Co 

NEW  YORK 


DISCOURAGING  THE  "DEAD  BEAT" 

(Continued  from  page  15) 

one  who  is  vvholl}'  undesirable;  green,  represent- 
ing one  who  has  been  denied  credit  by  a  mem- 
ber of  the  association,  and  blue,  representing 
women  who  are  implicated  in  divorce  proceed- 
ings or  whose  husbands  have  disclaimed  respon- 
sibility for  their  debts. 

The  only  information  given  on  the  cards, 
apart  from  that  of  color,  is  the  name,  address 
and  occupation  of  the  applicant,  and  the  name, 
address  and  telephone  number  of  the  member 
who  made  the  report. 

Each  member  of  the  association  has  a  set  of 
the  cards  in  his  own  shop. "  The  number  of 
cards  is  increased  from  day  to  day,  as  the  sec- 
retary brings  around  from  half  a  dozen  to  fifteen 
or  twenty  each  morning. 

Besides  these  cards,  the  secretary  has  another 
file,  called  the  removal  file,  in  her  office,  which 
is  not  kept  by  the  individual  members.  In  this 
file  the  secretary  keeps  a  record  of  all  removals 
into,  out  of,  or  within  the  city.  The  file  is  ar- 
ranged alphabetically  by  streets  and  the  names 
filed  alphabetically  under  the  street  divisions  of 
the  file.  The  information  for  this  file  is  gathered 
fiom  a  daily  paper  published  by  the  city.  A 
city  ordinance  requires  all  van  and  moving  com- 
panies to  report  all  removals  to  the  Police  De- 
partment and  the  information  is  published, 
along  with  other  matters,  of  course,  in  this  paper. 

Cards  are  kept  for  one  year  in  the  removal 
file,  the  cards  for  the  same  months  one  year 
before  being  withdrawn  each  month.  Cards  in 
the  files  of  the  members  are  kept  perpetually. 

The  information  concerning  women  whose 
husbands  have  disclaimed  responsibility  for  their 
debts  is  obtained  from  the  personal  columns  of 
the  daily  newspapers. 

How  It  Works 

When  this  association  was  first  formed  the 
dealers  found  that  there  was  a  systematic  busi- 
ness of  robbery  being  carried  on  in  the  city. 
The  same  ones  who  were  beating  one  dealer 
were  also  beating  other  dealers  in  the  same 
way.  Then  they-  brought  out  their  old  books  and 
prepared  cards  for  the  past  five  or  six  years,  and 
they  have  been  collecting  these  old  debts  ever 
since. 

When  Mrs.  Jones  applied  for  credit  from  the 
Modern  Shop  all  the  salesman  had  to  do  was  to 
step  into  the  next  room  and  consult  his  file  to 


find  that  she  had  beaten  the  Melodious  Shop 
some  months  before.  A  telephone  was  in  the 
room  and  he  immediately  called  up  Mr.  Brown 
and  told  him  to  hurry  over  with  the  contract  of 
Mrs.  Henry  Jones,  of  234  Poplar  street,  with 
what  results  we  have  seen. 

If  Mrs.  Jones'  card  had  been  a  green  one  the 
salesman  would  have  called  up  the  shop  the 
name  of  which  was  given  on  the  card  and  have 
inquired  why  they  had  rejected  her  account.  He 
would  then  have  used  his  own  judgment  as  to 
whether  his  company  should  accept  the  ac- 
count. 

If,  again,  her  card  had  been  a  blue  one,  he 
would  have  returned  and  said  casually,  "Now, 
of  course,  we'll  have  to  have  your  husband's 
signature  on  the  contract,  Mrs.  Jones."  If  Mrs. 
Jones  knew  this  to  be  impossible  that  would 
have  settled  the  matter  and  the  company  would 
have  been  saved  a  bad  account.  If,  on  the 
other  hand,  there  had  been  a  reconciliation  of 
some  kind  and  she  could  get  her  husband  to 
sign  the  contract,  well  and  good.  Hers  might 
be  a  very  desirable  account. 

The  old  trick  of  opening  an  account  and  then 
moving  to  another  address  is  defeated  by  the 
removal  file,  for  the  simple  reason  that  the 
secretary  of  the  association  knows  the  cus- 
tomer's new  address  on  the  following  day.  When 
the  customer  fails  to  meet  her  payments  as 
agreed  and  the  collector  finds  that  she  has 
moved,  all  he  has  to  do  is  to  call  up  the  secre- 
tary's office  and  get  her  new  address. 

Many  impersonators  are  being  caught  by  this 
association  also.  Each  member  of  the  body  has 
his  investigator,  of  course,  and  he  readily  learns 
whether  or  not  the  person  of  the  name  given 
has  made  the  purchase.  In  the  case  of  imper- 
sonators, two  cards  are  made  out,  one  of  the 
impersonator  and  one  of  the  person  imperson- 
ated. The  former  is,  of  course,  turned  over  to 
the  police. 

This  association  has  succeeded  in  utterly  wip- 
ing out  the  bands  of  crooks  that  formerly  grew 
rich  preying  upon  them.  The  dishonest  ones 
can't  understand  how  it  is  done,  but  they  know 
such  an  organization  exists  and  that  they  can't 
beat  it. 

So  successful  has  the  work  of  this  association 
been  that  other  dealers  in  the  same  and  other 
cities  are  copying  it  with  splendid  results. 
Every  large  city  has  its  credit  men's  associa- 
tion, but  these  organizations  are  of  very  little 


H.  J.  SMITH  LABORATORIES 

Jewel  Manufacturer 


EXECUTIVE  OFFICES, 
FINISHING  and 
RECORDING 
LABORATORY  JEWELS 


Plant   No.  1 
833    Broad  Street 
Tel.  2896  Market 
NEWARK,  N.  J. 


SAWING 

GRINDING 

ROUGHING 

ROLLING  and 

EXPERIMENTAL 

LABORATORY 


Plant   No.  2 
}■  54%  Franklin  St. 
NEWARK,  N.  J. 


MANUFACTURER  OF 


Phonograph  Diamond  and  Sapphire  Reproducing  Points — Recording  Laboratory  Jewels 
— Rough  Diamond — Diamond  Powder — Experimental  Work.    Jewels  manufactured  for 
all  talking  machine  records.   Consulting  Specialist  on  all  experiments  relating  to  any  new 
recording  grooves.    Recording  problems  satisfactorily  worked  out. 


value  to  their  members.  They  are  too  large, 
for  one  thing.  For  another,  the  members  do 
not  have  their  files  of  undesirables.  The  cen- 
tral office  of  the  association  has  huge  files  con- 
taining the  names  of  all  customers  who  carry 
accounts  with  members  of  the  association,  but  if 
one  wishes  information  about  a  certain  per- 
son one  must  call  up  the  central  office  and  wait 
for  it.  Dealers  very  naturally  do  not  care  to 
use  the  telephone  to  make  inquiries  about  every 
person  who  applies  to  them  for  credit,  thereby 
exposing  their  business  secrets. 
How  Talking  Machine  Dealers  May  Use  System 
Talking  machine  dealers  in  large  cities  could 
use  the  same  plan  that  has  been  outlined  above. 
Those  in  smaller  cities  would  probably  not  need 
to  employ  a  salaried  secretary,  but  could  en- 
trust to  a  stenographer  in  one  of  the  shops  the 
task  of  getting  out  the  cards.  Such  expense 
as  is  incurred  would  be  borne  by  all  the 
members. 

]  t  is  not  necessary  or  desirable  that  the  mem- 
bers expose  all  their  accounts.  Only  the  cards 
of  the  bad  ones  should  be  prepared  and  filed. 
The  idea  is  simply  that  of  organization  for  mu- 
tual protection  and  assistance. 

The  success  of  the  plan  depends  wholly  upon 
co-operation  of  the  members  of  the  association 
and  in  getting  out  the  cards  promptly.  There 
is  little  use  to  organize  and  adopt  the  system 
if  the  dealers  are  going  to  be  backward  about 
letting  others  know  how  many  have  beaten  them 
or  are  beating  them,  or  if  the  secretary  is  going 
to  dally  along  and  not  get  out  the  cards 
promptly. 

The  -latter  fault  has  almost  dissipated  the 
benefits  of  the  association  in  one  organization 
that  has  copied  after  the  one  described  in  this 
article.  There  are  twenty  large  firms  in  this 
association  and  when  they  organized  they  pre- 
sented lists  of  thousands  of  old  accounts  for 
which  cards  were  to  be  prepared.  Thereafter 
they  sent  in  long  lists  daily,  with  the  result  that 
the  secretary  has  been  utterly  swamped  and  has 
been  unable  to  keep  up  with  the  current  lists, 
much  less  make  out  cards  for  the  old  accounts. 

Hardly  any  organization  of  talking  machine 
dealers  would  be  so  iarge  as  to  cause  this  diffi- 
culty, how;ever. 

Dealers  in  any  town  or  city  who  organize  such 
an  association  and  co-operate  heartily  will  be 
protected  from  untold  losses  and  will  collect 
thousand's  of  dollars  from  old,  accounts  which 
the}-  had  almost  despaired  of  ever  realiz- 
ing on. 


SOME  LATE  HOUSEHOLD  HINTS 


We  live  to  learn.  Here  is  a  person  who  is  sold 
on  the  idea  of  having  music  in  the  home.  In 
order  to  make  housework  easier  it  is  suggested 
that  by  sprinkling  the  silver  polish  on  the  turn- 
table of  the  family  talking  machine  the  family 
silverware  may  be  cleaned  with  neatness  and 
dispatch.  This  ought  to  be  good  for  the  turn- 
table! The  idea  might  be  carried  out  in  other 
household  ways,  such  as  sharpening  razor 
blades,  manicuring,  shining  shoes  and  then,  if 
there  were  any  time  to  spare — playing  records! 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


17 


Reduced  Prices 


CONVERTO 


PATENTED    DEC,  II. 1917 

Talking  Machine  Cabinets 

VICTOR  DEALERS  handling  Lundstrom  Converto  Cabinets 
will  be  interested  in  knowing  that  in  keeping  with  the  times 
we  have  recently  reduced  our  prices  on  all  Standard  Design  Con- 
verto Cabinets;  at  the  same  time  improving  the  construction  by 
adding  casters  and  ferrules  to  all  of  these  models  heretofore 
without  same. 

We  are  also  offering  wholesalers  direct  shipment  from  factory  to 
their  customers,  which  considerably  reduces  the  cost  of  handling. 
These  important  changes  will  enable  Converto  Dealers  to  continue 
to  meet  competition  of  the  low  price  cabinet  machines  by  offering 
a  GENUINE  VICTROLA  with  cabinet  type  advantages  at  a 

lower  price  than  usually 
charged  for  machines  with 
reputation  yet  to  be  established. 

THE  C.  J.  LUNDSTROM  MFG.  CO. 

LITTLE  FALLS,  N.  Y. 


Lundstrom  "Converto"  Cabinets  are  broad- 
ly covered  by  patents.  Infringements 
will  be  promptly  prosecuted. 

CONVERTO  WHOLESALE  DISTRIBUTORS 


Albany,  N.  Y  Gately-Haire  Co.,  Inc. 

Atlanta,  Ga  Elyea  Talking  Machine  Co. 

Phillips  &  Crew  Piano  Co. 
Baltimore,   Md  Cohen  &  Hughes,  Inc. 

E.  F.  Droop  &  Sons  Co. 

Birmingham,  Ala  Talking  Machine  Co. 

Boston,    Mass  Eastern  Talking  Machine  Co. 

Buffalo,  N.  Y  W.  D.  &  C  N.  Andrews 

Burlington,   Vt  American  Phonograph  Co. 

Chicago,   III  Lyon  &  Healy. 

Cincinnati,   Ohio   Rudolph  Wurlitzer  Co. 

Cleveland,  Ohio   Cleveland  Talking  Machine  Co. 

Columbus,  Ohio   The  Perry  B.  Whitsit  Co. 

Dallas,    Texas   Sanger  Bros. 

Denver,    Colo  The  Knight-Campbell  Music  Co. 

Des  Moines,  la  Mickel  Bros.  Co. 

Elmira,  N.  Y  Elmira  Arms  Co. 

El   Paso,  Tex  W.  G.  Walz  Co. 

Houston.  Texas   The  Talk.  Mach.  Co.  of  Texas 

Indianapolis,    Ind  Stewart  Talking  Machine  Co. 

Jacksonville,   Fla  Florida  Talking  Machine  Co. 

Kansas   City,    Mo  J.  W.  Jenkins'  Sons  Music  Co. 

Schmelzer  Co. 

Memphis,  Tenn  O.  K.  Houck  Piano  Co. 

Milwaukee,   Wis  :  Badger  Talking  Machine  Co. 

Mobile,  Ala  Wm.  EL,  Reynalds 

Newark,  N.  J  Collings  &  Co. 

New  Orleans,  La  Philip  Werlein,  Ltd. 

New  York  City   Emanuel  Blout 

Cabinet  &  Accessories  Co.,  Inc. 
Knickerbocker   Talking   Machine  Co. 

Omaha,    Nebr  Mickel  Bros.  Co. 

Ross  P.  Curtice  Co.. 

Peoria,   III  Putnam-Page  Co. 

Philadelphia,   Pa  C.  J.  Heppe  &  Son 

Penn  Phonograph  Co. 

H.  A.  Weymann  &  Son,  Inc. 

Pittsburgh,   Pa  Standard  Talking  Machine  Co. 

W.  F.  Frederick  Piano  Co. 
Portland,    Me  Cressey  &  Allen,  Inc. 


Richmond,  Va  

St.   Paul,   Minn.   .  . . 
San  Francisco,  Cal. 
Syracuse,   N.  Y.  ... 

Toledo,  Ohio   

Washington,   D.  C. 


...The  Corley  Co.,  Inc. 
. .  .W.  J.  Dyer  &  Bro. 
. .  .Walter  S.  Gray  Co. 
. .  .W.  D.  Andrews  Co. 
...Toledo  Talking  Machine  Co. 
...Cohen  &  Hughes,  Inc. 
E.  F.  Droop  &  Sons  Co. 


td 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


FINK  HEADS  KRANZ=SMITH  CO. 


Purchases  Interests  of  Well-known  Baltimore 
Music  House  Formerly  Controlled  by  F.  G. 
Smith,  Inc. — C.  B.  Noon  Is  Manager 


Baltimore,  Md.,  March  4. — After  eleven  years 
Joe  Fink,  at  twenty-eight  years  of  age,  has 
realized  the  dream  of  his  youth,  for  he  is  now 
president  of  the  Kranz-Smith  Co.,  in  addition  to 
being  president  of  the  Kranz-Fink  Talking  Ma- 


founded  by  the  late  G.  Fred  Kranz,  who  passed 
away  in  1916.  The  firm  handles  the  Mason  & 
Hamlin,  the  Artrio-Angelus  and  the  Bradbury 
and  Webster  lines.  It  is  quartered  in  a  very  im- 
posing home  at  Fayette  and  Charles  street  in 
a  five-story  building. 

Joe  Fink  started,  when  a  lad  of  twelve, 
working  in  a  small  talking  machine  store  in 
East  Baltimore.  After  he  had  been  in  the  busi- 
ness about  five  years  he  came  uptown  and  the 
late  Mr.  Kranz  took  him  into  his  employ  as  a 
clerk  in  the  Victrola  department.  That  was  in 
1910.    Three  years  later  he  acquired  half  interest 


iu  the  talking  machine  business  of  the  firm  and 
the  Kranz-Fink  Talking  Machine  Co.  was  or- 
ganized. The  business  went  ahead  with  a  rush 
and  this  continued  and  the  place  expanded  to 
meet  the  ever-growing  demand  of  the  trade. 
When  Mr.  Kranz  died  in  1916  Joe  acquired  from 
the  widow  the  interest  in  the  business  and  be- 
came the  sole  owner. 

The  firm  will  retain  its  name.  There  will  be 
no  changes  in  the  policy.  Mr.  Noon,  who  has 
been  managing  the  piano  end  of  the  business  for 
some  years,  will  continue  as  general  manager 
of  the  business. 


NICHOLS  &  FROST  TO  OPEN  SOON     NOTED  ARTISTS  HELP  RECORD  SALES 


Fitchburg  Brunswick  Dealers  Buy  Victor  De- 
partment of  Hardware  Concern  and  Consoli- 
date the  Two — Improvements  Planned 


Artists'  Department  of  Werlein's  Brings  Famous 
Artists  to  New  Orleans — Business  Is  Very  Ac- 
tive With  This  Institution 


Joseph  Fink 

chine  Co.,  of  this  city.  The  realization  of  this 
dream  has  just  come  with  the  announcement  of 
the  purchase  of  the  piano  company,  which  was 
controlled  by  F.  G.  Smith,  Inc.,  New  York,  with 
C.  B.  Noon  as  vice-president  and  manager  of 
the  Baltimore  store.  The  firm,  which  was  a 
$30,000  corporation,  is  now  a  $200,000  corpora- 
tion. 

The  Kranz-Smith  Piano  Co.  is  one  of  the  best- 
established  music  houses  in  the  city  and  was 


Fitchburg,  Mass.,  March  5. — A  modern  music 
store  is  being  opened  by  Nichols  &  Frost  in 
the  store  formerly  occupied  by  _B.  L.  Rich  & 
Co.,  at  365  Main  street.  The  store  will  be  con- 
nected with  the  present  Nichols  &  Frost  stores 
by  the  installation  of  a  connecting  passage  in 
the  rear  and  will  be  fully  equipped  with  every- 
thing necessary  to  make  it  a  high-class  store 
for  the  sale  and  demonstration  of  Brunswick 
and  Victor  machines  and  records,  music  rolls 
and  sheet  music. 

Nichols  &  Frost  have  had  a  very  successful 
season  with  the  Brunswick  line  and  have  out- 
grown the  present  space  on  the  third  floor. 
More  room  was  needed.  The  Victor  depart- 
ment carried  by  the  Fitchburg  Hardware  Co. 
was  bought  by  Nichols  &  Frost,  now  Fitchburg 
agents  for  that  popular  machine. 

The  Victor  machines  have  been  added  to  the 
Brunswick  department  and  the  firm  will  carry 
both  makes  in  their  new  store.  Plans  have  been 
made  by  which  the  new  quarters  will  contain 
sound-proof  record  booths  and  demonstrating 
rooms  equipped  with  all  modern  devices  to  ac- 
commodate customers. 


New  Orleans,  La.,  March  5. — Business  with  the 
talking  machine  department  of  Philip  Werlein, 
Ltd.,  is  proving  to  be  very  active,  and  the  sup- 
ply of  Victrolas  and  Victor  records  now  being 
received  and  being  sold  is  a  strong  indication 
not  only  of  present  conditions,  but  of  future 
prospects.  Harry  B.  Loeb,  manager  of  the  ar- 
tists' department  of  the  Werlein  house,  is  bring- 
ing a  number  of  famous  artists  to  the  city.  We 
recently  heard  Bonci,  Schumann-Heink, 
Tetrazzini,  and  Godowsky  and  Max  Rosen  are 
scheduled  for  March  16,  Titta  Ruffo  April  4,  and 
Jan  Kubelik  April  13.  The  appearance  of  these 
artists  in  the  city  has  greatly  stimulated  the 
demand  for  their  records. 


TO  OPEN  EXCLUSIVE  VICTOR  STORE 

Columbus,  Neb.,  March  4. — The  C.  D.  French 
Furniture  Co.,  Victor  dealer  in  this  city,  is 
closing  out  its  furniture  store  and  is  going  into 
the  exclusive  Victor  business  and  will  open  up 
an  attractively  arranged  Victor  store  just  as 
quickly  as  the  furniture  stock  can  be  closed  out 
to  advantage. 


GRANBY  SALESMEN 

Salesmen  who  know  the  Talking  Machine  business,  and 
have  a  large  acquaintance  among  better  class  dealers,  can  have 
unoccupied  territory,  to  open  and  develop,  and  profit  in  its 
future  development. 

The  unusual  Granby  Cooperation  will  be  tendered  to 
both  the  dealer  and  salesman. 

Name  your  territory,  past  performances,  and  references, 
in  first  letter,  which  will  be  held  confidential. 


GPANBY  PHONOGRAPH  CORPORATION 


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O      L,     K  -   V      I  R 

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The  Talking  Machine  World,  New  York,  March  15,  1921 


The  Brunswick  Ultona  playing 
a  Brunswick  Record 


The 

Brunswick  Method 

of 

Reproduction 


A THOROUGH  understanding  of  the  Brunswick  Method 
l  of  Reproduction  arms  the  dealer  with  one  of  the 
strongest  selling  arguments  in  the  phonograph  field.  It  is 
much  more  than  a  phrase.  It  is  a  principle,  so  tangible,  so 
definite,  so  easily  demonstrated  to  the  prospect,  that  it  is 
practically  irresistible. 

The  Brunswick  Ultona,  an  all-record  reproducer,  and 
the  Brunswick  Oval  Tone  Amplifier,  an  all-wood  tone 
chamber,  are  the  two  outstanding  features  of  this  method, 
which  are  in  every  way  exclusive  with  the  Brunswick 
Phonograph. 

From  the  moment  a  salesman  lifts  the  top  and  begins 
his  story,  he  has  at  his  command  an  all-enveloping,  com- 
prehensive, and  most  powerful  selling  appeal. 


THE  BRUNSWICK-BALKE-COLLENDER  COMPANY 

General  Offices:  623-633  South  Wabash  Avenue,  Chicago 

Branch  Houses  in  Principal  Cities  of  United  States, 
Mexico  and  Canada 

New  England  Distributors: 
Kraft,  Bates  &  Spencer,  Inc.,  1265  Boylston  Street, 
Boston,  Mass. 

Canadian  Distributors: 
Musical  Merchandise  Sales  Co.,  79  Wellington  St.,  West, 
Toronto 

The  Brunswick-Balke-Collender  Company, 
la  La  Calle  De  Capuchinas  No.  25, 
Mexico  City,  Mexico 


The  Brunswick  Oval  Tone  Amplifier, 
with  grill  removed 


PHONOGRAPHS      AND     RE  C 


The  Talking  Machine  World,  New  York,  March  15,  1921 


PHONOGRAPHS     AND  R£C< 


The  Talking  Machine  World,  Nczv  York,  March  15,  1921 


PHONOGRAPHS      AND  REC 


The  Talking  Machine  World,  New  York,  March  15,  1921 


Individuality  graven 
into  them 


The 

Brunswick  Method 

of 

Interpretation 


THE  sensational  success  of  Brunswick  Records  is  one 
of  the  topics  of  the  hour  in  the  phonograph  world. 

Buyers  and  dealers  often  ask  why  Brunswick  Records 
are  so  superior,  and  what  is  done  in  Brunswick  Studios 
that  is  not  done  in  other  studios  to  make  them  so. 

While  recording  itself  requires  both  the  skill  of  the  artist 
and  the  knowledge  of  the  scientist,  there  is  no  magic  for- 
mula which  makes  superior  records:  in  the  last  analysis  it 
is  the  combination  of  the  best  men,  methods,  materials 
and  machines — and  the  taking  of  infinite  pains  in  every 
detail. 

Brunswick  Records  are  often  made  and  remade  many 
times  before  Brunswick  standards  are  entirely  satisfied. 


THE  BRUNSWICK-BALKE-COLLENDER  COMPANY 

General  Offices:  623-633  South  Wabash  Avenue,  Chicago 

Branch  Houses  in  Principal  Cities  of  United  States, 
Mexico  and  Canada 

New  England  Distributors: 
Kraft,  Bates  &  Spencer,  Inc.,  1265  Boylston  Street, 
Boston,  Mass. 

Canadian  Distributors: 
Musical  Merchandise  Sales  Co. ,  79  Wellington  St.,  West, 
Toronto 

The  Brunswick-Balke-Collender  Company, 
la  La  Calle  De  Capuchinas  No.  25, 
Mexico  City,  Mexico 


PHONOGRAPHS      AND      RE  CO 


.March  15,  1921 


THE    TALKING    MACHINE  WORLD 


19 


TRADE  CONDITIONS  IN  MALTA 

Practically  No  Demand  for  Cabinet  Machines — 
Cheaper  Grades  Most  Popular 


Washington,  D.  C,  March  7. — Practically  all  the 
talking  machines  sold  in  Malta,  we  are  informed 
by  Consul  Carl  R.  Loop  of  Valetta,  are  known 
as  American  machines,  but  they  are  imported 
from  England.  One  make  retails  for  £4  10s. 
(?21.90);  one  for  £7  (S34.06),  and  another  for 
£7  to  £24  ($34.06  to  $116.80).  A  great  many 
more  of  the  cheaper  grades  are  sold  than  of  the 
more  expensive.  So  far  there  is  no  appreciable 
demand  for  machines  in  cabinets.  The  total 
sale  per  annum  runs  from  100  to  150  machines. 

Records  retail  from  3s.  ($0.73)  to  8s,  ($1.95), 
the  most  demanded  selling  for  7s.  6d.  ($1.83).  It 
is  estimated  that  about  2,000  records  are  sold 
per  annum.  About  90  per  cent  of  these  are 
records  of  Italian  opera,  the  remaining  10  per 
cent  being  of  dance  and  lighter  music.  The 
Maltese  people  are  partial  to  Italian  operas,'  and 
the  other  records  are  purchased  almost  exclu- 
sively by  the  English  residents. 

The  Maltese  importer  is  averse  to  opening 
foreign  credits  for  the  purchase  of  goods.  Or- 
dinarily he  has  not  a  large  capital,  and  does  not 
care  to  tie  it  up  by  opening  foreign  credits.  He 
prefers  to  pay  cash  against  documents,  if  credit 
is  not  allowed.  -= 

A  list  of  dealers,  all  of  Valetta,  Malta,  who 
may  be  interested  in  handling  machines  and 
records,  may  be  obtained  from  the  Bureau  ol 
Foreign  and  Domestic  Commerce  or  its  district 
or  co-operative  offices  by  referring  to  file  No. 
XE-16002. 


EMERSON  JOBBER  ATTAINS  SUCCESS 


Emerson  Ohio  Co.  Making  Rapid  Progress- 
S.  W.  Goldsmith  Is  General  Manager 


Columbus,  O.,  March  7. — The  Emerson  Ohio  Co., 
of  this  city,  which  was  appointed  distributor 
of  Emerson  phonographs  and  records  on  the 
first  of  the  year,  has  signed  up  a  number  of 
important  accounts  in  this  territory.  The  com- 
pany occupies  the  first  floor  and  basement  of 
the  building  at  36  West  State  street,  which  it 
uses  as  an  office,  display  room  and  shipping 
room.  A  stock  of  phonographs  is  kept  at  the 
W.  Lee  Cotter  warehouses. 

S.  W.  Goldsmith,  vice-president  and  secretary 
of  the~Goldsmith  Music  Store  Co.  for  the  past 
eight  years,  is  general  manager  of  the  Emerson 
Ohio  Co.,  and  associated  with  him  is  S.  M. 
Hyneman.  James  W.  Pommer,  of  Albany,  Ind., 
-and  Charles  Usher,  of  Brooklyn,  N.  Y.,  experi- 
enced wholesale  talking  machine  salesmen,  are 
representing  the  new  company  in  this  territory. 


FINDING  ITS  POLICY  SUCCESSFUL 


Believing  that  a  hit  sells  other  records,  the 
Standard  Talking  Machine  Co.,  Pittsburgh,  has 
prepared  for  its  dealers  mailing  cards  and  stuff- 
ers  of  the  current  hits.  The  company  is  hav- 
ing much  success  with  this  plan.  The  hit 
selected  last  month  was  "Rosie." 


Your  Opportunity  to 
Buy  at  the  Right  Price 


We  manufacture  3  and  5-ply 
panel  stock  in  all  thicknesses 
and  woods.  Also  3-ply  shelf 
stock  for  Talking  Machine 
Cases. 

Ask  for  quotations  on  our  Talk- 
ing Machine  Crating  Boxes. 
They  are  built  of  solid  woods. 

THE  BRANDTS  FURN.  CO. 

CELINA,  OHIO 


To 
Dealers 

who  apply,  I  am 
ready  to  make  the 
most  interesting  and 
profitable  talking 
machine  proposition 
that  could  be  ex- 
tended. 

The  bigger  your 
field  and  facilities 
the  greater  the 
proposition  I  can 
make,  so  write  me 
fully  in  your  in- 
quiry. 

EDMUND  BRANDTS, 
President 

The  Harponola  Co. 

.101  MERCELINA  PARK 

CELINA,  OHIO 


r/Te 


20  THE    TALKING    MACHINE    WORLD  March  is,  1921 


Every  Rishell  Phonograph  is  typical  of  the  house  back  of 
it — and  the  55  years  of  that  house's  consistent  record  for 
reliability.  Every  Rishell  Phonograph  is  always  in  order; 
always  ready  for  producing  that  marvelous  tone  that  is  the 
wonder  of  the  trade  and  the  despair  of  other  phonograph 
makers.  Every  Rishell  Phonograph  is  cased  in  the  perfection 
of  cabinet  work,  exquisitely  finished  by  master  craftsmen. 
Every  Rishell  Phonograph  prepares  the  way  for  another 
Rishell  sale. 

Write  today  for  particulars  of  our  liberal  jobber  contract. 

RISHELL  PHONOGRAPH  CO. 

WILLIAMSPORT,  PA. 

New  York  Distributor:  GRAND  TALKING  MACHINE  CO. 

268-270  Flatbush  Avenue  Extension,  BROOKLYN.  N.  Y. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


21 


pillllllllllllllilllll   Illlllllllllllllllllllllllllllllllllllllllllllllllllllllllll!llllllllll!llllllli 

I  The  Talking  Machine  Is  Now  Entering  the  f 
I  Realm  of  Literature  in  the  Home  : 


By  Lee  Howard  m 


Just  as  the  talking  machine  has  been  the  most 
effective  means  of  increasing  the  musical  knowl- 
edge of  the  great  mass  of  the  people  of  the 
world,  so  is  it  now  entering  the  realm  of  lit- 
erature and  is  making  it  possible  to  bring  the 
world's  best  prose,  poetry,  drama  or  fiction 
within  reach  of  the  average  man  and  woman. 
Good  music  in  the  home — good  literature  in 
the  home.  Each  seems  to  be  the  logical  sup- 
plement of  the  other.  Now  that  the  place  of 
music  has  become  established  the  talking  ma- 
chine will  establish  literature  in  the  home.  It 
will  add  to  the  effectiveness  of  the  best  library 
and  will  take  the  place  of  a  library  among  those 
who  have  not  sufficient  means  to  purchase  ex- 
pensive books. 

The  recent  recording  of  standard  passages 
from  Shakespeare's  plays  is  the  first  step  to- 
ward the  higher  goal  of  progress.  To  every- 
one has  come  the  pleasure  of  hearing  some 
talented  actor  or  some  trained  reader  render 
some  pleasing  bit  of  prose  or  poetry. 

Theatre  lovers  go  often  to  hear  their  favorite 
stage  characters  because  there  is  something 
about  their  particular  style  of  speaking  that  ap- 
peals. To  be  able  to  bring  the  very  voice  of 
this  favorite  into  the  home,  to  be  heard  when- 
ever desired,  is  truly  an  accomplishment  which 
would  appeal  to  everyone.  The  recording  of 
Shakespeare  is,  as  we  have  said,  the  first  step. 
From  this  basis  the  work  of  recording  good 
literature  can  and  should  be  extended  until  it 
embraces  a  record  library  as  varied  and  as  ex- 
cellent as  the  present-day  musical  library. 

Realizing  that  education  must  begin  with  the 
child,  the  talking  machine  industry  has  already 


:.; :  u:.;.!  i.i.iNi.iJ.i  m,;  m  i.m    iiinhi.i:,.  .i.,:,  ,i.  ,  li  ,■ ;.;  i , .   ;  i.i  !    ,  :m.  

p  f  e  i  >  records    for    children.     These  little 

records  of  nursery  rhymes  or  the  songs  of  child- 
hood have  become  very  popular  with  the  youth 
of  the  nation.  But  as  yet  their  field  has  been 
but  slightly  developed.  The  larger  records 
should  contain  standard  literature  for  the  chil- 
dren, too.  Imagine,  for  a  moment,  the  value 
of  these  records  in  the  modern  educational  sysr 
tern,  elementary  or  secondary.    After  studying 


■  Now  That  the  Place  of 

j  Music  Has  Become  ( 

m  Established  the  Talker  \ 

|  Will  Bring  Good  Lit-  | 

■  erature  to  the  Home  ■ 


iiillllllllllillllllllllllllllllllllllllll 

some  piece  of  literature  the  child  could  hear 
this  spoken  and  spoken  correctly,  every  syllable 
clear  and  distinct.  In  this  way  the  child  would 
quickly  learn  to  speak  correctly  and  also  ap- 
preciate what  is  best  in  the  literature  of  the 
world.  The  appeal  to  the  eye  and  ear  is  the 
ideal  combination. 

The  appeal  to  the  eye  alone  is  not  sufficient, 
as  educators  have  learned.  It  is  useless  to  try 
to  learn  to  speak  a  foreign  language  merely  by 


THE 
VICTO  R 
RECORD 


A  series  of 


ACHIEVEMENTS 

of  the 

VICTOR  TALKING  MACHINE  CO. 

fl  The  Victrola  No.  IV  was  really  the  first  type  of  hornless 
machine  to  appear  on  the  market  and  tended  to  eliminate  the 
unsightly  horn  models. 

fl  The  immediate  popularity  of  this  type,  and  the  enormous  sale 
of  same,  led  to  the  development  of  the  large  type  Victrolas. 

A  SUGGESTION 

fl  The  Knickerbocker  "Ready-to-Play"  Carrying  Case,  made  to 
fit  the  Victrola  IV,  and  having  compartments  for  a  record 
album,  the  needles  and  winding  crank,  now  listed  at  $20.00, 
together  with  the  Victrola  IV  listed  at  $25.00,  makes  a  $45.00 
portable  outfit — the  ideal  equipment  for  campers,  travelers,  etc. 

Write  us  for  prices  or  communicate  with  your  nearest  Victor 
Wholesaler. 

KNICKERBOCKER  TALKING  MACHINE  CO. 


Victor  Wholesalers 

138-140  West  124th  Street 


New  York 


gazing  at  the  printed  page.  The  moving  pic- 
ture theatre  offers  a  good  example  of  the  ap- 
peal to  ear  and  eye.  To  have  films  alone  with- 
out music  does  not  satisfy.  Consequently  or- 
chestras and  organs  have  come  to  be  necessary 
adjuncts  to  the  modern  motion  picture  house. 
The  appeal  to  the  ear. 

Much  as  these  educational  records  are  needed 
at  the  present  time,  their  development  waits 
upon  the  development  of  the  record-making  in- 
dustry. Larger  records  are  needed  or  else  rec- 
ords upon  which  a  great  deal  more  can  be  re- 
corded. Records  larger  than  the  present  twelve- 
inch  size  have  been  regarded  as  impracticable 
by  record  manufacturers  as  a  whole.  But  the 
twelve-inch  record  is  hardly  large  enough  to  be 
used  in  the  field  of  literature.  In  the  necessity 
of  changing  records  so  frequently  lies  the  great- 
est handicap.  Surely  here  is  a  field  for  de- 
velopment. Either  in  the  modification  of  the 
talking  machine  or  the  record  must  the  answer 
lie.  Once  this  problem  is  successfully  solved 
the  industry  will  have  made  another  step  for- 
ward. 


KEWANEE  BRUNSWICK  SHOP  MOVES 


Business  Formerly  Associated  With  Furniture 
House  Now  Becomes  Independent 


Kewanee,  III.,  March  3.— The  Brunswick  Shop, 
which  is  managed  by  Miss  Grayce  C.  Van  Cou- 
tren  and  has  been  located  in  the  building  with 
the  Ogle  Furniture  Co.,  219  West  Second  street, 
is  now  in  its  new  location  in  the  Sugar  Bowl 
Building,  at  118  North  Tremont  street,  and  be- 
comes a  separate  enterprise,  to  be  known  as  the 
Brunswick  Shop  Co. 

The  new  location  will  display  the  Brunswick 
products  to  a  much  better  advantage.  With 
a  few  changes  the  south  side  of  the  building  will 
be  fitted  up  appropriately  with  demonstration 
booths,  new  record  cases  and  decorated  in  a 
blue  and  white  color  scheme  as  a  splendid  set- 
ting for  this  music  shop. 

Brunswick  phonographs  and  records  will  be 
featured  and  a  full  line  of  Emerson  and  Gennett 
records  also  will  be  carried. 


D.  M.  SMITH  ON  LENGTHY  TRIP 


Sales  Manager  of  Rishell  Phonograph  Co.  Visit- 
ing Trade  in  West — Important  Dealer  Ac- 
counts Established  Recently 


Williamsport,  Pa.,  March  5. — Douglas  M.  Smith, 
sales  manager  of  the  Rishell  Phonograph  Co., 
of  this  city,  manufacturer  of  the  Rishell  phono- 
graph, left  recently  on  an  extended  Western 
trip,  which  will  include  a  visit  to  the  leading 
trade  centers  as  far  West  as  Kansas  City,  Mo. 
It  is  possible  that  Mr.  Smith  will  proceed  to 
the  Pacific  Coast,  as  inquiries  for  Rishell  repre- 
sentation have  been  received  from  a  number  of 
prominent  concerns  in  that  part  of  the  country. 

During  the  past  few  weeks  good-sized  orders 
have  been  received  by  the  Rishell  Phonograph 
Co.,  and  accounts  have  been  opened  in  important 
territories,  including  the  establishment  of  sev- 
eral dealers  in  active  Ohio  industrial  centers. 
The  Rishell  phonograph  is  steadily  increasing 
in  popularity,  and  the  company  has  received 
numerous  letters  of  commendation  from  its 
dealers  as  to  the  quality  of  the  product  it  is  now 
turning  out. 


INCORPORATED  IN  CINCINNATI 


The  Market  Music  Co.,  Cincinnati,  O.,  has 
been  incorporated  with  a  capital  of  $20,000.  The 
incorporators  are:  M.  B.  Fishel,  D.  B.  Stone, 
S.  H.  Miller,  R.  E.  Stein  and  B.  R.  Kohn. 


22 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


Anew 

©cnnett! 


REFLECTIONS 


As  the  face  in  the  crystal  mirror  is  true  to  the  gazer,  so  are  Qipttttrtt 
ISprurilH    faithful  to  the  original  voice  or  instrument. 

To  know  the  utmost  in  music's  reproduction  hear  (Spttnrtt  No.  4661. 
In  the  "Home  Again  Blues"  Medley  Fox-trot  Joe  Coleman's  President 
Orchestra  makes  your  toes  fairly  tingle  and  on  the  reverse  Green 
Brothers  Xylophone  Band  brings  out  with  great  vivacity  the  snappiness 
of  "Toodles,"  a  One-step. 

Bennett  J&ecorbs 

Manufactured  by 

[)THE  STARR  PIANO  COMPANY 

RICHMOND,  INDIANA 

New  York — Chicago — TjOS  Angeles — Birmingham 
Detroit — Cincinnati — Cleveland — Indianapolis 
Boston — Jacksonville — London,  Canada 


March  IS,  1921 


THE    TALKING    MACHINE  WORLD 


23 


Marion  Harris*  new  "blues"  are  "Look  for  the  Silver 
Lining,"  Irom  Sally,  and  "I'm  Gonna  Do  It  If  I  Like 
It."  This  exclusive  Columbia  song  bird's  latest  will 
line  your  pockets  with  silver— if  you  like  it.  A-3367. 


Columbia  Graphophone  Co 

NEW  YORK 


TIME  TO  HUSTLE,  SAYS  HOWARD 

Large  Part  of  Dullness  in  Talking  Machine  In- 
dustry Is  Psychological  Rather  Than  Real,  Is 
Belief  of  Granby  General  Sales  Manager 


SCHMELZER  CO.  ACTIVITIES 

Great  Gathering  of  Victor  Dealers — New 
Monthly  Records  Demonstrated — Addresses 
by  Prominent  Individuals — Third  Salesman- 
ship Class  Just  Opened — Many  Practical  Talks 


After  five  years  or  more  of  watchful  waiting 
a  photographer  was  at  last  able  to  induce  E.  C. 
Howard,  general  sales  manager  of  the  Granby 
Phonograph  Corp.,  Norfolk,  Va.,  to  enter  his 


E.  C.  Howard 

studios.  It  took  a  New  York  photographer 
to  accomplish  this  task. 

Mr.  Howard  spent  about  three  weeks  recently 
in  the  metropolis  in  the  interest  of  the  Granby 
Phonograph  Corp.,  and  in  that  period  found  time 
to  get  in  touch  with  his  many  friends  in  the 
industry.  He  is  known  as  a  human  dynamo  and 
accomplished  much  in  the  furtherance  of  Granby 
interests  in  the  short  time  he  was  in  the  city. 

Mr.  Howard  believes  that  a  good  deal  of  the 
inaction  in  the  talking  machine  business  is 
psychological  rather  than  a  fact,  and  believes 
that  "any  merchant  who  will  get  up  and  hustle 
instead  of  sitting  around  cussing  the  country" 
will  find  good  business  during  the  year.  He  is 
practicing  what  he  preaches,  and  as  a  result  the 
distribution  of  the  Granby  phonographs  is  grow- 
ing steadily. 

The  Granby  factory  at  Newport  News,  accord- 
ing to  Mr.  Howard,  is  exceedingly  busy  and  the 
outlook  for  the  balance  of  the  year  is  very  bright. 


Kansas  City,  Mo.,  March  4. — A  very  inter- 
esting gathering  of  Victor  dealers  and  their 
salespeople  within  a  radius  of  seventy-five  miles 
of  this  city  was  held  under  the  auspices  of  the 
Schmelzer  Co.,  Victor  distributor,  at  its  whole- 
sale building,  2015  Grand  avenue,  on  the  evening 
of  February  8.  This  meeting  was  primarily  for 
the  purpose  of  hearing  the  new  monthly  rec- 
ords presented  to  the  listeners  by  David  R. 
Walsh,  manager  of  the  service  educational  de- 
partment. This  program  was  interspersed  with 
addresses  pertaining  to  dealers'  service  and  helps 
by  Arthur  A.  Trostler,  secretary  of  the  Schmel- 
zer Co.,  and  T.  La  Rue  Husselton,  field  repre- 
sentative of  the  Victor  Co. 

This  was  the  first  meeting  of  this  kind  called 
by  the  Schmelzer  Co.,  and  all  present  were  quite 
delighted  with  its  success  and  unanimous  in  the 
wish  that  this  plan  of  hearing  the  records 
demonstrated  be  carried  out  each  month  here- 
after.   Those  present  were: 

Miss  Wooley  and  H.  McArthur,  Wunderlich 
Piano  Co.,  Kansas  City,  Mo.;  S.  F.  Butler,  But- 
ler &  Sons,  Kansas  City,  Kan.;  Mae  Mcjilton 
and  Sadie  Spanger,  Smith,  Barnes  &  Strohber 
Co.,  Kansas  City,  Mo.;  Mr.  Boice,  Miss  Lyon, 
Miss  Miller  and  H.  W.  Harper,  Boice  Voice 
Shop.  Kansas  City.  Mo.;  E.  P.  O'Connell.  Miss 


Tower,  Miss  Hanes  and  Mrs.  Godfrey,  Jones 
Store  Co.,  Kansas  City,  Mo.;  Miss  Emerson  and 
R.  G.  Haynes,  Von  Hershner  &  Trudell  Music 
Co,  Kansas  City,  Mo.;  W.  H.  Hader,  A.  H. 
Hader,  Higginsville,  Mo.;  Miss  Clara  Kaiser,  G. 
F.  Kaiser,  Ottawa,  Kan.;  Mrs.  L.  H.  Houston, 
J.  H.  Bell  Music  Co.,  Lawrence,  Kan.;  Mr. 
Stephens,  Stephens  Furniture  Co,  Liberty,  Mo.; 
Everett  Gibson  and  G.  F.  Wise,  Carl  Hoffman 
Music  Co,  Leavenworth,  Kan. 

The  Schmelzer  Co,  by  the  way,  just  closed 
its  second  salesmanship  class,  which  was  well 
attended,  the  dealers  in  this  territory  being  most 
appreciative  of  this  very  important  means  of  in- 
creasing their  knowledge  of  how  best  to  serve 
the  public.  Moreover,  each  dealer  returned  to 
his  field  of  Victor  endeavor  full  of  inspiration, 
with  a  knowledge  of  the  product  and  ideas  of 
better  service  to  his  customers,  all  leading  to 
increased  sales.  During  the  course  of  the  ses- 
sions addresses  were  made  by  Dr.  Edward 
Geraughty,  one  of  the  leading  physicians  in 
Kansas  City,  who  has  made  a  considerable 
study  of  music  as  related  to  economics;"  C.  J. 
Schmelzer.  treasurer;  Arthur  A.  Trostler,  sec- 
retary of  the  Schmelzer  Co.;  the  managers  of  the 
record,  advertising  and  repair  departments,  and 
by  W.  A.  Fritschy,  impresario.  These  classes 
have  been  under  the  direction  of  David  R. 
Walsh,  who  has  found  the  dealers  most  keenly 
interested.  The  third  salesmanship  class  was 
opened  late  last  month. 


Why  worry  about  the  past?  The  best  way  to 
redeem  it  is  to  forget  all  about  it. 


MONTALVO  IN  NEW  LOCATION 

M.  Montalvo,  Jr.,  talking  machine  dealer  of 
Plainfield,  N.  J,  has  moved  to  a  new  location  in 
the  Strand  Theatre  Building,  East  Front  street, 
that  city. 


The  KENT  MASTER  ADAPTER 


plays  ALL  RECORDS  at  their  best 
on  the 

EDISON  DISC  PHONOGRAPH 


Write  for  particulars  concerning  this,  the  best 
known  and  largest  seller  of  its  kind  in  the  market. 
Attractive  prices  and  terms  will  be  quoted  you. 


WE  specialize  in  attachments  for 
Edison  and  Victor  machines;  also 
soundboxes,  diamond,  sapphire  and  steel 
needles.  Drawn  brass  tone  arms  made 
to  order.  Tube  and  pipe  bends  of  all 
kinds  successfully  executed. 


F. 


C.    KENT   CO.     ::     Specialty  Manufacturers 

IRVINGTON,  N.  J. 

whose  phonograph  accessories  "win  their  way  by  their  play" 


24 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


HARRY  A  BEACH 

PRI8  *NO  MGR. 


F.  REDMOND 
ViCE-Pnes 


CHAS. 
Sec  At 


F,  WALL 

O  TREAS 


THE  MUSIC  SHOP,  INC. 

KALAMAZOO.  MICH. 

SUCCESSORS  TO  THE  FISCHER  MUSIC  SHOP 
SECOND  FLOOR  FIRST  NATIONAL  BANK  BLDG. 
TELEPHONE  566 

Kalamazoo  Headquarters  for  VICTROLAS  and  VICTOR  RECORDS 


December  31  1920 


PIANOS 

PLAYER  PIANOS 
GRANDS 
BAUER 
KIMBALL 
WHITNEY 
HINZC 

LYON  &  HEALY 
SCKAAF 


BANS 
ORCMTRA 
INSTRUMENTS 


The  Magnavos  Co., 
Oakland,  Calif. 

Dear  Sirs: 

As  a  real  sales  promoter  your  Magnavox  is 
the  test  ever;  aside  from  the  wonderful  advertising 
value,  the  actual  sales  made  have  more  than  paid  for 
the  instrument  in  this  short  time  that  we  have  owned  it. 

You  are  overlooking  a  good  bet  if  you  do  not 
sell  every  live  wire  talking  machine  shop  in  the 
country,  and  here  hoping  you  do. 

With  the  seasons  best  greetings  we  beg  to  remain 

Yours  very  truly, 
The  Music  Shop  Inc., 


Per , 


motrolas  1 
repeatograp 
All  Small 
Musical 
Merchandise 
Instrument  Cases 
and  Supplies 


Write  Your  Nearest  Distributor  for  Further 
Information  and  Details  of  Dealers'  Proposition 


J.  O.  MORRIS  CO.,  INC., 
1270  Broadway,  New  York  City. 
New  England,  New  York  and  Pennsylvania. 


MINNEAPOLIS  DRUG  COMPANY, 
Minneapolis,  Minn. 
States  of  Minnesota,  Montana,  North  and  South  Dakota. 


SONORA  DISTRIBUTING  COMPANY, 
1707  Elm  St.,  Dallas,  Texas. 
Entire  State  of  Texas,  except  northern  Panhandle. 


J.  W.  SANDS  COMPANY, 
123  East  5th  St.,  Dayton,  Ohio. 
Entire  State  of  Ohio. 


C.  L.  MARSHALL  COMPANY, 
82-84  Griswold  St.,  Detroit,  Mich. 
Lower  Peninsula  of  Michigan. 


KIEFER  STEWART  COMPANY, 
Indianapolis,  Ind. 
Entire  State  of  Indiana. 


SOUTHWESTERN  DRUG  COMPANY, 
217  So.  Market  St.,  Wichita,  Kan. 
States  of  Kansas  and  Oklahoma. 


CANADIAN  DISTRIBUTORS 
L  MONTAGNES  &  COMPANY,  Ryrie  BIdg.,  Toronto,  Canada. 


Manufactured  By 


THE  MAGNAVOX  CO. 


Oakland,  Calif. 


Pacific  Coast  Distributors  of  Sonora  Phonographs 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


25 


Victor  Dealers  of  the  Rocky  Mountain  Region 

Put  Your  Selling  Problem  Up  To  Us 


Our  expert  staff  of  Victor  merchan- 
dising specialists  are  at  your  command 
at  all  times — each  offering  you  a  real 
service  in  helping  you  to  solve  your 
retail  problems. 


Our  five  floors  devoted  exclusively  to 
Victor  goods,  and  to  the  needs  of 
Victor  dealers,  are  admirably  equipped 
to  offer  a  genuine  service. 


We  Back  the  Dealer  Who  Backs  the  Victor 


Knight-Campbell  Music  CoM  1608  Wynkoop  Street,  Denver,  Colo. 


WIRELESS  MEGAPHONE  CONCERT      RECORDS  TO  TEACH  HEALTH  RULES 


Music  on  Steamship  on  High  Seas  Heard  by 
Audience  in  College  Laboratory 


Chicago  House  Prepares  New  Series  of  Records 
for  Course  in  Body  Building 


Tossing  on  the  waves  somewhere  off  Sandy 
Hook  the  steamship  "Gloucester"  was  proceed- 
ing on  its  way,  while  below  decks  the  crew 
were  entertaining  themselves  by  playing  the 
latest  records  on  the  ship's  talking  machine. 
But  only  half  of  the  audience  was  present.  The 
other  hearers  were  waiting  in  the  laboratory  of 
Professor  A.  N.  Goldsmith  at  the  College  of 
the  City  of  New  York.  Professor  Goldsmith 
adjusted  three  needles  on  a  dial,  threw  a  switch 
and  a  motor  began  to  hum  beneath  a  large  mega- 
phone of  wood.  Immediately  the  voice  of  the 
radio  operator  on  board  the  "Gloucester"  was 
heard  telling  the  concert  was  about  to  begin. 

The  next  moment  the  sound  of  the  music  on 
board  the  ship  was  heard  as  plainly  in  the  lab- 
oratory as  though  the  instrument  were  actually 
in  the  room.  Each  note  was  loud  and  clear.  By 
means  of  a  localizer  and  an  amplifier  all  other 
air  noises  except  the  music  were  excluded.  A 
slight  movement  of  the  needles  on  the  dial  and 
the  music  faded  and  the  crackle  of  the  high- 
powered  wireless  stations  on  all  sides  took  its 
place. 


A  Chicago  health  institute  has  adopted  the 
talking  machine  record  and  put  out  a  series  of 
records  on  health.  These  records  contain  short 
talks  on  how  to  build  up  the  body  and  maintain 
physical  fitness.  Music  is  combined  with  the 
talks  in  an  effort  to  make  the  course  as  inter- 
esting as  possible  so  that  the  patient  will  con- 
tinue with  the  work  once  it  is  started.  This  sys- 
tem would  seem  to  be  a  new  application  of  the 
record  and  yet  an  entirely  logical  one,  extend- 
ing the  field  already  covered  by  the  language 
courses  and  other  educational  methods. 


EXPANSION  OF  GRANBY  BUSINESS 

Plant  at  Newport  News  Very  Busy — Distribut- 
ing Center  for  New  York  District  on  Canal 
Street — Levy  &  Co.,  of  Norfolk,  Active 


NEW  MUSIC  SHOP  IN  MEMPHIS 


Memphis,  Tenn.,  March  3. — Arrangements  have 
been  completed  for  the  opening  of  a  new  shop 
at  108  Madison  avenue,  to  be  occupied  by  a 
branch  of  Fortune's  Music  Shop,  operated  by 
the  Fortune-Ward  Drug  Co.,  just  opposite  the 
present  location. 

The  interior  will  be  thoroughly  overhauled 
and  remodeled  to  accommodate  the  new  shop,  it 
was  announced.  Saul  Bluestein  is  manager  of 
the  department.  Mr.  Bluestein  is  to  leave  to- 
morrow for  a  buying  trip  in  the  East.  It  is 
planned  to  open  the  shop  within  two  weeks,  with 
a  complete  line  of  talking  machines,  records  and 
player  rolls. 


Norfolk,  Va.,  March  4. — The  Granby  Phonograph 
Corp.  reports  that  the  Granby  factory  at  New- 
port News  is  working  at  full  speed  and  that 
night  shifts  were  put  on  several  weeks  ago  to 
take  care  of  the  increased  product  requirements. 
Commodious  warehouses  have  recently  been 
secured  at  365  to  367  Canal  street,  New  York, 
which  the  Granby  Phonograph  Corp.  will  use 
as  distributing  center  for  the  metropolitan  dis- 
trict. E.  C.  Howard,  director  of  sales,  is  highly 
pleased  at  the  manner  in  which  the  Granby  has 
taken  hold,  and  reports  that  fourteen  new  retail 
accounts  have  been  established  from  the  new 
New  York  distributing  center.  Philip  Levy  & 
Co.,  Granby  retailers  of  this  city,  have  advised 
the  Granby  organization  that  they  did  a  special 
holiday  business  of  500  Granby  phonographs 
from  their  Norfolk  store,  and  250  from  their 
Newport  News  establishment.  This  company 
is  also  featuring  the  Granby  line  in  its  new 
Washington,  D.  C,  store  on  Seventh  street. 
In  the  opening  week  125  instruments  were  sold. 


We  are  introducing  a  reproducer  which  is  different 
from  anything  on  the  market.  In  principle  it  is  non- 
metallic,  at  the  same  time  practically  indestructible  and 
not  affected  by  moisture  or  temperature  changes. 

We  guarantee  it  as  a  quality  product. 

All  principles  of  construction  covered  by  basic  patents. 

Samples  to  the  trade  $7.00  each. 

Requests  for  Tests  and  Demonstrations  Are  Solicited 
from  Manufacturers,  Jobbers  and  Dealers. 

Steurer  Reproducer  Company,  Inc. 

158  West  21st  Street  New  York  City 


22  PURE  VOICES  OUT  OF  3,800 

Striking  Advertisement  by  Thomas  A.  Edison, 
Inc.,  Uses  Interview  With  Inventor-  as  Basis 
of  Interesting  Discussion  on  Tone  Quality 

In  a  striking  advertisement  which  will  appear 
in  national  and  farm  magazines  in  all  parts'  of 
the  country  the  Thos.  A.  Edison,  Inc.,  is  using 
an  interesting  interview  with  Thomas  A.  Edi- 
son on  the  imperfection  of  the  human  voice. 
Mr.  Edison  makes  the  statement  that  out  of 
the  3,800  singers  who  have  made  voice  trials  for 
him  he  has  found  but  twenty-two  who  could 
sing  pure  notes.  In  explanation  of  this  he 
says : 

"I  have  collected,  through  my  agents  in  Europe 
and  America,  phonographic  voice  trials  by  ap- 
proximately 3,800  singers.  Of  these  there  are 
but  twenty-two  who  sing  pure  notes,  without 
extraneous  sounds  and  the  almost  universal 
tremolo  effect.  A  singer's  trill  is  quite  a  differ- 
ent thing  from  a  tremolo. 

"A  trill  can  be  and  is  controlled  by  the  brain, 
but  a  tremolo  is  not  within  brain  control  and, 
so  far,  there  has  been  no  means  found  for  cor- 
recting it.  Most  singers  cannot  sustain  a  note 
without  breaking  it  up  into  a  series  of  chat- 
terings,  or  trerholos.  The  number  of  waves 
varies  from  two  per  second  to  as  high  as  twelve. 
When  at  the  latter  rate  the  chatter  can  just  be 
heard  and  is  not  particularly  objectionable. 
When  at  a  slower  rate  it  is  very  objectionable. 

"If  this  defect  could  be  eliminated  nothing 
would  exceed  the  beauty  of  the  human  voice, 
but  until  this  is  done  there  will  be  only  a  few 
singers  in  a  century  who  can  emit  pure  notes 
in  all  registers.  Patti,  for  example,  was  con- 
spicuous for  emitting  pure  notes,  except  in  the 
lower  part  of  her  scale,  and  she  was  always 
reluctant  to  sing  a  song  requiring  the  use  of 
her  lower  register." 

The  interview  goes  on  to  tell  Mr.  Edison's 
reason  for  the  "Realism  Test,"  which  demands 
that  the  hearer  close  his  eyes  in  order  to  give 
his  ears  full  play  in  comparing  the  living  voice 
with  the  re-creation  of  it. 

The  whole  advertisement  is  unusual  in  form 
and  content  and  is  one  that  will  without  doubt 
be  read  by  music  lovers  and  others  in  all  parts 
of  the  world.  A  portrait  of  the  famous  inventor 
occupies  a  prominent  place  at  the  beginning  of 
the  interview. 


CUBAN  IMPORTERS  ENLARGE  CAPITAL 


The  well-known  importing  house  of  Quevedo 
&  Cabarga,  of  Havana,  Cuba,  has  admitted  Jose 
Garcia  Conde  as  partner  and  the  concern  will 
hereafter  be  known  as  Quevedo,  Cabarga  &  Co. 
The  capital  of  the  company  has  been  consider- 
ably increased. 


The  1921  man  is  going  to  be  one  who  tackles 
the  most  difficult  problems  confronting  his  de- 
partment or  his  business  or  his  industry,  or  his 
community,  for  that  matter,  and  licks  them. 


26 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


CONSTRUCTIVE  FEDERAL  TAX  PROGRAM  SUGGESTED 

BY  MUSIC  INDUSTRIES  CHAMBER  OF  COMMERCE 

Adoption  of  Some  Form  of  Commodity  Sales  Tax  Urged  as  Plan  for  Raising  Necessary  Revenue 
While  Permitting  of  Abolishment  of  Excise  and  Excess  Profits  Taxes 


At  a  meeting  of  the  board  of  directors  of  the 
Music  Industries  Chamber  of  Commerce,  held 
at  the  general  offices  in  New  York  last  month, 
at  which  Ralph  L.  Freeman,  director  of  dis- 
tribution of  the  Victor  Talking  Machine  Co., 
was  present,  chief  attention  was  given  to  the 
plans  of  the  Chamber  in  connection  with  the 
Federal  tax  revision  program  and  the  tariff.  The 
legal  committee  on  Federal  tax  revision  pre- 
sented a  comprehensive  report  embodying  a 
number  of  recommendations  favoring  in  a  gen- 
eral way  some  form  of  sales  tax  and  it  was 
voted  that  the  Chamber  continue  its  present 
campaign.  The  program  as  outlined  provides 
that: 

The  Chamber  will  urge  Congress  to  abolish 
the  excess  profits  and  the  so-called  "war-time" 
excise  taxes;  to  impose  a  minimum  tax  of  $5 


upon  all  persons  twenty-one  years  of  age  or 
older  who  receive  an  independent  income;  to 
raise  the  additional  required  estimated  mini- 
mum revenue  of  $2,000,000,000  for  the  most  part 
b>  a  uniform  tax  on  all  sales  of  commodities, 
wares  and  merchandise,  not  including  capital 
assets,  to  be  paid  monthly  by  each  seller. 

The  Chamber  will  recommend  to  the  Ways 
and  Means  Committee  of  the  House  of  Repre- 
sentatives that  the  present  customs  duty  of  35 
per  cent  ad  valorem  on  musical  instruments  and 
parts*  be  increased  to  45  per  cent  ad  valorem; 
that  player-piano  actions  be  added  to  the  list 
of  parts  specifically  mentioned  in  the  Tariff 
Act;  that  music  wire  be  added  at  the  rate  of  35 
per  cent  ad  valorem,  and  that  the  present  duties 
on  raw  ivory  be  eliminated. 

The  Chamber  will  advocate  the  more  adequate 


financial  support  of  the  Bureau  of  Foreign  and 
Domestic  Commerce  and  the  Consular  Service. 

The  report  of  the  legal  committee,  the  gist  of 
which  is  given  above,  upon  being  accepted  was 
ordered  printed  so  that  copies  may  be  sent  to 
members  of  Congress,  to  the  principal  news- 
papers, business  magazines  and  trade  papers  of 
the  country  and  to  local  commercial  and  na- 
tional trade  associations.  It  was  also  decided 
to  obtain  the  approval  of  as  many  national  as- 
sociations as  possible  for  the  commodity  sales 
tax  and  have  them  give  it  active  support. 

Calculating  that  the  requirements  of  the 
Government  would  amount  to  four  billion  dol- 
lars in  revenue,  it  was  recommended  that  Con- 
gress be  urged  to  revise  the  present  Federal  tax 
system  as  follows: 

1.  That  the  excess  profits  tax  and  so-called 
"war-time"  excise  taxes  be  abolished,  and  that 
the  individual  income  surtax  rates  be  materially 
reduced. 

2.  That  all  persons  residing  in  the  United 
States  and  having  reached  the  age  of  twenty- 
one  years  be  compelled  to  report  income,  and 
that  a  minimum  tax  of  $5.00  be  imposed  upon 
all  persons  who  receive  an  independent  income. 

3.  That  the  additional  revenue  required  (esti- 
mated maximum,  $2,000,000,000)  be  raised,  for 
the  most  part,  by  a  uniform  tax  on  all  sales  of 
commodities,  wares  and  merchandise,  not  in- 
cluding capital  assets,  to  be  paid  monthly  by 
each  seller. 

In  the  preparation  of  the  report  the  com- 
mittee went  with  great  detail  into  governmental 
finances  to  provide  a  basis  for -argument,  and 
its  recommendations  included  those  to  the  effect 
that  the  excess  profits  tax  should  be  repealed, 
surtaxes  should  be  revised,  and  that  wartime 
excise  taxes  should  be  eliminated,  as  they  vio- 
late the  principles  of  justice  and  fairness  in 
taxation,  and  will  not  yield  the  expected  revenue 
because  such  taxes  will  serve  to  restrict  sales 
in  the  industries  upon  which  they  are  levied. 
Evidences  of  Discrimination 

The  report  says  specifically: 

"As  illustrative  of  how  some  of  the  commodi- 
ties now  subject  to  excise  taxes  conform  to 
these  tests,  the  products  of  ithe  music  industry 
may  be  cited.  Musical  instruments,  particularly 
pianos  and  phonographs,  which  are  the  most 
important,  are  purchased  usually  with  the  ex- 
pectation of  lasting  a  lifetime.  They  are  in  the 
nature  of  investments,  being  an  essential  part 
of  the  home,  and  usually  require  a  relatively 
large  investment  for  the  purchaser.  The  re- 
tailer almost  never  makes  a  cash  sale  and  in 
the  great  majority  of  cases  the  initial  payment 
scarcely  offsets  the  tax  which  has  been  ad- 
vanced to  the  Government  months  previously 
by  the  manufacturer.  In  normal  times  the 
transaction  is  not  completed  by  the  final  pay- 
ment for  two,  three  and  often  four  years  after 
the  initial  sale  is  made  by  the  retailer.  The 
instrument  is  not  infrequently  returned  and  has 
to  be  sold  again.  No  industry  operating  under 
such  conditions  can  flourish  with  the  extra  bur- 
den of  an  excise  tax  draining  a  large  part  of 
its  cash  resources  in  a  constant  stream.  The 
sales  and  credit  methods  of  such  an  industry 
cannot  be  changed  without  entailing  a  serious 
decrease  in  volume  of  sales  and  consequent  loss 
of  revenue  to  the  Government  and  profit  to  the 
industry.  It  is  absurd  and  indefensible  to  retain 
a  special  excise  tax  on  such  an  industry. 

"Excise  taxes  have  been  defended  at  times 
on  the  grounds  that  they  are  usually  imposed 
on  luxuries  which  can  stand  them  without  cur- 
tailment, or  whose  curtailment  does  not  deprive 
the  public  of  anything  which  is  essential  to  its 
welfare  or  which  is  even  desirable.  From  a  tax 
standpoint,  such  a  theory  is  indefensible,  for  a 
tax  which  curtails  the  taxable  source,  irrespec- 
tive of  the  desirability  of  curtailment,  defeats 
its  only  real  purpose,  namely,  that  of  obtaining 
revenue.  As  a  method  of  curtailing  alleged  lux- 
uries, it  is  sufficient  to  point  out  that  Govern- 
ment curtailment  of  industries  which  are  harm- 
ful to  neither  public  health  nor  morals,  and  indi- 
rect Government  regulation  of  the  buying  habits 
of  the  people,  is  contrary  to  the  true  Ameri- 
can conception  of  the  rights  of  the  individual 


PHONOMOTOR 

Trade  Mark  Registered  U.  S.  Pat.  Office 

THE  STANDARD  ELECTRIC  PHONOGRAPH 
DRIVE  OF  THE  WORLD 

Patented  in  U.  S.  and  Canada 

Mr.  Manufacturer, 

DO  YOU  KNOW? 

That  the  PHONOMOTOR  was  and  is,  the  first  in  the  field,  that  many  owners  testify 
to  its  wonderfully  perfect  service. 
It  is  progressive,  in  pace  with  the  electric  age. 
It  is  a  UNIVERSAL  Motor,  and  perfectly  silent. 
There  are  NO  REPAIRS  needed  for  years. 
Its  constant  speed  is  guaranteed. 

There  are  thousands  in  use  today,  many  of  them  for  nine  years. 

IT  IS  FOOL  PROOF 

We  guarantee  this  motor  to  be  as  represented  in  every  respect. 
And  DO  YOU  KNOW  that  the  PHONOMOTOR  will  add  to  your  profits? 


A  word  to  phonograph  repair  men:  You  will  find  a  profitable  business  in  replacing,  spring 
motors  with  the  electric,  the  PHONOMOTOR  is  adapted  to  any  PHONOGRAPH,  a  great 
number  of  repair  concerns  from  coast  to  coast  have  added  this  motor  to  their  line  of  accessories, 
send  for  a  sample.     On  application  prices  will  be  quoted  on  quantity  orders. 

GEORGE  CLAY  COX 

73  State  Street  Rochester,  N.  Y. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


27 


Made  in  Our 
Watch  Oil 

DEPARTMENT 

which  for  half  a  century 
has  made  80%  of  all  the 
watch,  clock  and  chronom- 
eter oil  used  in  America. 


The  Best  Oil  For  Any  Talking  Machine 

In  refining,  Nyoil  is  given  the  same  care  as  our 

famous  watch  oil  receives.    All  gums  and  impuri- 
ties are  removed,  leaving  it 

Colorless,  Odorless  and  Stainless. 
Housekeepers  say  they  would  not  be  without 
Nyoil  because  it  is  best  for  phonographs  and  sew- 
ing machines— for  polishing  furniture  and  wood- 
work and  is  odorless  and  will  not  stain.  It  is  free 
from  acid  and  will  not  gum,  chill  or  become 
rancid.  Sportsmen  find  it  best  for  guns  because  it 
prevents  rust. 

NYOIL  is  put  up  in  1-oz.,  3'i-oz.  and  8-oz.  Bottles 

and  in  Quart  and  Gallon  Cans. 
For  Sale  by  all  Talking  Machine  Supplies  Dealers 

WILLIAM  F.  NYE,  New  Bedford,  Mass.,  U.S.A. 


and  the  function  of  government.  Furthermore, 
if  such  were  not  the  case  excise  taxes  could  be 
defended  as  luxury  regulations  only  if  applied 
to  all  luxuries,  and  to  luxuries  only.  Such  is 
decidedly  not  the  case  with  the  present  excise 
taxes. 

"The  existing  excises  tax  the  motor  truck, 
but  not  the  horse-drawn  vehicle  doing  the  same 
work;  they  tax  the  fur  coat  of  the  farmer  and 
lumberman  which  he  could  scarcely  do  without, 
but  not  a  cloth  coat  which  for  many  uses  is  less 
desirable;  and  they  tax  the  piano  necessary  for 
the  child  to  obtain  its  proper  musical  education, 
or  the  band  instrument  with  which  he  may  later 
earn  his  living,  but  not  the  toy  with  which  he 
amuses  himself. 

Non-Luxuries  Subject  to  High  Excises 

"Even  though  it  were  either  just  or  possible 
to  tax  luxuries  in  a  proper  manner,  musical  in- 
struments and  many  other  commodities  now 
subject  to  high  excise  taxes  should  not  be  so 
taxed,  as  they  are  not  luxuries.  Musical  instru- 
ments are  essential  to  the  education  of  the 
child,  constitute  the  means  whereby  thousands 
of  persons  earn  their  living,  are  essential  to  re- 
ligious worship,  and  indispensable  to  many  forms 
of  public  life.  Music  is  the  most  potent,  univer- 
sal and  cheapest  factor  in  making  life  worth 
living  as  distinct  from  making  mere  existence 
possible;  and  in  these  days  of  advanced  civiliza- 
tion to  exist  merely  is  not  really  to  live.  The 
typical  piano  or  phonograph  is  not  the  expensive 
concert  grand  nor  the  phonograph  de  luxe.  On 
the  contrary,  the  great  bulk  of  these  products 
go  into  humble  homes,  where  they  become  the 
most  potent  factor  in  keeping  the  home  to- 
gether, especially  when  the  children  grow  old 
enough  to  be  allured  by  outside  attractions, 
unless  there  is  a  pleasant  home  life.  A  discrim- 
inatory tax  on  music  is  a  blow  at  the  home  and 
at  education. 

"Under  no  circumstances  should  the  discrim- 
inatory wartime  excise  taxes  be  continued 
longer." 

After  urging  that  some  system  be  adopted 
whereby  everyone  should  be  required  to  pay  an 
income  tax,  the  report  went  on  to  say  that  the 
taxes  already  discussed  will  provide  a  revenue 
amounting  to  about  $2,000,000,000, '  and  that  the 
problem  is  to  raise  a  similar  amount  by  new 
taxes.  This  problem  can  best  be  met  by  a  sales 
tax,  either  a  general  sales  or  turnover  tax, 
applying  to  the  sale  of  all  goods  and  services 
in  lieu  of  all  other  business   taxes,  the  rate 


COTTON  FLOCKS 


FOR. 


Record  Manufacturing 
THE  PECKBAM  MFG.  CO.,  SS^S&i%aS! 


usually  favored  being  one  per  cent,  or  the  com- 
modity sales  tax  applying  to  the  sale  of  all 
goods  and  merchandise,  but  not  to  capital  assets 
or  services.  The  committee  favors  the  com- 
modity sales  tax  for  the  following  definite 
reasons: 

1.  It  is  simple  to  administer  by  the  Gov- 
ernment, and  easy  to  compute  and  pay  by  the 
business  concern. 

2.  It  is  definite,  and  the  exact  amount  which 
the  tax  adds  to  the  cost  of  doing  business  is 
known  at  the  time  of  the  transaction,  which  is 
not  true  of  profits  taxes. 

3.  It  avoids  the  necessity  of  making  a  huge 
increase  in  the  corporation  income  tax  rate. 
Such  increases  would  add  materially  to  the  evil 
of  price  "loading"  as  a  means  of  insuring  against 
a  profits  tax  which  cannot  be  anticipated.  An 
increase  in  a  profits  tax  causes  much  more  than 
an  equivalent  increase  in  price  "loading."  An 
increase  in  profits  taxes  would  also  add  to  the 
enormous  difficulties  which  business  faces  under 
the  necessity  of  providing  large  sums  of  money 
as  tax  payments,  which,  even  though  they  have 
been  collected  from  customers,  are  often  tied 
up  in  the  form  of  accounts  receivable,  raw  mate- 
rials and  merchandise. 

4.  It  avoids  the  necessity  of  expanding  the 
present  discriminatory  excise  taxes,  and  in  effect 
substitutes  a  low  rate  and  just  sales  tax  on 
all  business  for  a  special  high  rate  and  dis- 
criminatory'sales  tax  which  is  levied  on  a  few 
businesses. 

The  various  arguments  presented  against  the 
proposed  commodity  sales  tax  are  also  care- 
fully analyzed  in  the  report. 

The  legal  committee  consists  of  J.  Harry 
Shale,  treasurer  of  the  A.  B.  Chase  Piano  Co., 
chairman;  E.  B.  Bartlett,  W.  W.  Kimball  Co., 
Chicago;  J.  Newcomb  Blackman,  Blackman 
Talking  Machine  Co.,  New  York;  George  L. 
Cheney,  Pratt,  Read  &  Co.,  Deep  River,  Conn.; 
Walter  Fischer,  Carl  Fischer  Co.,  New  York; 
Kirkland  H.  Gibson,  Ivers  &  Pond,  Boston; 
R.  W.  Lawrence,  New  York;  Frederick  Sunder- 


man,  Bennett  &  White,  Inc.,  Newark,  N.  J.; 
K.  L.  Willson,  Columbia  Graphophone  Co.,  New 
York;  Howard  E.  Wurlitzer,  Rudolph  Wurlitzer 
Co.,  Cincinnati,  and  Alfred  L.  Smith,  general 
manager  of  the  Music  Industries  Chamber  of 
Commerce. 

Program  Is  Getting  Support 

With  the  purpose  of  formulating  a  co-ordi- 
nated movement  for  tax  revision  which  will  be 
fair  to  all  trades  without  being  a  burden  to  the 
consumer,  the  Music  Industries  Chamber  of 
Commerce  has  sent  individual  letters  to  more 
than  150  trade  organizations  which,  like  the 
music  industry,  are  affected  by  the  discrimina- 
tory wartime  excise  taxes  still  in  force,  stating 
the  industry's  position  as  adopted  by  the 
board  of  directors  of  the  Chamber,  and  arrang- 
ing for  the  presentation  of  arguments  at 
Washington  in  such  a  form  as  not  to  result  in 
conflict  and  confusion  in  the  minds  of  the 
legislators.  With  each  letter  was  enclosed  a 
copy  in  pamphlet  form  of  the  tax  report  made 
by  the  legal  committee  of  the  Chamber  to 
the  board  of  directors,  adopted  by  the  board 
at  its  meeting  on  February  4. 

Letters  have  also  been  sent  by  the  Chamber 
to  hundreds  of  commercial  organizations  urging 
that,  as  Congress  is  looking  to  the  business 
men  of  the  country  to  make  constructive  sug- 
gestions for  tax  revision,  they  build  their 
recommendations  to  Congress  along  the  lines 
of  those  formulated  by  the  Chamber's  legal  com- 
mittee. 

Besides  taking  the  tax  matter  up  with  the 
commercial  and  trade  organizations,  the  Cham- 
ber laid  its  recommendations,  with  a  personal 
letter,  before  every  member  of  the  Ways  and 
Means  and  Finance  committees  and  sent  them 
to  all  the  other  members  of  Congress,  old  and 
new.  Responses  to  the  Chamber's  appeal  to  trade 
and  commercial  organizations  already  are  be- 
ginning to  reach  the  general  offices  in  New 
York  in  gratifying  numbers.  Almost  without 
exception  they  are  in  accord  with  the  position 
taken  by  the  music  industry. 


The  Mutual  No.  6  Reproducer 

No  screws  nor  adjustments  on  the  stylus 
suspension.  A  GREAT  ACHIEVEMENT 
finally  mastered. 

A  patented  device  of  springs  now  holds 
the  stylus  on  a  knife-edged  suspension 
which  entirely  eliminates  the  annoyances 
and  blasts  caused  by  the  loosening  of 
screws  and  various  adjustments  on  the 
reproducer  and  stylus. 

If  you  are  looking  for  a  sound  box  that 
will  stand  the  test  of  time,  our  No.  6  is 
exactly  what  you  want.  It  is  the  only 
reproducer  on  the  market  containing  this  new  invention  which 
is  the  fruit  of  many  years  of  hard,  experimental  labor  devoted 
to  the  improvements  in  the  phonograph  industry. 

Quotations  sent  upon  request. 


/TONE  ARMS  &  SOUND  BOXES 
PHONO  PARTS  MFG.  CORP. 

HERMAN  SEGAL,  Pres. 

149-151  Lafayette  St.  New  York  City 


28 


THE    TALKING    MACHINE  WORLD 


IE 

March  15,  1921 


.'■  ■  •'■  m  m  i 


'H 


^^^^  I  heei"1" 


so 


UBS* 


<  ■  ■  ■  ■ 


■  ■  ■  ■ 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


29 


m 


Various  Methods  of  Increasing  Talking  Ma- 
chine Sales  Interestingly  Described 


W.  Bliss  Stoddard  I 


IIIIIIIIIIIIIIIIIIIIIIIIIIII^ 


Greeting  Tags  Good  Publicity 

The  W.  G.  Groffman  Co.,  Berlin,  Wis.,  adopted 
a  clever  advertising  scheme  on  New  Year's  Day 
which  could  be  practiced  to  equal  advantage  at 
Easter,  these  being  the  special  days  on  which 
greetings  are  sent.  Early  on  New  Year's  morn- 
ing the  firm  sent  a  number  of  young  men 
throughout  the  residence  district  of  the  city  to 
tag  every  home  with  bright  red  cards,  on  which 
were  printed  in  green  letters  the  words  "Wish- 
ing you  a  Happy  New  Year!  W.  G.  Groffman 
Co..  1921."  There  was  no  advertising  on  the 
cards  and  the  hundreds  of  bright  tags  looked 
very  gay  and  cheerful  fluttering  in  the  wind. 
The  simple  and  appropriate  greeting  was  gen- 
erally appreciated  rather  than  otherwise  by  the 
householder — while  the  bright  colors  and  uni- 
formity of  card  made  them  easily  recognizable, 
once  one  had  been  observed  at  close  range,  as 
representing  ihe  Groffman  Co. 

What's  Your  Number? 

A  clever  plan  to  arouse  interest  of  the  citi- 
zens in  talking  machines  was  adopted  by  W. 
Howard  Sallee,  Litchfield,  111.  The  plan  is  one 
which  would,  of  course,  work  to  the  best  ad- 
vantage in  small  cities,  where  there  is  consider- 
able rivalry  among  several  towns  of  about  the 
same  size.  This  enterprising  dealer,  using  Litch- 
field as  a  hub,  sold  machines  in  all  the  adjoining 
towns.  After  conducting  an  energetic  campaign 
therein  he  reverted  to  Litchfield  business,  and  in 
order  to  attract  attention  advertised: 


LITCHFIELD!  WHAT  WILL  YOUR 
NUMBER  BE? 
Hillsboro  will  have  a  number.  Gillespie  has 
already  gotten  one.  Litchfield  will  have  one.  What 
number  will  you  have?  Gillespie's  number  is  31. 
Now,  Litchfield,  listen.  Will  your  number  be  larger 
than  Gillespie's?  Why  not?  Aren't  you  as  musical 
as  Gillespie?  I  have  just  installed  31  talking  ma- 
chines there.  How  many  are  there  in  Litchfield 
who  want  one?  Come  down  and  look  over  my  large 
stock.  Ask  to  hear  them  demonstrated — and  to  hear 
the  latest  records.  And  then  resolve  to  have  one 
for  your  own — and  to  swell  Litchfield's  number  to  a 
point  exceeding  Hillsboro  and  Gillespie. 

W.  HOWARD  SALLEE 


The  clever  way  in  which  he  appealed  to  the 
pride  of  local  patrons  induced  many  to  go  to 
see  his  machines — and  resulted  in  a  number  of 
additional  sales. 

Making  the  Window  Pay  at  Night 

A  progressive  talking  machine  merchant  of 
Utica,  N.  Y.,  has  solved  the  problem  of  how  to 
make  his  windows  pay  for  themselves  in  the 
evening  hours.  Realizing  that  a  good  display  in 
a  well-lighted  window  will  attract  attention  he 
aims  to  have  novelties  and  standard  goods 
always  on  exhibition.  Many  evening  prom- 
enaders  see  merchandise  in  the  window  that  ap^ 
peals  to  them  and  which  they  would  purchase 
if  the  store  were  open,  but  by  morning  they 
have  forgotten  all  about  it  or  it  is  not  con- 
venient for  them  to  come  down.  In  order  to 
catch  these  orders  this  firm  has  a  pad  of  printed 
forms  affixed  to  a  shelf  outside  the  door,  near 
which  is  a  pencil,  attached  by  a  little  chain.  If 
a  person  sees  anything  he  fancies  in  the  window 
all  he  has  to  do  is  to  fill  out  a  blank- form  and 
drop  it  through  a  slit  in  the  door  into  a  letter 
box  on  the  inside.  The  merchandise  is  delivered 
C.  O.  D.  the  following  morning.  The  order 
blank  reads: 

PLEASE  SEND  ME: 

Quantity   Size  

Name   '.  

Address  .,  ■  

Concerts  to  Increase  Trade 
The  Broadway,  Los  Angeles,  Cal.,  has  recent- 
ly increased  its  music  department  space  to  a 
considerable  extent.     Formerly  located  on  the 


fourth  floor,  it  is  now  on  the  eighth  floor  in  a 
specially  designed  auditorium,  where  an  exten- 
sive line  of  musical  instruments,  including  a 
large  stock  of  talking  machines,  is  carried.  There 
are  a  number  of  demonstration  booths,  and  a 
handsomely  arranged  recital  had  where  records 
will  be  played  for  the  general  public  two  hours 
daily.  An  interesting  series  of  concerts  is  being 
arranged,  under  the  direction  of  one  of  the  well- 
known  artists  of  the  city,  and  here  vocal  and 
instrumental  sele'ctions  will  be  given  by  conser- 
vatory students,  in  addition  to  numbers  on  the 
phonograph.  These  concerts  will  be  well  ad- 
vertised in  the  papers  and  by  personal  invita- 
tion. A.  H.  Snyder,  head  of  the  music  depart- 
ment, says  that  the  talking  machine  concerts 
have  already  proven  very  successful  in  stimu- 
lating the  sales  of  both  machines  and  records. 
Sidewalk  Display  Sells  Machines 
A  spectacular  method  of  introducing  a  new 
talking  machine  department  to  the  public  was 
adopted  by  Arthur  J.  Smith,  Hazleton,  Pa.,  not 
long  ago.  Mr.  Smith  believes  in  adopting  ag- 
gressive methods  and  when  he  decided  to  add 
talking  machines  to  his  stock  he  ordered  one 
hundred  as  a  starter.  For  several  days  he  took 
full-page  space  in  the  papers,  announcing  the 
coming  of  the  machines,  and  when  they  finally 
ai rived  he  had  the  entire  lot  dumped  down  in 
front  of  his  store— strewn  out  along  the  walk 
for  a  quarter  of  a  block.  He  reckoned  on  the 
crowds  going  to  the  post  office  and  to  the  State 
Hospital  on  visiting  day  to  make  a  big  audience, 
and  the  plan  worked  well.  Demonstrations  were 
given  on  each  of  the  machines  as  soon  as  it  was 
unpacked   and   this  unconventional  method  of 


doing  business  drew  crowds  all  day  long.  An- 
other method  he  took  of  introducing  the  ma- 
chines was  to  give  a  number  with  every  machine- 
sold,  with  the  announcement  that  two  of  the 
first  one  hundred  machines  sold  would  have  the 
money  refunded.  The  numbers  were  in  a  sealed 
envelope  and  were  unknown  to  the  firm 
itself.  At  the  end  of  the  month  the  lucky 
numbers  were  announced  and  the  parties  who 
produced  the  tickets  received  back  the  entire 
price  of  the  machine. 

Novel  Plan  of  Payments 

In  order  to  start  the  1921  partial-payment 
season  with  a  rush  the  C.  T.  Sherer  Co., 
Worcester,  Mass.,  offered  to  the  first  fifty  people 
who  joined  Ihe  Grafonola  Club  an  instrument 
for  an  initial  payment  of  5  cents,  and  deliv- 
ery of  the  machines  at  their  homes.  The  pay- 
ment the  second  week  is  to  be  10  cents,  the 
third  week  15  cents,  rising  5  cents  a  week  until 
a  weekly  payment  of  $2.50  is  reached,  after  which 
the  payments  decline  in  the  same  ratio. 
Worcester  is  the  hub  of  some  thirty  large  and 
small  suburban  towns  and  the  firm  does  a  large 
business  with  the  farmers  and  suburbanites. 
Each  Spring  the  Sherer  Co.  presents  all  its  cus- 
tomers with  the  Farmers'  Almanac,  as  a  token 
of  appreciation  of  their  patronage. 

Guarantee  Phonograph  Prices 

Goodwins,  Ltd.,  Montreal,  Can.,  anticipates 
customers'  fears  of  reduced  prices  by  assuring 
them  that  "We  protect  our  customers  with  the 
promise  to  refund  any  difference  if  prices  are 
lowered  prior  to  May  1,  1921."  They  also  ad- 
vise "money  cheerfully  refunded"  if  the  instru- 
ment sold  fails  to  fully  satisfy  the  customer. 


Simply  Wonderful! 


Marvelous! 


Beautiful! 


THAT'S  WHAT  USAV-YOUR  USERS  SAY 


Florida   Talking   Machine  Co.. 
Pollings   &   Company,  Newark 
Ross    P.    Curtice    Co.,  Oman 
Talking   Machine  Co.,   Birmingham,  Ala. 
Wm.    H.   Reynalds,   Mobile,  Al 


WHOLESALE  DISTRIBUTORS 
(Watch    this    list  grow) 

Jacksonville,   Fla.  Silas  E.  Pearsall  Co..  10  East  39th  SL,  New  York  City. 

Mickel  Brothers,  Des  Moines,  la. 
Sehmelzer  Co.,   Kansas   City.  Mo. 

Philip  Werlein,  Ltd.,  521  Bienville  St,  New  Orleans,  La. 
John  Elliott  Clark.  Co..   Salt  Lake  City.  Utah. 


N.  J. 
Nebr. 


Hnrtjin-Gallo-Creamer   Co.,   New   Haven,   Conn.  C.  Bruno  &  Son,  Inc.,  351  Fourth  Ave.,  New  York  City. 

Emanuel  Blout,  108th  St.  and  Broadway,  New  York  City.       Bergstrom    Music    Co..    Honolulu.  Hawaii. 

Standard   Talking   Machine   Co.,    Pittsburgh.  Pa. 

Our  business  is,  making  just  one  thing,  and  making  that  the  best. 

No  paraffin,  no  wax,  no  ammonia,  —  to  cause  you  to  worry — to  kill  the  cabinet — to 
lose  customers. 

OUR  GUARANTEE— If  U-Sav-Your  Cleanser  and  Dressing  is  not  the 
finest  you  ever  used,  the  purchase  price  will  gladly  be  refunded. 

Send  for  large  sample— 50c  delivered 

U-SAV-YOUR  MFG.  COMPANY 

33  PERKINS  AVENUE  WARREN,  MASS. 


30 


THE    TALKING    MACHINE  WORLD 


March  IS,  1921 


A  query. 

*  *  * 

OF  THE  dealer. 

*  *  * 

WHO  wants. 

*  *  * 
SERVICE. 

■6       *  * 

BUT  DOESN'T  get  it. 

*  *  * 

BEEN  WATCHING. 
EMERSON-OUT-FIRST 

*  *  * 

FOR  MONTHS  back. 

THE  EMERSON  dealer. 

*  *  * 
HAS  had. 

*  ♦  ♦ 

THE  LATEST  hits. 

*  *  * 

FIRST! 

*  *  * 
AND  AHEAD  of. 

HIS  competitor. 

*  *  * 

AS  A  consequence. 

*  *  * 
HIS  SMILE  is  broad. 

*  *  * 

FOR. 

*  *  * 
HIS  CASH  register. 

*  *  * 
TINKLES   and  chirikles. 

*  *  * 

WITH  a  music. 

.*    *  * 

AS  cheering. 

*  *  * 

AND  pleasant. 

*  *  * 

AND  joyous. 

*  *  * 

TO  him. 

*  *  * 

AS  his. 

*  *  * 
EMERSON  RECORDS. 

*  *  * 

SOUND. 

*  *  * 
TO  HIS  customers. 

*  *  * 
WE  THANK  YOU. 

EMERSON- 
OUT— FIRST! 

(With    apologies    to    K.    C.  B.) 


merso% 

'Records  and 
Phonogmphs 


Emerson  records  play 
wonderfully  on  all  phono- 
graphs. But  of  course 
they  are  at  their  very  best 
on  the  Emerson  —  the 
phonograph  with  the  con- 
cealed Emerson  Music 
Master  Horn,  made  of 
rounded  solid  spruce,  of 
all  woods  the  most  reso- 
nant and  sound  amplify- 
ing. Ten  Emerson  mod- 
els in  all,  priced  from  $80 
to  $1,000. 

Play  Emerson  Records 
with  Emerson  Needles,  a 
QUALITY  product. 


A  Call  to  Red  Corpuscles 


Goodbye,  Care — farewell,  Worry! 
Here's  your  Stetson — what's  your  hurry? 
No  time,  this,  for  Grouch  and  Gloom. 
For  such  as  these  we  have  no  room. 
Only  thing  we're  thinking  'bout, 
Is  beating  competition  out. 


Doing  it?    Yes,  right  along — 
Consequence — We're  going  STRONG! 
Join  our  happy  family, 
We're  not  long  on  DIGNITY, 
But  Oh  Boy!  You'll  wear  a  grin, 
As  you  rake  the  shekels  in! 


All  Emerson  Records  Now  85c. 


10334 
10341 
10342 

10343 

10327- 

10330 

10336 

10332 

10335 

10338 

10333 

10329 

10337 

10328 

10339 


BRIGHT  EYES— Fox  Trot  Plantation  Dance  Orchestra 

Deenah — Fox  Trot   Plantation  Dance  Orchestra 

MAKE  BELIEVE— Fox  Trot  '  Selvin's  Novelty  Orchestra 

Love  in  Lilac  Time — Waltz  Selvin's  Novelty  Orchestra 

WOULD  YOU?    I'LL  SAY  YOU  WOULD— 

Fox  Trot   Joseph  Knecht's  Waldorf-Astoria  Dance  Orchestra 

Congo  Nights — Fox  Trot  Joseph  Knecht's  Waldorf-Astoria  Dance  Orchestra 

TWO  SWEET  LIPS— Fox  Trot  Damn's  Roseland  Orchestra 

My  Mammy — Fox  Trot  Lanin's  Roseland  Orchestra 

-YOU  OUGHT  A  SEE  MY  BABY— Comedy  Song  EDDIE  CANTOR 

Give  Me  a  Million  Beautiful  Girls — Character  Song  Irving  Kaufman 

HONOLULU  EYES— Waltz   Orlando's  Society  Orchestra 

I  Never  Knew — Fox  Trot  Orlando's  Society  Orchestra 

LOVE 'BIRD— Fox  Trot  ,  Green. Brothers'  Novelty  Band 

Mazie — Fox  Trot   Green  Brothers'  Novelty  Band 

"SALLY" — Medley— Fox  Trot  Merry  Melody  Men 

Lady  Georgia — Fox  Trot  Plantation  Dance  Orchestra 

I  NEVER  REALIZED— Fox  Trot  Joseph  Samuels'  Music  Masters 

Spread  Yo'  Stuff — Fox  Trot  Joseph  Samuels'  Music  Masters 

WHAT  ARE  WE  GOIN'  TO  DO?— Comedy  Song  Arthur  Fields 

Rosie — Baritone  Solo   Arthur  Fields 

IT'S  ALL  OVER  NOW— Baritone  Solo  Arthur  Fields 

Roaming — Baritone  Solo   Arthur  Fields 

BRIGHT  EYES— Tenor  Solo  rlrving  Kaufman 

My  Home  Town — Comedy  Duet  Irving  and  Jack  Kaufman 

SPOOKY-OOKY  BLUES— Fox  Trot  Green  Brothers'  Novelty  Band 

Just  Another  Kiss — Medley — Waltz  Green  Brothers'  Novelty  Band 

HOME  AGAIN  BLUES— Fox  Trot— Toddle  Plantation  Dance  Orchestra 

Palesteena — Fox  Trot   .-  Plantation  Dance  Orchestra 

OUT  WHERE  THE  WEST  BEGINS— Baritone  Solo  Royal  Dadmun 

Bedouin  Love  Song — Bass  Solo  -  Charles  Laird 


Emen 

v':w-  /  '  /  /  ;  are  a 

;  cater  ii 

i\ec 


Emerson  Records  in  German, 
Polish,  Italian  and  Jewish 
are  a  big  asset  to  the  dealer 
catering  to  these  nationalities 


ecords 


■t;mcrso«. 


EMERSON  PHONOGRAPH  CO.,  Inc. 

NEW  YORK:  206  Fifth  Avenue     -  CHICAGO:  315  South  Wabash  Avenue 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


31 


Folks  will  fox-trot  happily  to  "Remember 
Me"  by  the  Paul  Biese  Trio,  and  "Happy 
Hottentot,"  with  Frank  Crumit's  rapid  rhyth- 
mic patter.  Profits  you'll  remember  in  this 
double.  A-3359. 


Columbia  Graphophone  Co. 

NEW  YORK 


NEW  MANOPHONE  TRAVELER 


K.  D.  Frost  Now  Represents  Manophone  Corp. 
in  Michigan  and  Indiana — Well  Equipped  to 
Give  Dealers  Service  and  Co-operation 


The  Manophone  Corp.,  Adrian,  Mich.,  manu- 
facturer of  the  Manophone  phonograph,  recently 
appointed  H.  D.  Frost  a  member  of  the  whole- 
sale traveling  staff,  with  Michigan  and  Indiana 
as  his  territory.    Mr.  Frost  has  been  associated 


H.  D.  Frost 
with  the  wholesale  and  retail  divisions  of  the 
music  industry  for  more  than  fifteen  years  and 
is,  therefore,  well  equipped  to  give  maximum 
service  and  co-operation  to  Manophone  dealers 
in  his  territory. 

During  the  past  few  months  the  Manophone 
Corp.  has  received  quite  a  .number  of  applica- 
tions from  dealers  throughout  the  middle  West 
for  Manophone  agencies.  These  dealers  state 
that  business  conditions  are  improving  steadily, 
and,  without  exception,  they  emphasize  the  fact 
that  the  industrial  outlook  in  their  localities 
gives  substantial  reason  for  optimism. 


AN  ACCOMPLISHED  MUSICIAN 


Ellensburg,  Wash.,  March  4. — Ned  Douglas, 
head  of  the  sales  promotion  department  of  the 
Seattle  branch  of  the  Columbia  Graphophone 
Co.,  was  a  recent  visitor  to  this  city,  calling 
at  the  establishment  of  E.  W.  Moore,  local  Co- 
lumbia dealer.  While  in  Ellensburg,  Mr.  Doug- 
las consented  to  play  the  expensive  Wurlitzer 
organ  which  was  installed  in  Ellensburg  The- 
atre, and  the  patrons  of  this  theatre  were  given 
a  delightful  entertainment. 

Mr.  Douglas  is  a  musician  and  a  composer 
of  considerable  ability,  and  prior  to  joining  the 
Columbia  sales  staff  played  the  mammoth  organ 
in  the  Liberty  Theatre  of  Seattle. 


PLANNING  EXPERT  SALES  PROMOTION  WORK  FOR  DEALERS 

Buffalo  Talking  Machine  Co.  Engages  Ed.  J.  Curren  to  Be  Head  of  Advanced  Type  of  Service  De- 
partment— A  Move  That  Is  Calculated  to  Meet  New  Business  Conditions 


Buffalo,  N.  Y.,  March  5.— The  Buffalo  Talking 
Machine  Co.,  exclusive  Victor  wholesaler  in 
this  city,  has  recently  inaugurated  a  sales  plan 
which  might  properly  be  adopted  by  other 
Victor  wholesalers  and  a  great  many  other 
merchants,  too.  Alert  to  the  necessity  of  adapt- 
ing its  policies  to  existing  conditions,  this  com- 
pany has  employed  an  expert  for  special  "sales 
promotion"  work  for  its  dealers. 

Ed.  J.  Curren,  who  is  the  man  chosen  for 
the  job,  is  a  graduate  of  the  William  N.  Albee 
school,  and  his  work  heretofore  has  been  selling 
for  his  customers,  rather  than  to  them.  Sell- 
ing for  the  dealer — or  at  least  helping  him  sell 
— is  just  what  the  country  needs  at  this  time. 

It  is  the  plan  of  the  Buffalo  Talking  Machine 
Co.  to  visit  its  dealers,  show  them  how  to  work 
up  a  prospect  list,  supply  them  with  real  sales 
literature,  including  special  letters,  convincingly 
written,  for  prospects  to  fit  the  dealer's  in- 
dividual requirements  and  aid  the  dealer  to  find 
the  most  logical  channels  for  the  distribution 
of  the  sales  literature  available  from  the  manu- 
facturers. 

This  work  is  particularly  opportune  because 
so  many  merchants  who  have  been  able  to  sell 
all  the  merchandise  they  could  get  without 
making  an}'  sales  effort  have  gotten  out  of  the 


habit  of  really  selling  goods  and  now  are  at 
a  loss  to  know  where  to  turn  for  machine  pros- 
pects and  sales. 

Because  of  the  industrial  depression,  whole- 
salers were  able  to  divert  stock  from  the  affected 
centers  so  as  to  supply  other  dealers  more 
bountifully,  and  this,  coupled  with  the  fact  that 
the  gigantic  Victor  plant  is  now  producing  ma- 
chines and  records  greatly  in  excess  of  its  past 
performance,  insures  dealers  actually  having 
enough  merchandise  to  justify  a  sales  effort. 

Good  service  on  the  part  of  the  wholesaler 
will  always  be  a  vital  essential  to  the  industry, 
but  very  likely  the  term  "sales  promotion"  will 
be  heard  throughout  the  trade  even  more  often 
than  "service"  has  been  heretofore. 

Intensive  selling  efforts  are  now  required  be- 
cause of  the  demoralization  ensuing  from  post- 
war conditions. 

"We  earnestly  solicit  competition  in  this 
field,"  said  V.  W.  Moody,  manager  of  the  Buf- 
falo Talking  Machine  Co.,  in  discussing  the  in- 
telligent plan  of  sales  promotion  work  for 
which  this  company  is  sponsor. 


No  matter  what  your  troubles  are,  come  up 
smiling.  ]f  you  do  this  the  biggest  prize  in  the 
world  is  ready  for  you — success. 


ALBERT  CAMPflEtL  | 


In  Concert  and  Entertainment 
Personal  Appearance  of 

Eight  Popular  Victor 
Favorites  on  One  Program 

A  live  attraction  for  live  dealers  and  jobbers 

Bookings  now  for  season  1921-1922 
A  few  available  dates  for  Spring,  1921 
Sample  program  and  particulars  upon  request 

P.  W.  SIMON,  Manager 

1604  Broadway  New  York  City 


Famous  Ensembles  including 

Campbell  &  Burr  -  Sterling  Trio  -  Peerless  Quartet 


32 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


The  Jewel  Tone  Arm  and  Reproducer  S}^  inch  length 

We  have  changed  the  name  and  improved  the  product. 


EDISON 


Universal  Attachments 


VICTOR 


Every  owner  of  an  Edison 
phonograph  is  a  prospect  for 
this  attachment.  Plays  Victor 
records  with  that  superior, 
mellow  quality  of  tone  so 
characteristic  of  the  "Jewel." 

Victor  Position 

Fig.  A  shows  Jewel  Reproducer 
in  position  for  playing  Victor 
and  other  lateral  cut  records. 


Hill  and  dale  records  are  re- 
produced correctly  by  the 
"Jewel"  method.  A  demon- 
stration will  convince  you  of 
its  superior  playing  qualities. 

Edison  Position 

Fig.  B  shows  Jewel  Reproducer 
in  position  for  playing  Pathe 
and  other  hill  and  dale  records. 


w 

R 
I 

T 

E 

Today 

for 

S 
A 
M 
P 
L 
E 
S 


Victrola  owners  can  now  en- 
joy the  wonderful  creations 
of  SERGEI  RACHMANI- 
NOFF, the  celebrated  Rus- 
sian pianist,  so  artistically 
reproduced  in  Edison  records. 

Edison  Position 

Fig.  C  shows  Jewel  Reproducer 
in  position  for  playing  Edison 
and  Pathe  and  other  hill  and 
dale  records. 


Equipped  with  the  "Jewel' 
mute  and  Nomika  diaphragm, 
every  note  and  every  word  is 
reproduced  in  all  its  original 
clearness  and  beauty. 

Victor  Position 

Fig.  D  shows  Jewel  Reproducer 
in  position  for  playing  Victor 
and  other  lateral  cut  records. 


Fig.  B 


Fig.  D 


Every  piece  of  apparatus  that  leaves  our  factory  is  covered  by  the  "JEWEL"  guarantee- 
SATISF ACTION  OR  MONEY  REFUNDED.    Let's  get  acquainted  now. 


Jewel  Phonoparts  Company 


670  W.  Washington  Blvd. 


Chicago 


The  New 

JEWEL 
AUTOMATIC  STOP 

is  now  ready 


foNEARM  6  REPRODUCE 


Immediate  Deliveries  on 

Tone  Arms,  Uni- 
versal Attachments, 
Automatic  Stops 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


33 


U.  S.  DISTRICT  COURT  DISMISSES  RECORD  SUIT 

BROUGHT  BY  VICTOR  CO.  AGAINST  STARR  PIANO  CO. 

Action  Instituted  by  Victor  Talking  Machine  Co.  for  Alleged  Infringement  of  Johnson  Patents 
Covering  the  Manufacture  of  Lateral-cut  Records  Dismissed — Full  Text  of  Decision 


Judge  Hand,  in  the  United  States  District 
Court  for  the  Southern  District  of  New  York,  on 
Friday,  February  11,  dismissed  the  action 
brought  by  the  Victor  Talking  Machine  Co., 
Camden,  N.  J.,  against  the  Starr  Piano  Co., 
Richmond,  Ind.,  charging  infringement  of  cer- 
tain Johnson  patents  held  to  cover  the  manu- 
facture of  lateral-cut  records.  In  his  decision 
Judge  Hand  says  the  bill  was  dismissed  for 
"lack  of  invention  and  for  abandonment." 
The  decision  in  full  reads  as  follows: 

UNITED  STATES  DISTRICT  COURT 
Southern  District  of  New  York 
Victqr  Talking  Machine  Co. 

against 
The  Starr  Piano  Co. 

William  Houston  Kenyon  and  John  D.  Myers 

for  the  Plaintiff. 
Drury   W.    Cooper    and    P.    W.    Page    for  the 
Defendant. 

Learned  Hand,  D.  J.:  The  result  in  this  case  seems  to 
me  to  depend  altogether  upon  how  the  patent  in  suit  is 
regarded,  and  once  that  is  settled  the  whole  situation  is 
not  unmanageably  confused.  If  the  patent  .is  interpreted 
(as  the  plaintiff  wishes)  to  include  any  sort  of  direct 
lateral  cut  with  an  elliptical  section,  then  for  the  reasons  I 
shall  give  below  it  appears  to  me  void,  both  because  it 
was  anticipated  and  because  it  was  abandoned  long  before 
1907.  If  it  includes  only  the  cut  made  by  the  tool  dis- 
closed in  the  original  application,  while  it  may  be  of  small 
consequence,  I  think  that  it  may  be  valid  notwithstanding 
the  interval  after  which  it  was  granted,  and  that  it  may  not 
bi  a  departure  from  the  original  application.  If  so  in- 
terpreted, as  it  is  entirely  valueless  to  the  plaintiff,  it 
would  be  useless  to  spend  any  further  time  upon  it. 

The  general  understanding  of  the  art  in  the  years  1897 
and  1898  seems  to  me  proved  as  adequately  as  con- 
temporanous  documents  are  apt  to  prove  it,  except  in  those 
rare  cases  in  which  they  attempt  to  explain  or  to  teach  a 
part  of  the  common  stock  of  information.  That  under- 
standing appears  from  the  three  applications  about  whose 
resulting  patents  much  of  the  discussion  turned,  Clark  & 
Johnson,  624,625;  Jones,  688,739,  and  Johnson,  778,975. 
They  show  that  the  method  of  "cutting"  or  "engraving" 
(I  do  not  distinguish  them)  a  lateral  groove  direct  on  the 
wax  was  treated  as  a  commonplace  in  the  art,  in  which 
there  remained  no  room  for  invention,  except  in  the 
means  used,  or  the  character  of  the  result.  Figures  three 
and  four  of  Clark  &  Johnson's  patent  for  a  sound  box 
filed  in  the  very  beginning  of  1897  (January  ninth),  to- 
gether with  the  text  (page  1,  lines  24-28,  lines  96-100, 
page  2,  lines  26-36),  imply  that  the  machine  was  addressed 
to  an  art  at  the  time  supposed  by  the  patentees  to  be 
familiar  with  the  "cutting"  of  a  lateral  groove.  The 
patent  was  only  for  an  "improvement"  to  produce  "clearer 
records"  than  those  then  in  use,  by  a  machine  which  could 
only  operate  to  make  a  lateral  groove  and  that,  too,  by 
cutting  out  a  "shaving."  If  the  direct  lateral  cut  was 
not  known  to  the  art,  the  disclosure  was  inadequate,  for 
there  is  no  description  of  how  the  cutting  tool  is  to  work. 
That  could  be  inferred  only  from  the  figures  themselves 
and  the  statement  (page  1,  lines  32-33)  that  the'  cutting 
tool  is  to  be  "of  the  ordinary  construction." 

The  same  considerations  apply  with  even  greater  force 
to  Johnson's  two  patents  applied  for  on  July  1,  1897 
(No.  655,556,  No.  655,557),  because,  although  the  claims 
are  for  both  a  reproducing  and  a  recording  sound  box, 
there  is  no  recording  tool  shown,  unless  it  be  the  "needle 
k,"  and  there  is  no  description  whatever  of  how  the  groove 
is  to  be  cut.  Certainly  the  patent  was  intended  to  be 
complete,  and  that  was  impossible  unless  everyone  in  the 
art  would  see  at'  a  glance  that  only  a  cutting  tool  "of  the 
usual  construction"  need  be  applied.  See  especially  in  No. 
655,556  the  following  language:  "It  will  to  a  much 
greater  extent  overcome  the  resistance  to  the  stylus  caused 
by  friction  or  resistance  in  cutting  or  making  the  record  of 
the  sound-waves." 

Jones'  original  application  (Nov.  18,  1897)  described  his 
object  as  "being  to  produce  a  more  accurate  copy  of 
original  record  and  to  dispense  with  the  old  method  or 
process  of  etching."  Berliner  had  made  durable  records, 
but  they  were  imperfect;  Jones  would  make  them  durable 
and  perfect.  His  process  included  everything  from  the 
wax  blank  to  the  final  commercial  article  and  was  in  six 
parts:  (1),  the  beeswax  plate;  (2),  "an  instrument  com- 
monly employed  for  the  purpose  of  recording  sound  vibra- 
tions" which  "engraved"  "a  helical  groove  of  even  depth"; 
(3),  a  coat  of  graphite  or  the  like  upon  the  engraved 
record;  (4),  electroplating  the  coated  record;  (5),  remov- 
ing and  reinforcing  the  matrix  so  as  to  make  a  die; 
(6),  striking  out  the  commercial  records.  Now,  the  Dnly 
relevant  element  here  is  number  two,  and  that  is  not  de- 
scribed at  all  except  by  reference  to  machines  in  common 
use.  Nothing  is  said  as  to  how  that  machine  shall  be 
made  to  cut  a  groove  of  even  depth,  no  intimation  that 
he  claimed  to  have  discovered  it,  or  that  everyone  would 
not  know  how  to  do  it.  This  application  was  patently 
inadequate  unless  the  art  already  knew  that  by  turning  the 
sound  box  and  repositioning  the  tool  one  could  engrave  a 
lateral  cut.  A  little  more  than  two  years  later  (March, 
1900)  he  spoke  of  this  portion  of  his  invention  as  "the  use 


of  a  sound-recording  machine  in  a  well-known  manner"  to 
produce  "a  spiral  groove  of  practically  uniform  depth." 
Here  it  is  the  method  itself  which  is  spoken  of  as  "well 
known."  Of  course,  it  may  be  argued  that  in  those  two 
years  he  had  learned  of  Johnson's  work,  but  the  closeness 
in  meaning  of  the  earlier  and  the  later  language  leaves 
this  most  improbable.  They  were  rather  a  mere  rephrasing 
of  the  same  idea.  Jones  thought  that  this  invention  rested 
not  in  making  lateral  cuts,  but  in  using  them  as  the  basis 
of  his  electroplated  matrix,  rather  than  vertical  cuts  as  in 
the  graphophone  (page  2,  lines  36-82).  Thus  he  preserved 
the  original  record  from  filling  up  during  electroplating 
and  the  die  from  filling  during  stamping.  The  fineness  of 
the  record  would  so  be  better  preserved.  The  existence  of 
a  lateral  cut  was  a  presupposition  to  his  whole  discovery. 

In  Johnson's  sound  box  patent,  filed  February  3,  1898 
(No.  651,076),  there  is  another  instance  of  an  implied  appeal 
to  the  common  knowledge  of  the  art.  It  was  obviously  for 
a  lateral  groove  and  is  described  as  a  recording  as  well  as 
a  reproducing  machine.  We  know  that  Johnson  at  that 
time  never  meant  to  claim  his  supposed  invention  for 
direct  lateral  cut.  If  so,  how  was  the  art  to  employ  this 
sound  box  as  a  recorder  if  it  did  not  already  know  the 
process  of  direct  'lateral  cutting?  The  same  observations 
apply  to  Johnson's  patent,  filed  December  22  (No.  781,424), 
another  recorder  as  well  as  reproducer.  The  following 
language  may  be  noted  (page  1,  lines  48-51):  "The  sound- 
record  or  undulations  are  in  the  sides  of  the  groove  and 
the  stylus  is  positively  _  vibrated  thereby."  Now,  it  may 
be  asked,  was  the  disclosure  to  record  the  undulations  in 
the  side  of  the  groove?  No  method  is  described;  certainly 
the  patent  must  have  been  intended  to  be  adequate.  Clearly 
it  was  presupposed  that  given  the  mechanisms  everyone 
would  know  how  to  produce  them.  They  could  be  "cut" 
as  the  Clark  &  Johnson  patent  had  already  implied. 

In  the  tool  patent  the  same  thing  appears,  though  it 
must  be  owned  not  so  clearly.  In  the  original  application — 
and  the  same  language  remained  to  the  end  (page  1,  lines 
15-21) — he  contrasts  the  lateral  cut  machines  to  which  his 
inventions  especially,  but  not  exclusively,  applied  with  the 
vertical  cut.  The  reference  is  as  to  a  process  already  well 
known,  and  his  primary  purpose  was  merely  to  better  the 
walls  of  a  lateral  cut  (page  1,  lines  22-30).  Later,  how- 
ever, he  did  in  some  detail  disclose  the  whole  process  of 
making  a  lateral  cut,  including  the  manufacture  of  the 
wax  plate  and  its  engraving  by  the  tool.  This  was  the 
"gramophone"  to  which  he  had  already  referred.  He  re- 
fers to  it  "briefly,"  "so  that  the  cutting  operation  may  be 


understood,  but  as  the  cutting  tool  alone  is  the  subject  of 
my  present  invention,  I  have  not  deemed  it  necessary  to 
herein  illustrate,  or  further  describe,  the  construction  of 
the  machine  to  which  it  may  be  applied."  Ilis  under- 
standing of  the  existing  art,  as  shown  in  this  "brief  refer- 
ence," depends  upon  whether  he  inserted  it  only  for  iden- 
tification of  the  process,  or  as  a  disclosure  necessary  to  the 
operation  of  the  tool  claimed.  It  is  true  that  it  would 
have  been  more  consistent  with  his  other  specifications  be- 
fore and  after  to  omit  any  description  whatever  and  that 
perhaps  the  description  was  in  itself  enough  for  a  disclosure. 
Yet  I  must  judge  his  understanding  at  the  time  by  what 
he  said,  and  it  appears  that  he  did  not  think  it  a  dis- 
closure. If  so,  I  can  only  conclude  that  he  put  it  in  for 
identification  only,  and  was  addressing  an  art  which  he 
assumed  to  be  fully  advised.  The  passage,  which  was 
eventually  canceled  (June  29,  1904),  is  the  single  sugges- 
tion anywhere  in  his  applications  of  1897  and  1898,  that  he 
did  not  assume  that  the  process  of  direct  lateral  cut  was 
a  commonplace  in  the  art. 

From  all  the  evidence,  at  the  very  best — in  fact  at  much 
better  than  the  best — Johnson  is  in  this  dilemma:  either 
he  knew  the  direct  lateral  cut  to  be  old,  or,  supposing  him- 
self to  be  the  first  inventor,  he  thought  it  was  not  a 
patentable  step  in  advance.  The  second  hypothesis  is  a 
remote  possibility.  Pettit  and  he  patented  everything  con- 
ceivably new  which  he  discovered  down  to  the  very  labels 
upon  the  record.  To  suppose  that  they  could  have  refused 
to  apply  for  a  patent  upon  so  obviously  important  a  thing 
as  the  direct  cutting  of  a  lateral  groove  on  the  wax,  be- 
cause they  feared  the  invalidity  of  the  patent  when  issued, 
is  to  my  mind  inconceivable,  though  honestly  enough  now 
so  remembered  at  so  long  a  period  of  time.  Moreover, 
I  think  it  strange  that  Johnson  should  not  have  suggested 
it  in  the  Universal  case,  where  it  would  at  least  have  sup- 
plied one  link  in  the  chain. 

But  whether  or  not  Jones  and  Johnson  knew  it,  or  acted 
on  such  an  assumption,  the  fact  unquestionably  was  that 
the  art  did  contain  entirely  adequate  disclosures  of  the 
idea,  and — what  is  perhaps  more  significant — had  treated 
the  lateral  cut  as  an  alternative  open  to  anyone  who 
might  prefer  it.  Bell  &  Tainter,  341,214,  make  it  entirely 
clear  that  their  tool  "cut"  Or  "cut  out"  the  groove  (page 
1,  lines  59-69,  page  3,  lines  72-76,  page  4,  line  25,  page  6, 
lines  70-79),  and  that  its  walls  should  be  sloping  (page  1, 
lines  76-83,  page  7,  lines  56-61)  (claim  23).  The  shape 
of  their  tool,  figures  five  and  six,  though  of  metal,  necessi- 
tated a  true  cut  and  not  a  "snow-plow"  action,  and  its 
"clearance"  was  sufficient,  even  for  a  lateral  cut,  had  they 
wished  to  use  it  for  that  purpose.  They  had  used  it  in  fact 
for  lateral  cuts  in  their  experiments  in  1881,  and  have  so 
sworn  in  1896  in  a  suit  in  New  Jersey,  and  though  they 
discarded  it,  probably  because  their  cuts  were  too  wide, 
it   is  not  improbable  that  the  art  had  generally  come  to 

{Continued  on  page  34) 


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34 


THE    TALKING    MACHINE  WORLD 


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DECISION  IN  VICTOR=STARR  SUIT 

{Continued  from  page  33) 

know  that  it  could  be,  and  had  been,  so  used.  Moreover, 
as  we  now  know,  their  tool  and  practice  were  fitted  to  pro- 
duce as  good  records  as  Johnson's  1898  tool. 

In  1SS7  Berliner  disclosed  his  etched  lateral  groove 
record,  and  in  1888  Adams  Randall,  in  perhaps  a  some- 
what impractical  way,  suggested,  if  he  did  not  disclose,  a 
direct  lateral  cut  record.  The  disclosure  has  been  held 
insufficient  of  itself  to  constitute  an  anticipation  of  Jones, 
American  Graphophone  Co.  vs.  Leeds  &  Catlin,  170  Fed. 
R.  327,  and  will  not  anticipate  here  either,  but  it  is  none 
the  less  a  relevant  step  of  the  art. 

In  1S88  Edison,  in  his  first  British  patent  (Gouraud, 
12,503,  1888),  disclosed  in  figures  eleven  and  twelve  a 
mechanism  necessarily  operating  laterally  and  these  he  ade- 
quately described.  The  plaintiff  argues  that  it  is  not  shown 
to  be  a  "cutting"  machine,  and  it  is  true  that  that  does 
not'  expressly  appear.  Yet  it  does  appear  that  the  record 
was  to  be  made  directly  on  the  blank,  and  if  it  was  not 
a  cut  it  was  at  least  a  "displacement."  Nothing  remained 
in  any  event  but  to  do  the  same  thing  with  a  genuine 
cutting  tool.  Moreover,  in  the  later  part  of  this  very 
patent  a  genuine  cutting  tool  is  disclosed  applied  to  a 
vertical  cut  and  the  later  part  is  spoken  of  (page  9,  lines 
7-9)  as  "the  second  part  of  this  invention."  I  must  own 
that  it  seems  to  me  a  hair's-breadth  distinction  to  suppose 
that   the  alternative   shown    in    figures   eleven   and  twelve 


was  not  supposed  to  have  the  same  kind  of  equipment  as 
was  shown  in  the  rest  of  the  patent. 

However  that  may  be,  in  1891  he  filed  a  second  British 
patent  (Gouraud,  15,201,  1891),  which  lays  at  rest  any 
possible  doubt.  In  this  he  shows,  figure  twenty,  a 
mechanism  which  is  adequately  described  (page  11,  lines 
22-40),  to  give  a  better  record  than  "in  the  usual  way," 
i.  e.,  hill  and  dale.  There  can  be  no  doubt  that  this  was  a 
groove  directly  "cut  out"  upon  a  wax  blank  not  only  be- 
cause that  appears  throughout,  but  also  and  specifically 
because  "a  jewel  cutting  tool"  is  recommended  (page  10, 
lines  31-55),  which  is  spoken  of  as  having  a  "cutting  point 
or  edge,"  made  with  "a  curved  sharp  edge  for  cutting  the 
surface  of  the  blank."  Whether  ever  used  commercially  or 
not,  the  whole  invention  was  here  described  beyond  any 
question,  and  if  all  else  is  disregarded  it  leaves  nothing, 
so  far  as  I  can  see,  for  the  basic  claims. 

At  about  the  same  time  Bruening,  4.62,687,  threw  out  as 
a  mere  optional  embodiment  (page  2,  lines  105-133)  the 
translation  of  the  sound  box  through  an  angle  of  ninety 
degrees  to  effect  a  lateral  cut,  and  this  in  what  was  cer- 
tainly a  cut  record.  As  in  itself  a  disclosure,  I  agree 
that  this  is  not  enough,  but  its  force  does  not  end  there. 
It  shows  that  Bruening  at  least  supposed  that  the  direct 
lateral  cut  was  known  and  could  be  practiced  by  anyone, 
and  it  is  strong  evidence  of  the  understanding  of  the  art 
at  the  time.  Perhaps  Bruening  had  heard  of  Bell's  and 
Tainter's  work,  or  seen  Edison's  disclosure,  but  in  some 
way  he  clearly  assumed  that  both  kinds  of  cut  were 
already  in  the  public  domain. 


Thus  we  know  that  Jones  and  Johnson  were  correct  in  • 
their  tacit  assumptions  in  1897  and  1898,  that  the  question 
was  not  of  making  a  direct  lateral  cut  which  would  repro- 
duce, but  of  improving  it  so  that  it  might  displace  the 
imperfect  embodiments  up  to  that  time.  That  it  had  not 
been  satisfactory  Berliner's  etched  method  does  indeed 
show  well  enough,  but  the  experiments  made  in  this  case 
also  show  that  the  earlier  disclosures  were  tolerable  as 
they  stood,  and  as  good  as  what  Johnson  had  contributed 
up  to  1898.  Such  inventions  as  are  to  be  attributed  to 
him  must  lie  in  the  work  which  he  did  thereafter.  Indeed, 
from  Royal's  testimony  I  conclude  that  the  whole  disclosure 
in  1899  proved  of  little  value.  It  was  only  when  Turner 
arrived  later  with  changes  that  the  market  began  to  yield 
to  Johnson's  devices.  Concededly  shop  practice  counts 
largely  in  the  result,  and  it  would  ignore  all  the  evidence 
to  attribute  the  plaintiff's  eventual  success  to  what  was 
shown  in  the  application  of  August  16,  1898.  My  own 
belief  is  that  it  was  substantially  valueless,  but  whether  or 
not  that  be  correct,  certainly  it  was  at  some  time  later 
that  Johnson  finally  got  a  machine  which  could  occupy 
the  field.  It  would  be  an  entire  perversion  of  the  past  to 
attribute  to  anything  he  did  in  1897  or  1898  the  sources  of 
his  later  success.  To  succeed  he  must  show  that  he  was 
the  first  to  embody  any  form  of  direct  lateral  cut,  and  to 
that  it  may  be  answered  without  doubt  that  not  only  was 
he  not,  but  that  for  nine  years  thereafter  neither  he  nor 
anyone  else  supposed  that  he  was. 

Against  this  is  urged  the  decision  of  the  Circuit  Court 
of  Appeals  in  American  Graphophone  Co.  v.  Universal  Co., 
151  Fed.  R.  595.  That  arose  over  Jones'  patent,  and  the 
argument  is  that  the  only  invention  as  there  found  lay  in 
the  substitution  of  a  lateral,  for  a  vertical,  cut.  The  sig- 
nificance of  the  decision  is  lost,  however,  if  it  be  forgotten 
that  the  lateral  cut  was  but  a  step  in.  Jones'  process,  which 
consisted  of  making  the  eventual  discs  or  tablets  (Claims 
1  and  2).  It  was  this  which  had  never  been  done  before, 
and  there  is,  as  I  have  said,  no  reason  to  suppose  that 
Jones  had  any  idea  that  besides  the  combination  as  a 
whole  any  single  element  was  patentable.  Nor  is  there  suf- 
ficient evidence  that  the  Circuit  Court  of  Appeals  thought 
so,  either.  Thus,  in  the  reference  to  the  Edison  patents 
(p.  597),  they  were  thinking  of  "the  electrotype  deposit" 
referred  to  in  Edison's  British  patent  (1644,1878)  (page 
7,  lines  34-39),  as  appears  by  their  quotation  from  Judge 
Hazel's  opinion  (145  Fed.  R.  636,  640).  Furthermore,  in 
considering  Young's  patent,  the  best  reference,  they  ad- 
verted to  the  fact,  as  in  the  case  of  Edison,  that  matter 
of  course  that  you  could  electroplate  discs,  as  you  could 
cylinders.  Finally,  they  noticed  that  Jones  had  observed 
the  advantages  of  discs  struck  from  a  lateral  cut  matrix 
over  vertical  cuts,  an  advantage  which,  so  far  as  appears,  he 
was  the  first  to  seize  and  make  use  of.  There  is,  therefore, 
no  ground  for  saying  that  they  held  the  lateral  cut,  • 
simpliciter,  as  invention,  or  that  they  sustained  Jones' 
patent  except  by  virtue  of  the  combination  which  he 
claimed. 

Concededly  nobody  had  ever  thought  of  such  a  possi- 
bility at  any  time,  but  Pettit,  after  the  decision  on  Jones' 
patent,  at  once  jumped  to  the  conclusion  that  its  effect 
was  as  broad  as  the  plaintiff  now  insists,  ^and  that  view 
he  succeeded  in  getting  two  examiners-in-chief  to  accept, 
over  the  dissent  of  the  other  and  the  ruling  of  the.  pri- 
mary examiner,  Mr.  Newton,  himself  later  a  Patent  Com- 
missioner. Ignoring  for  the  moment  the  interval  of  time, 
and  any  departure  or  abandonment,  it  appears  to  me  that 
Johnson  and  Pettit  were  right  in  1897  and  1898  in  sup- 
posing that  Johnson  was  not  the  first  to  make  a  direct 
lateral  cut,  and  that  the  only  inventions  open  lay  in  its 
perfection,  either  by  the  tool  which  cut  it  or  by  the  di- 
mensions of  the  grooves,  or  by  other  details  of  the  process 
through  which  the  early  and  rude  embodiments  of  the 
basic  idea  might  be  refined.  For  this  reason  I  think  the 
claims  invalid  for  lack  of  invention. 

If  this  be  true,  it  is  strictly  speaking  unnecessary  to 
consider  the  other  defenses,  but  that  of  abandonment  is  so 
interwoven  with  invalidity  that  I  think  it  ought  to  be 
decided.  The  facts  are  simple  and  need  only  be  recapitu- 
lated. On  January  9,  1897,  Johnson  with  Clark  filed  the 
sound  box  application  which  issued  in  1899.  On  August  16, 
1898,  Johnson  filed  the  tool  application  out  of  which  the 
application  in  suit  was  later  divided.  During  1897  and 
1898  he  filed  four  other  applications  ancillary  to  lateral 
cut  machines.  In  1896  he  spoke  to  Pettit  about  patenting 
the  direct  lateral  cut  and  was  told  that  it  would  not  sup- 
port a  patent.  He  does  not  remember  Pettit's  reasons 
except  that  they  covered  the  broad  features  now  in  ques- 
tion. This  advice  he  accepted  and'  filed  both  the  sound  box 
and  tool  applications  and  the  four  others  above  mentioned. 
Moreover,  he  and  Pettit  both  remained  of  this  opinion  until 
1907  after  the  decision  in  American  Gramophone  Co.  v. 
Universal  Co.,  supra,  which  Pettit  construed  as  showing 
that  he  had  been  mistaken. 

Taking  these  facts  and  no  more,  was  there  an  aban- 
donment? For  argument's  sake,  I  shall  assume  that  the 
only  reason  for  failing  to  include  the  broad  features  was 
the  mistaken  advice  of  counsel  and  further  I  assume  that 
they  would  have  constituted  a  valid  invention.  I  agree, 
moreover,  that  when  an  inventor  files  a  specification,  and 
neither  claims  nor  disclaims  any  part  of  the  disclosure,  he 
does  not  dedicate  or  abandon  what  he  fails  at  first  to 
claim,  Battin  v.  Taggert,  17  How.  74,  83.  Yet  the  act  of 
filing  the  specifications  may  be  an  overt  act  of  abandonment 
of  what  is  not  claimed,  if  other  evidence  shows  it  to  have 
been  so  intended.  Abandonment  is  quite  another  thing 
from  forfeiture  because  of  prior  use,  Consolidated  Co.  v. 
Wright,  94  U.  S.  92.  It  arises  whenever  an  inventor 
by  some  overt  act  or  inaction  shows  an  intention  to  aban- 
don his  invention,  Kendall  v.  Winsor,  21  How.  322; 
Planing  Co.  v.  Keith,  101  U.  S.  479;  Rifle,  etc.,  Co.  v. 
Whitney  Arms  Co.,   118  U.  S.   22;   Comptograph  Co.  v. 


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A  Permanent 
Soon  Pays 

Every  one  who  passes  within 
blocks  of  your  store  is  a  pro- 
spective customer.  But  the 
store  that  is  lost  in  darkness 
loses  many  a  sale. 

A  Federal  Electric  sign  gives  a 
timely  suggestion  to  the  prospective 
customer  that  here  is  a  store  ready 
to  take  care  of  his  needs.  And  a 
timely  suggestion  brings  many  a 
sale. 

But  it  pays  to  invest  in  a  sign 
that  will  be  a  permanent  fixture. 

This   glittering   Federal  Electric 


Fixture  That 
for  Itself — 

Sign  is  made  of  porcelain  enameled 
steel,  will  not  rust,  decay  or  fade — 
never  needs  refinishing.  An  occa- 
sional washing  keeps  it  sparkling- 
like  new. 

Costs  but  a  few  cents  a  day  for 
electricity — no  other  expense.  It  is 
strongly  legible  both  day  and  night 
from  a  distance  in  either  direction 
— attracts  business  like  a  magnet — 
pays  for  itself  many  times  over.  It 
produces  results. 

Mail  coupon  today  for  free  sketch 
showing  how  your  sign  will  look, 
also  full  information  and  price — no 
obligation. 


Tear  Off  and  Mail  Coupon  Now 


FEDERAL  ELECTRIC  COMPANY 
Representing  Federal  Sign  System  (Electric),  8700  South  State  Street,  Chicago,  111. 

Please    send    me    full    information,    price    and    free    sketch   of  a  Porcelain-enameled  Steel  Sign  for  my  business.     Explain  your 

12-months-to-pay  Plan. 


Name   City   

Street  and  No  Business  .... 

Store  Frontage  No.  of  Floors. 


.  State . 


TMW-3 


The  Talking  Machine  World,  New  York,  March  15,  1921 


I 


i 


50001 
12in.< 
$1.50 


JOHN  McCORMACK 

The  World-Famous  Irish  Tenor,  the  Greatest  Tenor  on  the  Concert  Stage. 
(Recorded  in  London  for  the  International  Talking  Machine  Company) 


I  HEAR  YOU  CALLING  ME  (Marshall) 


50005 

12  in.-j  CELESTE  AIDA  (From  "Aida")  (Verdi) 
$1.50 1 


John  McCormack  with  Orchestra 
John  McCormack  with  Orchestra 


| 


1 
| 

1 


1 


5001 
12  in. 
$1.75 

5002 
12  in. 
$1.75 

6004 
lOkJ 
$1.25 

6005 
10  in. 
$1.25 


HENRY  HADLEY 

Associate  Conductor  of  the  New  York  Philharmonic  Orchestra 

fDANCE  OF  THE  HOURS  (From  Opera,  "La  Gioconda")  (Ponchielli) 

Henry  Hadley's  Symphony  Orchestra 
MERRY  WIVES  OF  WINDSOR  (Overture  From  Opera,  "Merry  Wives  of 

Windsor")  (Nicolai)       -  Henry  Hadley's  Symphony  Orchestra 

(XARGO  FROM  THE  NEW  WORLD  SYMPHONY  (Part  I)  (Dvorak  Op.  95) 

Henry  Hadley's  Symphony  Orchestra 
LARGO  FROM  THE  NEW  WORLD  SYMPHONY  (Part  2)  (Dvorak  Op.  95) 

Henry  Hadley's  Symphony  Orchestra 


NARCISSUS   (E.   Nevin)  - 
MINUET  (Op.  14  No.  1)  (Paderewski) 


Henry  Hadley's  Symphony 
Henry  Hadley's  Symphony 


THE  JEWELS  OF  THE  MADONNA  (Intermezzo-Introduction  to  Act  3) 

(Ermanno  Wolf-Ferrari)        -  Henry  Hadley's  Symphony 

MALAGUENA  (From  Opera,  "Boabdil")   (M.  Moszkowski) 

Henry  Hadley's  Symphony 

MARINA  CAMPANARI 

Another  great  singer  for  OKeh,  Mme.  Campanari  is  a  Coloratura  Soprano 


Orchestra 
Orchestra 

Orchestra 
Orchestra 


6006 
10in.-i 
$1.25 

5003 
12  inA 
$1.75 


ROMEO  ET  JULIETTE  (Waltz  Song)  (Ah!  Je  Veux  Vivre)  (Ch.  Gounod) 

Soprano  with   Orchestra       _______  Marina  Campanari 

VOCE  DI  PRIMAVERA  (Spring  Voices)  (Johann  Strauss)  Soprano  with  Orchestra 

Marina  Campanari 

XARO  NOME  (Dear  Name)  (From  Opera,  "Rigoletto,"  Act  Two)  (Verdi) 

Soprano  with   Orchestra       -------  Marina  Campanari 

CAVATINA  (From  Opera,  "Don  Pasquale")  (Donizetti) 

Soprano  with   Orchestra       -  -  Marina  Campanari 


ecords 


i 

i 


i 


1 
l 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 


25  West  45th  Street 


New  York  City,  N.  Y. 


m 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


35 


DECISION  IN  V1CT0R=STARR  SUIT 

(Continwd  from  page  34) 

Universal  Co.,  146  Fed.  R.  981.  The  latest  instance  of 
sufficient  evidence  is  Macbeth-Evans  Co.  v.  General  Elec- 
tric Co.,  246  Fed.  R.  695.  No  doubt  a  specific  intent  to 
abandon  must  be  shown,  a  purpose  not  to  seek  a  patent 
upon  the  invention,  but  once  that  exists,  and  he  takes 
some  overt  step  in  execution  of  that  purpose,  then  the 
invention  is  abandoned.  Kendall  v.  Winsor,  supra,  did  not, 
I  think,  turn  on  estoppel  or  an  implied  license;  the  judge's 
charge  is  possibly  susceptible  of  that  interpretation,  but 
was  not  properly  so  intended,  nor  has  the  case  been  so 
treated.  It  was  a  case  of  straight  abandonment  and  turned 
upon  the  plaintiff's  intent,  which  would  not  have  been  so 
had  it  been  an  estoppel. 

So  viewed  I  can  see  no  escape  here  from  holding  that 
Johnson  abandoned  the  invention — if  there  was  one,  which 
I  deny.  With  its  character  fully  in  mind  he  filed  both 
applications,  and  four  more,  intending  at  the  time  not  to 
include  it  in  any.  Indeed,  in  the  passage  already  quoted 
from  the  tool  patent  he  expressly  announced  that  the  tool 
as  distinct  from  the  process  was  "alone  *  *  *  the  subject 
of  my  present  invention,"  and  this  is  an  application  which 
fully  identified  all  its  steps.  Such  language  is  quite  dif- 
ferent from  filing  a  disclosure  without  disclaimer;  it  ap- 
pears to  me  the  equivalent  of  a  disclaimer.  Whether  it  be 
or  not,  it  was  intended  to  be  an  abandonment  and  that 
intention  continued  for  nine  years.  If  the  plaintiff  is  right 
as  to  the  existence  of  any  invention  at  all,  it  has  nothing  to 
stand  on  but  that  Johnson  was  misled  by  Pettit's  advice. 

Now,  mistake  is  a  good  excuse  for  reissue  by  statute 
(R.  S.  Sec.  4916),  and  indeed  earlier  by  decision,  Grant  v. 
Raymond,  6  Pet.  243,  but  the  statute  (R.  A.  Sees.  4886, 
4920,  sub.  5)  makes  no  such  exception  in  cases  of  aban- 
donment, nor  have  the  courts.  Moreover,  the  dedication 
involved  in  the  issue  of  a  patent  is  imputed,  and  need 
not  be  conscious;  there  is  perhaps  more  ground  for  relief 
in  such  cases.  But  abandonment  must  be  deliberate  and 
unequivocal  to  be  such  at  all,  and  may  justly  be  treated  as 
irrevocable.  And  if  it  were  not,  what  equity  is  there  in  the 
case  at  bar  to  unravel  the  past?  The  mistake  was  of 
what  the  courts  would  hold,  and  therefore  only  a  wrong 
guess  on  precisely  that  question  as  to  which  they  knew 
they  were  guessing.  They  cast  and  their  cast  betrayed 
them,  but  it  was  a  deliberate  acceptance  of  the  hazard. 
Such  a  mischance  gives  no  ground  for  equitable  interven- 
tion, if  equity  had  anything  to  do  with  the  situation  at  all. 

Finally,  in  1899  Johnson  meant  to  include  within  the 
secrecy  which  the  English  contract  enjoined  this  feature 
of  the  process,  if  he  thought  it  an  invention  at  all,  which 
I  do  not  believe.  At  best  his  escape  can  be  only  through 
the  clause  excepting  from  secrecy  those  inventions  which 
might  eventually  be  patented.  But  the  difficulty  is  that  at 
that  time,  and  for  eight  years  more,  it  is  conceded  that 


he  thought  it  could  not  be  patented,  and  never  meant  to 
try  to  cover  it.  As  he  did  not,  I  fail  to  see  what  possible 
loophole  there  is  from  the  conclusion  that,  as  to  it,  he  meant 
to  rely  upon  his  power  of  secrecy.  And  if  he  meant  forever 
to  keep  it  secret,  it  was  because  he  had  abandoned  it, 
under  Macbeth-Evans  Co.  v.  General  Electric  Co.,  supra, 
and  under  Pennock  v.  Dialogue,  2  Pet.  1.  Indeed,  the 
case  is  much  stronger  than  Macbeth-Evans  Co.  v.  General 
Electric  Co.,  supra,  because  there  the  patentee  always  meant 
to  patent,  if  he  had  to,  supposing  the  invention  patentable, 
while  in  the  case  at  bar  he  never  meant  to  patent  at  all, 
supposing  he  could  not.  His  conduct  was  therefore  without 
any  ambiguity  and  indicated  his  purpose  permanently  to 
substitute  secrecy  for  legal  monopoly.  The  suggestion  that 
the  discs  themselves  disclosed  the  invention  seems  hardly 
to  require  an  answer. 

Bill  dismissed  for  lack  of  invention  and  for  abandonment 
with  costs. 

Attorneys  for  the  Victor  Talking  Machine  Co., 
when  seen  after  the  decision  had  been  handed 
down,  stated  that  in  all  probability  the  case 
would  be  appealed,  although  no  definite  an- 
nouncement to  that  effect  could  be  made  just 
now. 


INTERESTING  REMINGTON  SOUVENIR 

Group  of  Photographs  Tells  History  of  Rem- 
ington Family  Since  1816  and  Shows  Three 
Living  Generations — Prepared  in  Poster  Form 


PLAZA  CO.  FILES  SCHEDULES 

The  Plaza  Music  Co.,  at  18  West  Twentieth 
street,  New  York,  and  718  Atlantic  avenue, 
Brooklyn,  has  filed  schedules  in  bankruptcy, 
with  liabilities  of  $492,233,  of  which  $344,710  are 
unsecured  claims,  and  assets  of  $507,288,  the 
main  items  of  which  are:  Bills,  etc,  $13,949;  stock, 
$97,038;  machinery,  equipment,  fixtures,  etc., 
$32,458;  accounts,  $361,032,  and  deposit  in  bank, 
$1,351.  Among  the  creditors  are  Herman  Ger- 
main, $20,869;  Warmser  &  Co.,  $12,714,  and  Sol 
Kronberg,  $3,543. 


VICTOR  REPAIR  PARTS  CATALOG 


In  the  March  advertising  material  which  the 
Victor  Co.  has  sent  to  its  dealers  are  copies  of 
the  new  catalog  of  repair  parts  for  Victrolas 
XIV  and  XVI.  These  catalogs  give  the  name 
of  every  repair  part  carried  for  these  instru- 
ments, together  with  an  illustrated  plate  show- 
ing each  part  in  detail.  Dealers  will  find  this  a 
useful  aid  in  ordering. 


One  of  the  most  interesting  and  attractive 
dealer-helps,  which  has  been  issued  by  the  Rem- 
ington Phonograph  Corp.,  New  York  City,  is 
a  pane~l~or  poster,"  entitled  "Remington  Genius — 
1816-1921." 

The  poster  consists  of  an  artistic  layout  of 
sepia  half-tone  reproductions  of  photographs 
of  the  noted  Remington  family,  together  with 
the  four  models  comprising  the  Remington  line. 
The  center  picture  depicts  the  Remingtons, 
father  and  son,  listening  to  their  phonograph. 
Model  No.  2,  shown  therein,  is  the  favorite  in- 
strument of  Philo  E.  Remington,  president  of 
the  Remington  Phonograph  Corp.  Another 
view  shows  them  at  work  in  the  Remington 
phonograph  laboratory,  also  Philo  E.  Reming- 
ton at  work  on  the  latest  Remington  invention — 
the  Remington  reproducer.  The  old  forge, 
where  the  first  Remington  gun  was  produced 
in  1816  by  Eliphalet  Remington,  is  shown.  This 
date  marks  the  introduction  of  the  Remington 
name  in  the  world  of  commerce. 

Hale  and  hearty  at  ninety-three  years  of  age, 
Eliphalet  Remington,  son  of  the  famous  in- 
ventor of  the  gun,  retains  all  of  his  faculties, 
and  is  an  exponent  of  the  outdoor  life.  He  is 
a  director  of  the  phonograph  corporation  which 
bears  his  name,  and  of  which  his  son,  Philo  E. 
Remington,  is  president.  Eliphalet  Remington 
is  also  photographed  with  an  early  model  of 
the  typewriter  that  bears  his  name. 

The  Remington  homestead  is  shown,  as  well 
as  a  group  picture  of  the  three  living  genera- 
tions of  the  Remington  family — Eliphalet,  Philo 
E.  and  Miss  Jessie  Remington,  daughter  of 
Philo  E.  and  granddaughter  of  Eliphalet. 


Remember  that  selling  things  is  not  a  low 
affair,  but  a  great,  bully  game. 


IF  YOU  WANT  THE  BEST 

Insist  on  Getting 

DE  LUXE  NEEDLES 

The  Best  Semi-Permanent  Needle  Made 


Let  the  De  Luxe  Speak  for  Itself  and  Send  for  Samples,  Discounts  and  Full  Particulars 

Duo-Ione  Company,  Incorporated 

Sole  Manufacturers  of  De  Luxe  Needles 
ANSONIA,  CONN. 

Don't  Forget  These  Facts 


Full  Tone 


Perfect  Reproduction  of  Tone  No  Scratchy  Surface  Noise 

Plays  100-200  Records 


Medium  Tone 


Three  for  30  cents 


36 


THE   TALKING    MACHINE  WORLD 


March  15,  1921 


Edison  Message  No.  91 


We  shall  be  compelled  to 
advance  Edison  phono- 
graph prices,  if  the  Excise 
Tax  on  phonographs  is 


increase 


a. 


THOMAS  A.  EDISON,  Inc. 

ORANGE,  NEW  JERSEY 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


37 


CONDITIONS  STEADILY  IMPROVING 

Wm.  Maxwell,  in  Interview  With  The  World, 
Says  Retail  Dealers  Are  Experiencing  an  In- 
creasing Demand — Good  Outlook  Ahead 


Orange,  N.  J.,  March  2. — In  an  interview 
with  The  World,  William  Maxwell,  vice-presi- 
dent of  Thomas  A.  Edison,  Inc.,  stated  that  con- 
ditions in  the  retail  end  of  the  Edison  industry 
are  satisfactory  and  that  the  outlook  is  very 
good.  The  Edison  organization  has  received 
reports  from  a  representative  list  of  its  deal- 
ers located  in  every  section  of  the  country  and 
in  Canada,  covering  the  retail  sales  for  each 
store  during  the  month  of  January,  1921.  These 
reports  show  that  the  retail  merchants  are  mov- 
ing goods  on  a  healthy  basis.  In  the  Middle 
West,  where  the  crop  situation  has  been  most 
severe,  a  shrinkage  in  sales  has  occurred,  al- 
though a  good  volume  of  business  is  still  being 
done.  In  practically  every  other  section  the 
sales  are  within  10  per  cent  of,  equal  to,  or  in 
excess  of  the  instrument  sales  for  January,  1920. 
The  sale  of  Edison  re-creations  is  in  every  case 
considerably  in  excess  of  that  for  January.  1920, 
so  that  nationally  speaking  the  sales  turnover 
in  total  for  the  retail  merchants  runs  ahead  of 
the  same  month  last  year.  The  telegraphic  and 
other  reports  covering  February  already  re- 
ceived show  that  sales  that  month  ran  ahead  of 
the  previous  month. 

In  view  of  these  facts,  Mr.  Maxwell  feels  most 
optimistic  because,  after  all,  the  success  of  the 
business  depends  primarily  on  the  retailer  mov- 
ing his  stock.  He  looks  for  a  steady  growth  in 
sales  from  now  on,  and  believes  that  the  indus- 
try as  a  whole  is  now  operating  under  normal 
conditions,  which  means  products  must  be  sold 
upon  their  own  merit. 

Mr.  Maxwell,  vice-president  of  Thomas  A. 
Edison,  Inc.,  plans  to  leave  for  an  extended 
Western  trip  this  month,  during  which  he 
will  call  on  the  Edison  jobbers  located  in  vari- 
ous sections  of  the  country. 

USES  THE  MAGNAVOX  IN  PUBLICITY 

Ohio  Dealer  Uses  Magnavox  to  Advantage  in 
Publicity  Work — Produces  Tangible  Results 
and  Enhances  Prestige  of  His  House 

The  Magnavox  Co.,  Oakland,  Cal.,  received 
recently  an  interesting  letter  from  the  Drake  & 
Moninger  Co.,  Alliance,  O.,  successful  talking 
machine  dealer,  stating  how  this  .company  is 
using  the  Magnavox  in  its  publicity  work.  This 
letter,  which  is  representative  of  many  communi- 
cations received  by  this  company  in  the  past 
few  months,  reads  as  follows: 

"We  have  had  our  Magnavox  about  three 
weeks  now  and  each  day  new  uses  for  it  as  a 
publicity  agent  are  suggested.  Possibly  the  best 
we  have  so  far  tried  was  its  use  last  week  in 
conjunction  with  the  orchestra  at  one  of  the 
local  theatres. 

"We  used  the  record  'Whispering,'  allowing 
it  to  play  until  just  after  the  whistling  part  in 
the  dark — then  the  spot  light  was  thrown  on 
the  Magnavox,  underneath  which  was  a  card 
announcing  the  name  of  the  record  and  where  it 
could  be  obtained.  At  this  time  the  orchestra 
started  playing  with  the  record.  We  are  still 
having  calls  for  'that  record  you  played  at  the 
Columbia.' 

"We  are  sending  you  this  because  we  feel  that 
if  passed  on  it  may  help  some  one  to  an  idea 
on  which  they,  too,  may  'cash  in.'  There  are, 
however,  so  many  uses  for  the  Magnavox  that 
its  value  as  an  advertising  medium  is  limit- 
less. We  have  the  Magnavox  attached  to  our 
truck — this  attracts  attention  wherever  the 
truck  goes.  We  are  very  enthusiastic  about  the 
Magnavox." 


Kapps  Music  Store,  2847  West  Madison  street, 
Chicago,  is  now  attracting  attention  of  the  pub- 
lic, thanks  to  a  huge  electric  Columbia  Grafo- 
nola  sign  which  has  recently  been  erected  in 
front  of  that  building.  The  sign  can  be  seen  for 
blocks  away. 


ARTISTS  VISIT  SCHMELZER  CO. 

Efrem  Zimbalist,  Madame  Homer  and  Her 
Daughter  Speak  to  Dealers  in  Educational 
Classes  Conducted  by  Kansas  City  Jobbers 


Kansas  City,  Mo.,  March  4. — The  Schmelzer 
Co.,  wholesale  Victor  distributor  of  this  city, 
recently  received  a  visit  from  the  famous  vio- 
-linist  and  Victor  artist,  Efrem  Zimbalist,  who 
was  appearing  here  in  concert.  At  the  time 
of  Zimbalist's  visit  to  the  store  one  of  the  edu- 
cational classes  was  in  progress  in  the  Model 
Shop  and  the  dealers  present  were  delighted 
at  the  opportunity  to  meet  the  artist,  who  told 
them  of  his  experiences  in  making  Victor 
records.  Madame  Homer  and  her  daughter  also 
paid  the  Schmelzer  store  a  visit  and  furnished 
the  dealers  with  autographed  photographs.  The 
visit  of  these  three  Victor  artists  aroused  great 
enthusiasm  among  the  dealers. 


VICTROLA  NO.  90  NOW  ARRIVES 

Second  New  Model  Announced  by  the  Victor 
Talking  Machine  Co.  Listed  at  $125 


Closely  following  the_  announcement  last 
month  of  the  new  Victrola  No.  80,  which  was 
received  with  enthusiasm  by  all  Victor  dealers, 
the  Victor  Talking  Machine  Co.  has  put  forth 
another  new  style,  known  as  Victrola  No.  90, 
listed  at  $125.  This  latest  model  is  made  in  the 
usual  variety  of  finishes,  but  for  the  time  being 
will  be  available  only  in  mahogany,  English 
brown  and  American  walnut.  The  Style  X  Vic- 
trola will  be  discontinued.  Victrola  No.  90  has 
concealed  door  hinges  and  the  back  of  the  cabi- 
net is  completely  finished.  It  is  equipped  with 
all  patented  Victrola  features. 


HANDLES  KENT  LINE  IN  NEW  YORK 

Louis  A.  Schwarz,  1265  Broadway,  New  York 
City,  the  well-known  manufacturers'  representa- 
tive, has  been  appointed  an  Eastern  agent  for 
Kent  attachments,  tone  arms  and  small  parts 
by  the  F.  C.  Kent  Co.,  Irvington,  N.  J.  This 
company  specializes  in  attachments  for  the  Edi- 
son, Victor  and  Columbia  machines  and  manu- 
factures tone  arms  and  sound  boxes,  as  well  as 
steel,  sapphire  and  diamond-point  needles. 

Nothing  can  be  put  across  in  this  world  with- 
out enthusiasm.  It  is  enthusiasm  that  makes 
long  hours  pass  quickly,  and  hard  work  a 
pleasure. — John  J.  Commons. 


ARTIST'S  TRIBUTE  TO  THE  "TALKER" 

Famous  Singer  Philosophizes  on  Advantages 
Artists  Now  Possess  Through  the  Preserva- 
tion of  Their  Voices  on  the  Record 

The  wonderful  perfection  of  the  modern  talk- 
ing machine  record  has  excited  more  interest 
among  operatic  singers  than  perhaps  any  other 
section  of  our  community.  The  other  day  a 
great  singer  whose  position  many  years  ago  in 
the  operatic  and  concert  field  was  the  equal  of 
many  of  our  present-day  artists  was  chatting  in 
the  lobby  of  the  Manhattan  Opera  House  be- 
tween the  acts  of  one  of  the  performances  of 
the  Chicago  Opera  Co.  "What  a  blessing,"  he 
remarked,  "that  these  great  voices  that  I  have 
heard  to-night  will  be  preserved  in  all  their 
glory  and  perfection  for  posterity.  In  my  time," 
he  continued,  "the  talking  machine  was  in  its 
infancy.  It  was  merely  a  toy  which  nobody  ever 
really  conceived  would  be  a  factor  of  impor- 
tance in  the  musical  world.  We  singers  of  that 
day,  of  course,  heard  of  what  was  being  done, 
but  we  paid  little  attention  to  it.  Moreover,  the 
records  of  those  days  are  not  the  records  of 
to-day,  owing  to  the  amazing  development  of  the 
art.  To-day  the  singer  whose  tones  are  pouring 
forth  so  gloriously  from  those  round,  black  dies 
can  listen  to  himself  almost  as  he  actually  is — 
in  fact,  the  artist  of  the  record  is  the  artist 
whom  I  have  been  hearing  to-night.  The  dif- 
ference is  so  slight  that  even  my  trained  ear  can 
scarcely  detect  it." 

The  remarks  of  this  artist  superinduced  some 
comments  on  his  own  career,  and  he  was  taken 
back  again  to  the  past  with  its  triumphs  and  an 
obvious  desire  was  evident  that  he  wished  there 
existed  some  such  perfected  mechanism  when 
he  was  in  his  prime  so  that  his  voice  could  have 
been  so  photographed  and  preserved  for  future 
generations.  He  really  lived  over  again  the 
scenes  of  many  an  operatic  climax,  amid  the 
.enthusiasm  of  the  public,  regretting  that  his 
voice  now  is  something  beyond  recall. 

But  when  you  stop  to  consider  it,  what  a 
tribute  there  is  in  the  remarks  of  this  artist  to 
the  power  and  potency  of  the  talking  machine 
record  as  a  great  factor  for  musical  advance- 
ment in  our  community!  Those  who  use  the 
talking  machine  are  not  prone  to  look  upon  it  in 
its  true  light  as  a  missionary  for  musical  ad- 
vancement, more  particularly  of  America,  where 
real  music,  outside  of  the  big  cities,  was  prac- 
tically unknown  up  to  the  production  of  the 
modern  talking  machine.  No  longer  does  a 
great  singer's  voice  die  with  him. 


Business  is  being  done. 

But  not  by  the  man  who  is  still 
looking  for  the  "soft  things"  of  1920. 

Elyea  Talking  Machine  Co. 

Atlanta,  Georgia 
Exclusively  Victor  Strictly  Wholesale 


38 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


Gothic — Normandy 


Grand 


Minuet 


Hefplewhite — Traymore 


Louis  XVI — Richelieu 


32  Wonderful  Models 

Supreme  in  tone,  design  and  important 
features  of  construction 


You  can  satisfy  every 
visitor  who  enters  your 
doors  if  you  handle  the 
Sonora.  People  who 
should  be  your  custom- 
ers are  buying  Sonoras. 
Do  you  wish  to  sell  them 
Sonoras  or  are  you  willing 
to  let  this  valuable  busi- 
ness go  to  your  competi- 
tors? Sonora  offers  a 
remarkable  line  of  both 
upright  and  period 
styles. 


Remember,  Sonora's 
24  period  styles  are  all 
standard  (in  stock  and 
not  made-to-order  spe- 
cials) and  you  can  se- 
cure any  design  which 
you  may  not  have  on 
your  floor  in  reasonable 
time  from  the  Sonora 
factories. 

Sonora  maintains  its 
leadership  in  giving  the 
public  what  it  wants. 


On  these  pages  are 
shown  but  a  few  of  the 
many  models  which  are 
ready.  Sonora  has  con- 
sistently advertised  all  its 
styles  and  they  are  fa- 
miliar to  thousands  of  in- 
terested prospective  buy- 
ers. Prices  $50  to 
$1,800. 

For  the  building  of  a 
substantial  business  you 
need  the  Sonora. 


It  is  easy  to  sell  the  famous  instrument  which,  at  the PanamaPacific 
Exposition,  won  highest  score  for  TONE  against  all  competition 

Your  customers  will  enjoy 
the  pride  of  possessing  a 


THE  INSTRUMENT  OF  QUALITY 

onor; 

CLEAR    AS   A  BELL 


Louis  XV — Lorraine 


Jacobean,  Jr. — Lancaster 


Hepplewhite — Pembrook 
t 


March  15,  1921 


THE   TALKING   MACHINE  WORLD 


39 


Louis  XV — Du  Barry 


Nocturne 


Elite 


Write  regarding  an  agency  to  the  jobber  covering  your  territory. 
Sonora  is  LICENSED  AND  OPERATES  UNDER  BASIC  PATENTS 
of  the  phonograph  industry  and  you  are  safe  from  troublesome  patent 
litigation. 


Gibson-Snow  Co., 

Syracuse,  N.  Y. 
State  of  New  York  with  the  ex- 
ception   of   towns   on  Hudson 
River  below  Poughkeepsie  and 
excepting  Greater  New  York. 

W.  B.  Glynn  Distributing 
Co., 

Saxtons   River,  Vt. 

States  of  Maine,  New  Hamp- 
shire, Vermont  and  part  of 
Massachusetts. 

Griffith  Piano  Co., 

605  Broad  St.,  Newark,  N.  3. 
State  of  New  Jersey. 

Hessig-Ellis  Drug  Co., 

Memphis,  Tenn. 

Arkansas,  Louisiana,  Tennessee, 
Mississippi. 

Kief er- Stewart  Co., 

Indianapolis,  Ind. 
Entire  State  of  Indiana. 

Lee-Coit-Andreesen  Hard- 
ware Co., 

Omaha,  Nebr. 
State  of  Nebraska. 

The  Magnavox  Co., 

616  Mission  St.,  San  Francisco, 
Cal. 

Washington,  California,  Oregon, 
Arizona,  Nevada,  Hawaiian 
Islands,  Northern  Idaho. 

C.  L.  Marshall  Co.,  Inc., 

514  Griswold  St.,  Detroit,  Mich. 
409  Superior  St.,  Cleveland,  O. 

Michigan  and  Ohio. 


Minneapolis  Drug  Co., 

Minneapolis,  Minn. 

States  of  Montana,  North  Da- 
kota, South  Dakota,  Minnesota. 

Moore-Bird  &  Co., 

1751    California    St.,  Denver, 
Colo. 

States  of  Colorado,  New  Mexico 
and  Wyoming  east  of  Rock 
Springs. 

M  S  &  E, 

221    Columbus   Ave.,  Boston, 
Mass. 

Connecticut,  Rhode  Island  and 
Eastern  Massachusetts. 

Robinson-Pettet  Co.,  Inc., 

522  West  Main  St.,  Louisville, 
Ky. 

State  of  Kentucky. 

Sonora  Phonograph  Co.  of 
Pittsburgh, 

820  Liberty  Ave.,  Pittsburgh, 
Pa. 

Western  Pennsylvania  and  West 
Virginia. 

C.  D.  Smith  Drug  Co., 

St.  Joseph,  Mo. 
Missouri,  Northern  and  Eastern 
part  of  Kansas  and  five  counties 
of  N.  E.  Oklahoma. 

Sonora  Co.  of  Phila.,  Inc., 

1214   Arch    St.,  Philadelphia, 
Pa. 

Eastern  Pennsylvania,  Mary- 
land, Delaware,  District  of  Co- 
lumbia and  Virginia. 


Sonora  Distributing  Co.  of 
Texas, 

Dallas,  Texas. 
Western  part  of  Texas. 

Sonora    Phonograph  Co., 

Inc., 

279  Broadway,  New  York 

Distributors  for  Greater  New 
York  and  towns  on  Hudson 
River  below  Poughkeepsie. 

Southern  Drug  Co., 

Houston,  Texas. 
Southeastern  part  of  Te<cas. 

Southern  Sonora  Co., 

310-314  Marietta  St.,  Atlanta, 
Ga. 

Alabama,  Georgia,  Florida  and 
North  and  South  Carolina. 

Southwestern  Drug  Co., 

Wichita,  Kans. 
Southern  part  of  Kansas,  Okla- 
homa (except  5  N.  E.  counties), 
and   Texas  Panhandle. 

Strevell-Paterson  Hardware 
Co., 

Salt  Lake  City,  Utah. 

Utah,  Western  Wyoming  and 
Southern  Idaho. 

C.  J.  Van  Houten  &  Zoon, 

Marquette  Bldg.,  Chicago,  III. 

Illinois  and  Iowa. 

Yahr  &  Lange  Drug  Co., 

Milwaukee,  Wis. 
Wisconsin,  Upper  Michigan. 


The  Highest  Class  Talking  Machine 

in  the  World 


Adam — Westminster 


Colonial — Mt.  Vernon 


Italian  Renaissance,  Jr. 
— Luzerne 


Hepplewhite — Islington 


Italian  Renaissance — Verona 


40 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


"A  Southern  Lullaby"  with  its  sleepy  clarinet 
and  humming  bees,  "Mammy  Dear"  with  its 
unusual  climax  will  soon  be  well-loved 
songs  of  the  Southland.  Barbara  Maurel 
sings  them.  A  -3355. 


Columbia  Graphophone  Co. 

NEW  YORK 


^iiiiiimiiiiiiinniiiiiiniiiiiiiiiiiiiniiiiitiii! 


I  WHY  THE  POPULAR  RECORDS  SELL  SO  WELL  J 

By  R.  D.  GALT  | 

^iwdwiiiiiiiii  ifii  mi  ititti  ■■  ti  i  iii  i  ■  iiii  ii  n  >i  ri  u  ■  i  til  ■  ii  i  ii  11  ii  ii  ii  11  ii  ri  ii  ti  tin  mm  n  ii  >i  iiiiin  nil  ii  ii  11  n  ii  ti  fi  ii  iitiiitiui  mi  ti  11 11  ii  mi  inuiniiiimiMi  iiiiiiiiiiiiiiiinii  mini  inn  iiiiiiiiiiini  iinnnniinuuiiui  iiiiiniinn  mil 


John  Barber  smiled  as  he  placed  another 
record  of  late  popular  music  to  one  side.  I 
looked  up  just  in  time  to  catch  the  twinkle  in 
his  eye.  I  wondered  at  it  for  a  second,  but 
finally  I  forgot  to  be  puzzled  in  the  ecstasy 
of  a  new  dance  record.  In  the  short  second 
that  I  raked  my  brain  for  an  explanation  of 
that  amused  grin,  the  proprietor  of  the  Barber 
Phonograph  Shop  had  slipped  another  late  hit 
into  place. 

It  little  mattered  that  this  should  be  a  vocal 
variation  of  the  same  popular  music.  I  listened 
eagerly  to  catch  each  new  melodic  variation 
that  I  had  come  to  expect  in  the  popular  songs. 
Something  about  it  enthused  me  greatly  and  I 
waved  the  piece  into  the  pile  to  one  side. 

Again  I  looked  up  just  in  time  to  glimpse 
the  vanishing  curves  of  a  smile  on  my  friend's 
lips.  I  call  John  Barber  my  friend,  as  he  lives 
next  door  to  me  when  we  are  at  home.v  I  had 
just  stepped  in  on  my  way  home,  for  I  knew 
John  would  be  going  soon.  It  was  almost  mid- 
night. 

You  would  hardly  expect  to  find  the  proprie- 
tor in  shirt  sleeves  at  that  time  of  night,  but 
it  was  no  new  thing  for  John  Barber.  I  had 
found  him  in  that  state  many  times  before. 
And  I  always  knew  that  he  had  received  a 
shipment  of  late  records  when  I  saw  him  thus. 
Strange,  too,  but  I  always  was  eager  to  stop 
on  those  evenings. 

"What's  the  joke?"  I  asked,  rather  abruptly. 

John  flashed  another  generous  smile. 

"I  was  just  thinking  how  you  would  enjoy 
this  next  one-step,"  he  replied.  "A  new  or- 
chestra, and  they  certainly  know  how  to  put 
jazz  into  their  playing.  Muted  trombone  and 
a  regular  cascade  of  tumbling  notes  on  the 
saxophone — falling    downstairs,    I    believe  you 


call  it.  Everything  that  can  be  done,  and  more. 
You'll  like  it." 

I  took  John's  explanation  badly.  I  had  gotten 
the  idea  that  he  was  laughing  at  me.  I  watched 
him  sharply  all  through  the  playing  of  the  new 
record  and  quite  forgot  to  applaud  in  my  usual 
fashion.  When  John  glanced  up  to  see  what 
was  wrong,  he  noticed  my  vigilant  gaze. 

"Well,"  he  said,  "don't  you  want  this  one?" 
He  eyed  the  stack  of  records  as  he  spoke  and 
I  imagined  the  same  twinkle  tried  to  break  out. 

"No,"  I  said  vehemently.  "And  I  won't  listen 
to  another  record  unless  you  tell  me  what  you 
think  is  so  funny.  You're  laughing  at  me.  I 
feel  it.    What's  the  joke?" 

He  paused  in  the  act  of  picking  out  another 
popular  hit.  Replacing  the  record  he  sat  down 
and  began  unrolling  his  shirt  sleeves. 

"It's  not  really  a  joke,  old  man,"  he  said 
good-naturedly.  "I  was  just  ruminating  on  peo- 
ple as  I  have  found  them  in  a  music  shop.  A 
few  things  struck  me  as  being  amusing." 

"Yes?"  I  said  coldly. 

"Oh,  not  you  in  particular.  You're  one  of 
many.  They  are  all  alike.  Almost  all  of  them. 
And  the  strange  thing  about  it  is  that  they 
know  what  I  smile  at  and  do  not  care." 

"Here's  one  that    .    .  ." 

"Doesn't,"  interrupted  John.  "See  here.  If 
I  were  to  tell  you  that  I  wouldn't  let  you  have 
that  pile  of  records  you've  picked  out,  you'd 

kick  like  a   .    Well,  maybe  you  wouldn't 

either.  You'd  march  out  like  a  proud  peacock 
and  buy  the  same  records  at  my  competitor's 
shop." 

I  stared  at  him.    "What  if  I  would?" 

"That's  what  I  was  smiling  about.  Every 
month  when  I  get  in  the  new  records  you  stop 
in  and  buy  a  stack  like  the  one  you  have  bought 


to-night.  It's  the  same  every  month.  There 
must  be  a  reason.    What  is  it?" 

1  shook  my  head.  Come  to  think  of  it,  I  did 
not  really  know. 

"I  know,  or  at  least  I  have  figured  it  out  as 
nearly  as  possible,"  continued  my  friend,  letting 
his  face  wrinkle  itself  into  a  fresh  burst  of 
merriment.  "I  live  next  door  to  you  and  iiT 
that  way  the  mystery  has  been  solved.  For 
months  I  wondered  why  my  customers  bought 
more  popular  music  records  than  others.  I 
always  ran  short  on  the  one  and  had  plenty  of 
the  others.  I  didn't  uncover  the  real  reason 
until  a  few  weeks  ago. 

"The  majority  of  my  customers  buy  both  the 
high-priced  and  the  so-called  popular  records. 
But  not  in  the  same  proportion  by  any  means. 
Living  next  door  to  you  I  have  fathomed  the 
reason. 

"Every  month  you  buy  a  dozen  or  two  popu- 
lar records.  When  another  month  ushers  in  a 
new  list,  you  promptly  shove  those  you  have 
into  a  corner  of  your  record  cabinet  and  buy 
the  late  ones.  I  never  hear  a  three-month-old 
popular  piece  on  your  machine.  Very  seldom 
I  hear  one  that  is  over  a  month  old.  They 
lose  their  novelty  hold  and  go  into  discard. 

"It's  different  with  the  high-priced  records. 
Only  yesterday  I  heard  a  vocal  selection  by 
John  McCormack  that  I  sold  you  two  years 
ago.  Of  course,  that  doesn't  make  business  for 
the  Barber  Phonograph  Shop,  but  it  explains 
the  twinkle  in  my  eye.  I  make  my  money  on 
the  popular  pieces  because  people  soon  tire  of 
them  and  come  for  a  new  supply.  The  others 
are  slower  to  go  into  the  discard  and  some- 
times never  go.  That's  why  I  sell  fewer.  They 
entertain  as  much  now  as  they  did  when  they 
were  first  purchased.    And  that's  why  I  smiled." 

"Meaning  me?"    I  said,  showing  my  teeth. 

John  nodded. 

"Well — wrap  those  few  up  anyway,  John.  You 
don't  need  to  cut  down  your  order  on  popular 
stuff  on  account  of  what  you  have  told  me. 
I'll  be  back  again  next  month." 


SOUTHERN  DISTRIBUTORS 


PHONOGRAPHS 

and  RECORDS 


GRAY  &  DUDLEY  CO. 

Write  Today  for  Agency  Proposition 
NASHVILLE         -         -         -  TENNESSEE 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


41 


NEW  CLUETT  PHONOGRAPH  MANAGER    JAZZ  INVADES  SOUTH  SEA  ISLANDS 


Raymond   H.   Clarke   Takes   Important  Post 
With  Cluett  &  Sons  in  Troy,  N.  Y. 


Troy,  N.  Y.,  March  7. — Cluett  &  Sons  have 
just  appointed  Raymond  H.  Clarke  as  manager 
of  their  phonograph  department  and  he  has 
already  taken  up  his  new  work.  Mr.  Clarke  is 
well  qualified  for  this  position,  inasmuch  as  he 


Raymond  H.  Clarke 

has  had  considerable  experience  in  phonograph 
merchandising,  having  been  associated  with  the 
Aeolian  Co.  both  in  New  York  and  Boston.  He 
is  a  native  of  New  Haven,  Conn.,  and  is  quite 
well  known  through  that  section  as  a  tenor 
soloist.  He  also  played  a  prominent  part  in 
"Goodbye  Bill,"  one  of  the  soldier  shows  that 
was  presented  in  New  York  during  the  war. 


HOPKINS  BACK  FROM  THE  WEST 


General  Sales  Manager  of  the  Columbia  Co. 
Reports  Improving  Conditions  in  That  Terri- 
tory— O.  F.  Benz;  Visits  Boston 


Geo.  W.  Hopkins,  general  sales  manager  of 
the  Columbia  Graphophone  Co.,  returned  a  few 
days  ago  from  a  Western  trip,  which  included 
a  visit  to  the  Columbia  branches  in  St.  Louis, 
Cincinnati  and  Indianapolis.  Mr.  Hopkins  states 
that  business  conditions  in  this  territory  are 
steadily  improving  and  that  the  dealers  are  op- 
timistic to  a  marked  degree  in  their  predictions 
for  Spring  business. 

O.  F.  Benz,  record  sales  manager  of  the  Co- 
lumbia Graphophone  Co.,  spent  a  few  days  in 
Boston  last  week  in  conference  with  Fred  E. 
Mann,  manager  of  the  Boston  branch.  On 
Saturday  Mr.  Benz  addressed  a  meeting  of  the 
sales  staff  of  this  branch,  giving  them  interest- 
ing data  regarding  record  sales  plans  for  the 
coming  year. 

W.  H.  Lawton,  manager  of  the  Buffalo 
branch  of  the  Columbia  Graphophone  Co.,  was 
a  visitor  to  the  Columbia  executive  offices  in 
New  York  this  week.* 


ARTHUR  D.  GEISSLER  RETURNS 


Arthur  D.  Geissler,  president  of  the  New 
York  Talking  Machine  Co.,  New  York,  and  the 
Chicago  Talking  Machine  Co.,  Chicago,  Victor 
wholesalers,  returned  to  New  York  a  few  days 
ago  after  spending  a  month  in  Chicago.  Ac- 
cording to  his  present  plans  Mr.  Geissler  will 
spend  quite  some  time  at  the  executive  offices 
of  the  New  York  Talking  Machine  Co.,  keep- 
ing in  touch  with  Chicago  activities. 

P.  J.  Mann,  Victor  dealer  at  Worcester,  Mass., 
was  a  caller  recently  at  the  offices  of  the  New 
York  Talking  Machine  Co. 


The  Brunswick  phonograph  is  now  handled 
by  the  Anderson  Piano  Co.,  291  Livingston 
street,  Brooklyn,  N.  Y.  The  arrangement  was 
consummated  by  Edward  N.  Strauss,  manager 
of  the  phonograph  division  of  the  New  York 
house  of  Brunswick. 


Silent  Bliss  of  Mystic  Tropics  Broken  by  the 
Music  of  Broadway  on  the  Talking  Machine 


The  South  Sea  Islands  are  no  longer  the 
home  of  quiet  and  blissful  solitude.  Talking 
machines  equipped  with  jazz  records  have  in- 
vaded the  silences  of  the  cocoanut  groves  and 
vie  with  the  ukulele  in  the  mystic  moonlight  on 
the  beach  at  Waikiki  and  parts  west  and  south. 

American  sailors  are  said  to  have  introduced 
the  "talker"  in  Tahiti,  the  island  of  Yap  and 
other  places  where  Uncle  Sam's  fleet  touches. 
They  made  a  big  hit  with  the  natives  and  talk- 
ing machine  house  drummers  who  followed 
found  a  ready  market  for  their  wares. 

Every  native  that  could  scrape  together  the 
wherewithal  invested  in  one  of  the  musical  in- 
struments. Bananas  and  yams  and  other  tropi- 
cal fruits  flooded  the  markets  in  the  search  of 
the  elusive  peso  to  buy  the  machines.  Planters 
found  the  brown-skinned  natives  willing  to  work 
at  least  three  days  a  week  in  order  to  lay  up 
enough  to  make  a  first  payment  on  a  "talker." 


So  now  the  peaceful  silences,  broken  hereto- 
fore only  by  the  wash  of  the  sea  on  the  beach 
or  the  boom  of  the  breakers  over  the  coral  reef, 
are  disturbed  by  a  version  of  the  "Memphis 
Blues"  as  interpreted  by  a  Broadway  cabaret's 
orchestra  or  by  the  siren  voice  of  the  current 
vaudeville  favorite. 


NEW  CORPORATION  IN  OLEAN,  N.  Y. 

The  Houghton  &  Rungle  Music  Co.,  Olean, 
N.  Y.,  has  been  incorporated  under  the  laws 
of  New  York  State  to  do  business  in  talking 
machines  and  other  musical  instruments.  The 
capital  is  $10,000  and  the  incorporators  are  J.  V. 
and  L.  A.  Houghton  and  H.  P.  Rungle. 


NEW  RECORD  ALBUM  COMPANY 


The  Two-Size  Record  Album  Corp.,  New 
York,  has  been  incorporated  to  manufacture 
record  envelopes.  The  capital  is  $100,000  and 
the  incorporators  are  J.  W.  Johnson,  H.  S. 
Wisner  and  G.  C.  Luebbers,  574  West  End  ave- 
nue. 


MAIN  SPRINGS 

AT  LAST 


Packed  in  RUST-PROOF,  DUST-PROOF  INDIVIDUALLY 
NUMBERED  CONTAINERS  indicating  their  use,  at  no 
advance  in  price. 

We  want  a  portion  of  your  business. 

(No  Shipment  Made  Less  Than  Six  Springs) 

 Lots  of  

6      12      25       50  100 
each  each  each  each  each 

No.  24    y2"x. 018x8  feet,  for  small  toy  motors,  pear  shape 

hole     $  .20  $  .18  $  .17  $  .16  $  .15 

No.  25    ^"x.020x8  feet,  for  Sonora,  Swiss,  Pathe,  pear  shape 

hole   .22     .20     .19     .18  .17 

No.  26    H"x.020xll  feet,  for  Edison  Gem,  loop  end  30     .28     .27     .26  .25 

No.  28    y4"x. 022x9  feet,  for  Carola,  Triton,  Melophone,  etc., 

pear  shape  hole   •  •   .38     .37     .35     .33  .31 

No.  29    34"x.022xl0  feet,  for   small   Columbia,  Universal, 

Heineman,  Harmony,  Vanophone,  Pathe,  pear  shape  .43  .42  .40  .38  .35 
No.  30    %"x.022xl0  feet,  for  Blick,  Wonder,  Premier,  Meis- 

selbach,  Nos.  9  and  10,  square  hole......  47     .46     .44     .42  .40 

No.  31    l"x.025x9  feet,  for  Swiss  motors,  small  Columbia, 

Stewart,  pear  shape  hole .  •  54     .52     .50     .48  .45 

No.  32  l"x.020xl3  feet,  for  small  Victor,  pear  shape  hole.  .  .54  .52  .50  .48  .45 
No.  33    l"x.025xl2    feet,    for    Pathe,    Heineman,  Mandel, 

Aeolian,  Meisselbach,  Vitanola,  pear  shape  hole  70     .67     .60     .55  .50 

No.  34  l"x. 025x14  feet,  for  Sonora,  Saal,  Thomas,  Silver- 
tone,  oblong  hole   •  •    75     .70     .65     .60  .55 

No.  35    l"x.028xl0  feet,  for  all  styles  Columbia  machines, 

pear  shape  54     .52     .50     .48  .45 

No.  36    l"x.025x9  feet,  for  Meisselbach,  No.  12,  Thomas, 

oblong  hole  54     .52     .50     .48  .45 

No.  37    l"x.025xl6  feet,  for  Meisselbach,  Saal,  Thomas,  Sil- 

vertone,  Modernola,  Rishell,  Widdicomb,  Sonora, 

Stephenson,  oblong  hole  85     .83     .80     .75  .70 

No.  38    l"x.025xl6  feet,  for  Vitanola,  pear  shape  85     .83     .80     .75  .70 

No.  39  l"x.028xll  feet,  for  Edison  Standard,  pear  shape..  .59  .57  .53  .50  .47 
No.  40    1  3/16"x.028xl6  feet,  for  Heineman,  Pathe,  Rex, 

pear  shape   •  •  90     .88     .85     .80  .75 

No.  41    l^"x.027x25  feet,  for  Edison  Diamond  Disc,  pear 

shape  hole   1.80    1.70    1.65    1.55  1.50 

(If  the  above  are  desired  in  assorted  sizes,  the  quantity  price  will  be  allowed.) 

TERMS:     2%   10  days  or  30  days  net,  to  houses  with  satisfactory  commercial  rating.    To  others,  3% 
discount,  cash  with  order.     Please  enclose  Parcel-post  charges,  if  wanted  that  way. 

Write  for  our  latest  catalogue,  now  on  the  press,  containing  hundreds 
of  needed  repair  parts.    Ask  for  catalogue  W. 

EVERYBODY'S  TALKING  MACHINE  CO. 

Largest  Distributors  of  Main  Springs  in  America 

38  North  Eighth  Street  PHILADELPHIA,  PA. 

Exclusive  Distributors  for  the  General  Phonograph  Corporation 


42 


THE   TALKING   MACHINE  WORLD 


March  IS,  1921 


A  part  of  our  gear- 
cutting  department. 


Splitting  Hairs 
Over  14000  of  an  Inch 

You  should  see  the  care  we  take  in  our 
factory  to  make  each  part  of  The  Cheney 
perfect — to  make  the  finished  Cheney 
the  finest  of  reproducing  instruments. 


This  delicate  gauge  easily  detects 
variations  of  less  than  i-iooo  of 
an  inch  in  Cheney  mechanism. 


H 


EY 


The  public  is  critical,  searching  for 
quality.  Such  conditions  give  us  utmost 
confidence  in  the  future — for  coupled 
with  our  high  manufacturing  standards 
are  basic  and  exclusive  principles  of 
Cheney  construction  found  in  no  other 
phonograph.  Its  rich  tone  quality,  beau- 
tiful cabinets  and  perfect  service  bring 
Cheney  dealers  repeat  business  which 
is  very  significant. 

Cheney  Talking  Machine  Company 

New  York  Chicago 


Yet,  Cheney  Regular  Models  sell 
for  ordinary  prices,  $125  to  $385. 


Mabch  15,  1921 


THE   TALKING   MACHINE  WORLD 


43 


CRYSTAL  EDGE 

MICA 

DIAPHRAGMS 

The  Standard  of  Quality 

PHONOGRAPH  APPLIANCE  CO. 

174  Wooster  St.,  New  York 


MUSIC  WEEK  COMMITTEE  COMPLETE    THE  VOCALION  LINE  IN  MILWAUKEE 


Bishop-elect  Wm.  T.  Manning  and  Miss  Isabel 
Lowden,  Sister  of  Illinois  Governor,  to  Take 
Part  in  the  Music  Week  Work  in  This  City 


J.  B.  Bradford  Piano  Co.  to  Handle  All  Aeolian 
Co.  Products  After  April  15 


PENNSYLVANIA  WANTS  A  'MUSIC  BOX' 


Talking  Machine  or  Similar  Instrument  Would 
Be  Welcomed  for  Entertaining  the  Inmates 
of  the  State  Sanitarium  at  Mont  Alto 


Mont  Alto,  Pa.,  March  7. — The  State  of 
Pennsylvania  is  hunting  a  music  box.  It  wants 
the  box  for  the  State  sanitarium  here,  where 
the  box  which  has  made  melody  flow  for  several 
years  is  showing  signs  of  age,  as  it  has  been  in 
use  almost  as  much  as  the  thermometers.  Under 
the  State  laws  the  Commonwealth  cannot  buy 
a  music  box  for  such  an  institution,  although 
it  owns  and  conducts  the  establishment,  and 
Director  George  O.  Keck  has  asked  anyone 
having  a  phonograph  or  similar  instrument  not 
needed  to  give  it  to  the  sanitarium.  There  is 
really  need  for  two,  as  the  children  have  been 
clamoring  for  one  for  their  part  of  the  institu- 
tion. 


The  personnel  of  Music  Week  Committee, 
under  whose  direction  New  York's  second 
Music  Week,  April  17-24,  will  be  conducted, 
was  completed  last  month  by  the  acceptance  of 
membership  in  it  by  the  Rev.  Dr.  William  T. 
Manning,  bishop-elect  of  the  Episcopal  diocese 
of  New  York. 

At  the  same  time  Miss  Isabel  Lowden,  sister 
of  Governor  Frank  O.  Lowden,  of  Illinois,  ac- 
cepted the  post  of  assistant  secretary  of  the 
committee  in  charge  of  details.  Miss  Lowden 
comes  to  the  committee  from  the  People's  Lib- 
erty Chorus,  of  which  she  was  secretary. 

Work  of  enrolling  the  various  organizations, 
churches,  clubs,  etc.,  which  participated  in  last 
year's  Music  Week  and  urging  others  to  take 
part  already  is  well  under  way. 


Milwaukee,  Wis.,  March  7. — On  April  15 
the  J.  B.  Bradford  Piano  Co.,  the  oldest  and 
one  -of  the  largest  music  houses  in  Wisconsin, 
having  been  established  in  1872,  will  become 
representatives  in  this  city  for  the  complete 
Aeolian  line  of  instruments,  including  not  only 
pianos  and  Pianola  pianos,  but  Vocalions  and 
Vocalion  records. 


SUFFERS  HEAVY  LOSS  FROM  FIRE 


Stock  and  Fixtures  of  E.  C.  Malarkey  in  Shamo- 
kin,  Pa.,  Damaged  to  Extent  of  $15,000 


PLAN  "CONSTRUCTIVE"  CAMPAIGN 


Peoria,  III.,  March  5. — B.  J.  Oltmann,  manager 
of  the  repair  department  of  the  Putnam-Page 
Co  ,  Victor  wholesalers  of  this  city,  has  just  re- 
turned from  Camden.  He  spent  two  weeks 
there  in  the  Victor  factory,  and  is  now  planning 
to  conduct  a  constructive  and  vigorous  effort 
for  the  development  of  the  repair  service  offered 
by  the  Victor  dealers  to  whom  the  Putnam- 
Page  Co.  sells  merchandise.  Within  a  short 
time  he  will  start  out  on  a  trip  among  the 
dealers  with  this  end  in  view. 


Shamokin,  Pa.,  March  7. — Fire,  which  occurred 
on  February  17  in  the  basement  of  the  E.  C. 
Malarkey  piano  and  music  store  here,  swept 
through  the  first  and  second  floors  of  the  build- 
ing, effecting  damage  to  the  extent  of  $25,000. 
Mr.  Malarkey  lost  $15,000  in  stock  and  fixtures. 

The  blaze  was  located  in  the  Windsor  block, 
half  of  which  was  laid  in  ruins  by  a  disastrous 
$250,000  fire  last  November.  Firemen  were 
handicapped  by  dense  smoke  and  the  flames 
raged  for  two  hours  before  they  were  brought 
under  control. 


OPENS  NEW  MUSIC  STORE 

A.  J.  Hobbie  has  opened  a  music  store  in 
Willmar,  Minn.,  and  will  carry  a  line  of  high- 
grade  pianos,  players,  talking  machines  and 
musical  merchandise. 


INCORPORATED 


When  we  catch  hell  it's  usually  because  we've 
been  pursuing  it. 


The  Ware  Campbell  Co.,  Hammonton,  N.  J., 
has  received  a  charter  to  manufacture  talking 
machines.  The  capital  of  the  new  corporation 
is  $50,000  and  the  incorporators  are  Charles  M. 
Ware,  Albert  Campbell  and  Ernest  D.  Ware, 
Millville,  N.  J'. 


AN  OLD  ADAGE,  BUT  A  TRUE  ONE 

"He  who  serves  best  serves  most"  is  an  old 
adage,  but  a  true  one,  because  no  better  defini- 
tion of  retail  merchandising  success  has  ever 
been  written.  Under  the  broad  classification  of 
service  come  such  things  as  advertising,  the  ar- 
rangement of  store  interiors,  technical  knowl- 
edge of  the  sales  force  and  the  intelligent  com- 
bination of  these.  To  help  you  serve  your  cus- 
tomers better  and  with  a  minimum  of  effort  is 
our  reason  for  supplying  new  sales  helps,  says 
the  Victor  Talking  Machine  Co.  in  sending  out 
its  March  letter  to  dealers. 


The  record  of  each  clerk 

An  up-to-date  National  Cash  Register  shows  you 
exactly  what  each  one  of  your  clerks  does  every 
day.     Adding  counters  on  the  register  tell: 

How  many  customers  each  clerk  waited  on. 
The  total  amount  of  each  clerk's  sales. 


This  adding  counter,  at  the 
left  side  of  the  register, 
shows  that  Clerk  A  took 
in  $39.84  during  the  day. 
Similar  counters  show  what 
the  other  clerks  took  in. 


These  adding  counters,  at 
the  front  of  the  register  just 
above  the  cash  drawers,  show 
how  many  customers  each 
clerk  waited  on,  and  the 
total    number    of  customers. 


These  daily  records  show  you  which  clerks  are  most 
industrious,  which  clerks  sell  the  most  goods,  which 
clerks  are  most  accurate. 

They  enable  you  to  fix  wages  on  actual  selling  ability. 

They  give  you  the  figures  needed  for  a  bonus  or 
profit-sharing  system. 

These  clerks'  records,  together  with  the  many  other 
printed  and  added  records  made  by  an  up-to-date 
National  Cash  Register,  enable  you  to  control  your 
business. 


We  make  cash  registers  for  every  line  of  business.  Priced  $  75  and  up. 

NATIONAL 

CASH  REGISTER  CO. 

DAYTON,  OHIO. 


44 


THE   TALKING    MACHINE  WORLD 


March  15,  1921 


You  Can  Now  Buy 

Brilliantone  Needles 

in  These  Attractive  Counter  Display  Cartons 

y  I HHESE  handsome  counter  display 
-■-  cartons  will  prove  efficient  sales- 
stimulators.     Each  carton  contains  a 
supply  of  BRILLIANTONE  NEEDLES 

in  the  following  tones:  Extra  Loud,  Full  ,<5^jl| 
Tone,  Half  Tone,  Medium  Tone,  Light  ^illllljil 
Tone,  Combination  Tone.  Each  tone  is 
put  up  in  a  different 

colored    envelope.  <^^^^^^^^^^^^^^^^^ 

en^lopeU^^ini^  f^^|S^SSiBl 
the  desired  tone.  1  ^bi^II     '&f. i  l» 


8^ 


500  DANCE  TONE  NEEDLES 

in  This  Screw  Top  Metal  Container 


Also  in  Containers 
of  200  Needles 


Write  now  for 
samples  and  prices 


BRILLIANTONE 

Steel  Needle  Co  .  Incorporated 

Selling  Agents  for 
W.  H.  BAGSHAW  &  CO.  Factory,  Lowell,Mass. 

AT  Mth  STRECT  347  HFTH  AVENUE, 

AT  34th  STREET  SUITE  1003 


SUITE  1003 


Canadian  Distributors:  The  Musical  Mdse.  Sales  Co.,  79  Wellington  St.  W.,  Toronto 
Foreign  Export:  Chipman  Ltd.,  8-10  Bridge  St.,  New  York  City 


41 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


45 


W.H.BAGSHAWCO 

Oldest  and  Largest  Manufacturers 
of  Talking  Machine  Needles 

in  the  World 

Fifty  Years  of 


Needle  Makin 


ESTABLISHED  1870 


INCORPORATED  1917 


FACTORIES:  LOWELL,  MASS. 


SELLING  AGENTS 


Rrilliantone  Steel  Needle  C^:  % 


OF  AMERICA 
INCORPORATED 


AT  34th  STREET 


347  FIFTH  AVENUE 
NEW  YORK 


SUITE  1003 


Canadian  Distributors:  The  Musical  Mdse.  Sales  Co.,  79  Wellington  St.  W.,  Toronto 
Foreign  Export:  Chipman,  Ltd.,  8-10  Bridge  St.,  New  York  City 


46 


THE   TALKING   MACHINE  WORLD 


March  15,  1921 


IT  QT  FV'Q  GRAPHITE  PHONO 
*    J  SPRING  LUBRICANT 

ILsley's  Lubricant  makes  the  Motor  make  food 

It  prepared  In  the  proper  consistency,  will  not  run  out,  dry  a*,  ov 
become  sticky  or  rancid.    Remains  la  Its  original  form  indaaaftely. 
Put  up  in  1,5,  10,25  and  50-aoucd  cans  for  dcaWrt . 

This  lubricant  is  also  put  up  ia  4 -ounce  cans  to  retail  at  25  cents 

each  under  the  trade  name  ei 

FIIDFKA  NOISELESS  TALKING 
lj^Rlinft    MACHINE  LUBRICANT 

Write  for  Bptcial  pnpotiUon  to  jothm. 

ILSLEY-DOUBLEDAY  &  CO.,  229-231  Frat  St.,  NtwY.rk 


NEW  REMINGTON  APPOINTMENTS 


O.  W.  Newiger  Now  Assistant  Sales  Manager 
— Austin  L.  Fordhanr  Is  Wholesale  Sales 
Representative — Both  Experienced  Men 


O.  W.  Newiger  has  been  appointed  assistant 
sales  manager  of  the  Remington  Phonograph 
Corp.  by  Everett  H.  Holmes,  sales  manager. 


O.  W.  Newiger 

Mr.  Newiger  has  been  connected  with  the  Rem- 
ington Corp.  since  its  inception  in  the  capacity 
of  auditor,  and  is  thoroughly  familiar  with  all 
the'  details  incident  to  the  sales  department. 
He  will  relieve  Mr.  Holmes  of  numerous  duties 
in  connection  with  the  marketing  of  the  Rem- 


Austin  L.  Fordham 


ington  product.  His  headquarters  will  be  at 
1664  Broadway,  New  York. 

Austin  L.  Fordham  recently  returned  from 
an  entirely  successful  trip  through  his  territory 
in  the  capacity  of  wholesale  sales  representative 
of  the  Remington  Phonograph  Corp. 

Mr.  Fordham  was  for  some  years  connected 
with  the  Columbia  Co.  in  various  capacities  and 
more  recently  was  New  England  sales  repre- 
sentative for  the  Brunswick  phonograph. 

Some  time  ago  Mr.  Fordham  conducted  the 


phonograph  department  for  Landsberg  Bros, 
in  Washington,  D.  C,  and  as  a  result  of  his 
experience,  both  in  the  retail  and  wholesale  ends 
of  the  industry,  he  is  in  a  position  to  render 
efficient  service  and  co-operation  to  Remington 
dealers  throughout  his  territory. 


DENVER  TO  HAVE  MUSIC  WEEK 

May  15  Set  as  Probable  Date  for  Big  Musical 
Event — Dealers  and  Civic  Authorities  Co- 
operate to  Make  Day  a  Success 


Denver,  Colo.,  March  4. — Denver  is  to  have  a 
Music  Week,  the  opening  date  of  which  has 
been  tentatively  set  as  May  15.  Free  concerts 
appealing  to  every  taste  will  be  held  in  different 
parts  of  the  city  at  various  hours  during  the 
seven  days. 

The  first  step  in  the  novel  plan,  which  will 
mean  something  entirely  new  in  musical  enter- 
tainment for  the  citizens  of  Denver,  was  taken 
at  a  meeting  of  twenty  prominent  business  men, 
public  officials  and  musicians  at  the  Metropole 
Hotel. 

F.  H.  Talbot,  secretary  of  the  local  branch 
of  the  community  service,  was  named  chairman 
of  the  committee  to  perfect  arrangements  for  the 
week.  Mrs.  Blanche  Dingley  Mathews,  chair- 
man of  the  municipal  music  commission,  was 
named  on  the  committee,  as  was  Charles  Mac- 
Allister  Willcox. 

Public  schools  and  churches  will  have  special 
musical  programs  during  the  week  and  pastors 
will  include  the  subject  of  music  in  their  ser- 
mons. Dealers  in  musical  instruments  in  the 
city  are  back  of  the  movement,  in  addition  to 
the  various  business  men's  clubs,  choral  clubs, 
the  municipal  music  commission  and  other  or- 
ganizations. A  pageant  to  be  held  in  the  mu- 
nicipal auditorium  is  being  planned  by  the  musi- 
cal instrument  dealers  of  the  Rocky  Mountain 
region.  Free  hourly  concerts  will  be  held  in 
churches,  schools,  parks,  downtown  streets,  or 
wherever  a  crowd  can  be  assembled.  The  pub- 
lic schools  have  offered  to  bear  the  expense  of 
publishing  programs. 

A  musical  festival  was  held  in  Denver  last 
year,  but  only  for  a  few  days  and  not  all  of 
the  concerts  were  free.  This  year's  festival  is 
expected  to  be  a  big  success. 

New  Pathe  dealers  recently  established  by  the 
Buffalo  Wholesale  Hardware  Co.,  Pathe  distrib- 
utors, are:  Robt.  E.  Schwalk,  285  Genesee 
street,  Buffalo,  and  Gerald  Arndt,  Townhne, 
N.  Y. 


SWEDEN  HAS  TALKING  PICTURE 

After  ten  years  of  experimenting  the  Swedish 
engineer,  Sven  Bergieuse,  is  reported  to  have 
produced  a  speaking  moving  picture,  which  re- 
cently was  exhibited  before  scientists  and  other 
distinguished  persons  in  Stockholm. 

Professor  Svente  Arrhenius,  director  of  the 
physico-chemical  department  of  the  Nobel  In- 
stitute, says  the  invention  solves  a  long-at- 
tempted problem. 

News  of  the  above  invention  sent  newspaper 
reporters  to  interview  Thomas  A.  Edison  at  the 
Edison  factories  in  Orange.  Here  they  were 
enlightened  in  the  matter  and  reminded  that  Mr. 
Edison  produced  talking  motion  pictures  nine 
years  ago  and  these  pictures  were  shown  both 
in  this  country  and  in  Europe. 

L.  P.  GERBER  WITH  BOOTH  FELT  CO. 

The  Booth  Felt  Co.,  Inc.,  473  Nineteenth 
street,  Brooklyn,  N.  Y.,  manufacturer  of  me- 
chanical felt  goods,  including  washers  and 
packing,  as  well  as  special  material  for  talking 
machines,  has  appointed  Leo  P.  Gerber  man- 
ager of  its  city  sales  department,  to  succeed  F. 
S.  Warren,  who  recently  severed  his  connections 
with  the  organization.  This  company  has  one  of 
the  largest  as  well  as  best-equipped  factories  for 
production  of  mechanical  felt  goods,  including 
much  special  equipment  of  dies  and  cutting  ma- 
chines, which  insures  quantity  output. 

PARCEL  POST  PACKAGES  TO  SPAIN 

According  to  a  recent  cablegram  from  Com- 
mercial Attache  C.  H.  Cunningham,  Madrid, 
orders  have  been  issued  authorizing  the  admis- 
sion of  parcel-post  packages  to  Spain  up  to 
ten  kilos  (twenty-two  pounds)  each,  provided 
that  total  shipments  from  one  consignor  to 
one  consignee  by  the  same  boat  do  not  amount 
to  more  than  twenty-five  kilos  (fifty-five 
pounds).  The  weight  limit  had  been  five  kilos 
(eleven   pounds)   until   this   order  was  issued. 


The  Mellor  Idea  of  Service 

CERVICE  for  Victor  Dealers  that  is 
really  worth  while  must  be  broad 
enough  to  cover  a  great  many  forms  of  real 
and  measurable  assistance.  It  must  pene- 
trate beneath  the  surface  far  enough  to 
make  itself  felt.  That's  the  way  we  inter- 
pret  it,  at  any  rate. 

C.  C.  Mellor  Company 

1 1 52  Penn  Avenue,  Pittsburgh,  Pa. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


47 


Here  Are  Three  Selling  Points 

You  Get  Only  With 

THE  VOCALION 

Aeolian  Quality  and  Reputation — The  Vocalion  is  the 
only  phonograph  made  by  a  great  music  house. 
That  is — by  a  house  that  had  achieved  a  world- 
wide reputation  for  making  musical  instruments 
of  the  highest  grade,  before  the  phonograph  be- 
came a  factor  in  the  music  business.  Aeolian 
quality  and  reputation  not  only  make  selling  the 
Vocalion  easy,  but  help  build  up  the  prestige  of 
every  store  that  sells  it. 

The  Graduola — the  only  satisfactory  tone  control.  Here  is  the 
strongest  exclusive  selling  feature  in  the  whole  phonograph  in- 
dustry. The  Graduola  enables  anyone  to  play  the  record  himself 
— to  control  its  tone,  as  easily  and  instinctively  as  he  controls  his 
own  voice.  No  other  phonograph  in  the  world  has  the  Graduola 
or  anything  that  can  take  its  place.  And  no  customer  who  sees 
the  Graduola  and  tries  it,  is  ever  satisfied  with  a  phonograph 
that  doesn't  have  it. 

Real  Reproducing — The  phonograph  today  is  so  much  better  than  it 
used  to  be,  that  everyone  connected  with  its  development  must 
be  given  credit.  It  is  a  fact  nevertheless  that  until  The  Aeolian 
Company  took  up  its  manufacture,  phonograph  "tone"  left  much 
to  be  desired.  It  remained  for  this  house  to  handle  the  problem 
scientifically.  That  is,  to  use  the  same  scientific  apparatus  and 
methods  in  developing  the  phonograph  that  it  had  used  so  suc- 
cessfully in  developing  its  other  famous  instruments.  There  is 
no  guess  work  about  the  Vocalion's  tone.  It  reproduces  voices 
and  instruments  more  naturally  than  any  other  phonograph. 
And  customers  are  quick  to  recognize  the  difference  when  the 
Vocalion  is  played  for  them. 

The  Vocalion  and  the  distinctive  Vocalion  RED  records 
give  the  dealer  a  competitive  lead  that  cannot  be  overcome 


New  York 


"The  AEOLIAN  COMPANY 

§Makers  of  the  Duo- Art  Pianola  'Piano 
Foremost  Manufacturers  of  Musical  Instruments  in  the  World 


London 


Paris 


Madrid 


Melbourne 


Sydney 


48 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


THE  IMPORTANCE  OF  TALKING  MACHINE  MERCHANDISING 


The  Fundamental  Principles  of  Success  in  Selling   Talking  Machines  Interestingly   Explained — 

The  Right  Way  to  Get    Salesmen  Enthused 


The  business  principles  applying  to  the  suc- 
cessful management  of  a  phonograph  store  have 
no  essential  points  of  difference  from  those  fol- 
lowed in  a  multitude  of  other  lines,  says  a  writer 
in  a  late  issue  of  The  Puritan. 

If  the  phonograph  were  an  inert  article  such 
as  a  sideboard,  it  would  be  sold  on  its  appear- 
ance and  construction.  Everybody  knows  what 
it  is  for.  But  the  talking  machine  is  in  a  sense 
a  living  thing,  like  a  piano  or  violin.  It  must 
be  made  to  perform  before  the  customer  decides 
whether  he  wants  to  buy  it.  It  would  seem, 
therefore,  that  the  salesman  or  store  manager 
should  specialize  on  the  job  of  putting  the 
phonograph  "through  its  paces,"  and  do  it  so 
cleverly  that  the  prospect  will  be  properly  im- 
pressed. A  piano  is  never  sold  until  the  purchaser 
has  heard  its  tone.     It  is  useless  to  say  that 


pianos  sell  outright  on  their  reputation.  Reputa- 
tion has  much  to  do  with  the  sale,  of  course, 
but  the  tone  of  all  pianos  of  the  same  make,  size 
and  design  is  by  no  means  alike.  The  variation 
is  very  great  in  the  majority  of  the  best  instru- 
ments. 

So  it  is  with  phonographs.  The  reason  for 
these  variations  is  not  easy  to  understand,  but 
they  are  sufficient  to  make  it  advisable  to  demon- 
strate every  phonograph  sold  before  the  pur- 
chaser receives  it  in  his  home. 

The  other  points  in  successful  phonograph 
merchandising  are  of  a  general  character.  When 
an  instrument  is  sold  to  a  family  there  is  small 
chance  of  selling  another  in  the  same  house; 
but  if  the  dealer  can  get  the  owner  to  purchase 
records  frequently,  so  that  the  instrument  will 
not  grow  stale  through  over-use,  it  will  be  an 


ever-present  advertisement  for  the  phonograph 
and  the  store  that  sold  it.  It  is  well  to  bear 
this  fact  in  mind.  Supposing  a  lady  visits  a 
friend  who  has  just  bought  a  few  new  records. 
The  hostess  will  be  more  likely  to  suggest  play- 
ing the  phonograph  at  this  time  than  she  would 
if  she  herself  were  tired  of  the  old  ones  in  the 
cabinet.  The  conversation  would  doubtless  turn 
to  phonographs,  and  the  visitor,  pleased  with  the 
model,  the  tone  and  the  records,  naturally  gets  a 
favorable  impression  of  that  particular  instru- 
ment. That  is  a  form  of  advertising  that  is  far 
stronger  than  the  merchant's  printed  appeal. 

Coming  back  to  the  fundamental  principles  of 
success  in  selling  phonographs,  the  elements  may 
be  listed  roughly  in  four  groups: 

(1)  The  business  ability  of  the  manager. 

(2)  The  quality  of  service  given  the  public; 
whether  it  is  in  small  things  or  big. 

(3)  The  extent  of  good-will  that  the  store 
management  and  sales  force  can  build  up. 

(4)  The  advertising  and  teamwork  that  are 
built  up  within  the  organization  itself. 


A  TRADE-MARK 

and  What  It  Means 

Below  is  shown  a  cross  section  of  the  Tone 
Chamber  in  the  Manophone,  which  partially  ex- 
plains the  wonderful  tonal  qualities  of  this  beautiful 
instrument. 

Tust  at  the  point  where  the  "horn"  begins,  you 
will  notice  the  "voice-box"  or  "throat"  of  the 
Manophone,  which  is  carved  from  solid  wood  and 
so  fashioned  that  it  gives  the  fullest  tones  possible. 

For 

Exquisite 
Tone 


Unequaled  in  Beauty 

and  Tonal  Qualities 


The  Music  Master 
of  Phonographs 


The  exquisite  piano  finish  that  is  given  the  Manophone  is  merely  one  indication 
of  the  care  exercised  in  the  manufacture  of  this  wonderful  instrument.  The  men 
who  fashion  and  finish  the  various  parts  of  the  Manophone  cabinets  take  personal 
pride  in  the  production  of  only  worth-while  results. 

And  the  wonderful  Tonal  Qualities  of  the  Manophone  are  another  indication  of 
an  intimate  knowledge  of  the  principles  of  acoustics  and  of  their  relation  to  music. 
Only  Nature  herself  could  rival  the  remarkable  resonance  and  fidelity  of  tone  produc- 
tion which  so  clearly  distinguishes  the  Manophone. 

In  every  city  there  is  a  particularly  live  Dealer  who  realizes  the 
advantages  of  these  Qualities  in  a  phonograph.  He  knows  how 
fundamental  they  are  in  the  building  of  a  permanent  and  satis- 
fied trade.  And  our  Business  Building  Plan  is  sure  to  interest 
him. 

If  you  are  that  Dealer,  write  us,  TODAY! 

The  Manophone  Corporation      Adrian,  Mich. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


49 


DIRECT  FACTORY  PRICE— JUST  MENTION  THE  QUANTITY 


MOTORS  CASTINGS  (  turntables 

TAME  ADMC  ^        t  J  MOTOR  FRAMES 

lUNt  AKfllo  Grey  Iron    \  TONE  ARMS 

REPRODUCERS  and  Brass  for  (  HORNS  and  THROATS 


Direct  Quantity  Importations  On 


Stylus  Bars 
Screw  Machine  Parts 
Talking  Machine  Hardware 

JEWEL  and  STEEL  (Bulk  or  Packed) 
PHONOGRAPH  NEEDLES 
GENUINE  RUBY  BENGAL  MICA 


EASTERN  REPRESENTATIVE 

CHERINGTON  MFG.  CO. 

IRONCLAD  MOTORS 


D.  R.  D0CT0R0W 


Vanderbilt  Ave.  Bldg. 
5/  East  42nd  St.,  New  York 
Tel.  Vanderbilt  §462 


AN  AID  TO  GOOD  PENMANSHIP 


Talking  Machine  Helps  Pupils  to  Learn  Difficult 
Art  in  a  Considerably  Shorter  Time 


The  most  successful  stores  are  those  that  have 
a  fixed  plan,  understood  by  the  entire  staff,  and 
then  steadily  worked  out.  Such  an  establish- 
ment is  not  given  to  "stunts"  in  selling,  but 
rather  undertakes  a  cool,  deliberate  progression 
along  safe  lines.  Jumping  from  one  plan  to  an- 
other without  giving  any  one  of  them  time  for 
development  is  never  successful.  There  must  be 
some  sound  reason  for  making  changes  in  sell- 
ing plans  before  they  are  undertaken.  Guessing 
is  only  gambling.  You  are  likely  to  make  a 
wrong  guess. 

Better  take  time  to  think  out  the  right  way, 
get  your  assistants  into  sympathy  with  your 
plan,  and  then  work  steadily  ahead,  without  be- 
ing forced  from  your  path  by  listening  to  the 
advice  of  some  expert  who  doesn't  understand 
your  local  trade  or  your  special  problems. 


TO  MAKE  RECORD  EXCHANGES 

Victor  Retailers  of  New  Jersey  Discuss  Trade 
Questions  at  Monthly  Gathering 


The  Victor  Retailers  of  New  Jersey,  an  as- 
sociation formed  several  months  ago,  held  its 
regular  monthly  meeting  at  the  Robert  Treat 
Hotel,  Newark,  N.  J.,  on  February  15.  An  un- 
usually large  attendance  was  on  hand,  and  mat- 
ters of  great  interest  to  Victor  retailers  came 
up  for  general  discussion. 

A  plan  of  making  record  exchanges  between 
the  various  members  was  inaugurated  and  other 
co-operative  measures  were  considered.  Many 
new  applications  for  membership  were  sub- 
mitted. The  next  meeting  of  the  association] 
is  scheduled  to  be  held  on  March  IS  at  thej 
Robert  Treat  Hotel,  at  12  o'clock  noon. 


Definition  of  a  pessimist:  a  man  who  wears 
both  suspenders  and  belt. 


Why  Break  Records? 
Just  File  Them! 

That  it  if  you  have  the  wonderful  Record  filing  sys- 
tem which  18  a  feature  of 

The  Marvelous  MAGNOLA 


W&tcKii\J  the  Music  Come  Out 


Thit  it  only  one  feature  of  many  that  will  command 
your  interest  and  attention.  Let  us  send  you  hand- 
some illustrated  catalog  and  information  as  to  our 
plans  for  helping  you  to  make  money  with  MAGNOLA. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  8CHULZ,  fnMtaX 
General  Offliu  toutheri  Waaltult  Branch 

711   MILWAUKEE  AVENUE  ISM  CANDLER  BLDG. 

CHICAGO  ATLANTA,  OA. 


MANY  ORDERS  FOR  VICTROLA  NO.  90 

The  Putnam-Page  Co.,  Victor  distributor  of 
Peoria,  111.,  was  among  the  first  to  announce 
to  dealers  the  arrival  of  the  new  Victrola  No. 
90.  T|he  opportunity  to  order  these  instru- 
ments was  seized  at  once  by  the  dealers  in  the 
territory  covered  by  the  Putnam-Page  Co.  and 
this  house  reports  receipt  of  large  orders  for 
the  new  No.  90. 


Connellsville,  Pa.,  March  3. — The  talking  ma- 
chine as  an  aid  to  penmanship  is  an  innovation  in  the 
school  curriculum  at  Dawson,  and  so  well  does 
music  function  with  writing  that  the  pupils  are 
earning  the  highest  marks  in  the  county  in  that 
study. 

A.  J.  Emos,  principal  of  the  Dawson  schools, 
said  that  he  would  use  a  talking  machine  in 
every  room  if  the  Board  of  Education  would 
furnish  the  instruments. 

Several  educators  who  visited  the  schools  on 
a  tour  of  inspection  were  amazed  at  the  pen- 
manship specimens  shown  by  Miss  Alpha 
French,  who  teaches  the  primary  grades.  She 
said  she  always  gave  the  children  "something 
snappy"  on  the  talking  machine  during  the  writ- 
ing lessons  and  the  music  appeared  to  inspire 
the  children.  This  plan  of  stimulating  penman- 
ship has  been  tried  by  teachers  in  other  States 
with  considerable  success. 


INDIVIDUALITY  IN  YOUR  PRODUCT 
WILL  MEAN  MORE  SALES  FOR  YOU! 

Competition  in  talking  machines  is  growing  more  strenuous  each  day.  It  is  not  a 
question  of  price  any  longer  but  of  quality — higher  quality  and  better  tone.  Maintain 
the  claims  of  quality  and  tone  reproduction  in  your  product — make  it  be  individual. 

Equip  Your  Phonographs  With  the  New 
EMPIRE  UNIVERSAL  TONE  ARM  and  REPRODUCER 


We  are  prepared  to  submit  to  reliable  manufacturers  samples  of  our  tone  arms  and 
reproducers  in  order  to  enable  them  to  determine  the  merit  of  our  product.  Our  prices 
are  low  and  the  quality  of  our  product  is  second  to  none.  Write  or  wire  us  for  samples 
and  quotations  and  give  us  an  outline  of  your  1921  requirements. 

We  Also  Manufacture  Attachments  for  Edison  Phonographs 


No.  1 
Plays 
only  lateral 
cut  records. 
Retails 
at  $5.00 


No.  2 
Plays  all 
records. 
Retails 
at  $7.50 


THE  EMPIRE  PHONO  PARTS  CO. 

1362  EAST  3rd  STREET  CLEVELAND,  OHIO 

Branch  Office:  33  Auditorium  Bldg.,  Chicago,  111. 


50 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


fp 

llorentzen 


Manufacturer  of 

Exclusive  Cabinet  Hardware  and  Accessories 

60  Grand  Street  New  York  City 


MUSIC  MEMORY  CONTEST  ON  COAST 


School  Children  Taking  Active  Interest  in  Mu- 
sical Appreciation  Competition  Begun  by 
Sherman,  Clay  &  Co.  Educational  Department 


Portland,  Ore.,  March  4. — The  school  children  of 
Portland  are  to  compete  in  a  music  memory  con- 
test which  began  Monday,  February  14,  and  will 
continue  to  April  1.  This  contest  is  being  pro- 
moted largely  by  Mrs.  Evelyn  McFarland-Mc- 
Clusky,  director  of  the  educational  department 
of  Sherman,  Clay  &  Co.,  whose  idea  in  pro- 
moting the  contest  is  to  increase  the  musical 
appreciation  in  the  city.  In  these  efforts  she  is 
assisted  by  the  Women's  Club,  Collegiate  Alum- 
ni Association,  MacDowell  Club,  Opera  Asso- 
ciation, Parent  Teachers'  Association  and  all  of 
the  various  music  shops  in  Portland.  Forty- 
eight  compositions  of  well-known  composers 
have  been  chosen  by  the  committee  and  plans 
have  been  completed  for  the  children  to  hear 
them  repeatedly  at  certain  of  the  moving  picture 
houses,  music  stores  and  at  concerts  to  be  given 
at  Lincoln  High  and  Couch  Schools,  on  the  West 
Side,  and  at  Washington,  James  John  and  Jef- 
ferson High  Schools  on  the  East  Side,  every 
Saturday  afternoon  at  2  o'clock.  The  concerts 
will  be  under  the  direction  of  the  various  clubs 
and  associations,  who  are  assisting  in  the 
contest. 

Mrs.  McClusky  and  her  assistant,  Mary  Eliza- 
beth Goodwin,  also  of  Sherman,  Clay  &  Co., 
are  meeting  with  great  success  in  this  contest. 
Prior  to  the  Portland  Symphony  concerts,  Mrs. 


McClusky  gives  lectures  in  the  schools  on  the 
music  to  be  played,  visiting  several  schools 
every  day,  giving  music  appreciation  lectures, 
and  the  past  week  talked  to  the  Collegiate 
Alumni  Association,  the  Federation  of  Women's 
Clubs  and  the  History  Club.  On  Saturday 
morning  she  has  a  children's  music  hour  at 
Sherman,  Clay  &  Co.,  and  in  the  afternoon  in 
the  music  hall  of  the  store,  her  assistant,  Miss 
Goodwin,  plays  records  for  the  memory  contest. 

The  final  contest  will  be  held  at  the  Munici- 
pal Auditorium,  April  1,  at  which  time  a  large 
concert  will  be  given  by  the  various  artists  and 
organizations  of  the  city.  Certain  sections  of 
the  building  will  be  reserved  for  the  contestants, 
who  will  be  seated  every  third  seat  and  will 
write  down  the  names  of  the  compositions  and 
their  composers  as  they  are  played. 


ADD  NEW  FINISHES  TO  LINE 

Parks  &  Parks  Increase  "Tonar"  Brush  Line- 
Repeat  Orders  Being  Received  From  Dealers 


GEORGE  W.  POUND  BACK  AT  DESK 

George  W.  Pound,  general  counsel  of  the 
Music  Industries  Chamber  of  Commerce,  who 
has  been  ill  at  his  old  home  in  Buffalo,  N.  Y., 
since  before  the  holidays,  returned  to  his  desk 
at  the  general  offices  of  the  Chamber  last  week. 
Mr.  Pound  is  now  fully  restored  to  health,  and 
will  again  assume  his  legal  duties  in  connection 
with  the  Chamber  work. 


Troy,  N.  Y.,  March  7.— Parks  &  Parks,  of  this 
city,  manufacturers  of  the  "Tonar"  record 
brush,  have  recently  advised  the  trade  that  these 
brushes  can  be  secured  in  mahogany  and  light 
oak  finishes,  in  addition  to  the  standard  black 
finish.  The  company  has  for  some  time  past 
been  desirous  of  adding  these  two  finishes  to 
its  line,  in  order  to  accommodate  the  require- 
ments of  the  talking  machine  dealer.  "Tonar" 
brushes  are  now  packed  in  the  assorted  finishes, 
or  in  any  one  finish  that  the  dealer  may  desire. 
These  brushes  have  met  with  a  very  cordial  re- 
ception from  the  trade,  and  Parks  &  Parks  are 
particularly  pleased  with  the  large  percentage 
of  repeat  orders  they  are  receiving  from  dealers 
in  all  parts  of  the  country. 


SYMPHONIA  MUSIC  SHOP 


The  Symphonia  Music  Shop,  New  York  City, 
has  been  incorporated  by  H.  Shapiro,  W.  Robin- 
son and  R.  Hammer.    Capital  is  $10,000. 


AL  JOCKERS'  VOCALION  RECORDS 

Al  Jockers'  Dance  Orchestra  has  recently  re- 
corded a  number  of  some  excellent  Vocalion 
records  for  the  Aeolian  Co.  Among  the  first 
of  these  records  to  be  released  are  to  be  found 
in  the  March  supplement,  and  include  "Broad- 
way Rose,"  introducing  "Dolly  I  Love  You," 
and  "Rosie,"  introducing  "Why  Don't  You?" 
from  "Afgar." 


Don't  look  for  a  safe  place  to  linger  in.  Get 
out  into  the  thick  of  the  action. 


GARFORD  "BABY"  PHONOGRAPHS 


A  Popular  Line  of 
Toy  Phonographs 

Nothing  More-Nothing  Less 

The  "BABY"  Model 
RETAILS  AT  $6 


MODEL  X  RETAILS  AT  $12 


CLOSED 


A  Splendid  Dealer  Proposition  Is  Available 

GENERAL  PHONOGRAPH  MFG.  CO.,  Elyria,  Ohio 


The  Talking  Machine  World,  New  York,  March  15,  1921 


"Atlas"  Packing  Cases,  made  from  "Atlas"  Plywood  Box 
Shooks,  are  the  acknowledged  standard  of  the  Talking  Machine 

Industry. 

The  use  of  "Atlas"  Packing 
Cases  indicates  the  high  quality 
of  the  contents. 

They  have  been  trade-marked 
as  a  protection  to  the  particular 
manufacturers  who  long  ago 
realized  that  their  use  would 
result  in  efficiency  and  economy. 

"Atlas"  Packing  Cases  make  a 
better  appearance,  give  greater 
protection  and  save  freight. 

The  thoroughly  coordinated 
quantity  production  of  our  four 
mills  insures  the  Talking  Ma- 
chine Industry  unusually  prompt 
and  sure  service. 

For  years  we  have  made  it  our 
business  to  know  the  needs  of 
this  industry,  so  that  we  are 
authorities  on  packing  cases. 

ATLAS  PLYWOOD  CORPORATION 

10  HIGH  STREET  BOSTON,  MASS. 

Exclusive  Selling  Agents  for 

Nelson  &  Hall  Company,  Montgomery  Center,  Vt.  Richford  Manufacturing  Company,  Richford,  Vt. 

Veneer  Products  Company,  Greenville,  Maine  Blair  Veneer  Company,  North  Troy,  Vt. 

LARGEST  MANUFACTURERS  OF  TALKING  MACHINE  PACKING  CASES 


This  is  an  exact  reproduction  of  an  "Atlas" 
Packing  Case  manufactured,  printed  and 
shipped  to  the  Victor  Talking  Machine  Co., 
Camden,  N.  T. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


51 


Toscha  Seidel's  sympathetic  violin  brings 
out  the  lull  beauty  of  Schubert's  "Serenade." 
Here's  Schubert's  best-known  work  by  one 
of  the  best-known  violinists.  Stock  Colum- 
bia 49453  for  big  sales. 


Columbia  Graphophone  Co 

NEW  YORK 


EXPORT  MANAGER  VISITS  AMERICA    NEW  STEWART  EDUCATIONAL  CLASS 


A.  F.  Bramley,  General  Manager  for  J.  &  C. 
Fischer,  Arrives  Here  for  Short  Visit — Has 
Established  Many  Sonora  Agencies  Abroad 


A.  F.  Bramley,  general  manager  for  J.  &  C. 
Fischer,  New  York,  foreign  distributors  for  the 
Sonora.  visited  this  country  recently,  spending 
some  time  in  conference  with  the  Sonora  execu- 
tives regarding  business  conditions  abroad.  Mr. 
Bramley  had  been  in  Europe  for  two  years, 


A.  F.  Bramley 

establishing  Sonora  agencies  throughout  Eng- 
land and  in  most  of  the  continental  countries, 
including  Switzerland,  Holland,  Norway,  Swe- 
den, Denmark,  Belgium,  Spain  and  Italy.  In 
the  course  of  his  travels  Mr.  Bramley  went 
through  Servia  and  covered  practically  the  whole 
of  Europe. 

After  conferring  with  the  New  York  officials 
and  laying  out  plans  for  the  new  year  Mr. 
Bramley  sailed  for  England  on  the  "Aquitania," 
to  remain  there  for  the  rest  of  the  year.  In  1922 
he  will  return  to  the  United  States  and  again 
become  active  manager  for  J.  &  C.  Fischer. 


INSTALLS  UNICO  EQUIPMENT 

Darby,  Pa.,  March  3. — C.  G.  Martin  has  just 
opened  a  new  exclusively  Victor  store,  which  is 
said  to  be  among  the  most  attractive  in  this 
city.  The  interior  is  handsomely  decorated  in 
ivory  finish  and  a  large  number  of  Unico  rooms, 
racks  and  counters  has  been  installed. 


MULTUM  IN  PARVO 


No  matter  how  many  college  degrees  a  man 
has,  if  he  can  not  earn  an  honest  living  he  is 
an  educated  ignoramus,  and  is  one  with  the 
yesterdays,  doing  pedagogic  goose-step  adown 
the  ways  to  dusty  death. 


Fifth  Class  of  Series,  Held  Under  Auspices  of 
Stewart  Talking  Machine  Co.,  Indianapolis, 
Proves  a  Great  Success — Largely  Attended 


Indianapolis,  Ind.,  March  1. — Filling  the  note 
books  of  the  representatives  of  ten  different 
Victor  dealers  in  this  territory,  the  fifth  educa- 
tional class,  under  the  auspices  of  the  Stewart 
Talking  Machine  Co.,  closed  this  week  the 
most  interesting  three-day  session  ever  held  in 
the  offices  of  the  Indianapolis  jobber.  These 
classes,  instituted  a  year  ago  under  the  direc- 
tion of  Miss  Caroline  Hobson,  head  of  the 
Stewart  Educational  Department,  had  for  their 
purpose  mainly  the  furtherance  of  activity  in 
the  local  Victor  educational  departments,  in- 
structing dealers  in  how  to  co-operate  with  pub- 
lic schools  in  developing  the  use  of  Victrolas. 
The  sessions  just  closed  mark  a  distinct  growth 
in  the  original  purpose  of  the  class.  Although 
the  building  of  the  educational  departments  in 
the  Victor  stores  formed  the  fundamental  part 
of  instruction,  the  class  was  given  illuminating 
lectures  on  other  branches  of  the  Victor  busi- 
ness. 

Boyd  Kasey,  experienced  in  the  building  of 
talking  machine  motors,  took  apart  a  Victrola 
motor  before  the  class  and  lectured  on  the  con- 
struction of  each  part.  A  star  salesman  from 
one  of  Indiana's  largest  Victor  stores  presented 
points  on  salesmanship  in  the  merchandising 
of  both  records  and  instruments.  Answers  to 
questions  on  the  conduct  of  retail  sales  and  the 


development  of  different  departments  were  given 
by  George  E.  Stewart,  who  also  delivered  an 
illustrated  lecture  on  record  making.  A  repre- 
sentative of  the  Stewart  road  sign  factory  made 
an  interesting  talk  on  the  effectiveness  of  the 
product,  and  other  advertising  topics  were  rep- 
resented by  experienced  speakers.  But  not  the 
least  interesting  part  of  the  class  program  were 
the  round  table  discussions  and  an  old-fash- 
ioned spelling  match  on  the  names  of  artists 
and  composers  and  the  titles  of  Red  Seal 
records. 

The  Stewart  classes  will  be  conducted  periodi- 
cally throughout  the  year.  Those  who  attended 
the  last  class  are:  Feme  Whisman,  Mrs.  June 
Stafford,  Esther  Smith,  Ellen  Enswiler,  Miss 
Kemp,  Miss  Carr,  Miss  Wilhoit,  F.  J.  Dun- 
levy,  E.  F.  Routh  and  Mr.  Laidle. 


DEATH  OF  MRS.  W.  P.  CAMPBELL 


It  is  with  great  regret  that  The  World  an- 
nounces the  death  of  Mrs.  W.  P.  Campbell,  who 
for  several  years  had  represented  this  paper  as 
its  Portland,  Ore.,  correspondent.  Mrs.  Camp- 
bell had  been  ill  for  several  months,  her  work 
having  been  taken  care  of  by  her  daughter,  Miss 
Irene  Campbell,  who  will  continue  to  represent 
The  World  in  the  trade  centers  of  the  Pacific 
Northwest. 


U.  S.  PHONOGRAPH  CO.  DISSOLVED 


Notice  has  been  published  of  the  dissolution 
of  the  U.  S.  Phonograph  Co.,  of  Brooklyn,  N.  Y. 


TO  SELL 

EDISON  PHONOGRAPHS 

Is  a  most  pleasant,  happy  and  lucrative 
occupation.    As  we  are 

Exclusive  Edison  Jobbers 

We  Know 


Frank  E.  Bolway  &  Son 

INCORPORATED 

Exclusive  Edison  Distributors 
SYRACUSE  :-:  :-:  :-:  NEW  YORK 


52 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


A  few  valuable  Pathe  franchises  are  available  to  live 
wide-awake  merchants. 

Pathe  dealers  are  in  a  non -competitive  class. 

Only  Pathe  dealers  can  sell 
the  Pathe  Actuelle  and  the 
Pathe  Electric — the  best 
sellers  in  the  world  today* 

Pathe  dealers  make  a  larger  margin  of  profit. 
Pathe  dealers  are  always  busy. 
Better  telegraph  now. 


Address  Sales  Department  H 


Pathe  Freres  Phonograph  Co 


Brooklyn,  New  York 


march  is,  1921  THE    TALKING    MACHINE    WORLD  53 


HITS 


FIRST  AND  BEST  ON 

PATHE  (Sapphire) 

ACTUELLE  (Nece„f) 


RECORDS 


P.  PATHE 
A.  ACTUELLE 


Order  These  from  Your  Distributor  by  Wire 

POPULAR  VOCAL  "HITS" 


P.  20490— (Valvate) 
A.  020490— (Valvular) 
Size  10— Price  85c. 

P.  20491— (Valvulitis) 
A.  020491— (Vamplate) 
Size  10— Price  85c. 

P.  22505— (Legicide) 
A.  022505— (Legitim) 
Size  10— Price  $1.00 

P.  20492— (Vanadate) 
A.  020492-(Vandalism) 
Size  10— Price  85c. 

P.  22506— (Legless) 
A.  022506— (Leguan) 
Size  10— Price  $1.00 

P.  20493— (Vanguard) 
A.  020493— (Vanillate) 
Size  10— Price  85c. 

P.  20494 — (Vanishing) 
A.  020494-(  Vanquisher) 
Size  10— Price  85c. 

P.  20495— (Vantbrace) 
A.  020495—  (Vantmure) 
Size  10— Price  85c. 

P.  20496— (Vanward) 
A.  020496— (Vapidly) 
Size  10— Price  85c. 

P.  20497— (Vaporize) 
A.  020497— (Vareuse) 
Size  10— Price  85c. 

P.  20498— (Variable) 
A.  020498— (Variation) 
Size  10— Price  85c. 

P.  20499— (Variator) 
A.  020499— (Varicella) 
Size  10— Price  85c. 

p.  40217— (Eudermol) 
A.  040217 — (Excursus) 
Size  12— Price  $1.25 


MAKE  BELIEVE— Tenor  Duet..Stanton  Rhodes  and  Vincent  Francis 
AUNT  JEMIMA'S  JUBILEE    -    The  Harmonizers  (Male  Quartet) 

ANGELS  -        James  Douglas,  Baritone 

SWEET  BELLS  OF  SAN  JOSE— Tenor  and  Baritone  Duet 

Robert  Bruce  and  James  Douglas 


LOVE  IN  LILAC  TIME 
WHIP-POOR-WILL,  from  "Sally" 


SUNNY  SUE  - 

A  DREAM  OF  YOUR  SMILE  - 

I'M  MISSIN'  MAMMY'S  KISSIN' 
OVER  THE  HILL  - 


-  William  Lowe,  Baritone 

Gladys  Rice,  Soprano 

Ernest  Hare,  Baritone 

-  Carlton  Williams,  Tenor 

Orpheus  Trio  (Male  Trio) 
Lewis  James,  Tenor 


LOVELESS  LOVE  -  Noble  Sissle  and  His  Sizzling  Syncopaters 
ROYAL  GARDEN  BLUES. Noble  Sissle  and  His  Sizzling  Syncopaters 

NA-JO— Fox-trot 

HAPPINESS— Fox-trot 

ALL  FOR  YOU— Fox-trot    -  Casino  Dance  Orchestra 

OH!  BOY — One-step      -----  Casino  Dance  Orchestra 


Lanin's  Roseland  Orchestra 
(Saxophone  Passage  by  Rudy  Wiedoeft) 
Lanin's  Roseland  Orchestra 


ON  A  FAR  ALONE  ISLE— Fox-trot 


SWEET  LOVE— Fox-trot 

CALLING— Fox-trot 
HONEY— Fox-trot 


Vernon  Country  Club  Orchestra 

Vernon  Country  Club  Orchestra 

Vernon  Country  Club  Orchestra 

Vernon  Country  Club  Orchestra 


fMAZIE — Fox-trot  -       -       -       Green  Brothers'  Novelty  Band 

DO  YOU  EVER  THINK  OF  ME?— Fox-trot 

Green  Brothers'  Novelty  Band 


RAILROAD  BLUES— Fox-trot 
SWEET  MA  VIM  A— Fox-trot 

f  RAGAMUFFIN— Fox-trot 
MA  JAVA  BELLE— Fox-trot 

I 


Synco  Jazz  Band 
Synco  Jazz  Band 

Hub  Dance  Orchestra 
(Werner  Janssen  At  Piano) 

Hub  Dance  Orchestra 
(Werner  Janssen  At  Piano) 


Pathe  Frferes  Phonograph  Co. 

Grand  Avenue,  Brooklyn,  New  York 


54 


THE    TALKING    MACHINE    WORLD  March  is,  1921 


CONFERENCE  OF  EDISON  DEALERS  OF  PITTSBURGH  ZONE 

Interesting  Addresses  Made  at  Great  Gathering  of  Edison  Dealers  at  Fort  Pitt  Hotel — Sponta- 
neous Tribute  of  Esteem  Paid  Vice-president  Maxwell  at  Notable  Banquet 


Pittsburgh,  Pa.,  March  1. — The  culmination 
of  the  annual  conference  of  the  new  Edison 
dealers  of  the  Pittsburgh  zone,  which  was  held 
at  the  Fort  Pitt  Hotel,  Pittsburgh,  Wednesday 
and  Thursday  last,  was  marked  by  an  enthu- 
siastic demonstration  at  the  dinner  held  Thurs- 
day evening  in  the  Norse  Room  of  the  hotel, 
when  close  to  200  persons  arose  and  paid  a  lofty 
tribute  to  William  Maxwell,  vice-president  of 
Thomas  A.  Edison,  Inc.  The  dinner  was 
just  about  over  and  Mr.  Maxwell  quietly  arose 
from  his  seat  at  the  table  and  started  to  leave 
the  dining  hall  to  begin  his  journey  back  to 
New  York.  He  was  seen  by  some  of  the  Edison 
dealers  who  had  heard  his  powerful  talk  earlier 
in  the  day,  and  Mr.  Maxwell  was  halted  on  the 
stairway  by  the  spontaneous  display  of  affection 
and  esteem  manifested  in  cheers  and  applause. 
Mr.  Maxwell  halted,  and  then,  in  response  to 
cries  of  "speech,"  made  a  farewell  talk,  ending 
by  wishing  that  the  entire  company  would  come 
to  the  New  York  convention  in  June. 

The  dinner  was  an  elaborate  one.  Music  was 
furnished  by  the  Nirella  Orchestra  and  the  sing- 
ing was  in  charge  of  James  W.  McKelvie,  the 
well-known  Pittsburgh  baritone.  There  were 
good  cheer  and  good  fellowship  galore  and  the 
evening  wound  up  with  a  dance  which  lasted 
until  after  midnight.  The  meeting  was  the 
most  successful  ever  held  by  the  new  Edison 
dealers  under  the  auspices  of  the  Buehn  Phono- 
graph Co.,  the  Edison  distributors.  A.  A. 
Buehn,  the  well-known  and  popular  treasurer  of 
the  company,  was  given  a  rising  vote  of  thanks 
by  the  guests  on  motion  of  N.  W.  Russler,  of 
Cumberland,  Md.    Mr.  Buehn  responded  briefly. 

One  of  the  amusing  events  of  the  evening 
was  the  mock  dance  staged  by  Messrs.  J.  C. 
Dilts.  Sr.,  of  Wheeling,  and  X.  W.  Russler.  They 
brought  down  the  house  in  a  very  literal  sense 
by  their  antics  and  romping. 


The  conference  was  opened  on  Wednesday 
afternoon  in  the  assembly-room  of  the  hotel, 
with  Mr.  Buehn  presiding  and  H.  M.  Swartz, 
the  assistant  manager,  acting  as  secretary. 
Thomas  G.  Shearman,  of  Salem,  Ohio,  and  S. 
A.  Phillips,  of  Morgantown,  W.  Va.,  spoke  on 
"Tone  Tests";  "The  Value  of  Window  Dress- 
ing" was  pointed  out  by  Leo  Half,  of  Home- 
stead, while  H.  O.  Keefer,  of  McKeesport, 
spoke  on  "Sales  Aid  Service."  J.  K.  Nichol, 
one  of  the  live  wire  staff  of  the  Buehn  organi- 
zation, talked  very  entertainingly  on  "Pushing 
the  Laboratory  Model." 

Thursday  morning  the  opening  talk  was  made 
by  J.  C.  Dilts,  Sr.,  of  Wheeling,  who  spoke  on 
"Circularizing."  It  remained  for  E.  J.  Condon, 
another  of  the  Buehn  roadmen,  to  explain 
'Edison  Men  and  Concerts."  This  he  did  in  a 
very  pleasing  and  instructive  manner.  H.  H. 
Findt,  of  Steubenville,  and  C.  C.  Keys,  of  Salem, 
W.  Va.,  spoke  on  "Trucks  and  Canvassing"  and 
explained  the  methods  they  used  to  promote 
sales  of  Edison  phonographs  in  that  way.  They 
insisted  that,  as  they  always  got  results,  all 
live  Edison  dealers  would  be  able  to  do  the 
same  if  they  went  out  after  business  in  a  sys- 
tematic way.  Nelson  W.  Russler,  of  Cumber- 
land, Md.,  gave  some  timely  pointers  to  the 
dealers  on  "Advertising."  Adjournment  was 
then  taken  for  luncheon. 

The  feature  of  the  afternoon  session  was  an 
intensely  interesting  and  instructive  "Turntable 
Demonstration,"  staged  by  Mark  M.  Mitchell, 
the  efficient  manager  of  the  retail  department  of 
the  Buehn  company.  He  was  assisted  by  Mrs. 
C.  Barnes,  one  of  his  sales  staff,  the  latter  as- 
suming the  role  of  a  prospective  patron.  She 
acted  the  part  well  and  her  conversation  with 
Mr.  Mitchell  relative  to  the  merits  of  the  Edison 
phonograph  and  comparisons  with  other  makes 
of  talking  machines  was  most  interesting  and 


gave  the  Edison  dealers  new  light  on  the  advan- 
tages to  be  derived  from  the  use  of  the  "Turn- 
table." 

Harvey  C.  Trader,  another  of  the  Buehn 
roadmen,  gave  some  new  ideas  on  "Developing 
Re-creation  Sales";  E.  J.  Hayes,  of  Clarksburg, 
W.  Va.,  spoke  on  "Making  Every  Edison  Owner 
a  Salesman." 

The  big  event  of  the  final  session  was  the 
"Message  From  the  Laboratories,"  which  was 
delivered  in  a  talk  by  Mr.  Maxwell.  In  brief, 
Mr.  Maxwell  was  most  optimistic  concerning 
the  future  of  the  Edison  phonograph  trade  and 
his  remarks  and  enthusiastic  spirit  were  con- 
tagious, so  much  so  that  when  he  ceased  speak- 
ing his  message  had  "gone  home,"  as  was  evi- 
denced by  the  appreciation  and  interest  mani- 
fested by  the  Edison  dealers  in  his  timely  and 
well-chosen  remarks. 

One  of  the  Edison  dealers,  E.  F.  Hodgin.  of 
Chesterhill,  Ohio,  was  applauded  when  he  told 
that  in  order  to  reach  the  conference  on  time 
he  was  compelled  to  use  "three  automobiles 
and  a  hack"  to  make  the  trip,  due  to  bad  roads. 

Those  present  at  the  convention  were: 
William  Maxwell  and  Charles  S.  Gardner. 
Orange,  N.  J.;  Mr.  and  Mrs.  John  Ament, 
Apollo,  Pa.;  Mr.  and  Mrs.  T.  Anderson,  Blairs- 
viile,  Pa.;  Mr.  and  Mrs.  George  K.  Barkell, 
Scottdale,  Pa.;  Miss  McGeary,  Monaca,  Pa.; 
Mr.  and  Mrs.  Elmer  Law  and  William  Sea- 
man, Cambridge,  O.;  Paul  P.  Brooks  and  Miss 
F,  McConville,  Altoona,  Pa.;  Mr.  and  Mrs.  Ross 
Burns,  Waynesburg,  Pa.;  J.  O.  Clawson  and 
M.  S.  Hommel,  Belle  Vernon,  Pa.;  Mr.  and  Mrs. 
J.  M.  Stewart,  Mr.  and  Mrs.  W.  D.  Bowser  and 
Mr.  and  Mrs.  L.  P.  Marlin,  Clymer,  Pa.;  R.  G. 
Commons  and  C.  W.  Peterson,  Patton,  Pa.; 
J.  W.  Cunningham,  Reynoldsville,  Pa.;  Mrs. 
C.  H.  and  Miss  Pearl  Dufford,  New  Castle,  Pa.; 
Miss  Laura  Fawcett,  B.  R.  Fawcett  and  Mr.  and 
Mrs.  T.  G.  Shearman,  Salem,  O.;  Miss  Helen 
Duke  and  Mrs.  G.  M.  Fincik,  Latrobe,  Pa.;  Mr. 
and  Mrs.  H.  H.  Findt,  Miss  Marie  Huiber  and 
R.  L.  Welsh,  Steubenville,  O.;  S.  B.  Foust  and 
Miss  H.  Bardsley,  Juniata,  Pa.;  J.  B.  Kenner- 


The  finest  phonograph  is 
appropriately  encased  in 


'/  ''AZTEJlTCAJr 

Tl 


A  WALNUT  TALKING  MACHINE  CABINET 


The  Cabintt-wood  Superlative.' 


AN  "added  attraction"  to  the  rich  beautv 
of  AMERICAN  WALNUT  as  an 
appropriate  encasement  for  such  a  fine 
example  of  a 

Phonograph  Cabinet 

as  is  illustrated  here,  is  that  of  permanence 
— or,  "fidelity  to  fashioned  form."  AMER- 
ICAN WALNUT  does  not  warp,  shrink  or 
swell. 

The  doors  or  drawers  in  an  AMERICAN 
WALNUT  Cabinet  will  never  stick  or  refuse 
to  slide.  It's  an  impressive  selling  argument 
— a  clincher.* 

*  Manufacturers  of  high-grade  cabinets  and  phonographs  appreciate  this  fact. 

Send  for  valuable  data  for  manufacturers — or  data  for 
dealers.  Also  the  WALNUT  BOOK  de  luxe,  an  in- 
structive treatise  on  Walnut  and  Walnut  Furniture,  Free. 

Write  to  the  producers  of  American  Walnut  Lumber,  the 

American  Walnut  Manufacturers'  Association 

Room  1022,  616  So.  Michigan  Boulevard  Chicago. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


55 


dell,  Kittanning,  Pa.;  Mr.  and  Mrs.  R.  Gerecter, 
Eimer  Heneke,  Miss  E.  Mullin  and  Mrs.  S. 
Seidle,  Mt.  Pleasant,  Pa.;  Leo  L.  Half,  Miss 
Sophie  Easer  and  Miss  Marion  Steanberger, 
Homestead,  Pa.;  Mrs.  O.  Powell  and  Miss  Mar- 
garet Hempstead,  Masontown,  Pa.;  C.  R.  Henry, 
New  Lexington,  Pa.;  Mr.  and  Mrs.  Oscar 
Ohringer,  Mr.  and  Mrs.  Abe  Ohringer,  Mr.  and 
Mrs.  A.  Goldsmith,  Mr.  and  Mrs.  Zeider,  Mrs. 
Feebles  and  Mrs.  Fetterhoff..  Braddock,  Pa.; 
Harley  Howard,  Cameron,  YV.  Va.;  C.  H.  Hut- 
chison and  A.  H.  Hutchison,  New  Bethlehem, 
Pa.;  E.  G.  Bierer,  California,  Pa.;  Mr.  and  Mrs. 
Roy  Keefer,  Irwin,  Pa.;  H.  O.  Keefer,  W.  O.  Alt- 
n^n,  Ethel  Wegley  and  Ethel  Stuchul,  Mc- 
Keesport,  Pa.;  C.  C.  Keys,  Salem,  W.  Va.; 
j.  R.  Klingensmith,  Mr.  and  Mrs.  W.  R.  Klingen- 
smith  and  Mrs.  Bessie  Kline,  Greensfburg,  Pa.; 
Mr.  and  Mrs.  E.  E.  Koontz,  Moundsville,  W. 
Va.;  R.  A.  Lambert,  Roaring  Springs,  Pa.;  Fred 
D.  and  Evan  A.  Lodge,  Columbiana,  O.;  Louis 
Luxenberg,  Barnesboro,  Pa.;  Samuel  Moore. 
Monessen,  Pa.;  Mr.  and  Mrs.  G.  A.  Mytinger, 
Miss  Ruth  Mytinger,  Mr.  and  Mrs.  N.  G.  Dun- 
baugh  and  Miss  Althea  Fisher,  Ambridge,  Pa.; 
Mr.  and  Mrs.  H.  Levine,  McDonald,  Pa.;  Mr. 
and  Mrs.  L.  F.  Barker,  Johnstown,  Pa.;  Mrs. 
Victor  Nelly,  Miss  Anabel  Nelly  and  Victor 
Nelly,  Jr.,  Carnegie,  Pa.;  Mr.  and  Mrs.  C.  A. 
Nessler,  Monongahela,  Pa.;  J.  C.  Dilts,  Sr., 
Wheeling,  W.  Va.;  J.  Boehn,  F.  Whitman,  E.  J. 
Hayes  and  E.  G.  Long,  Shinnston,  W.  Va.;  Mr. 
and  Mrs.  S.  G.  Patterson,  Beaver  Falls,  Pa.; 
Mr.  and  Mrs.  W.  B.  Pfleghardt,  W.  J.  Pfleghardt 
and  Miss  M.  Ellison,  Charleroi,  Pa.;  Mr.  and 
Mrs.  S.  A.  and  Alan  Phillips,  Morgantown, 
W.  Va.;  C.  A.  Puffinburg,  P.  W.  Puffinburg, 
Miss  K.  Strickler  and  Miss  T.  W.  Strickler, 
Wilkinsburg,  Pa.;  Mr.  and  Mrs.  S.  Layton  and 
F.  Ellovich,  Coraopolis,  Pa.;  Chester  Reed, 
Kingwood,  W.  Va.;  Mr.  and  Mrs.  Joe  F.  Reich 
and  M.  M.  Smith  and  Miss  Sarah  Smith,  Meyers- 
dale,  Pa.;  Mr.  and  Mrs.  H.  L.  Rosenberg,  Joe 
Lando,  South  Fork,  Pa.;  C.  S.  Holland,  Fair- 
mont. W.  Va.;  Mr.  and  Mrs.  N.  W.  Russler, 
Cumberland,  Md.;  R.  A.  Kirkman,  Windber,  Pa.; 
C.  B.  Smith,  Philippi,  W.  Va.;  Mr.  and  Mrs. 
R.  D.  Stephens,  Barnesville,  O.;  Mr.  and  Mrs. 
Harvey  U.  Tobias,  Grafton,  W.  Va.;  E.  S.  Tyler, 
Point  Marion,  Pa.;  Miss  Anna  Miller,  Ruth 
McAllister,  Clark  Wright,  Arthur  Jones,  East 
Pittsburgh,  Pa.;  A.  R.  Webber,  Lisbon,  O.; 
W.  P.  Costo,  Buckhannon,  W.  Va.;  C.  T. 
Williams  and  A.  J.  Wilker,  Hollidaysburg,  Pa.; 
Mr.  and  Mrs.  H.  W.  Sutch,  Tarentum,  Pa.; 
"  R.  D.  Rewbridge,  Woodlawn,  Pa.:  George 
Koyle,   East   Palestine,   O.;   W.    Brown,  Miss 


Addis  Dunn,  Connellsville,  Pa.;  G.  E.  Sharps 
and  R.  Thomas,  Uniontown,  Pa.;  E.  F.  Hodgin 
and  Miss  E.  Stevenson,  Chesterhill,  O.;  W.  H. 
Young,  New  Galilee,  Pa.;  G.  W.  P.  Jones, 
Washington,  Pa.,  and  Dr.  W.  V.  Bingham,  Dr. 
E.  L.  Gatewood,  Miss  G.  G.  Brainard,  O.  R. 
Johnson,  C.  C.  Latus,  George  Schroeder,  Jr., 
Miss  A.  Hildebrand,  Miss  G.  St.  Clair,  H. 
Lechner,  John  Haggerty,  Miss  Lillian  M. 
Scholl,  Miss  Marie  Kinney,  Miss  Madeline 
Lergenmiller,  Miss  Ethel  Chilley,  Miss  Marie 
Toole,  Mrs.  C.  Barnes,  Mrs.  R.  Owens,  Mr.  and 
Mrs.  James  W.  McKelvie,  Mr.  and  Mrs.  C.  W. 
English,  Mr.  and  Mrs.  A.  H.  Hunt,  Mr.  and 
Mrs.  A.  J.  Boehm,  Mr.  and  Mrs.  H.  C.  Trader, 
Mr.  and  Mrs.  L.  A.  O'Neill,  Mr.  and  Mrs.  E.  J. 
Condon,  J.  R.  Madden,  A.  W.  Chilcott,  John  K. 
Nichol,  R.  P.  Chilcott,  David  Boustead,  M.  M. 
Mitchell,  Mr.  and  Mrs.  Albert  A.  Buehn,  Mr. 
and  Mrs.  H.  M.  Swartz,  all  of  Pittsburgh. 


A  CLEVER  WINDOW  ARRANGEMENT 

Comparison  of  Talking  Machine  With  Small 
Musical  Instruments  Makes  Strong  Point 


Here  is  an  idea  which  one  dealer  used  in  de- 
signing a  window  display  on  the  value  of  the 
talking  machine.  And  it's  a  good  one,  too.  In 
the  center  of  the  window  he  placed  a  talking 
machine.  Around  k  he  grouped  a  large  numiber 
of  musical  instruments,  banjos,  ukuleles,  guitars, 
violins,  harps,  band  instruments,  etc.  The  price 
of  each  instrument  was  shown  on  a  small  card. 
A  large  card  at  one  side  had  the  prices  of  each 
instrument  arranged  in  a  column  and  added  up. 
The  card  read  something  like  this:  "To  have  all 
these  instruments  in  your  home  would  cost  you 
$1,500  and  even  then  you  could  not  play  all  of 
them  yourself.  But  by  owning  this  talking  ma- 
chine you  can  have  every  instrument  and  play 
them  whenever  you  wish — and  the  cost  is  only 
$150."  This  card  proved  a  very  effective  argu- 
ment. 


TAKES  CHARGE  IN  ROCHESTER 

Palace  Music  Shop  Now  in  Charge  of  E.  E. 
Little,  of  That  City 


E.  E.  Little,  formerly  manager  of  the  Colum- 
bia distributing  agency  in  Rochester,  N.  Y.,  has 
taken  over  the  management  of  the  Palace  Music 
Shop  in  that  city.  E.  E.  Wallace,  formerly  of 
the  Columbia  distributing  agency  in  Buffalo,  is 
now  in  charge  of  the  Rochester  Columbia 
agency. 


Distinctively  Designed 

Phonograph  Accessories  and  Furniture  Hardware 
 For  Immediate  Delivery  


Needle  Cups,  Lid  Supports,  Automatic  Stops, 
Tone  Rods,  Knobs,  Escutcheons,  Sockets 


FURNITURE  TRIMMINGS 

A  complete  offering  in  all  the  Period  and  Commercial  Furni- 
ture Lines. 

REFRIGERATOR  HARDWARE 

All  sized  Locks  and  Hinges 

Samples  and  complete  information  on  request 

GRAND  RAPIDS  BRASS  COMPANY 

Grand  Rapids,  Michigan 


For  profitable 
repeat  orders 

FOR  every  three 
sample  needles  I 
give  out  I  am  sure  to 
get  at  least  one  regular 
customer,"  said  a  deal- 
er, speaking  of  the 

STHE  INSTRUMENT  OF  QUALIT^ 
CLEAR    AS   A    BELL  (C 

Semi -Permanent 

NEEDLES 


"And  I  notice,"  he  con- 
tinued, "that  most  of  our 
customers  buy  three  pack- 
ages at  a  time." 

Sonora  Semi-Permanent 
Needles  are  called  for  not 
only  by  purchasers  of 
Sonora  phonographs,  but 
by  owners  of  all  other  in- 
struments as  well. 

These  needles  play  ALL 
MAKES  of  steel  needle  rec- 
ords, are  vigorously  adver- 
tised, are  popular  and  are 
in  demand,  being  most  eco- 
nomical, giving  a  mellow, 
rich  tone,  and  preserving 
the  records.  If  you  haven't 
these  needles,  order  now. 

Three  grades  — Loud,  Medium,  Soft 
25c  per  card  of  5 
40c  in  Canada 

guinora  ponograph; 
(Company,  dlttr. 

GEORGE;E.  BRIGHTSON.  President 
New  York,  279  Broadway 

Canadian  Distributors:  I.  Mootagoes  &  Co. 
Toronto 

CAUTION!   Beware  of  simi- 
*■  |Un  .   iariy  constructed 
needles  of  inferior  quality. 


/ 


56 


THE   TALKING   MACHINE  WORLD 


March  15,  1921 


We  Can  Manufacture  Your  Phonograph  Records 

UNITED  STATES  RECORD  MANUFACTURING  CORP. 

206  FIFTH  AVENUE,  NEW  YORK 

is  equipped  for  pressing  10-inch  phonograph  records.  Machinery  of  latest  construction 

and  designed  for  a  quantity  and  quality  product. 

Can-  Also  Furnish  High-Grade  Record  Stock  for  Other  Pressing  Plants. 

INQUIRIES  INVITED 


TALKER  HELPS  SOVIET  PROPAGANDA 


Official  Machine  Used  to  Reproduce  Speeches 
of  the  Leading  Soviet  Officials 


In  writing  of  her  experiences  in  Soviet  Rus- 
sia, where  she  went  as  correspondent  for  the 
New  York  World,  and  spent  six  months  in 
prison,  Mrs.  Stan  Harding,  the  well-known 
British  woman  journalist,  in  her  story  now  run- 
ning in  The  World,  throws  some  interesting 
light  on  the  Bolshevik  methods,  and  particu- 
larly upon  the  system  of  propaganda. 

In  the  course  of  her  story  Mrs.  Harding 
tells  of  the  use  of  the  talking  machine  for 
reproducing  the  speeches  of  Soviet  officials,  and 
says  in  part: 

"Rosinsky  and  Mogilewsky  took  me  to  what 
they  called  'The  agitation  point'— really  a  lit- 
erary propaganda  bureau,  an  institution  com- 
mon to  everj'  railway  station  in  Russian  to-day. 

"There  was  a  magnificent  gramophone  with 


a  repertoire  of  speeches  by  famous  Commis- 
saries. One  could  also  hear  recitations  by  rev- 
olutionary poets  and  'The  International,'  as 
sung  by  famous  choirs  on  state  occasions. 

"There  was  a  record  by  the  Commissary  of 
Hygiene  on  how  to  combat  lice,  and  another  by 
Trotzky  recommending  a  'fight  to  the  finish' 
against  the  counter-revolutionaries. 

"Mogilewsky  asked  me  if  I  would  like  to 
hear  Trotzky's  speech,  and  a  chubby  little  girl 
took  up  the  disc  reverently  and  placed  it  in 
position.  Trotzky's  voice,  even  on  the  gramo- 
phone, was  too  big  for  the  little  room  and 
awakened  some  soldiers  sleeping  on  the  floor 
in  the  adjoining  waiting-room.  Through  the 
open  door  I  saw  them  rouse  up  to  listen,  clad 
in  their  long  Summer  military  overcoats. 

"Though  1  could  not  understand  a  word  of 
Trotzky  Russian  I  guessed  at  the  furious  en- 
ergy of  the  man  and  gathered  that  the  uni- 
versal war  slogan  of  the  'knockout  blow'  came 
in  pretty  frequently." 


LIBROLA  PERIOD  MODELS 

Louis  XVI  Model — also  Queen  Anne  Period 

A  High  Grade  Phonograph  and  Library  Table  Combined 
Now  Ready  for  Delivery 


No.  175.    Pat.  applied  for.  42"  long,  26"  wide,  31"  high. 
Finished  on  all  sides— golden  oak,  mahogany  or  walnut 

Complete  Your  Line  with  These  High  Class  Library  Table  Models 

This  high  class  instrument  will  enable  you  to  meet  any  competition, 
because  of  its  beauty,  clarity  of  tone  and  utility. 

You  are  missing  Dollar  profits  if  you  do  not  write  for  information  — Today. 

SEABURG  MANUFACTURING  COMPANY 

JAMESTOWN,  NEW  YORK 


ATTRACTIVE  STORE  IN  ALLENTOWN 


Block's  Music  House  Featuring  the  Vocalion 
Line  Exclusively  With  Much  Success 


Among  the  enthusiastic  dealers  in  Pennsyl- 
vania handling  the  Vocalion  line  exclusively  is 
Block's  Music  House,  at  25  North  Sixth  street, 
Allentown,  Pa.  The  company's  quarters  in  the 
Lyric  Theatre  Building  are  distinctly  attractive 
and  homelike,  the  bareness  of  the  usual  ware- 


View  of  Interior  of  Block's  Store 

room  being  relieved  with  potted  palms  and 
other  plants  and  numerous  floor  lamps  of 
elaborate  design.  Large  portraits  of  Vocalion 
artists  also  add  to  the  decorative  effect.  The 
accompanying  picture  gives  some  idea  of  the 
general  appearance  of  the  store,  although  the 
camera  fails  to  give  a  proper  idea  of  its  real 
size. 


Plan  wisely  and  work  hard,  expecting  nothing 
from  luck,  and  all  the  merry  villagers  will  say, 
"Oh,  he  is  a  lucky  dog." 


Men  who  succeed  have  faith  in  themselves, 
and  faith  in  their  fellows. 


Stewart 

j  I  Talking  Machine  Company- 1 Jj 


SI 

II I 


I 


JOBBERS 

"Victor 


ndianapolis 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


57 


New  "12  for  25c" 
Package  Sent 

FREE 

to  Prove  a 
"Point"  to 
3,000  More  Dealers 


OVER  3,000  dealers  already  know  and 
attest  the  remarkable  degree  of  perfection 
attained  by  TONOFONE  needles.  They 
sell  and  use  them  in  demonstrating  because  the 
soft,  flexible  point  produces  pure,  unmixed  and 
undistorted  tones,  in  the  volume  recorded  in  the 
record.  They  are  not  made  "loud"  to  intensify 
tones.  Loud  needles  ruin  records.  TONO- 
FONE improves  records.  Each  needle  plays  20 
to  50  records — any  disc  record  on  any  phono- 
graph. 

To  prove  it  and  that  the  soft,  flexible  point  of 
TONOFONE  gives  more  accurate  reproduc- 
tion of  original  tone  and  expression  and  less  . 
surface  noise— that  TONOFONE  prolongs  the 
life  of  records  and  is  more  convenient  and 
economical  to  the  user  and  more  profitable  to  the 
dealer — we  will  gladly  send  a  full  package 
FREE  to  any  dealer.    Just  mail  coupon  belotv. 

Or,  better  still,  send  an  order  now  for  full 
carton  of  the  new  bigger-value,  bigger-profit  "12 
for  25c"  package.  Remember,  you  take  abso- 
lutely no  risk  because  every  TONOFONE  is 
positively  guaranteed.  Use  coupon  order  at 
right,  giving  the  big  value-big  profit  price. 
Don't  wait.   Begin  now. 

Send  one  of  the  coupons  at  once. 

R.  C.  WADE  CO. 
110  South  Wabash  Avenue         Chicago,  111. 

The  Phonograph  IS^edle  With  the  flexible  Wont 

\     R.  C.  WADE  CO.,  110  So.  Wabash  Ave.,  Chicago,  111. 

1  Gentlemen :— Please  send  FREE,  one  "12  for  25c"  pack-  1 
|     age  of  TONOFONE  Needles,  for  us  to  test.  I 


I 


Firm  Name 


— Or  Order  a  Carton 
at  Special  Price 

To  introduce  our  new,  bigger-value,  bigger- 
profit  package,  which  gives  your  customers  12 
TONOFONE  Needles  for  25c,  we  offer  a  price  of 
$14.00  a  carton  of  100  packages. 

This  $14.00  carton  retails  for  $25.00,  giving  you 
a  profit  of  $11.00  a  carton,  or  11c  a  package. 
This  is  44%  on  your  selling  price  and  79%  on 
your  investment — a  very  exceptional  profit. 

Please  order  direct  from  this  advertisement, 
using  coupon  below.  The  needles  will  be  shipped 
on  our  positive  guarantee.  Terms:  Cash  with 
order,  less  2%,  or  30  days  net  on  approved  ref- 
erence or  established  credit  rating. 


ORDER  BLANK 

R.  C.  WADE  CO. 

110  S.  Wabash  Ave.,  Chicago,  111. 

Gentlemen: — Please  enter  our  order  for  TONO- 
FONE Needles  as  follows,  which  may  be  shipped 
through  one  of  your  wholesale  distributors: 

 Cartons,  100  Packages,  at  $14.00  

Firm  Name  

Street   

City  


. State 


Above  is  purchased  subject  to  your  positive  guarantee. 


'  .  I 


I     Street    I 

1    City   .  ..  .•  ....State   '  I 


58 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


EUGENE and  WILLIE  HOWARDS  TERRIFIC  HIT in THE  PASSING  $HOW»M92l 

NDERNEATH  HAWAIIAN  SKIES 


Sfflll         One  most  beautiful  Fox -Trot  Melody 
mm  ia  years     "Published by  leo. feist  inc  JtiBam 

JMwSBS  J  FEIST  BLOG. 


Q/oa  can  'I  go  wrong 
wilk  any  Feist  Sony  . 


new  VORI-O 


OPENS  NEW  SONORA  DEPARTMENT 

Fraser  Paterson  Co.,  Seattle,  Opens  Handsome 
Sonora  Department — Store  and  Window  Dis- 
plays Exceptionally  Artistic 


The  Fraser  Paterson  Co.,  Seattle,  Wash.,  one 
of  the  leading  mercantile  establishments  in  that 
city,  opened  recently  a  Sonora  department, 
which  to  date  has  proven  a  signal  success.  The 
company  adopted  unique  methods  for  introduc- 
ing the  Sonora  to  its  clientele,  using  full-page 
advertisements  in  the  newspaper  and  mailing 
engraved  announcements  to  15,000  of  the  city's 
residents. 

The  entire  center  aisle  of  this  store  was  de- 
voted to  a  Sonora  display,  the  counters  and 
showcases  being  moved  back  so  that  a  width 
of  sixty-five  feet  was  available,  with  a  depth  of 
180  feet.  In  the  rear  of  the  store  and  at  the 
end  of  the  center  aisle  there  was  erected  a  very 


beautiful  piece  of  colored  art  glass  which  reached 
from  the  floor  to  the  ceiling.  Around  this  was 
draped  black  velour  and  just  below  the  center 
of  this  art  glass  was  hung  the  well-known 
Sonora  gold-lettered  sign.  From  the  ceiling  to 
the  floor  were  draped  handsome  Oriental  rugs, 
\,alued  at  $200,000 

Added  to  the  attractiveness  of  the  center 
aisle  were  displays  in  all  five  of  the  windows 
on  Second  avenue  devoted  entirely  to  Sonora 
period  models.  Window  number  one,  which  was 
a  corner  window,  prominently  displayed  the 
Louis  XV  De  Luxe  model  in  American  walnut 
finish.  Window  number  two  displayed  the  popu- 
lar Duncan  Phyfe  model,  with  a  handsome  back- 
ground, including  artistic  gold  curtains.  Win- 
dow number  three  displayed  the  Jacobean  model 
in  antique  walnut,  with  a  background  of  black 
velour.  Window  number  four  used  a  similar 
background  prominently  displaying  the  Sonora 
C.othic,  Jr.    Window  number  five  displayed  the 


KICHLER 

VALANCES 

especially  designed  for  the  windows  of  the 
Talking  Machine  Dealer.  We  can  reproduce 
and  embroider  any  trade-mark  and  any  type  of 
lettering. 

KICHLER  VALANCES  will  improve  the 
appearance  and  increase  the  sales  value  of  your 
show  windows.  Write  us  for  our  descriptive 
literature. 


THE  L.  A.  KICHLER  CO. 

717  Lakeside  Ave.  N.  W.  (D.pt.  w>  CLEVELAND 

Eastern  Representative — Louis  A.  Schwarz,  1265  Broadway,  New  York  City 


Chippendale  model  in  mahogany,  and  the  back- 
ground and  floor  coverings  consisted  of  hand- 
some Oriental  rugs  in  orange  and  blue. 

The  center  aisle  display  was  thrown  open  to 
the  view  of  the  public  at  seven  o'clock  on  a 
Saturday  evening  and  remained  open  until  six 
o'clock  Monday  morning.  During  this  time  it 
was  estimated  that  over  50,000  people  actually 
visited  this*  display. 


BATES  MUSIC  STORE  DESTROYED 


Colorado  Dealer,  However,  Secured  More  Stock 
and  Opened  for  Business  the  Next  Day 


Greeley,  Col.,  March  4. — George  Bates,  head 
of  the  Bates  Music  Co.  of  this  city,  doesn't  let 
even  a  disastrous  fire  discourage  him  a  bit. 
Last  month  his  entire  store  was  destroyed  in  a 
fire  which  broke  out  early  in  the  morning. 
Hardly  had  the  burning  timbers  been  quenched 
when  he  had  secured  a  temporary  location,  pre- 
pared to  resume  business.  The  next  morning 
papers  carried  large  advertisements  telling  the 
public  that  they  could  still  get  the  pianos,  talk- 
ing machines  and  other  musical  goods  from  the 
Bates  Music  Co.  in  the  temporary  headquar- 
ters at  812  Eighth  avenue. 

The  Bates  Music  Co.  handles  the  Victor, 
Brunswick,  Columbia  and  Edison  machines  and 
immediately  following  the  fire  a  supply  of  these 
instruments  was  drawn  from  the  Bates  store- 
house and  a  special  shipment  of  records  rushed 
by  express. 


HAD  NARROW  ESCAPE  IN  ACCIDENT 


A.  L.  Jewett,  general  sales  representative  of 
the -phonograph  department  of  the  Starr  Piano 
Co.,  Richmond,  Ind.,  has  been  receiving  the 
congratulations  of  his  friends  on  his  narrow 
escape  from  death  in  a  train  smash-up  which 
occurred  the  last  week  of  January.  The  train 
in  which  Mr.  Jewett  was  traveling  left  the 
tracks  due  to  a  split  rail  at  Greenville,  O.,  and 
the  Pullman  crashed  into  a  freight  car  on  a 
siding.  Mr.  Jewett  was  badly  shaken  up,  but  is 
now  "on  the  job"  again. 


No.  35216  Basket 
filled  with  flowers, 
as  hyacinths,  tulips, 
maybells,  etc.,  each 
$1.50,  per  dozen 
$15.00. 

My  ILLUSTRATED 
CATALOGUE  No.  35, 
containing  Everlasting 
Decorative  Flowers, 
Plants,  Vines,  Garlands, 
Hanging  Baskets,  Etc., 
FREE  FOR  THE 
ASKING. 


FRANK  NETSCHERT 

61  BARCLAY  ST.      NEW  YORK,  N.  Y. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


59 


GREAT  GATHERING  OF  VICTOR  DEALERS  IN  PEORIA,  ILL. 

Over  75  Dealers  From  Various  Parts  of  Illinois  Entertained  by  Putnam-Page  Co.,  Victor  Whole- 
saler— Notable  Addresses  Made  by  Prominent  Speakers — Attend  Banquet  at  Creve  Coeur  Club 


Peoria,  III.,  March  4. — The  Putnam-Page  Co., 
Victor  wholesaler  of  this  city,  held  a  very  suc- 
cessful Victor  meeting  on  Washington's  birth- 
day, which  was  attended  by  about  seventy-five 
of  the  retail  dealers  to  whom  this  concern 
caters.  During  the  morning  everybody  gath- 
ered at  the  offices  of  the  Putnam-Page  Co.  and 
mingled  together  on  an  informal  basis.  At 
noon  the  entire  party  adjourned  to  the  Palm 
Room  of  the  Jefferson  Hotel,  which  had  been 
reserved  for  the  exclusive  use  of  the  Putnam- 
Page  guests.  Here,  amid  attractive  patriotic 
and  floral  decorations,  everybody  enjoyed  a 
most  palatable  repast  to  the  accompaniment  of 
music  by  the  Inglaterra  Trio. 

P.  A.  Ware,  general  manager  of  the  Putnam- 
Page  Co.,  acted  as  master  of  ceremonies.  Fol- 
lowing a  few  typically  Ware  humorous  stories 
he  introduced  Jerry  McQuade,  whose  subject 
was  "A  Little  Scotch."  He  told  a  number  of 
very  entertaining  Scotch  stories. 

Miss  Mabel  H.  Rich,  of  the  Victor  educa- 
tional department,  next  spoke  on  "How  the 
Dealer  May  Profit  Through  Educational  Work.'' 


Artists.  He  explained  the  results  which  have 
been  attained  for  Victor  dealers,  under  whose 
auspices  the  Eight  Famous  Artists  have  given 
concerts,  and  announced  that  this  group  of 
Victor  record  makers  will  appear  in  a  number 


to  all  present,  he  explained  fully  the  responsi- 
bility which  the  Board  of  Directors  of  the  Vic- 
tor Co.  feel  towards  every  retail  Victor  dealer, 
and  how  they  are  striving  in  every  way  possible 
to  use  the  resources  of  this  company  to  the  end 
that  each  dealer  may  be  assured  of  a  very 
successful  business,  and  to  the  end  that  his 
individual  investment  in  the  Victor  business 
may  be  assured  as  a  permanent  source-  of 
income.     In  this  connection  Mr.  Paine  spoke 


Putnam-Pasre  Officials — Left  to  Right  (Sitting),  Roy  Page, 
Miss  Cloud,  F.  H.  Putnam.  (Standing)  L.  S.  Putnam,  A.  E. 
Severe,  P.  A.  Ware. 

In  the  course  of  her  talk  she  mentioned  many 
new  avenues  through  which  the  retail  Victor 
dealer  can  develop  machine  and  record  sales 
and  offered  some  very  practical  ideas  for  se- 
curing this  business.  She  also  touched  on  the 
great  vision  with  which  the  educational  depart- 
ment of  the  Victor  organization  is  inspired. 

The  next  speaker  was  L.  C.  Mountcastle,  as- 
sistant manager  of  the  Eight  Famous  Victor 


The  Banquet  Held  in  the  Palm 

of  concerts  in  Illinois  cities  this  Spring.  He 
asked  any  merchants  interested  in  making  book- 
ings for  their  cities  to  make  their  requirements 
known  right  away,  so  that  due  provision  could 
be  made  to  take  care  of  the  needs  of  as  many 
of  the  Illinois  Victor  dealers  as  possible  during 
the  coming  tour. 

Raymond  Bill,  associate  editor  of  The  Talking 
Machine  World,  followed  with  an  informal  dis- 
cussion on  "What  the  future  holds  in  a  business 
way  for  the  retail  merchants  who  apply  vigor- 
ous and  intelligent  sales  efforts." 

Joseph  J.  Rockwell,  counselor  of  the  Reincke- 
Ellis  Co.,  Chicago,  next  spoke  on  "Advertising," 
and  gave  a  very  interesting  discourse  on  the 
history  of  advertising  and  the  vital  part  it  plays 
ir  modern  business  as  an  accelerator  of  sales. 

Duane  Wanamaker,  Western  manager  of  the 
Talking  Machine  Journal,  offered  some  interest- 
ing comment  and  observations  on  current  con- 
ditions in  the  industry. 

The  next  speaker  was  John  Gregg  Paine,  of 
the  legal  department  of  the  Victor  Talking  Ma- 
chine Co.  His  speech  was  the  principal  feature 
of  the  convention,  and  his  subject  was  "Mar- 
keting Victor  Goods  Is  More  Than  Merchan- 
dising." During  the  course  of  his  address,  . 
which  proved  most  interesting  and  illuminating 


Our  Dealers'  Service  Department  really  serves  and  has 
profited  our  dealers. 

The  head  of  our  Repair  Department  has  just  returned  from 
the  Victor  Factory,  and  to  dealers  who  maintain  their  own  repair 
department  we  extend  instruction  and  co-operation  without  cost. 

There  are  other  features  of  Putnam-Page  service  which  are 
profitable  to  dealers — ask  those  who  know. 

PUTNAM-PAGE  COMPANY 

Exclusive  Victor  Wholesalers 

PEORIA,  ILLINOIS 


Room  of  the  jetterson  Hotel 

of  the  utilization  of  the  most  efficient  and  high 
quality  methods  in  the  factory.  He  traced  in 
detail  the  sources  from  which  various  raw  mate- 
rials are  secured  and  the  conditions  under  which 
they  are  obtained.  After  offering  many  very 
interesting  details  on  this  side  of  the  Victor 
business,  all  of  which  demonstrated  the  respon- 
sibility which  the  Victor  Co.  feels  towards  Vic- 
tor dealers,  he  then  explained  how  the  com- 
pany looks  upon  each  retail  merchant  handling 
the  Victor  product  as  the  custodian  of  its  good- 
will. He  explained  the  responsibility  which  this 
guardianship  involves,  and  how  the  Victor  Co. 
looks  to  each  retailer  to  uphold  in  the  finest 


Visiting    Speakers — Miss    Mabel    Rich.    L.    C.  Mountcastle 
and  (Standing)  J.  G.  Paine  ' 

manner  possible  the  great  prestige,  good-will 
and  reputation  which  have  been  built  around 
the  Victor  trade-mark,  Victrolas  and  Victor 
records.  In  closing,  Mr.  Paine  touched  most 
inspiringly  on  the  idea  that  in  selling  music  to 
the  American  people  the  retailer  is  in  fact  per- 
forming a  truly  God-like  mission.  „  This  part 
of  Mr.  Paine's  address  made  a  very  deep  im- 
pression on  alp  his  hearers  and  left  everyone 
inspired  with  a  deeper  understanding  of  the 
business  in  which  he  is  engaged.' 

The  program  closed  with  some  interesting 
remarks  by  F.  H.  Putnam,  president  of  the 
Putnam-Page  Co.,  during  which  he  emphasized 
the  value  of  dealers  and  their  sales  representa- 
tives attending  the  sc'hool  of  salesmanship  at 
Camden,  and  also  of  attending  the  Victor  edu- 
cational convention,  which  is  to  be  held  in 
Chicago  the  latter  part  of  March  under  the 
auspices  of  ten  of  the  Victor  wholesalers  lo- 
cated in  the  Middle  West. 

In  response  to  a  motion  by  unanimous  con- 
sent a  telegram  was  sent  to  Enrico  Caruso  at 
the  Hotel  Vanderbilt,  New  York  City,  which 
read  as  follows:  "Seventy-five  Illinois  Victor 
dealers  meeting  in  Peoria  to-day  joining  with 
the  Putnam-Page  Co.,  Victor  distributor,  ex- 
tend to  you  their  best  wishes  and  express  their 
sincere  hope  for  a  speedy  and  complete  recov- 
ery of  yourself  and  your  glorious  vDi'ce." 
{Continued  on  page  61) 


60 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


A  New  Source  of  Profit 
for  the  Phonograph  Dealers 


Some  uses  for 
the  Magnavox 

Chu  rches 

Schools 

Concerts 

Entertainments 

Playgrounds 

Dances 

Fairs  and 

Exhibitions 

Open  Air 

Y.  M.  C.  A.  Work 

Lodges 

Directing 

Construction  W ork 
You'll  think  of 
many  others. 


MANY  dealers  have  doubled 
their  sales  of  phonograph 
records  by  using  the  Magnavox 
attachment.  Large  crowds  gather 
in  front  of  their  stores  whenever 
they  play  the  new  records,  which 
are  heard  by  everyone  within  a 
block.  It  is  an  entirely  new  way 
of  advertising  phonographs  and 
records. 

Now  dealers  are  selling  this 
attachment  to  schools,  churches, 
movie  houses,  dance-halls  and 
wherever  the  phonograph  is  used. 
Considerable  profit  is  realized  on 
each  sale  of  a  Magnavox. 

The  Magnavox  so  magnifies  the 
sound  of  a  record  (or  the  voice)  that 
it  will  fill  a  big  auditorium.  A  record 
can  be  heard  a  mile  in  the  open.  Yet 
it  can  be  modulated  at  will  to  become 
a  mere  whisper.  Write  us  for  full 
particulars. 

J.  O.  Morris  Co.,  Inc. 

Eastern  Distributors 

1270  Broadway,  New  York 


Magnavox 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


61 


VICTOR  DEALERS  MEET  IN  PEORIA 

(Continued  from  page  59) 

During  the  evening  of  Washington's  birth- 
day all  of  the  conventionites  were  entertained 
by  the  Putnam-Page  Co.  at  the  Creve  Coeur 
Club.  This  local  non-sectarian  and  non-parti- 
san club  held  its  twenty-third  annual  banquet 
at  the  Shrine  Temple,  in  celebration  of  the 
birth  of  George  Washington,  and  it  is  needless 
to  say  the  decorations,  the  spirit  and  the  meal 
proved  most  effective. 

The  invocation  to  the  banquet  was  given  by 
Rev.  Joseph  C.  Hazen,  and  the  speakers  after 
dinner  included  the  Hon.  J.  F.  T.  O'Connor,  of 
Grand  Forks,  N.  D.,  who  spoke  on  "The  Citizen 
of  To-morrow";  Admiral  Samuel  McGowan, 
Washington,  D.  C,  who  discussed  "Some  Side- 
lights on  the  Navy";  Rev.  Nathan  Krass,  D.  D., 
of  New  York,  who  spoke  on  "Washington's 
Strength  and  Democracy's  Weakness";  and  the 
Most  Rev.  Austin  J.  Dowling,  D.  D.,  St.  Paul, 
Minn.,  whose  subject  was  "The  Melting  Pot 
and  the  Mould." 

The  whole  affair  from  start  to  finish  was  very 
enjoyable  and  provided  the  retail  Victor  dealers 
with  many  new  ideas  about  the  industry  cf 
which  they  are  a  part  and  of  practical  ways 
to  meet  current  business  conditions.  Every- 
one felt  most  grateful  to  the  hosts. 

The  day  following  the  meeting  proper  a  num- 
ber of  guests  stayed  over,  and  informal  discus- 
sions were  held  in  the  offices  of  the  Putnam- 
Page  Co.  during  the  morning.  An  informal 
luncheon  at  the  Creve  Coeur  Club  was  given 
at  noon.  The  last  of  the  invading  contingent 
left  by  Wednesday  evening. 

Among  those  present  were:  Alex  Meyer, 
Meyer's  Music  House,  Carlinville;  J.  W.  Ham- 
mer, Hammer  &  Webb,  Farmer  City;  C.  D.  V. 
McKinley,  C.  D.  V.  McKinley,  Mason  City; 
J.  Anthony  Hoppe,  Western  Record,  Chicago; 
J.  J.  Rockwell,  Reincke-Ellis  Co.,  Chicago;  Thor 
Xorberg,  of  Norberg  Music  House,  Rock 
Island  and  Moline;  O.  D.  Ehrlicher,  Ehrlicher 
Bros.  Co.,  Pekin;  W.  F.  Haley,  J.  Haley  &  Son, 
Areola;  Geo.  H.  Thompson,  Thompson  Drug 
Co.,  Spring  Valley;  E.  F.  Bohn,  P.  F.  Cutner 
Music  House,  Lincoln;  P.  F.  Cutner,  P.  F. 
Cutner  Music  House,  Lincoln;  I.  J.  Whitten, 
Sundquist  &  Whitten,  Wyoming;  F.  J.  Ever- 
son^T.  S.  Gravenhorst,  Effingham;  E.  T.  Froyd, 
Froyd's  Music  Shop,  Paxton;  H.  C.  Duncan  and 
Harry  A.  Duncan,  Duncan-Schell  Furn.  Co., 
Keokuk,  la.;  F.  A.  Doyle,  Doyle  Furniture  Co., 
Galesburg;  A.  E.  Sundquist,  A.  Sundquist  & 
Son,  Toulon;  H.  J.  Waldschmidt,  H.  J.  Wald- 
schmidt,  Metamora;  J.  G.  Paine  and  Miss  Ma- 
bel Rich,  Victor  Talking  Machine  Co.,  Cam- 
den, N.  J.;  Raymond  Bill,  Talking  Machine 
World,  New  York  City;  Mrs.  Donald  Gordon, 
J.  A.  Gordon,  Hamilton;  Mrs.  Thor  Norberg, 
Norberg  Music  House,  Rock  Island;  Mrs.  Ray 
E.  Bannon,  Bannon's  Music  Shop,  Ottawa;  D. 
A.  Craine  and  H.  O.  Hartley,'  Hartley's  Phar- 
macy, Galva;  Donald  Gordon,  J.  A.  Gordon, 
Hamilton;  George  Cheatle,  The  Music  Shop, 
Springfield;  F.  L.  Fell,  R.  L.  Berry's  House  of 
Music,  Springfield;  G.  E.  Lester,  G.  E.  Lester, 
Hoopeston;  T.  J.  Griggs,  Griggs  Music  House, 
Kewanee;  Ray  E.  Bannon,  Bannon's  Music 
Shop,  Ottawa;  Harry  K.  Onken,  John  Onken 
&  Brother,  Chapin;  Ed.  F.  Ritter,  Ed.  F.  Ritter, 
Mattoon;  J.  L.  Murray,  The  Murray  Co., 
Davenport,  la.;  S.  B.  Bolton,  Bolton  Electric 


NEEDLES 

WE  MANUFACTURE 

Diamond  needles  for  Edison 
Sapphire  needles  for  Edison 
Sapphire  needles  (or  Pathe 

in  ttock  ready  for  delivery 
MERMOD  &  CO.,  874  Broadway,  N.  T. 


Co.,  Aledo;  C.  N.  Lenhart,  C.  N.  Lenhart,  Mat- 
toon;  A.  R.  Meyer,  A.  R.  Meyer,  Havana. 

R.  E.  Gardner,  R.  E.  Gardner,  Washington; 
E.  E.  Hanger,  Hanger  Brothers,  Lincoln;  R.  L. 
Stutzman,  P.  A.  Bergner  &  Co.,  Peoria;  F.  R. 
Bailey,  King  &  Bailey,  Virginia;  H.  C.  Kupfer, 
Mandel  &  Schwarzman,  Bloomington;  Russell 
N.  Smith,  Russell  N.  Smith,  Carthage;  Lyle 
Straight,  A.  Livingston  &  Sons,  Bloomington; 
Rufus  L.  Berry,  R.  L.  Berry's  House  of  Music, 
Springfield;  L.  C.  Mountcastle,  P.  W.  Simon 
Concert  Co.,  New  York  City;  C.  H.  Hammond, 
C.  H.  Hammond,  Rushville;  F.  M.  Leslie,  F. 
M.  Leslie,  Urbana;  W.  E.  Rouch,  Linn  & 
Scruggs,  Decatur;  W.  L.  Barnett,  Barnett  Drug 
Co.,  Watseka;  J.  W.  Pauly,  The  Music  Shop, 
Burlington,  la.;  Louis  Heckman,  Louis  Heck- 
man,  Manito;  Duane  Wanamaker,  Talking  Ma- 
chine Journal,  Chicago;  Ralph  W.  Wheelock, 
C.  E.  Wheelock  &  Co.,  Peoria;  Ben.  H.  Bruns- 
wick, Brunswick's  Music  Shop,  Pittsfield,  111.; 
J.  D.  O'Malley,  Block  &  Kuhl  Co.,  Peoria;  C. 
W.  Fitzgerald,  C.  W.  Fitzgerald,  Morrison. 


The  Putnam-Page  Co.  was  represented  by 
Carl  Carey,  Miss  M.  A.  Cloud,  Ben  Oltmanns, 
W.  P.  Mosher,  P.  A.  Ware,  Miss  Rose  Hern- 
don,  F.  H.  Putnam,  L.  S.  Putnam  and  Roy 
Page. 


ARTISTIC  STORE  IN  CHESTER,  PA. 


Chester,  Pa.,  March  5. — Miss  E.  V.  Martin  has 
just  completed  negotiations  for  opening  an  ex- 
clusive Victrola  shop  in  the  Edgemont  Theatre 
Building.  This  location  is  considered  one  of  the 
most  desirable  in  the  city.  She  has  placed  an 
order  for  eight  Unico  demonstrating  rooms  and 
will  have  an  attractive  decorative  treatment 
across  the  entire  width  of  the  store.  An  effi- 
cient record  department,  equipped  with  eight 
Unico  racks  and  four  efficiency  counters,  has 
been  provided. 


Do  not  surrender  your  individuality,  your 
identity.  Stand  for  something.  The  carbon 
copy  is  seldom  sent  out  of  the  office. 


ENJOY  THE 

COOPERATION 
AND  SERVICE 


of  the 


Scoville  Mercantile  Company 


Distributors  of 


The  Record  of  Quality 

Records 

Our  service  is  dependable 
and  merits  your  partici- 
pation  as  our  dealer. 

Scoville  Mercantile  Company 

ATLANTA,  GA. 


62 


THE   TALKING   MACHINE  WORLD 


March  15,  1921 


Pablo  Casals,  the  famous  'cellist,  lends  new 
popular  interest  to  Handel's  "Largo"  on  this 
Easter-tide  record  that  will  sell  the  year 
round.  Keep  this  in  mind  when  you  order. 
Columbia  49802. 


Columbia  Graphophone  Co 

NEW  YORK 


PITTSBURGH  CONTINUES  TO  BE  A  BUSY  TRADE  CENTER 

Group  Meeting  of  Victor  Jobbers,  Held  Under  Auspices  of  C.  C.  Mellor  Co.,  Great  Success — New 
Quarters  for  National  Phonograph  Co. — Opera  Window  Wins  Praise — Talkers  Exhibited  at  Show 


Pittsburgh,  P.a.,  March  1. — A  group  meeting 
of  Victor  jobbers  was  held  recently  in  the 
Crystal  Room  of  the  William  Penn  Hotel.  The 
hosts  were  the  C.  C.  Mellor  Co.,  the  Standard 
Talking  Machine  Co.  and  the  W.  F.  Frederick 
Piano  Co.,  Victor  distributors.  Out-of-town 
Victor  jobbers  present  were:  H.  J.  Shartle  and 
C.  H.  Deacon,  of  the  Cleveland  Talking  Ma- 
chine Co.,  Cleveland,  O.;  Charles  Bennett  and 
Earl  Poling,  of  the  Eclipse  Musical  Co.,  Cleve- 
land; Curtis  N.  Andrews,  of  Buffalo,  N.  Y.; 
Perry  B.  Whitsit,  of  Columbus,  O.;  V.  W. 
Moody,  Buffalo  Talking  Machine  Co.,  Buffalo, 
X.  Y.;  C.  A.  Grinnell,  of  Grinnell  Bros.,  Detroit, 
Mich.,  and  Arthur  Bates,  of  the  Ohio  Talking 
Machine  Co.,  Cincinnati,  O.  The  Pittsburghers 
who  participated  in  the  meeting  included: 
French  Nestor  and  Wallace  Russell,  of  the 
Standard  Talking  Machine  Co.;  Thomas  T. 
Evan's  and  R.  R.  Myers,  of  the  C.  C.  Mellor 
Co.,  and  George  H.  Rowbridge  and  Robert  Boy- 
cott, of  the  W.  F.  Frederick  Piano  Co.  Follow- 
ing the  business  session  dinner  was  served  and 
later  all  occupied  a  box  in  the  Alvin  Theatre, 
where  "Linger  Longer,  Letty,"  was  played. 

An  enterprising  show  window  display  was 
engineered  by  Fred  J.  Drake,  manager  of  the 
C.  C.  Mellor  Co.'s  retail  Victrola  department, 
and  O.  B.  Dean,  the  versatile  and  resourceful 
window  designer  of  the  department,  the  past 
week.  Practically  the  entire  window  was 
given  over  to  a  small-sized  replica  of  a  stage 
scene  depicting  the  production  of  an  act  in 
"Rigoletto,"  the  celebrated  opera  by  Verdi.  At 
the  side  an  automatic  electric  sign  displayed 
moving  placards  telling,  in  part,  the  story  of  the 
opera.  Just  at  the  dramatic  point  instead  of  the 
story  continuing  a  card  is  shown  asking  the 
reader  to  call  inside  the  store  and  secure  a  little 
pamphlet  giving  in  full  the  story  of  "Rigoletto." 


The  show  window  display  proved  a  means  of 
attracting  large  crowds  the  entire  day,  as  high 
as  three  hundred  persons  viewing  the  scene  in 
less  than  forty-five  minutes.  The  display  was 
made  in  connection  with  the  coming  of  the  Chi- 
cago Grand  Opera  Co.  to  Pittsburgh  this  month. 

Mr.  Drake  stated  that  there  was  considerable 
activity  in  high-priced  Victrolas  and  that  either 
cash  sales  or  sales  in  which  first  payments  were 
substantial  sums  were  a  feature  of  business  in 
his  department  the  past  few  weeks. 

The  National  Phonograph  Co.  will  move  from 
its  present  location  in  the  Jenkins'  Arcade  to 
633  Penn  avenue,  a  six-story  building,  which 
will  be  entirely  occupied  by  the  company  in 
connection  with  the  sale  and  distribution  of  the 
Ultraphone  phonographs.  The  first  floor  will  be 
elaborately  fitted  up  for  a  retail  department. 

Jean  J.  Marceis,  formerly  in  charge  of  the 
talking  machine  department  of  Spear  &  Co., 
has  resigned  and  returned  to  New  York  City. 
L.  Weinberg,  who  for  many  years  has  been  con- 
nected with  the  firm,  has  succeeded  to  the  man- 
agership. Mr.  Weinberg  reports  satisfactory 
sales  of  talking  machines  and  records.  The  de- 
partment sells  the  Victrola,  Vocalion,  Sonora 
and  Vitanola. 

The  Pittsburgh  Food  Show  and  Household 
Exposition  held  the  past  ten  days  in  Motor 
Square  Garden  was  noted  for  the~  fact  that  two 
lines  of  talking  machines  were  on  exhibition. 
The  W.  F.  Frederick  Piano  Co.  had  on  display 
a  line  of  Victrolas,  while  the  Vocalion-Melodee 
Shop  had  a  number  of  the  Vocalions  on  show. 
At  frequent  intervals  during  the  afternoon  and 
evening  concerts  were  given  at  each  of  the 
booths,  which  attracted  large  crowds. 

The  partnership  lately  existing  between  Jacob 
Hirsh  and  David  Busis,  trading  as  the  Oakland- 
Music  Shop,  3531  Forbes  street,  was  dissolved 


by  Mr.  Hirsh  withdrawing  from  business.  Mr. 
Busis  will  continue  the  Oakland  Music  Shop. 

S.  H.  Nichols,  manager  of  the  Pittsburgh 
branch  of  the  Columbia  Graphophone  Co.,  stated 
that  sales  for  February  showed  a  decided  im- 
provement over  business  handled  in  January. 
He  anticipates  a  brisk  trade  in  the  Columbia 
Grafonola  line  as  soon  as  business  and  indus- 
trial conditions  here  are  on  a  more  settled  basis. 

H.  Milton  Miller,  sales  manager  of  the  Sonora 
Co.,  distributor  of  the  Sonora  phonographs,  re- 
ports a  very  satisfactory  number  of  sales  during 
the  past  month.  His  roadmen,  he  said,  have  had 
exceptional  success  in  making  sales  and  some 
big  orders  for  the  Sonora  have  been  put  through. 


SONORA  PORTABLE  NOW  $50 

The  Sonora  Phonograph  Co.  announced  re- 
cently that  the  price  of  the  Sonora  portable  ma- 
chine had  been  placed  at  $50.  The  company 
stated  that  one  of  the  main  items  in  the  course 
of  producing  this  model  is  leather,  and  the 
leather  market  has  dropped  so  materially  that 
this  revision  in  price  was  made  possible.  In 
its  letter  to  the  trade  the  company  also  stated: 
"It  should  be  particularly  noted  that  the 
change  in  the  price  of  the  Sonora  Portable  is 
due  to  unusual  conditions  in  the  leather  mar- 
ket and  does  not  in  any  way  affect  the  remainder 
of  the  Sonora  line.  There  is  no  change  in  prices 
of  the  upright  and  period  models  in  contem- 
plation at  the  present  time." 


L.  H.  Murray,  the  exclusive  Victor  dealer  of 
Davenport,  tells  a  good  one.  We  can't  vouch 
for  its  truthfulness,  but  it  gave  us  a  laugh,  so 
we'll  pass  it  on  to  you.  A  customer  asked  him 
for  the  new  record,  "Bubbles,"  from  "Lux." 


To  get  a  raise  where  you  now  are  means  that 
you  are  making  good;  to  be  hired  away  from 
one  firm  on  promise  by  another  of  a  higher 
wage  is  in  the  expectation  that  you  will  make 
good.    And  it's  ten  to  one  you  won't. 


WALL  KANE 
NEEDLES 

Play  10  Records 

Extra  Loud  Loud 
Medium 

EUREKA  GRAPHITE 
and  PHONOGRAPH 
LUBRICANT 

THE  BEST 

"IMICO"  DIAPHRAGMS 

Superior  Quality 
For  All  Reproducers 

VALLORBS 

SEMI-PERMANENT 
ONE  PIECE  TYPE 
PHONOGRAPH  NEEDLES 

RECORD  ALBUMS 
AND  CLEANERS 

MOYING  COVERS 

MAINSPRINGS 

AND 
.REPAIR  PARTS 
FOR 
ALL  MAKES 
OF 

PHONOGRAPHS 

RAYSOLO  SALES  COMPANY 

::   DISTRIBUTORS  :: 
LANCASTER          -  PENNA. 

Your  Patronage  Solicited                                                                Our  Service  Excels 

WE  AIM  TO  QUOTE  PRICES  THAT  INSURE  THE  DEALER  THE  LARGEST  PROFITS 

Send  Us  Your 
Repair  Troubles 

We  Do  The 
Work  Right  and 
Return  Quickly 
Prices  Very 
Reasonable 

BRILLIANTONE 
REFLEXO 

STEEL 
NEEDLES 

SOLOTONE 
PHONOGRAPHS 

Very  Liberal  Dealers 
Proposition 

We  Issue  a  Monthly 
Bulletin 

Send  Us  Your  Name  and  Address 
^or  Our  Mailing  List 

PIANO  BENCHES 
DUET  BENCHES 

High  Quality 
Low  Price 

PATHE  and 
EDISON 
JEWEL 
POINTS 

March  15.  1921 


THE    TALKING    MACHINE  WORLD 


63 


PHONOGRAPH 

Qfhe  Aristocrat  of  Phonographs 


D 


EALERS  tell  us  that  the  Widdicomb  appeals  to  all  and 
everyone  alike.    Primarily,  this  is  due  to  two  main  facts : 


First:  In  the  Widdicomb  Phonograph  the  Amplifying  Tone 
Chamber  does  full  justice  to  the  lower  as  well  as  to  the  higher 
musical  tones.  When  playing  an  orchestral  record  on  the  Widdi- 
comb, the  deeper,  richer  tones  are  given  equal  prominence.  And 
because  the  Amplifying  Tone  Chamber  is  vibrationless  there  is 
no  suggestion  of  metallic  harshness. 

Second:  The  simple  grace  of  all  Widdicomb  cabinet  work  de- 
picts the  fine  art  of  true  period  interpretation.  In  this  character 
of  workmanship,  where  genuine  knowledge  of  art  and  decoration 
is  essential,  the  fame  of  Widdicomb  cabinetmakers  is  known 
broadcast.  Yet  so  subtle  is  the  adaptation  that  the  Widdicomb 
is  at  home  in  any  furniture  setting. 

Write  for  latest  catalog  showing  the  many  styles  of  Widdicomb 
Art  Phonographs. 


The  Widdicomb  Furniture  Go. 

Grand  Rapids  _  Michigan 

Fine  Furniture  Designers  Since  1865 


12 


64 


THE   TALKING   MACHINE  WORLD 


March  15,  1921 


DEALERS  SEEKING  TRADE  DO  BUSINESS  IN  TWIN  CITIES 

Trade  Not  as  Active  as  Many  Would  Like  to  Have  It,  but  Distributors  and  Dealers  Are  Making 
Every  Possible  Effort  to  Revivify  and  Develop  Trade — News  of  the  Month 


Minneapolis  and  St.  Paul,  Minn.,  March  5. — 
In  common  with  the  other  business  men  of  the 
Northwest  the  talking  machine  dealers  are  ac- 
cepting what  the  fates  hand  out  to  them  grace- 
fully and  even  cheerfully.  Trade  is  hardly  as 
profitable  as  they  would  like  to  have  it,  but 
while  the  process  of  adjustment  is  going  on  they 
are  resigned  that  the  pain  is  no  greater  than  it 
has  proven  thus  far. 

There,  is  nothing  to  be  gained  by  comparing 
the  results  obtained  by  the  talking  machine  mer- 
chants a  year  ago  with  the  present,  as  the  figures 
will  not  look  good  in  print.  At  the  same  time 
there  is  something  doing  for  everyone  who  will 
hustle.  The  downward  trend  of  wages  undoubt- 
edly has  had  a  deterring  effect  upon  buying,  but 
it  is  well  that  the  fight  for  new  wage  scales 
should  come  at  the  present  time  when  building 
and  other  industries  are  slack  rather  than  later 
on  when  the  customary  Spring  activities  are 
under  way. 

"All  wholesale  trade  is  slow  and  logy  due  to 
conditions  that  are  familiar  to  everyone,"  said 
Sewell  D.  Andrews,  head  of  the  Sonora  depart- 
ment of  the  Minneapolis  Drug  Co.  "We  find  that 
many  of  the  country  dealers  are  pretty  well 
stocked  with  machines.  Some  think  that  they 
are  overloaded,  but  we  are  glad  to  say  that  they 
are  not  exclusive  Sonora  dealers.  We  are  very 
hopeful  as  to  the  future,  but  concede  that  the 
Spring  and  Summer  may  not  be  quite  as  active 
as  usual.  The  Okeh  records  are  going  nicely, 
I  might  say  'big,'  and  the  various  McCormack 
releases  prove  very  popular  with  the  retailers. 
We  are  pushing  the  Magnavox  and  are  meeting 
vfith  excellent  success  in  this  line." 

The  Columbia  Graphophone  Co.  is  having 
fair  success  in  this  territory,  according  to  W.  L. 
Sprague,  Northwestern  manager.  The  record 
trade  is  good  and  there  is  a  continual  demand 
for  such  favorites  as.  "Bright  Eyes,"  "Honolulu 
Eyes"  and  the  like.   Mr.  Sprague  says  that  the 


future  continues  to  brighten,  but  like  other 
Northwestern  managers  will  not  be  surprised 
if  the  recovery  should  prove  somewhat  slow. 

Plans  for  the  manufacture  and  distribution  of 
a  phonograph  service  counter  and  for  a  pub- 
licity campaign  to  accompany  the  enterprise 
have  been  completed  by  the  Beckwith-O'Neill 
Co.,  of  Minneapolis.  L.  M.  Willis,  formerly  con- 
nected with  the  Unico  and  the  Victor  com- 
panies, will  be  in  general  charge,  with  M.  J. 
Jenson  as  mechanical  superintendent.  Contracts 
for  the  manufactured  parts  have  been  let  and 
the  new  selling  device  will  soon  be  on  the 
market. 

Il  is  claimed  for  the  service  counter  that  it 
will  serve  the  dual  purpose  of  a  demonstration 
booth  and  a  service  counter.  It  is  adaptable 
to  any  modern  talking  machine.  The  new  de- 
vice has  been  improved  in  various  ways  as  the 
result  of  experience  and  use  of  two  models  tried 
out  by  the  Foster  &  Waldo  Co.  and  the  Cable 
Piano  Go. 

The  new  home  of  the  New  England  Furni- 
ture Co.,  Fifth  street  and  First  avenue  north, 
Minneapolis,  will  have  a  commodious,  well- 
equipped  and  well-arranged  talking  machine  de- 
partment. Charles  S.  Harris,  of  the  company, 
has  been  visiting  around  to  obtain  ideas  and  has 
planned  to  embody  all  the  latest  innovations  in 
the  new  quarters.  The  company  handles  the 
Victor,  Columbia,  Fdison  and  other  lines  of 
machines. 

The  Beckwith-O'Neill  Co,  is  now  able  to  ac- 
cumulate a  stock  of  machines  and  records. 
While  the  latter  have  been  coming  along  in 
goodly  quantities  they  also  are  going  out  rapidly 
and  the  reserve  supply  is  still  far  short  of  what 
the  company  wants. 

More  Edison  machines  were  sold  by  the  Min- 
nesota Phonograph  Co.  in  January  and  Febru- 
ary of  the  present  year  than  during  the  cor- 
responding months  of  1920,  says  Milton  Lowy, 


its  manager.  The  increase  will  figure  about  30 
per  cent.  This  experience,  it  may  be  stated,  is 
somewhat  unique  in  Twin  City  business  annals. 
Laurence  H.  Lucker,  Northwestern  distributor, 
indicates  that  he  is  satisfied  with  the  jobbing 
end  of  the  Edison  business.  He  was  fortunate 
in  not  having  any  large  accounts  in  the  sec- 
tions of  the  Northwest  that  have  been  hit  the 
hardest  by  the  wave  of  readjustment. 

January  reports  on  the  Brunswick  sales  in 
this  territory  show  an  increase  in  dollars  of  32 
per  cent,  says  E.  L.  Kern,  director  of  the  Bruns- 
wick-Balke-Collender  Co.  February  also  shows 
considerably  better  than  the  corresponding 
month  of  last  year  and  the  Brunswick  folk  are 
completely  satisfied  with  their  exceptional  suc- 
cess in  view  of  the  general  dislocation  of  busi- 
ness. George  M.  Nye,  manager  of  the  phono- 
graph branch,  states  that  the  record  demand  is 
growing  rapidly. 

Samuel  Levinson  has  succeeded  Jay  H. 
Wheeler  as  manager  of  the  Pathe  department 
of  G.  Sommers  &  Co.  The  Pathe  business  is 
holding  its  own,  according  to  the  reports. 


AN  OBSERVANT  BUYER ! 

Talking  Machine  Dealers  in  Harlem  Are  Anx- 
ious to  Meet  Gentleman  of  Color  Who  Has 
Santa  Claus  Pockets  and  Artistic  Tastes 


A  character  of  former  days  is  reported  to 
have  returned  to  and  again  departed  from  the 
dealers  in  the  Harlem  section  of  the  metropolis. 
Several  dealers  on  125th  street  have  received  a 
call  from  a  gentleman  of  color,  clothed  in  a  long 
overcoat,  who  is  said  to  be  a  devotee  of  grand 
opera  records  of  the  higher  price.  The  more 
they  cost  the  better  he  likes  them.  In  calling 
for  the  record  it  is  said  he  notices  where  the 
clerk  selects  the  record  from.  '  He  is  described 
as  particular  and  consumes  much  time  in  the 
selection  of  his  records.  Dealers  report  that 
after  purchasing  one  record  he  departs — with 
other  records  as  well  which  he  has  dexterously 
slipped  into  concealed  pockets  on  the  inside  of 
his  long  coat. 


1 


OPLEX  SIGNS  BRING  SALES 

PLEX  Electric  Signs  have  a  happy  cheerful- 
ness  which  encourages  the  buying  of  musical 
instruments. 

They  are  day  signs  as  well  as  night  signs — raised 
snow-white  glass  letters  on  a  dark  background. 
They  have  greatest  reading  distance,  lowest  up- 
keep cost,  most  artistic  designs. 

Let  us  send  you  a  sketch  showing 
an  Oplex  Sign  for  YOUR  store. 

FLEXLUME  SIGN  COMPANY 

36  KAIL  ST,  BUFFALO,  N.  Y. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


65 


NOTABLE  CONTRIBUTOR  TO  THE  POPULARIZATION  OF  ART 

Interesting  Tribute  Paid  to  the  Paramount  Influence  of  the  Talking  Machine  as  a  Developer 

of  Musical  Knowledge  and  Appreciation 


While  it  is  true  that  the  talking  machine  in- 
dustry has  made  wonderful  progress  spreading 
immeasurable  good  on  every  side,  yet  its  posi- 
tion as  a  paramount  influence  in  the  develop- 
ment of  musical  knowledge  and  appreciation 
has  not  been  given  the  recognition  that  it  de- 
serves. Consequently  it  is  pleasing  to  note  the 
following  tribute  to  the  industry  which  recently 
appeared  in  the  Charleston,  S.  C,  News: 

"Recent  publication  of  figures  on  the  talking 
machine  trade  serves  as  a  reminder  of  the  won- 
derful part  which  this  new  factor  for  human 
education  is  playing  in  the  daily  life  of  the 
world.  From  the  tinny,  cacophonous  talking- 
box  of  comparatively  few  years  ago  to  the  truly 
amazing  reproducer  of  human  and  mechanical 
sound  is  far  more  than  a  story  merely  of  the 
perfection  of  a  musical  instrument.  A  much 
more  wonderful  phase  of  it  has  been  the  de- 
velopment of  the  use  of  the  instrument,  includ- 


Quality 


Distinction 


The 


"VICSONIA" 

Reproducer 

Recognized  for  its  Perfect 
interpretation  of  Edison  Disc 
Records  on  Victrolas  and 
Grafonolas. 


Fitted  with  permanent  jewel 
point. 
No  loose  parts. 

Note:  The  Vicsonia  is  made 
of  Bronze,  sand  casted  and 
machined  to  measurement. 
Finished  in  heavy  Nickel  or 
Gold  Plate.    Flexible  stylus. 

Meet  the  Demand 
Serve  Your  Customers 

Sample  Model  "A"  or  "B" 
Vicsonia  will  be  sent  on 
receipt  of  $4.50.  Retail  price 
$7.50. 

Note:  Model  "B"  Vicsonia 
plays  both  Edison  and  Pathe 
records. 

Vicsonia  Mfg.  Co.,  Inc. 

313  EAST  134th  STREET 
NEW  YORK,  N.  Y. 


ing  the  perfection  of  record-making,  the  enrol- 
ment of  the  finest  vocalists  and  instrumentalists 
in  its  service,  and,  last  but  not  least,  the  world- 
wide distribution  of  machines  and  records  and 
the  accompanying  education  of  people  to  en- 
joyment of  good  music. 

"The  talking  machine's  work  is  not  spectacu- 
lar and  does  not  have  a  fraction  of  the  attention 
that  the  public  bestows  on  the  progress  of  some 
other  forms  of  entertainment  or  instruction. 
That  is  human  nature,  too,  because  the  talking 
machine  being  at  home,  convenient,  easy  to  play, 
and  inexpensive,  is  not  likely  to  be  so  much 
appreciated  by  the  average  person  as,  say,  the 
movies,  to  see  which  he  has  to  go  to  a  good  deal 
more  trouble  and  expense.  Yet  it  is  not  so 
certain  that  for  all  that  has  been  written  about 
the  wonders  of  the  motion  picture — and  it  is 
wonderful — the  educational  value  of  the  talking 
machine  may  not  prove  fully  as  great  in  the 
long  run  as  that  of  the  cinematograph — perhaps 
greater.  To  begin  with,  the  talking  machine 
has  a  far  larger  proportion  of  good  and  a  far 
smaller  proportion  of  evil  than  the  movie; 
again,  a  far  greater  .percentage  of  the  total 
offered  the  public  by  the  record  manufacturers 
consists  of  genuine  art. 

"Perhaps  the  great  triumph  of  the  talking  ma- 
chine is  due  in  largest  measure  to  the  excellent 
policies  adopted  and  adhered  to  by  all  the  large 
record  manufacturers.  Although  the  commer- 
cial talking  machine  is  not  so  many  years  older 
than  the  commercial  cinema,  nevertheless  the 
owners  of  talking  machines  were  feasting  on 
the  finest  in  opera  when  patrons  of  the  movies 
still  saw  horseplay  and  slapstick  as  the  highest 
efforts  of  the  screen  artists.  Through  the  talk- 
ing machine  hundreds  of  thousands  of  homes 
that  formerly  knew  and  cared  little  about  music 
have  become  well  acquainted  with  the  composi- 
tions of  Wagner,  Mozart,  Beethoven,  Grieg, 
Tschaikowsky,  Chopin,  Gounod,  Verdi,  and 
other  noted  composers  of  every  nation;  with 
the  voices  of  Caruso  and  Scotti,  Farrar  and 
Galli-Curci,  Alda,  Homer  and  Gluck;  with  the 
violins  of  Elman  and  Heifetz,  Kreisler  and 
Powell;  with  the  work  of  the  greatest  'cellists, 
the  greatest  pianists;  with  the  directing  genius 
of  such  leaders  as  Sousa;  with  the  best  comedy 
singers.  While  the  motion  picture  producers 
still  announce  with  great  emphasis  the  entry  of 
a  great  dramatic  star  into  the  movies  or  the 
production  of  a  scenario  by  a  great  living 
author,  it  has  become  the  accepted  thing  that 
the  best  talent  in  the  musical  world  shall,  as 
soon  as  discovered,  be  recorded  for  the  talking 
machine.  The  talking  machine  industry  has 
wrought  worthily  by  lofty  standards  and  has 
made  notable  contributions  to  the  populariza- 
tion of  art.  Its  leaders  deserve  praise  and  con- 
gratulation and  their  methods  and  ideals  may 
be  copied  with  great  benefit  by  leaders  in 
cognate  fields." 


USING  AGGRESSIVE  METHODS 

Lyall  Music  Co.,  Shreveport,  La.,  Closing  Splen- 
did Sonora  Business — Timely  Advertising 
a  Valuable  Help  in  Developing  Trade 


Shreveport,  La.,  March  5— The  Lyall  Music 
Co.,  of  this  city,  Sonora  representative,  is  clos- 
ing an  excellent  business  and  Mrs.  C.  L.  Lyall, 
owner  of  the  establishment,  is  enthusiastic  re- 
garding the  progress  that  the  store  has  made 
with  the  Sonora  line,  which  it  handles  exclu- 
sively. From  a  very  small  beginning  the  Lyall 
Music  Co.  has  grown  to  be  one  of  the  most 
important  music  establishments  in  this  city,  and 
whereas  in  the  beginning  an  order  for  a  few 
Sonoras  was  quite  an  event,  it  is  not  unusual 
at  this  time  for  the  firm  to  take  a  solid  carload 
oi!  one  order. 

Recently  the  Lyall  Music  Co.  carried  large  ad- 
vertisements in  the  local  newspapers,  reading  as 
follows:  "Eight  Sonoras  in  1918 — now  by  solid 


BLANDIN 


IT  is  indeed  gratifying 
that  music  lovers 
should  so  promptly  as- 
sign the  Blandin  Phono- 
graph the  leadership  in 
musical  re-production. 

A  comparative  demon- 
stration in  your  store 
will  reveal  Blandin 
qualities  heretofore  un- 
known to  you. 


Racine  Phonograph  Co.,  Inc. 

RACINE,  WISCONSIN. 


Hear 
raPiano^ 
Record 
oi\  tR<? 

.DlandiiL 


carload.  Our  first  shipment  from  the  Hessig- 
Ellis  Drug  Co.,  Memphis,  Tenn.,  on  February  23, 
1918,  consisted  of  eight  phonographs.  To-day 
we  order  these  machines  by  the  carload." 

The  success  of  the  Lyall  Music  Co.  may  be  at- 
tributed to  the  able  salesmanship  of  the  organi- 
zation, headed  by  Mrs..  Lyall,  and  the  fact  that 
the  company  has  left  nothing  undone  that  might 
add  to  the  public's  appreciation  of  the  Sonora. 


VISITORS  AT  NEW  YORK  OFFICE 

Among  recent  visitors  to  Aeolian  Hall  were 
H.  D.  Felix,  of  Schuylkill  Haven,  Pa.,  who  was 
recently  appointed  a  Vocalion  dealer;  A.  E. 
Stone,  of  the  Parker-Gardner  Co.,  Charlotte,  N. 
C,  and  A.  T.  Sayward,  of  the  M.  Steinert  & 
Sons  Co.,  Boston. 


66 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


ARTIST  WRITES  HIS  OWN  REVIEW 


Reinald  Werrenrath  Proves  Himself  a  Writer 
as  Well  as  a  Singer — Famous  Victor  Artist 
Tries  to  See  Himself  as  Others  See  Him 


After  a  most  successful  concert  in  Louis- 
ville, Ky.,  Reinald  Werrenrath,  popular  baritone 
nnd  a  celebrated  Victor  artist,  was  invited  by  a 
newspaper  of  that  city  to  write  his  own  review. 
Taking  his  pen  in  a  firm  grip  he  wrote: 

"You  see,  I  never  would  have  gone  to  hear 
this  bird  Werrenberg,  or  whatever  his  name  is. 
hes  a  wop  or  something,  if  Loo  hadent  got  stuck 
on  a  record  she  hird  last  Summer  when  she  was 
to  her  folkes  in  Guthrie,  only  God  knows  where 
they  get  the  coin  to  buy  such  tripe.  They  always 
sponge  on  me  every  time  they  get  a  chanct. 
Well,  I  coffs  up  four  good  iron  men  plus  a 
war  tax,  although  there  aint  no*  more  war,  and 
we  goes  to  the  consert  as  it  is  called,  Loo  look- 
ing like  $1000000  and  me  all  dressed  up  like  a 
plush  hors.  We  set  around  awhile  with  a  lot 
of  fokes  that  seemed  to  know  why  they  was 
there.  The  men  had  mostly  forgot  there  vests 
and  the  women  had  mostly  forgot  a  lot  of  front 
and  back.  Well,  this  guy  comes  out  at  last  tall 
and  skinny  with  his  shirt  stikking  out  in  front 
like  he  was  proud  or  something,  followed  buy  a 
little  red-headed-what-there-was-of-it  feller,  and 
the  crowd  begins  to  clap  and  stomp  before  he 
opens  his  face.  Whats  the  big  idear,  I  says  to 
Loo.  Shut  up  you  poor  sap,  she  says  clapping 
her  hands  so  hard  she  bust  a  new  pr.  gloves  1 
bot  her  only  last  Oct.  when  she  was  <to  Nash- 
ville. Thats  to  let  him  know  were  all  with  him, 
she  says.  Is  that  so,  I  says,  if  thats  the  case  Im 
dum  as  a  oister  becaus  Im  off  him,  the  big  stiff. 
After  the  crowd  stops  there  noyse  Red  begins  to 
tease  the  ivorys,  and,  the  big  bum  starts  in. 

"Was  he  good?  Well,  yes  and  no.  The  1st 
song  wasent  so  rotten.  It  was  about  a  guy  who 
wants  his  dame  to  get  up  and  rush  the  growler 
for  him.  He  says  hell  take  creem  and  if  thers 
no  creem  hell  take  beer.  Hes  foolish  just  like  a 
fox,  only  a  swell  chanct  hes  got  to  get  beer 


Do  You  Throw  Money  Away? 

It  is  not  a  popular  pastime — but  still  it  is 
unconsciously  done  by  many  who  just  don't 
know  that  Repair  Parts  can  be  bought  for  less 

RENE  MADE  SPRINGS  AND  PARTS  LAST  LONGER 

COST  LESS 

RENE  MFG.  CO.  Montvale,  N.  J. 


these  days  after  what  them  prohibition  guys  did 
to  us.  I  know  where  he  could  get  a  good  shot 
of  hootch  right  in  Louisville  too,  but  beer,  nix. 
Anyway  this  Werrenstein  sings  some  more  and 
I  don't  make  it.  Whats  he  doing,  I  says.  Thats 
Italian  says  Loo  and  shut  up,  so  I  get  sore  and 
shuts  up.  Well  to  make  a  long  story  short  he 
sings  or  thinks  he  does,  the  big  stuffd  shirt; 
and  Red  plays  and  the  crowd  claps  there  hands 
and  I  says  to  Loo,  I  gotta  smoke  and  she  says 
iit  all  right  with  me  and  stay  as  long  as  you 
want. 

"So  I  beats  it  out  in  .the  street  and  finds  I 
left  my  strikes  to  home,  so  I  asks  a  guy  would 
he  lend  me  one  and  he  does.  He  says  what 
do  you  think  of  the  consert  and  I  says  rotten. 
Same  here,  he  says  who  told  that  big  rummy 
he  could  sing  anyway.  I  never  did  and  I  never 
will,  I  says  and  then  the  guy,  not  Werrenrash — 
the  guy  in  the  street,  says  your  all  right  and 
gives  me  a  hole  pack  of  strikes.  He  says  my 
name  is  Coals  and  Im  the  Louisville  Conserva- 
tory of  Music  and  if  you  want  singing  lessons 
111  give  them  to  you  free.  Not  for  mine,  I  says. 
If  I  cant  sing  right  now  a  lot  better  than  that 
big  stew  inside  I  hope  I  never  drive  another 
taxi.  A  little  chicken  trys  to  hold  me  up  for 
a  tikket  when  I  come  in,  but  nothing  doeing. 

"The  big  slob  on  the  stage  is  singing  right 


along  as  if  he  dident  care  where  I  was,  and 
say  I  gotta  hand  it  to  him  on  one  song  he  sung 
as  I  blue  in  the  dore  something  about  donna  and 
the  stars  and  hills  and  streems  and  everything. 
It  sure  was  a  bird  of  a  song  and  when  I  slides 
in  with  Loo  again  she  dident  see  I  set  on  her 
new  lid  becaus  her  eyes  were  full  of  teers. 

"Whats  the  idear  I  says.  She  says  you  would- 
ent  understand,  and  I  lets  it  go  at  that.  Well 
to  make  a  long  story  short  he  keeps  on  singing, 
and  the  guys  in  the  seats  keeps  on  claping  and 
I  says  come  on  Loo  well  have  a  Coco  Coler  and 
go  home.  Wasent  it  beautiful  Loo  says  and  I 
says  it  may  of  bin  but  it  was  over  my  head. 
What  does  that  bird  get  for  his  troble?  More 
than  you  make  in  a  month  you  poor  cluck,  Loo 
says.  Pretty  soft  I  says,  but  if  I  gotto  were 
trick  close  and  no  vest  and  come  my  hare  back 
with  a  fork  like  that  wop  111  stick  to  the  taxi." 


USE  ORNAMENTAL  LOBBY  EFFECT 

Elyria,  O.,  March  8. — Herbert  Day  &  Sons  are 
completing  extensive  alterations  to  their  talk- 
ing machine  warerooms  in  this  city,  which  will  ' 
add  materially  to  their  attractiveness  and  ef- 
ficiency. An  entirely  attractive  and  ornamental 
lobby  effect  has  been  made  and  seven  Unico 
demonstration  rooms  have  been  installed. 


BELL      HOOD     Semi -Permanent  Needle 


THE  NEEDLE  WITH  TONE  QUALITY 


THE  BELL  HOOD 


PAT.  MAY  4,  1920 


SEMIPERMANENT  NEEDLE 

The  Sounding  Board  Bell  produces  the  best  results.  Eliminates  as  no  other 
need!*  can,  all  mechanical  noises.   Tonal  effects  for  any  record. 


LOUfi 


Made  by  the  Bell  Hood  Needle  Co.,  New  Haven,  Conn.,  U.  S.  A. 

IMPROVES  YOUR  PHONOGRAPH  lOO  PER  CENT 

"The  Bell  Does  /f" 

Purifies  the  tone,  reduces  the  scratching  and  mechanical  sounds  to  a  minimum. 
SEMI-PERMANENT  POINT— Loud— Medium— Soft 

A  profitable  needle  for  dealers  to  sell.    More  than  2000  Dealers  are  now  selling  them  with  splendid  success.  Order 

from  the  nearest  branch. 


THE  BELL  HOOD  NEEDLE  CO. 


183  CHURCH  STREET 


NEW  HAVEN,  CONN. 


The  Talking  Machine  World,  Nczv  York,  March  15,  1921 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 

25  West  45th  Street  New  York  City,  N.  Y. 

Factories:       Newark,  N.  J.      Elyria,  Ohio      Putnam,  Conn       Springfield,  Ma  ss.     Kitchener,  Ont. 
Branch  Offices:      Chicago,  111.      Toronto,  Can.      London,  Eng. 

If  you  contemplate  building  a  Quality 
Phonograph  at  a  reasonable  price,  use  our 


Motor  of  Quality 


HEINEMAN  MOTOR  No.  77 


We  have  manufactured  and  sold  over  1,000,000 
No.  77  Motors  and  have  only  satisfied  customers 

Motor  No.  77  is  the  Best  Known  Motor  in  the  Phonograph  Trade 
GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 

25  West  45th  Street  New  York  City,  N.  Y. 

Factories:      Newark,  N.  J.      Elyria,  Ohio      Putnam,  Conn.      Springfield,  Mass.      Kitchener,  Ont. 
Branch  Offices:      Chicago,  111.      Toronto,  Can.      London,  Eng. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


67 


Get  the  swing  of  this  native  Orquesta  Argentina- 
piano,  two  violins,  two  flutes  and  a  bandoleon— on 
this  month's  Columbia  Novelty  Record.  "Song  of 
Sadness"  is  a  native  tango,  "Delfos"  a  waltz.  They'll 
sell!  £-4959. 


Columbia  Graphophone  Co 

NEW  YORK 


WILL  MAKE  RECORDS  ON  COAST 


REORGANIZING  THE  WONDER  CO.     BECOMES  EMERSON  REPRESENTATIVE 


Art  Hickman  to  Make  Series  of  Records  for 
Columbia  Graphophone  Co. — E.  N.  Burns  in 
Charge  of  Recording  in  San  Francisco 


San  Francisco,  Cal.,  March  2. — Art  Hickman, 
the  famous  musical  director  of  the  Art  Hickman 
Orchestra,  exclusive  Columbia  artist,  is  making 
arrangements  for  an  exhibition  of  record  mak- 
ing that  will  undoubtedly  attract  considerable 
attention.  Mr.  Hickman  is  also  assistant  man- 
ager of  the  Hotel  St.  Francis,  and  after  exten- 
sive tests  and  investigation  he  selected  the  Borgia 
Room  at  the  Hotel  St.  Francis  as  being  acous- 
tically perfect  for  recording  purposes.  The  re- 
cording will  be  under  the  direction  of  E.  N. 
Burns,  vice-president  of  the  Columbia  Grapho- 
phone Co.,  who  is  at  present  in  San  Francisco, 
accompanied  by  A.  L.  Hausmann,  recording  ex- 
pert. 

The  necessity  for  absolute  silence  in  the  re- 
cording laboratory  has  made  it  necessary  for 
Mr.  Hickman  to  exclude  large  audiences,  with 
the  exception  of  one  test  to  which  invitations 
have  been  extended  to  Mayor  James  Rolph,  Jr., 
Chief  of  Police  Daniel  O'Brien  and  a  limited 
number  of  prominent  officials. 

Thomas  J.  Coleman,  manager  of-  the  Hotel 
St.  Francis,  has  granted  the  Columbia  Grapho- 
phone Co.  the  use  of  the  Borgia  Room  during 
the  test  period  and  thirty  or  forty  numbers  will 
be  recorded  during  the  month.  Mr.  Hickman, 
who  has  a  two-year  contract  with  the  Colum- 
bia Co.,  is  famous  the  country  over  as  one  of  the 
greatest  orchestra  directors  of  the  present  day 
and  his  Columbia  records  have  met  with  a 
phenomenal  sale. 


COOPERATES  WITH  MANUFACTURER 


Newark,  N.  J.,  March  5. — The  U-Sav-Your 
cleanser  and  dressing,  manufactured  by  the 
U-Sav-Your  Mfg.  Co.,  of  Warren,  Mass.,  was 
featured  on  the  inside  of  a  cover  which  L.  Bam- 
berger &  Co.,  the  big  Newark  department  store, 
attached  to  the  recent  list  of  Victor  records 
which  they  distribute.  Under  the  heading  of 
"How  to  Care  for  Your  Phonograph"  they 
state  the  many  merits  of  the  U-Sav-Your  dress- 
ing and  announce  it  for  sale  in  the  talking  ma- 
chine department  on  the  sixth  floor.  It  is  re- 
ported that  this  publicity  had  a  decidedly  favor- 
able effect  upon  the  sale  of  U-Sav-Your  in  this 
department  store. 


PORTABLE  PHONOGRAPHS  IN  FAVOR 


Philadelphia,  Pa.,  March  6. — The  Cirola  Dis- 
tributing Co.,  of  this  city,  has  added  many  new 
dealers  to  the  list  of  retailers  of  the  portable 
phonograph  of  the  same  name.  An  energetic 
sales  campaign  is  under  way,  and  under  the 
direction  of  G.  D.  Giacomo,  president  of  the 
company,  the  sales  staff  of  the  company  will 
be  increased  and  an  intensive  cultivation  of  the 
territory  will  follow  so  as  to  capture  a  big  Sum- 
mer business. 


H.  Radt  Retires  as  New  York  Representative 
and  Is  Succeeded  by  G.  L.  Jones 


W.  Goldsmith  to  Look  After  Emerson  Inter- 
ests in  State  of  Ohio 


H.  Radt,  former  stockholder  and  New  York 
representative  of  the  Wonder  Talking  Machine 
Co.,  105  East  Twelfth  street,  New  York,  with  a 
factory  in  South  Norwalk,  Conn.,  recently  sev- 
ered his  connections  with  that  concern. 

The  Wonder  Co.  is  undergoing  reorganization 
and  plans  are  being  prepared  to  greatly  increase 
the  production  of  the  talking  machines  manu- 
factured by  this  organization. 

H.  B.  McNulty,  the  president  of  the  com- 
pany, will  continue  to  make  his  headquarters  in 
South  Norwalk,  Conn.  G.  L.  Jones  has  been 
appointed  manager  of  the  New  York  offices, 
which  will  be  continued  at  the  same  location. 
All  the  stockholders  of  the  organization  are  now 
residents  of  South  Norwalk,  Conn. 


EDISON  ARTISTS  IN  OHIO 

Youngstown,  O.,  March  1 — Under  the  auspices 
of  the  Homer  S.  Williams  Co.,  Glen  Elli- 
son, the  famous  Scotch  baritone,  assisted  by 
Alta  Hill,  both  Edison  artists,  gave  a  most 
pleasing  concert  Thursday  night,  February  24, 
in  Masonic  Hall. 

The  following  Sunday  night  the  artists  ap- 
peared in  person  at  a  concert  at  the  Union 
Opera  House,  New  Philadelphia,  O.,  under  aus- 
pices of  George  E.  Buss,  Edison  dealer  there. 


Columbus,  O.,  March  3. — S.  W.  Goldsmith,  vice- 
president  and  secretary  of  the  Goldsmith  Music 
Store  Co.  for  the  past  eighteen  years,  has  been 
appointed  wholesale  distributor  for  the  State  of 
Ohio  for  the'  Emerson  Phonograph  Co.,  Inc. 
Associated  with  Mr.  Goldsmith  in  business  is 
S.  M.  Hyneman. 

The  new  company  occupies  the  first  floor  and 
basement  at  36  West  State  street,  which  they 
use  as  office,  display  room  and  record  stock 
and  shipping  room.  A  stock  of  Emerson  phono- 
graphs is  kept  ready  for  quick  shipment  at  the 
W.  Lee  Cotter  Warehouse  Co. 

James  W.  Pommer,  of  Albany,  N.  Y.,  and 
Charles  Usher,  of  Brooklyn,  N.  Y.,  experienced 
phonograph  salesmen,  are  representing  the  new 
company  in  this  territory  and  report  that  con- 
ditions are  satisfactory. 


IN  FINANCIAL  DIFFICULTIES 

A  petition  in  bankruptcy  has  been  filed  against 
the  Binger  Co.,  43  West  Thirteenth  street,  New 
York,  by  these  creditors:  William  Berg,  An- 
drew C.  Frommelt,  Paterson  Typewriter  Ex- 
change. Judge  Manton  appointed  Jeremiah  F. 
Connor  receiver  under  $10,000  bond.  Liabilities 
are  said  to  be  $300,000  and  assets  estimated  at 
$200,000. 


Records 


Artists  of  distinctive  qualities  are  heard 
on  Records. 

We  are  prepared  to  sign  up  and 
take  care  of  new  dealers. 

We  offer  a  proposition  that  is  of 
advantage  and  interest  to  you. 

Write  today  for  particulars. 

ARTOPHONE  COMPANY 

1103  Olive  Street  St.  Louis,  Mo. 


68 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


New  Unico  Establishment- — E.  Paul  Hamilton,  Inc.,  Baltimore,  Md. 


SERVICE  IS  ESSENTIAL  TO 
■    SUCCESSFUL  MERCHANDISING 

Talking  Machines  and  Records  are  sold  at  prices  standard  throughout  your  community — therefore,  your  salvation 
lies  in  Superior  Service.  * 

When  the  Talking  Machine  Merchant  reaches  a  determination  to  give  his  patrons  the  Maximum  in  Efficient 
Service,  he  has  won  half  his  battle  to  make  his  store  the  leading  establishment  in  his  Community.  When  he 
decides  to  install  the  Unico  System — The  Standard  Musical  Merchandising  System  of  the  World — he  wins  the 
other  half. 

This  has  been  proven  by  1750  dealers  who  have  installed  Unico  Equipment,  a  quality  product,  fairly  priced. 

Unico  Service  functions  with  surprising  rapidity.  Unico  Demonstrating  Rooms,  Counters,  Record  Racks  and 
Decorations  are  available  in  twelve  designs  and  standard  finish  for  Immediate  Shipment. 

Unico  Traffic  Service  expedites  transportation  to  your  establishment  in  minimum  time. 

Unico  Installation  Service  provides  speedy  and  satisfactory  erection  in  your  store,  complete  and  ready  for  use. 

Wire,  write  or  phone  today  to  our  nearest  office.  Your  problem  will  receive  immediate  expert  attention. 


Unico  Construction 
is  patented. 


Unico  Designs 
are  patented. 


UNIT  CONSTRUCTION  COMPANY 


NEW  YORK 

299  Madison  Ave. 
Corner  41st  St. 


Rayburn  Clark  Smith,  President 
58th  Street  and  Grays  Avenue 

PHILADELPHIA 


CHICAGO 

Willoughby 
Building 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


69 


POSSIBILITIES  gflg 


[Editor's  Note: — This  is  the  fifth  of  a  new  series  of 
articles  by  William  Braid  White,  devoted  to  the  various 
interesting  opportunities  which  prevail  in  the  domain  of 
education  for  the  retailer  of  talking  machines.  The  subject 
is  one  of  great  interest  and  we  commend  these  articles  to  the 
consideration  of  all  who  are  devoting  attention  to  the  featur- 
ing and  developing  of  the  musical  possibilities  of  the  talking 
machine.] 

OLD  STUFF  THAT  IS  NEW 


Now  that  things  are  gradually  clearing  up  and 
the  business  atmosphere  throughout  the  coun- 
try is  becoming  less  and  less  murky,  business 
men  are  recovering  their  health  and  spirits,  as  it 
were,  and  are  beginning  to  sit  up  and  take  notice. 
The  talking  machine  trade  is  able  again  to  take 
a  little  nourishment.  But  if  the  period  of  con- 
valescence is  to  be  not  only  interesting  to  the 
spectators,  but  easy  to  the  patient,  it  is  obvious 
that  some  sort  of  regimen  must  be  prescribed 
and  that  the  immediate  future  activities  must 
be  conducted  according  to  some  sort  of  a  rule. 
The  Raison  d'Etre 

It  is  absurd  to  suppose  that  the  talking  ma- 
chine appeals  to  its  purchasers  as  a  piece  of 
furniture  or  as  something  to  put  in  the  home  to 
be  looked  at.  It  is  part  of  the  idea  of  tht  talk- 
ing machine  that  it  should  be  used  more  or  less 
constantly.  The  music  it  gives,  which  means  in 
another  sense  the  records  to  be  bought  for  it, 
constitutes  the  raison  d'etre  of  the  machine,  and 
it  is  wholly  absurd  to  suppose  that  anything  but 
the  enjoyment  of  wanted  music  can  form  the 
basis  of  the  idea  in  the  prospective  purchaser's 
mind. 

That  being  so,  one  is  tempted  to  ask  why 
dealers  in  talking  machines  throughout  the  coun- 
try do  not  show  more  interest  in  the  musical 
side  of  the  machine.  Of  course,  large  merchants 
throughout  the  country,  as  may  be  seen  by  con- 
sulting the  reading  columns  of  this  magazine, 
are  doing  admirable  work  in  pushing  the  music 
side  of  the  business  before  the  people,  but  the 
larger  merchants  do  not  comprise  the  greater 
part  of  the  trade.  It  is  the  small  dealer,  the 
man  in  the  small  town  or  city,  who  has  a  small 
store  and  a  few  machines,  who,  collectively,  con- 
stitutes the  big  end  of  the  business.  It  is  this 
man  who  holds  in  his  hand  the  destiny  of  the 
talking  machine  business.  It  is  he  who  can  make 
or  mar  the  annual  output  of  talking  machines 
and  records.  Individually,  perhaps,  he  cannot 
do  a  great  deal,  measuring  effort  in  figures,  but 
in  the  aggregate  he  swings  the  balance  up  or 
down  and  controls  the  situation. 

A  Word  to  the  Smaller  Merchant 

This  is  why  I  must  to  this  man  definitely  ap- 
peal. It  is  to  him  that  I  must  now  speak.  The 
talking  machine  business  at  this  moment  needs 
only  one  prescription  to  restore  it  to  immediate 
health.    The  prescription  it  needs  is  one  which 


anybody  can  easily  apply  and  which  is  bound  to 
be  immediately  effective.  That  prescription  is 
"Music."  Let  "Music"  become  the  slogan  of 
every  talking  machine  merchant  in  the  land  and 
business  will  at  once  begin  to  pick  up. 

Is  this  practical  stuff  or  is  it  mere  theory?  Let 
us  consider  for  just  a  moment. 

The  Life  of  the  Business 

In  the  first  place,  music  is  the  whole  mean- 
ing, the  whole  significance  of  the  talking  ma- 
chine. Take  away  music  from  the  idea  of  the 
talking  machine  and  you  take  away  its  life.  The 
person  who  buys  a  talking  machine  does  not  buy 
a  machine.  He  or  she  buys  the  means  for  get- 
ting music  in  the  home;  that  is  to  say,  music. 
That  is  the  object  of  the  purchase  and  the  sub- 
ject of  the  sale — music. 

Now,  if  the  people  stop  buying  talking  ma- 
chines that  can  only  be  because  they  have  tem- 
porarily lost  the  realization  that  the  talking 
machine  is  the  popular  means  to  music  par 
excellence.  It  cannot  possibly  be  that  the  peo- 
ple don't  want  music  any  more.  That  is  ab- 
surd. The  people  do  want  music  and  in  every 
line  of  musical  endeavor  there  is  throughout 
the  country  a  greater  stirring  of  activity  than 
ever  before. 

If,  then,  the  people  stay  away  from  the  talk- 
ing machine  store  this  can  only  be  because  they 
do  not  see  quite  clearly  enough  what  the  talk- 
ing machine  will  do  for  them.  Secondarily, 
it  is  because  many  of  them  have  been  infected 
by  the  general  feeling  of  pessimism  and  have 
been  holding  off. 

The  second  of  these  conditions  disappears  as 
soon  as  the  first  has  been  visualized  and  un- 
derstood by  the  merchant.  The  people  require 
only  some  honest  stimulation.  That  stimulation 
is  to  be  had  only  from  the  plain  recognition,  as 
a  basis,  that  it  is  not  talking  machines  which 
are  sold,  but  that  the  sale  of  a  talking  machine 
is  only  the  form  in  which  is  wrapped  up  the  first 
of  a  long  series  of  sales  of  "music." 

That  is  what  the  merchant  who  is  going  to 
make  a  success  this  year  ought  to  realize  quite 
ciearly.  He  ought  to  recognize  distinctly  that  it 
is  music  which  his  customers  want  to  buy.  When 
he  thinks  of  that,  and  of  that  only,  he  will  wake 
up,  reform  his  advertising  and  selling  plans  and 
get  out  after  business  in  a  different  spirit. 
Renewing  the  Spirit 

Now  is  the  time  when  the  whole  spirit  of  ad- 
vertising and  selling  should  be  renewed.  Every 
merchant  whose  business  means  anything  to 
him  ought  to  survey  his  store  and  figure  out 
how  he  can  use  it  to  better  advantage  in  bring- 
ing to  the  people  of  his  community  the  beauty 
and  d'esirability  of  talking  machine  music. 
There   are   numerous   methods,   and   many  of 


them  have  already  been  worked  out  effectively 
by  the  great  manufacturers.  I  need  not  go  into 
details  in  striving  to  tell  the  dealer  in  Victors, 
Ld'isons,  Columbias,  Brunswicks  and  other  well- 
known  machines  that  the  promotion  depart- 
ments of  these  great  companies  are  only  too 
eager  to  assist  the  retail  men  in  promoting  the 
music  side  of  his  business.  Let  us  consider  one 
or  two  "stunts"  that  the  merchant  can  "pull  off" 
which  will  increase  his  profits  and  double  his 
prestige  in  short  ord'er. 

Some  "Stunts" 

In  a  small  community  nothing  is  more  popu- 
lar than  music  in  the  schools.  A  clever  dealer 
in  a  community  where  school  music  is  not  yet 
well  developed  can  study  with  profit  the  won- 
derful educational  work  of  the  Victor  Co.  and 
can  himself,  as  a  volunteer,  undertake  to  intro- 
duce it  along  the  simplest  lines  into  the  schools. 
A  series  of  concerts,  using  educational  records, 
given  in  the  schoolhouses  in  turn,  utilizing  some 
period  of  recreation  or  recess,  will  serve,  if  prop- 
erly advertised,  to  bring  pleasure  to  hundreds 
of  children  and  to  engrave  the  dealer's  name  so 
deeply  on  their  hearts  that  every  parent  will 
hear  and  remember  it. 

That  is  only  one  thing.  In  just  the  same  way 
it  would  be  quite  easy  to  give  a  weekly  con- 
cert in  the  Y.  M.  C.  A.  Building,  properly  ad- 
vertised. And  there  are  many  other  ways  in 
which  the  name  of  the  dealer,  the  job  he  is  pur- 
suing can  be  brought  home  forcibly  to  the  hearts 
ol  every  man  and  woman  in  his  community. 

Every  church,  every  lodge  almost,  every  so- 
ciety of  any  kind  in  a  small  city  is  always  glad 
of  opportunities  for  good  musical  entertain- 
ment. Let  it  be  known  that  the  opportunity  is 
there  and  it  will  not  be  neglected. 

Not  "Old  Stuff" 

All  this  sounds  like  "old  stuff,"  but  it  is  not 
old  stuff.  It  is  in  reality  very  new  stuff.  It  is 
this  because  dealers  do  not  practice  it.  Dealers 
cannot  say  that  they  have  pushed  music  in  the 
talking  machine  business.  They  have  sold  their 
machines  as  furniture  and  they  have  let  the 
records  take  care  of  themselves.  There  is  one 
way  to  cure  that.  That  way  is  to  saturate  every 
man,  woman  and  child  in  the  community  with 
the  knowledge  that  Mr.  Dealer  has  music  to  sell 
and  is  willing  to  let  any  respectable  person  sam- 
ple his  wares  free. 

Our  slogan  must  be,  "Every  family  a  talk- 
ing machine  owner;  every  talking  machine 
owner  a  record  buyer."  But  to  make  this  prac- 
tically possible  we  must  hook  up  the  magic  of 
music  to  the  consciousness  of  the  prospective 
buyer.  Let  the  talking  machine  store  cease  to 
be  called  that,  and  instead  be  called  a  "music" 
store,  and  then  we  shall  see  something. 


VICTOR  DEALERS  of  OHIO,  INDIANA,  MICHIGAN 

Toled  o  is  the  third-largest  railroad  center  in  the  United  States. 
We  can  reach  you  with  direct  freight  and  express  service. 

THE  TOLEDO  TALKING  MACHINE  CO. 

TOLEDO,  OHIO 


WHOLESALE 


EXCLUSIVELY 


70 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


FACTORY  WILL  PRESS  RECORDS 


U.  S.  Record  Mfg.  Corp.  Equipped  to  Press 
Records  in  Quantities — Contracts  Now  Being 
Closed  Will  Keep  Factory  Very  Busy 


The  United  States  Record  Mfg.  Corp.,  whose 
plant  is  located  in  Long  Island  City,  has  advised 
the  trade  that  it  is  prepared  to  press  ten-inch 
talking  machine  records  in  substantial  quantities 
and  is  also  equipped  to  furnish  high-grade  rec- 
ord stock  to  those  concerns  whose  facilities  do 
not  permit  of  their  mixing  their  own  stock.  The 
plant  is  equipped  with  the  most  up-to-date  ma- 
chinery for  the  manufacture  of  high-grade  rec- 
ords in  quantities  and  good-sized  orders  have 
already  been  received  from  record  companies 
who  are  desirous  of  taking  advantage  of  the 
company's  extensive  facilities. 

The  manufacturing  staff  of  the  United  States 
Record  Mfg.  Corp.  includes  a  number  of  men 
who  are  thoroughly  experienced  in  every  phase 
of  the  record  industry  and  who  have  made  a 
special  study  of  record  pressing.  The  splendid 
machinery  equipment  installed  in  the  plant  will 
enable  the  company  to  give  maximum  service 
and  co-operation  to  its  clientele  and  the  orders 
received  to  date  indicate  that  the  plant  will  be 
kept  busy  during  the  year. 


NOTED  VISITORS  AT  UNIT  PLANT 


Members  of  Salesmanship  Course  at  Victor  Fac- 
tory Much  Interested  in  Production  at  the 
Spacious  Plant  of  the  Unit  Construction  Co. 


Philadelphia,  Pa.,  March  9. — On  two  different 
occasions  the  members  of  the  salesmanship 
course  of  the  Victor  factory  in  Camden  visited 
the  large  plant  of  the  Unit  Construction  Co.  in 
this  city.  One  delegation  consisted  of  the  male 
members  of  the  class,  the  other  of  the  ladies. 
Both  groups  were  much  interested  in  the  entirely 
modern  manufacturing  methods  employed  in  the 
production  of  Unico  equipment.  Rayburn  Clark 
Smith,  president  of  the  company,  welcomed  the 
guests  and  under  the  guidance  of  the  execu- 
tives of  the  company  they  were  taken  through 
the  factory  from  top  to  bottom  and  each  in- 
teresting process  was  carefully  described.  The 
almost  human  machinery  and  the  efficient  man- 
ner in  which  each  process  is  related  to  the 
other  earned  enthusiastic  commendation.  Much 
interest  was  also  evidenced  in  the  extensive 
welfare  work  conducted  by  the  Unit  Con- 
struction Co.  in  the  interest  of  its  many  em- 
ployes. The  men  were  entertained  at  luncheon 
in  the  model  restaurant  at  the  Unico  plant  and 
afternoon  tea  was  served  to  the  ladies. 


Intensive  selling  develops  the  most  sterling 
qualities  of  Americanism  if  carried  on  under  the 
American  rule  for  all  sport — fairness. 


There  is  much  incitement  in  real  salesman- 
ship— for  yourself,  your  honesty,  perseverance, 
optimism,  courage,  loyalty  and  religion. 


Window  Displays 

that  make  the  dealer  glad  to  put 
them  up — and,  when  set  up,  sell 
goods  from  the  window,  are  being 
created  and  lithographed  for  the 
great  national  advertisers  as  well  as 
those  whose  appropriation  is  more 
modest,  by 

Elrt/ON  LITHO 

I  Pyi  4T*  <f\  W%  W%  0%  T%  J%  ''W'  Wf 


Executive  Offices  and  Art  Studios 
71  West  23rd  Street,  New  York,  N.  Y 


Factory  and  Plant 
327  East  29th  Street,  New  York,  N.  Y. 


VICTROLA  AT  STATE  CONFERENCE 

Music  Supervisors  of  California  Meet  in  Sacra- 
mento and  Hear  Addresses  by  Mrs.  Agnes  M. 
Fryberger  in  Conjunction  With  Victrola 


Sacramento,  Cal.,  March  3. — Mrs.  Agnes  M. 
Fryberger,  one  of  the  prominent  speakers  be- 


senting  schools  in  all  parts  of  the  State,  attended 
in  large  numbers.  Before  this  large  audience 
the  school  Victrola  had  a  prominent  place  and 
received  some  very  valuable  publicity.  The 
Victrola  used  was  furnished  by  the  local  branch 
of  Sherman,  Clay  &  Co.,  Victor  dealers. 


COLUMBIA  ARTISTS  IN  AKRON,  0. 

Marion  Harris,  Saxophone  Sextette  and  Yerkes' 
Orchestra  Give  Concerts  in  That  City 


School  Victrola  in  Senate  Chamber,  Sacramento 

fore  the  State  conference  on  music,  held  in  the 
Senate  chambers  here  for  two  days  recently, 
used  the  school  Victrola  to  good  advantage  in 
explaining  its  part  in  the  school  educational 
system.  Supervisors  of  music  from  all  parts 
of  California  were  present.  Women  prominent 
in  the  Parent-Teacher  Association  work,  repre- 


Akron,  O.,  March  1— Under  auspices  of  the 
Standard  Music  Co.  here.  Marion  Harris,  the 
well-known  Columbia  artiste,  with  the  Columbia 
Saxophone  Sextette  and  the  Yerkes'  Novelty 
Orchestra,  gave  a  concert  which  proved  one  of 
the  most  enjoyable  musical  events  of  the  season 
for  Akron  music  lovers  and  the  attendance  was 
evidence  that  Columbia  artists  have  many  loyal 
supporters  in  Akron.  In  the  afternoon  the  Sex- 
tette gave  a  concert  in  the  parlors  of  the  Stand- 
ard Music  Co.,  on  South  Howard  street.  The 
artists  are  now  concluding  a  most  successful 
tour  of  the  mid-West,  and  after  playing  at 
Erie,  Pa.,  and  several  other  cities  in  western 
Pennsylvania  they  will  return  to  New  York. 
Record  sales  were  stimulated  by  their  presence 
here,  according  to  the  retail  Columbia  dealers. 


Two  sales  every  day  beat  ten  sales  every  once 
in  a  while  and  beat  them  by  a  big  margin. 


_  9 

t        .  « 

WE  DO  NOT  MAKE  MOTORS 

But  we  can  supply  you  any  other  Phonograph  Hardware  or  Fittings 

Let  Us  Make  Your 

HINGES  KNOBS  AUTOMATIC  STOPS 

LID  SUPPORTS  TONE  RODS  DOOR  CATCHES 

NEEDLE  CUPS  DOMES  OF  SILENCE  NEEDLE  RESTS 


WEBER-KNAPP  CO. 


Jamestown,  N.  Y. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


71 


What  More  Can  You  Ask 

All  the  features  that  go  to  make  a  talking 
machine  Profitably  Salable  you  will  find  a« 
regular  equipment  of  Magnola:  "Built  by 
Tone  Specialists." 


Watchir\J  TKe  Music  Come  Out 

Complete  description  of  all  these  features  is 
to  be  found  in  our  handsome  illustrated 
catalog,  which  we  should  like  to  send  you. 
May  we?  Ask  us  to  tell  you  our  plans 
for  your  benefit! 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  8CHULZ.  President 
General  Offleet  Southern  Wholesale  Braneh 

711   MILWAUKEE  AVENUE  IS30  CANDLER  BLOG. 

CHICAGO  ATLANTA.  8 A. 


INTRODUCES  $5,000  MODEL 

Sonora  Phonograph  Co.  Adds  Magnificent  In- 
strument to  Period  Line — Superb  Cabinet 
Work  a  Feature  of  This  Artistic  Design 

The  Sonora  Phonograph  Co.  made  an  impor- 
tant announcement  recently  to  the  effect  that  it 
had  added  to  its  line  of  period  models  a  new 


The  Sonora  $5,000  Model 


instrument  which  v/ill  retail  at  $5,000.  It  is 
named  the  "Bardini"  and  is  one  of  the  finest 
instruments  that  has  ever  been  offered  to  the 
talking  machine  trade. 

An  illustration  of  the  Bardini  is  shown  here- 
with, but  the  black  and  white  reproduction  hardly 
does  justice  to  its  remarkable  beauty.  The  mag- 
nificent cabinet  is  hand-carved  and  the  designs 
are  replicas  of  famous  originals. 

The  technical  description  of  the  new  Bardini 
model  is  as  follows:  Wood,  polychrome:  cabi- 


net, width  44  inches,  height  72  inches,  depth  24 
inches,  antique  gold  trimmings,  second  half  XVI 
Century,  after  the  manner  of  cabinet  in  Bardini 
collection  at  Florence;  motor,  extra  heavy, 
Iriple-spring  motor,  gold-plates,  plays  nearly 
forty-five  minutes,  or  fifteen  ten-inch  records, 
with  one  winding;  motor  meter,  automatically 
indicates  at  all  times  number  of  records  that  can 
be  played  before  rewinding  is  necessary;  tone 
passage,  continuous  all-wooden  tone  passage 
from  sound  box  to  end  of  tone  chamber;  tone 
arm,  with  appropriate  carving,  made  under 
scientific  principles  of  wood  throughout,  play- 
ing all  makes  of  disc  records;  tone  modifier 
permits  regulation  of  tone  from  full  to  subdued 
without  interfering  with  quality;  automatic  stop 
thoroughly  reliable,  operating  with  one  simple 
setting;  needles,  Sonora  semi-permanent,  dia- 
mond and  sapphire;  certificate  of  guarantee, 
broad1  in  scope,  emphasizing  manufacturer's  con- 
fidence in  product. 


OPERAPHONE  CO.  TO  WITHDRAW 

Now  Winding  Up  Affairs  and  Will  Cease  the 
Manufacture  of  Records 


The  Operaphone  Co.,  Inc.,  which  has  for  a 
number  of  years  manufactured  the  Operaphone 
records  and  whose  factory  and  executive  of- 
fices are  at  Creek  and  Meadow  streets,  Long 
Island  City,  N.  Y.,  is  winding  up  its  affairs  and 
will  shortly  withdraw  from  the  record  field.  It 
is  understood  that  a  large  talking  machine  com- 
pany is  now  negotiating  for  the  matrices  and' 
other  manufacturing  equipment  and  will  doubtless 
take  over  the  activities  of  the  Operaphone  Co. 


GOOD  REPORT  FROM  PENNSYLVANIA 

J.  C.  Biekarck,  a  Vocalion  dealer  of  Warren, 
Pa.,  visited  Aeolian  Hall  recently  just  before 
sailing  for  Europe,  where  he  is  going  to  visit 
his  mother,  whom  he  has  not  seen  in  thirty-one 
years.     He  expects  to  return   to  the  United 


States  in  May.  Mr.  Biekarck  reported  that 
conditions  in  his  section  were  improving  stead- 
ily, and  was  enthusiastic  regarding  the  Vocalion. 

SERVICE  BEGINS  AFTER  THE  SALE 

When  a  man  pays  you  for  your  time  it  is  no 
sign  that  he  pays  for  nothing  else.  Service  be- 
gins after  the  sale. 


.tin  mmm 

7  iiuv^tr 


A  food  BS  w55i 


MIRROR-LIKE  FIN5H 

FURNirucc 
PIANO* 

AUTO*HOf3lL€J  «. 


6 


MIRROLIK*  «H»  CO 

j_  fli-*— -JBL'  01  J, 


Satisfaction  and  Performance  Above  All 

A  wonderful  performance,  successful  to  the 
last  degree,  has  created  for  Mirrolike  Products 
a  country-wide  demand. 

Extensive  advertising — plus  merit — makes  it 
easily  the  foremost  polish  in  the  field. 

Dealers  who  consider  the  customer's  interest 
and  satisfaction  will  establish  a  very  profitable 
business  by  carrying  Mirrolike  Polish. 

Superior  merit  has  attained  the  huge  success  of 
Mirrolike. 

Special  Dealer  Display  Stands  —  Elaborate 
Dealer  advertising  matter — furnished  free. 

Your  business  card  or  letterhead  will  bring 
full  size  sample  and  full  particulars  to  your 
store. 

Put  up  in  attractive  cartons.  All  sizes,  4  oz. 
to  1  gallon. 

For  shine — our  only  rival  is  the  sun. 
Mirrolike  Mfg.  Co.,  Long  Island  City 

8th  Street,  Near  Jackson  Ave. 


-  —  ••  » 


72 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


i  USINESS  CONDITIONS  SHOWING  SIGNS  OF  IMPROVEMENT 

Review  of  General  Conditions  Issued  by  Chamber  of  Commerce  of  the  U.  S.  Points  Out  Evidences 
of  Returning  Activity  in  All  Lines  of  Trade — Hard  Work  Will  Assure  Prosperity 


Washington,  D.  C,  March  5. — Business  condi- 
tions will  improve  from  now  on,  says  Archer 
Wall  Douglas,  chairman  of  the  Committee  of 
Statistics  and  Standards  of  the  Chamber  of  Com- 
merce of  the  United  States,  in  his  monthly  re- 
view of  business  recently  issued. 

"The  most  convincing  evidence  that  we  are 
on  the  high  road  to  recovery,"  Mr.  Douglas  says, 
"is  found  in  the  universal  report  brought  by 
traveling  salesmen  from  every  section  of  the 
country  of  steadily  growing  sentiment  that  'busi- 
ness will  be  better  in  the  Spring' — not  a  sudden 
return  to  prosperity,  which  is  neither  likely  nor 
desirable,  but  a  slow  and  natural  working  out  of 
those  processes  of  liquidation  which  are  now  in 
full  operation. 

"There  are  few  who  are  more  responsible  than 
these  same  traveling  salesmen  for  the  growth  of 
this  healthy  sentiment,  which,  in  effect,  is  the 
recognition  of  the  inherent  soundness  of  the  sit- 
uation, and  that  the  remedies  for  it  lie  largely 
in  constructive  action.  Not  only  is  sentiment 
improved,  but  there  is  definite  increase  in  the 
volume  of  business  done.  It  is  not  a  very  great 
increase,  but,  as  Mercutio  says,  '  'Twill  do,'  for 
it  forecasts  the  beginning  of  better  days. 
Farmers  are  gradually  bringing  their  produce 
to  market.  Bankers  are  slowly  'loosening  up' 
and  extending  to  farmers  and  dealers  money 
and  credit,  the  two  vital  factors  needed  to  re- 
store the  situation.  In  the  tobacco  districts  of 
Kentucky,  where  the  deadlock  between  sellers 
and  buyers  seemed  unbreakable,  there  are  in- 
creasing reports  of  agreements  made  and  sales 
consummated. 

"Despite  the  general  story  of  farmers  with- 
holding their  products  there  is  daily  a  steady 
stream  of  grain  and  live  stock  coming  to  mar- 
ket, not  in  full  volume,  but  enough  to  assist  in 
alleviating  the   situation.     Shipments   of  early 


fruits  and  vegetables  from  California  and  the 
South  are  running  heavily,  some  10,000  cars  per 
week,  thus  distributing  much-needed  cash  among 
the  growers.  Caution  and  conservatism  are  still 
universal  among  merchants  in  buying  and  most 
oiders  are  restricted  to  immediate  wants  for 
keeping  up  assortments. 

"Out  in  the  world  of  cold,  hard  facts  few  take 
much  stock  in  the  current  prophecies  of  the  com- 
ing of  a  new  prosperity  at. any  specific  date,  nor 
yet  in  those  mystic  charts  which  foretell  when 
declines  will  cease  and  business  resume  its  up- 
ward march.  For  it  is  perfectly  obvious  that 
prices  have  not  reached  bottom  in  all  lines,  and 
even  a  Wall  Street  lamb  does  not  buy  heavily 
on  a  falling  market.  The  general  thought  in- 
clines to  early  Spring,  March  or  April,  as  the 
date  when  distinctly  definite  improvement  will 
set  in,  though  in  many  parts  of  the  Cotton  Belt 
the  belief  is  that  June  is  early  enough  to  expect 
a  decided  change.  Yet  scarce  any  believe  that 
present  conditions  will  prevail  throughout  the 
year. 

"All  are  agreed  that  the  only  way  to  hasten 
matters  is  by  the  general  exercise  of  the  homely 
virtues  of  hard  work  and  economy. 

"The  South  intends  to  illustrate  this  theory 
in  a  very  practical  fashion  this  year  by  raising 
the  cheapest  cotton  crop  in  years;  a  crop  grown 
cn  a  'cornmeal  and  syrup'  diet  system  of  ex- 
pense. Also  farm  labor  everywhere  will  be 
cheaper  this  year  and  improved  farm  machinery 
is  decreasing  the  cost  of  production  and  increas- 
ing efficiency  per  man. 

"Production  is  now,  and  will  continue  to  be,  the 
dominant  factor  in  the  business  situation.  Yet 
it  must  be  accompanied  by  intelligent  fore- 
thought as  to  adequate  distribution  of  the  thing 
produced.  Last  Summer  a  large  proportion  of 
the  garden  truck  crop  in  a  section  of  the  Rio 


Grande  Valley  was  a  dead  loss  to  growers  be- 
cause of  lack  of  cars.  Somewhere  there  has 
been  lack  of  co-ordination  between  production 
and  transportation. 

"A  recent  expression  of  opinion  by  a  num- 
ber of'  representative  business  men  throughout 
the  country  brought  out  the  significant  fact  that 
they  were  not  so  much  concerned  about  the 
problems  of  labor,  material,  prices,  transporta- 
tion and  collection  on  the  whole  as  they  were 
with  the  question  of  sales.  In  other  words, 
when  demand  starts  up  the  whole  tangled 
economic  skein  will  begin  to  unwind  like  the 
nursery  rhyme  when  the  butcher  began  to  kill 
the  ox,  and  the  ox  began  to  drink  the  water, 
then  the  pig  at  the  other  end  of  the  rhyme  began 
to  get  over  the  fence  and  the  woman  got  home 
that  night. 

"While  unemployment  is  still  large,  there  is 
more  work  and  less  idleness  on  the  whole  in 
industrial  sections.  The  lessened  production  in 
manufacturing  has  naturally  resulted  in  de- 
creased output  of  coal.  Also  in  the  oil  fields 
there  are  falling  prites  accompanied  by  cutting 
down  the  output." 


TWO  MODELS  ADDED  TO  LINE 


Saginaw,  Mich.,  March  5. — The  Brooks  Mfg. 
Co.,  manufacturer  of  the  well-known  Brooks 
automatic  repeating  phonograph,  has  added  two 
new  models  to  its  line,  and  Brooks  dealers  are 
evincing  keen  interest  in  these  additions.  The 
company  states  that  its  sales  the  past  month 
have  attained  a  marked  improvement  and  that, 
judging  from  all  indications,  business  condi- 
tions are  growing  better  day  by  day.  New 
agencies  are  being  established  in  the  leading 
trade  centers  and  the  executives  of  the  company 
are  making  every  effort  to  co-operate  with  their 
dealers  in  developing  Brooks  sales  in  their  own 
territories. 


Lots  of  men  expect  opportunity  to  carry  a 
letter  of  introduction. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


73 


HALL 

F= !  B  R.  EE- 
NEEDLES 

~3.s.  pateTnV~o 


Years  Afterward 

When  the  talking  machine  has  become  a 
fixture  in  the  home  and  the  shelves  are 
filled  with  records ,  the  merits  of  the  fibre 
needle  become  most  strikingly  evident, 

They  mean  an  instrument  still  with  a 
voice,  with  all  the  original  charm  of  its 
music  retained.  - 

Think  what  this  means  in  the  greater 
popularization  of  the  talking  machine! 

— And  the  continued  sale  of  records,  year 
in,  year  out! 


HALL  MANUFACTURING  CO. 


(Successors  to  B  &  H  Mfg.  Co.) 


33-35  W.  Kinzie  St.,  Chicago,  111. 


74 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


NEW  UPRIGHT  PERIOD  MODEL  VOCALIQNS  INTRODUCED 

Ten  Handsome  and  Authentic  New  Period  Styles  Just  Placed  on  the  Market  by  the  Aeolian  Co. — 
Notable  Additions  to  Present  Line  of  Standard  Upright  Models 


One  of  the  surprises  of  the  new  year  in  the 
talking  machine  field  is  the  new  line  of  Vo- 
calions  just  put  on  the  market  by  the  Aeolian 
Co.,  and  consisting  of  a  series  of  ten  upright 


models  of  talking  machines  in  upright  cabinets. 

In  the  matter  of  attractiveness  and  case 
design,  it  is  only  necessary  to  state  that  these 
new  products  are  fully  up  to  the  Aeolian  Co. 


trained  for  years  to  look  for  upright  models, 
and  are  inclined  to  favor  models  that  occupy 
only  a  limited  space. 

The  new  Vocalion  upright  period  styles  are 
offered  in  ten  different  models — each  replete 
with  "period  personality"  and  each  a  faithful 
reproduction  of  the  spirit  of  the  times  in  its 
decorative  treatment. 

Of  particular  interest  and  attractive  design  is 
the  Jacobean,  a  beautiful  'example  of  this  period, 
finished  in  shaded  walnut,  the  panels  imme- 
diately below  the  top  being  of  burl  redwood, 
shaded  to  a  deep  rich  brown.  There  is  a  sturdi- 
ness  about  Jacobean  characteristics  that  is  well 
exemplified  in  this  case  and  is  followed  out 
to  the  finest  detail — even  to  the  handles  on  the 
doors. 

A  complete  contrast  is  the  delicate  grace  of 
the  Florentine  model — illustrating  the  technique 
of  Italian  styles  at  a  time  when  they  repre- 
sented world  leadership  in  arts  and  crafts.  The 
decorations  are  in  polychrome  or  walnut  finish, 
in  which  the  greatest  taste  has  been  used,  re- 
sulting in  an  artistic  whole  that  would  lend  a 
touch  of  distinction  to  any  attractively  finished 
room. 

Simplicity  bordering  on  austerity  marks  the 
Hepplewhite  model,  1769-1820,  which  is  not 
shown.  The  beautiful  mahogany  case  makes  the 
exquisite  workmanship  the  more  apparent  and 
makes  it  possible  to  introduce  this  style  in  a 
living  room  in  which  several  different  furniture 
periods  are  represented.  The  prices  of  the  sev- 
eral new  upright  period  models  range  from  $300 
to  $600. 


NEW  BILLBOARD  CAMPAIGN 


Period  Model:  Florentine 
period  styles  of  unusual  .attractiveness.  The 
announcement  of  the  new  style  is  regarded  as 
particularly  important  in  that  the  introduction 
of  the  new  line  is  said  to  represent  the  first 
serious  attempt  to  offer  a  full  range  of  period 


Period  Model:  Jacobean 

standard  in  those  particulars.  In  producing 
these  fine  models  of  upright  period  styles  the 
thought  was  to  meet  the  requirements  of  that 
portion  of  the  public  who  think  of  phonographs 
in    upright    terms    because    they    have  been 


Redfield  &  Fisher,  advertising  agents,  with 
headquarters  in  New  York,  have  introduced  a 
billboard  advertising  campaign  for  Victor  deal- 
ers exclusively  which  is  meeting  with  consid- 
erable success.  Quite  a  number  of  Victor  deal- 
ers have  arranged  to  use  these  displays  regu- 
larly during  1921  and  the  agency  is  co-operat- 
ing with  the  dealers  in  every  possible  way. 


MERCHANDISING  VALUE 


Style  K4— Top  40^"x22" ;  Height  35" 


$150 


Style  K5— Top  41"x22%";  Height  35" 


Retail  Price 


$160 


LAUZON  QUALITY 

The  foresighted  merchant  with  a  hand  on  the  pulse  of  public  demand  will  immediately  perceive 
the  opportuneness  of  the  above  popular  priced  consoles. 

Lauzon  quality  assures  honest  value  and  the  price  is  a  1921  proposition  calculated  to  build  sales 
throughout  the  year. 

MICHIGAN  PHONOGRAPH  CO. 

Phonograph  Division,  Lauzon  Furniture  Co. 
Office,  National  City  Bank  Bldg.     Factory,  Monroe  avenue  and  6th  street 
GRAND  RAPIDS.  MICH. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


75 


WORTHWHILE  HINTS  ON  CANVASSING 

Practical  Suggestions  Offered  by  Collings  &  Co. 
to  Help  the  Talking  Machine  Dealer 


The  following  excellent  article  on  canvassing 
as  a  means  of  getting  and  increasing  retail 
talking  machine  business  appears  in  the  March 
issue  of  The  Record,  published  by  Collings 
&  Co.,  Victor  distributors  of  Newark,  N.  J. 
The  suggestions  offered  are  so  good  that  they 
are  well  worth  passing  along  for  the  consider- 
ation of  talking  machine  dealers  in  general. 

"Any  dealer  who  hopes  to  increase  his  volume 
of  business  during  1921  knows  >by  this  time  that 
he  must  resort  to  methods  which  were  natural- 
ly inapplicable  during  the  shortage.  We  have 
learned  of  dealers  who  are  advertising,  for  the 
first  time,  in  newspapers  and  other  good  pub- 
licity mediums,  with  constant  regularity;  some 
are  employing  outside-men  to  make  a  syste- 
matic canvass;  here  and  there  we  find  retailers 
mailing  prospect  letters  as  a  business  stimulant 
and  there  are  a  few,  we  fear,  who  are  trusting 
to  good  fortune  to  pull  them  through.  Hap- 
pily, the  latter  class  is  so  far  in  the  minority 
that  their  inconspicuousness  is  pronounced. 

"Canvassing  is  certainly  very  timely  and 
should  be  a  part  of  your  program  for  increased 
business.  It  is  a  subject  which  requires  con- 
siderable concentration.  Only  by  a  well  de- 
fined campaign  can  this  procedure  be  of  prac- 
tical value. 

"One  of  our  very  aggressive  dealers  related 
his  experiences  in  canvassing  and  his  ideas  were 
of  such  constructive  value  that  we  believe  every 
dealer  can  profit  by  them.  He  is  of  the  opin- 
ion that  preparatory  to  a  canvass  the  homes 
to  be  visited  should  be  circularized  with  pros-- 
pect  letters.  These  act  as  an  entree  and  ac- 
quaint the  party  to  be  visited  with  the  purpose 
of  your  business  and  the  name  of  your  company. 
Then  when  your  representative  calls  his  chances 
of  an  interview  are  greatly  augmented  as  the 
letters  are  bound  to  create  both  confidence  and 
an  interest  in  your  proposition. 

"The  selection  of  reliable  men  or  women  to 
canvass  is  highly  important.  If  possible  it  is 
best  to  get  some  one  with  experience  in  this 
work.  They  must  be  hardened  to  rebuffs  and 
discouragement.  You  must  be  fairly  liberal  in 
compensating  them  for  their  work  so  that  they 
will  keep  interested.  This  is  also  necessary  if 
you  expect  to  employ  the  right  caliber  of  solici- 
tors. Some  dealers  are  paying  a  straight  ten 
per  cent  on  business  brought  in  from  prospects 
of  the  canvassers;  five  per  cent  when  the  lead 
has  been  furnished  by  the  department.  Of 
course,  you  can  best  determine  the  percentage 
you  can  appropriate  for  this  purpose. 

"One  feature  which  impresses  us  as  being 
exceptionally  good  is  the  psychology  of  work- 
ing two  canvassers  together;  one  covering  one 
side  of  a  street  while  the  other  covers  the  op- 
posite. As  a  rule  this  will  keep  them  both 
active  and  discourage  loafing,  as  the  spirit  of 
competition  is  aroused  and  one  will  endeavor  to 
excel  the  other  in  volume  of  business. 


"Where  a  dealer  has  one  or  more  inside  sales- 
men capable  of  fulfilling  a  solicitor's  duties  he 
could  send  them  out  in  the  mornings  when 
store  business  is  usually  slack,  having  them  re- 
turn in  the  afternoon  to  resume  their  regular 
work.  There  is  a  distinct  advantage  in  this 
procedure.  The  salesman  is  familiar  with  the 
line  and  the  policies  of  your  business  and  you 
have  a  fairly  accurate  knowledge  of  his  depend- 
ability and  selling  strength. 

"Reports  should  be  furnished  on  each  call 
giving  information  as  to  the  kind  of  instrument 
in  the  home,  if  the  party  visited  has  already  pur- 
chased, where  they  are  buying  their  records  and 
whether  they  are  receiving  the  monthly  supple- 
ment. 

"If  this  parly  doesn't  happen  to  have  a  machine 
data  should  be  furnished  as  to  when  they  will 
be  in  the  market,  if  they  have  not  been  inter- 
ested at  the  time  of  the  first  visit,  etc. 

"There  is  just  one  way  to  get  more  business 
to-day  and  that  is  by  going  out  and  creating  it. 
Surely  it  is  more  satisfying  to  acquire  business 


work  than  to  just  fill  the  demand  which  volun- 
tarily comes  your  way." 

PLAN  TO  MANUFACTURE  MACHINES 

Independent  Talking  Machine  Co.  of  Virginia 
to  Bring  Out  New  Table  Model 


RrcHMOND,  Va.,  March  2. — The  Independent 
Talking  Machine  Co.  of  Virginia,  with  executive 
offices  in  this  city,  announces  that  in  a  short 
time  it  will  begin  the  manufacture  of  a  table- 
type  cabinet  talking  machine  to  be  offered  at 
an  attractive  price.  LeRoy  Goldberg,  president 
of  the  company,  states  that  the  plan  is  to  bring 
out  a  quality  machine  with  high-grade  equip- 
ment, and  believes  that  there  is  a  market  for  a 
table  machine  of  that  type. 

The  Independent  Talking  Machine  Co.  of  Vir- 
ginia will  continue  to  act  as  distributor  in  this 
section  for  the  Lyric  records. 


It  will  never  profit  you  to  run  down  a  rival's 


that  is  the  result  of  your  ingenuity  and  hard  product. 


Knick  Super  Automatic  Stop  and  Brake 

means 

Life  Insurance  to  Your  Motors 
GOVERNOR  STOP 

Operates  the  starting  and  stop- 
ping by  push  button. 

Operates  on  motor's  governor, 
being  mechanically  the  cor- 
rect principle  of  braking. 

Will  prolong  life  of  motor 
as  it  eliminates  jerking  of 
governors. 

Gives  that  high-class  braking 
feature  found  only  on  the 
highest  priced  motors. 

Governor  Stop — Pat.    Feb.    17,  1921 

TURNTABLE  STOP 

Positively  eliminates  brake 
troubles,  giving  a  silent  and 
smooth  stopping  of  motor. 

Patent  cam  brake  shoe  allows 
adjustment  for  wear. 

Positively  accurate  to  the  line. 

Will  function  on  any  record. 

Can  be  accurately  set  in  the 
dark. 

Noiseless  in  operation. 
All   bearings   in  both  stops 

Turntable  Stop-Patent  Pendin*  brOnZC  bushed. 

Both  stops  permit  setting  from  front  of  machine. 

A  perfect  combination  stop  and  hand  brake  combined. 

Easy  to  mount  on  motor  board;  requires  no  drilling. 

If  not  perfectly  satisfied  with  your  present  equipment,  put  your 

troubles  up  to  us,  which  will  place  you  under  no  obligation 

whatsoever. 

Both  stops  equipped  with  automatic  lighting  feature  at  a  slight 
additional  cost. 


Cincinnati,  Ohio 


UNIVERSAL  DEVICES  CO.  :: 

Manufacturers  of  TONE  ARMS-REPEAT  PLAYERS— AUTOMATIC  STOPS 


ROTIENSTONE 

We  are  the  only  miners  and  manu- 
facturers in  this  country  of  Rotten 
Stone  for  use  in  Phonograph  Record 
making.  Our  product  is  now  in  use 
by  practically  every  record  manu- 
facturer in  this  country.  We  are  also 
headquarters  for  all  other  minerals 
for  record  making  and  everything  we 
handle  is  made  especially  for  this  pur- 
pose and  absolutely  guaranteed.  Ex- 
pert advice  given  upon  anv  formula. 

KEYSTONE  MINERALS  CO. 

41  Union  Square,  New  York  City 


76 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


A  GOOD  CABINET 

is  essential  for  a  good  Talking  Machine 

People  will  first  look  at  the  cabinet,  before  they  will 
listen  to  the  music. 

If  the  appearance  and  the  quality  of  the  cabinet  do 
not  appeal  to  them,  they  will  not  buy. 
Our  aim  is,  and  always  has  been,  to  make  good 
cabinets  only. 

The  ever-increasing  demand  for  our  product  bears  out 
this  statement. 

For  more  information  write  to 

The  Celina  Specialty  Co, 

CELINA,  OHIO 


CHIPPENDALE 


AN  APPROPRIATE  WINDOW  DISPLAY 


Strand  Temple  of  Music,  Albany,  Couples  Up 
Window  Treatment  With  Showing  of  Canni- 
bal Film  at  Neighboring  Theatre 


In  many  articles  on  window  displays  in  The 
Talking  Machine  World  there  has  been  empha- 


A  Very  Striking  and  Effective  Window  Display 

sized  the  desirability  and  effectiveness  of  hook-  bals  Cannot  Dance 
ing  up  the  display  with  some  local  event  of 
importance  in  order  to  secure  a  maximum 
amount  of  publicity.  An  interesting  example  of 
the  successful  carrying  out  of  this  idea  is  found 
in  the  accompanying  reproduction  of  a  window 
display  by  the  Strand  Temple  of  Music,  Inc., 
at  121  North  Pearl  street,  Albany,  N.  Y. 


Recently  the  Clinton  Square  Theatre,  oppo- 
site the  Strand  Temple,  featured  an  elaborate 
motion  picture  entitled:  "Shipwrecked  Among 
Cannibals,"  and  Albert  Edelstein,  head  of  the 
Strand  Temple,  immediately  saw  the  opportu- 
nity for  arranging  an  attractive  window  display 
on  the  subject.  A  hut  built  of  straw,  with  large 
pictures  of  cannibals,  formed  the  background 

of  the  display  and  an 
exploring  expedition 
by  the  window  trim- 
mer resulted  in  the 
gathering  of  skeletons 
of  a  water  buck,  a 
gazelle  with  a  horn 
broken  in  battle,  a 
rhinoceros  hoof,  pois- 
oned arrows  from  the 
Kia  Kia  country,  a 
zebra  skin,  an  African 
turtle  shell,  and  battle 
spears  and  shields 
such  as  are  used  by 
cannibals.  Action  was 
given  to  the  display 
by  the  shimmying 
figure  of  Siam  Soo,  in 
front  of  which  was  a 
card  reading:  "Canni- 
'Palesteena,'  but  Who 
Come  in  and  Hear 


to 

Wants  to  Be  a  Cannibal? 
Record  18717,  85c." 

Mr.  Edelstein  reports  that  the  display  not 
only  attracted  wide  attention,  but  resulted  in 
many  sales  of  "Palesteena,"  "Margie,"  and  other 
timely  records.  It  demonstrated,  moreover,  that 
it  pays  to  be  original. 


TWO  CONVENIENT  UNICO  PRODUCTS 


New  Efficiency  Bench  and  Unico  Portable  Win- 
dow Screen  Are  Meeting  With  a  Great  Deal 
of  Favor  Throughout  the  Trade 


partment  of  the  dealer.  Space  has  been  provided 
for  every  repair  part  needed  and  each  unit  is 
pioperly  partitioned  into  the  required  spaces  for 


Philadelphia,  Pa.,  March  8. — Production  on  the 
Efficiency  Bench,  which  was  recently  announced 
by  the  Unit  Construction  Co.,  is  progressing 
rapidly  and  early  delivery  is  expected. 

The  bench  illustrated  herewith  is,  as  its  name 


Unico  Efficiency  Bench 

implies,  efficient  in  every  respect,  and  it  is  ex- 
pected will  be  very  popular  in  the  repair  de- 


Unico  Portable  Window  Screen 

these  parts.  One  of  the  merits  of  this  bench 
is  that  all  repair  parts  for  any  one  particular 
branch  of  the  work  are  together  in  one  unit.  For 
example,  when  a  sound  box  is  being  repaired  at 
the  Efficiency  Bench  the  drawer  or  unit  contain- 
ing repair  parts  for  (the  sound  box  is  opened  and 
every  other  unit  is  kept  closed.    Thus  the  in- 


termingling of  extraneous  supplies  is  avoided. 

The  metal  part  of  the  top  of  the  bench  is 
pierced  so  that  the  motor  can  be  turned  upside 
down  and  the  shaft  will  not  interfere  with  its 
stability.  A  concealed  pan  beneath  this  hole 
collects  all  drainage  of  oil  or  graphite  from  the 
motor.  No  detail  for  the  convenience  of  the 
repair  man  has  been  omitted. 

Coincident  with  the  advent  of  the  Efficiency 
Bench  is  the  announcement  of  the  Unico  Port- 
able Window  Screen,  another  new  Unico  prod- 
uct. This  is  planned  to  fill  a  decided  demand 
on  the  part  of  the  dealer  for  background  and 
window  dividing  purposes  and  its  popularity 
is,  therefore,  assured. 


CLOSES  EXCELLENT  BUSINESS 

The  Sonora  sales  department  at  the  execu- 
tive offices  received  recently  an  interesting  let- 
ter from  Joseph  Kessler,  Sonora  dealer  at  Glen 
Cove,  L.  I.  In  his  letter  Mr.  Kessler  enclosed 
his  check  in  full  payment  for  the  first  shipment 
of  Sonoras  which  he  received,  and  ordered  the 
following  instruments  for  immediate  delivery: 
Two  baby  grands,  three  Nocturnes,  two  Trova- 
tores,  one  Etude  and  one  Minuet. 

Mr.  Kessler  commented  upon  the  fact  that  his 
first  order  consisted  of  eight  Sonoras,  and  that 
he  had  sold  nine  instruments  in  the  first  week. 
This  is  particularly  interesting  in  view  of  the 
fact  that  Glen  Cove  is  primarily  a  Summer  re- 
sort and  business  is  unusually  dull  during  the 
Wintertime. 


Sometimes  it's  a  good  thing  when  troubles 
come  together — we  get  rid  of  'em  so  much  the 
sooner. 


Japanese  Harmonicas 
at  Importers  Prices 

Coronation   Key  of  C 

$3.  70  per  dozen 

Butterfly  No.  1  Key  of  C 

$4. 1  0  per  dozen 

Oseisaphone  Key  of  C 

$5.00  per  dozen 

Marine  Band  Key  of  C 

$6.25  per  dozen 

Travelers   Key  of  F 

$6.50  per  dozen 

Army  Band  Key  of  E 

$6.80  per  dozen 

Nightingale  Key  of  C 

$7.50  per  dozen 

WALTER  S.  GRAY  COMPANY 

942  Market  St.  San  Francisco 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


77 


0t 


Model 

502 


the  finest  reproducing 
Phonograph  in  the  World 

The  St  eger  Phonograph  k 
is  Your  Big  Opportunity 

ITS  distinction  in  the  phonograph 
world  is  supported  and  emphasized 
by  its  marvelous  ability  to  play  all 
records  correctly  —  no  parts  to  change. 

The  wonderful-  Steger  tone  chamber 
of  even-grained  spruce  and  the  patented 
adjustable  tone  arm  make  perfect  ren- 
dition of  every  disc  record  certain. 

The  tones  that  issue  from  the  Steger 
are  true  echoes  of  the  human  voice  or 
instrumental  skill  of  the  master. 

The  ornamental  side  of  the  Steger 
pleases  the  critical  eye.  The  different 
style  cabinets  show  rare  skill  in  design 
and  workmanship. 

We  prepare  the  way  for  each  Steger 
sale  by  our  extensive  advertising  cam- 
paign. It  makes  each  sale  easier  for 
you.  The  Steger  is  half  sold  when  a 
customer  comes  into  your  store. 

Explain  how  different,  how  superior 
it  is.  Play  it  and  you  will  find  how 
the  wonderful  music  helps  the  sale  to 
a  successful  consummation.  Build  up 
your  phonograph  business  with  the 
beautiful  Steger. 

Desirable  territory  open. 

Write  for  Steger  proposition 
Steger  Phonograph  Style 
Today. 

Phonograph  Division 

STEGER   8C  SONS 

Piano  Manufacturing  Company 

Steger  Building,      -      -      CHICAGO,  ILL. 

Factories:  Steger,  Illinois,  where  the  "Lincoln" 

and  "Dixie"  Highways  meet. 
"If  it's  a  Steger— it's  the  most  valuable  Piano  in  the  world." 


and 
Brochure 


78 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


No  Red  Tape  About  Getting 

Grey  Gull  Records 


Order  what  you  want,  when  you  want,  and  no  more  than  you  want. 

Sell  the  records  fast,  and  order  more  as  you  need  them.  Don't  carry  a 
large  stock,  and  turn  over  your  investment  quickly  and  often.  Get  in  early 
with  the  hits.  Retail  at  85  cents  for  the  entire  list  without  exception. 
Handle  any  phonograph  you  want. 

These  are  the  policies  that  are  bringing  big  profits  to  Grey  Gull  dealers.  They  are  based 
on  sound  merchandising  principles.  You  can  get  all  the  records  you  want  for  immediate 
delivery  from  the  distributors  listed  below.    Send  in  an  order  today. 

Grey  Gull  Records  are  one  of  the  few  makes  which  are  recorded  and  manufactured 
complete  in  one  plant.  That  insures  Quality,  Service  and  PERMANENCE.  Pick  out  a  few 
of  the  good  numbers  in  the  following  list  and  send  in  a  trial  order  at  once. 


Distributors 

Associated  Furniture  Manufacturers 
1209  Washington  Ave., 
St.  Louis,  Mo. 

Joseph  Barnett  &  Co. 
218  Fourth  Ave.,  East, 
Cedar  Rapids,  Iowa 

Capital  Paper  Company 
South  St., 
Indianapolis,  Ind. 

Chapman  Drug  Co. 
Knoxville,  Term. 

Cole  &  Dunas  Music  Co. 
54  W.  Lake  Street, 
Chicago,  111. 

Excelsior  Music  Co. 
Cape  Girardeau,  Mo. 

Fuller  Phonograph  Co. 

101  N.  Water  Street, 
Wichita,  Kansas 

Grey  Gull  Records,  Inc. 
295  Huntington  Ave., 
Boston,  Mass. 

National  Phonograph  Co. 

518  Penn  Avenue, 
Pittsburg,  Pa. 

Richardson  Drug  Co. 
Omaha,  Neb. 

Scott  Weighing  Machine  Co. 
Topeka,  Kan. 

Smith  &  Phillips  Music  Co. 
409  Washington  St., 
E.  Liverpool,  Ohio 

T.  &  H.  Specialty  Mfg.  Co. 
Cha  leston,  W.  Va. 

Twin  City  Talk.  Mach.  Co. 
Uhrichsville,  Ohio 

United  Music  Stores 

619  Cheny  Sti  eet, 
Philadelphia,  Pa. 


Dance  Hits 


M  AZ I E — Fox -trot  Bennie    Krueoer's    Orchestra]  L-1048 

BLUE   JEANS— Fox-trot  Bennie    Krueoer's   Orchestra  jgjj'"' 

HOME    AGAIN    BLUES— Fox-trot,  .  ,  ...... 

Bennie  Krueger's  Orchestra    in  in 
SPREAD    Y0'    STUFF— Fox-trot.  rlV 

Bennie  Krueoer's  Orchestra)80 

LOOK    FOR  THE  SILVER   LINING,  from   "Sally"—  ,  .„,.„ 

Fox-trot       Ray  Miller's  Black  and  White  Melody  Boys  ,n" 
NIGHTINGALE— Fox-trot.  ri2„ 

Ray  Miller's  Black  and  White  Melody  Boys )  0:lc- 

BRIGHT  EYES— Fox-trot.  .  .  Bennie  Krueoer's  Orchestra")  L" 1045 
T00DLES — One-step  Samuels'    Music    Masters]  g^j'"' 

MAKE  BELIEVE— Fox-trot.  Bennie  Krueoer's  Orchestra "I  L" 1049 
DARLING— Fox-trot  Ray  Miller's  Melody  Boysjjjj'"' 

PALESTEENA — Fox-trot  Banjopators  and  Ernest  Hare^  L-1040 
ONE-HORSE    TOWN— Fox-trot.  flO-in. 

Banjopators  and    Ernest   Hare  J  85c. 

OH,   GEE!  YOU   OUGHT  TO  SEE   MY   GEE   GEE—       1  L-1039 

Fox-trot  Suno  by   Ernest  HareL|Q.in 

ROSIE— Fox-trot   Suno  by  Ernest  Hare]  85c. 

MARGIE— Fox-trot  Selvin's   Novelty   Orchestral  L- 1046 

BIDDY— Fox-trot  All    Star  Triojjsj'"' 

ROSE — Fox-trot  Banjopators    and    Ernest    Hare)  L-1"41 

DOG-GONE    DANGEROUS    EYES— Fox-trot    Banjopators  J  85c'"' 

WHISPERING— Fox-trot  Samuels'    Music    Master! ")  L- 1031 

KISMET — Fox-trot  Samuels'    Music    Masters  j^Sc'" 

FEATHER    YOUR    N  EST— Fox-trot  Banjopators")  L' 1037 

WAKE  UP  IN  MAMMY'S  ARMS— Fox-trot.  Banjopators jgjj"1' 

PICKANINNY   BLUES— Fox-trot  Starita  Sax.  Sextet")  L- 1024 

PITTER  PATTER  WALTZ ....  Grey  Gull  Dance  Orchestra  jg^"1' 


Song  Hits 


MY  MAMMY  Suno  by  Ernest  Hare)  L" 2046 

HAPPY  HOTTENTOT  Suno  by  Patricola j  j!?;'"- 

CRAZY    BLUES  Suno  by  Noble  Sissle")  L-2°47 

LOW    DOWN    BLUES  Suno   by   Noble  Sissle  J  esj.'"" 

BROADWAY  ROSE  Suno  by  Charles  Harrison")  L-2043 

BLUE  DIAMONDS  Sung  by  Henry  Burrj^j'"' 


FEATHER  YOUR   NEST  Si 

MOTHER   OF  MINE  


ung  by  Charles  Harrison")  L-2044 
Sung  by  Henry  Burr  j  e5e 


OLD  PAL.  ANSWER  ME  Suno  by  Charles  Hart")  L-2036 

PRETTY  KITTY  KELLY  Suno  by  Charles  Hart  j  g^'"' 


LET   THE   REST   OF   THE   WORLD    GO  BY. 


D    GO    BY.  -V  L-2017 

Sung  by   Henry   Burr  I  |„_jn 

WOND'RING  .  Sung  by   Charles  Hart)85e. 


DOWN  THE  TRAIL  TO  HOME,  SWEET  HOME, 
WHEN   I  LOOh 


TRAIL  TO   HOME,  SWEET  HOME,  I  ,  „-„, 

Sung  by  Charles  Hartlr^ 
)K   IN  YOUR  WONDERFUL  EYES.  [ire 

Sung  by  Henry  Burr'  a!"!- 


APPLE    BLOSSOM   TIME  Sung   by   Henry   Burr")  L.2o20 

LITTLE  TOWN   IN  THE  OULD  COUNTY  DOWN.  HO-in. 

Suno  by  Henry  Burr)  85c. 


Standard  Songs 

OLD   BLACK  JOE  Suno  by  Ernest  Hare")  L-2045 

ANNIE  LAURIE  Suno  by  Louise  Terrell Jg^'"' 

WHEN   YOU  AND   I   WERE  YOUNG.   MAGGIE.  "1  L-2021 

Sung  by  Charles  Hartl|o.jn 
A  PERFECT  DAY  Suno  by  Henry  Burr  j  85c. 

MY  WILD  IRISH  ROSE  Suno  by  Charles  Harf)  L-2039 

HOME  TO  OUR  MOUNTAINS  (From  II  Trovatore).         >  rr>-in. 

Sung  by  Hart  and  Terrell)  85c. 


INCORPORATED 


295   HUNTINGTON   AVENUE,  BOSTON,  MASS. 


March  15,  1921 


THE   TALKING   MACHINE  WORLD 


VETERAN  SALESMAN  ENTHUSES  OVER  VICTOR  CO.  COURSE 

Edward  G.  Evans,  of  C.  Bruno  &  Son,  Inc.,  With  Seventeen  Years  of  Victor  Selling  Experience 
Back  of  Him,  Emphasizes  the  Practical  Value  of  the  Victor  Salesmanship  Course 


There  are  some  talking  machine  salesmen 
who,  after  three  or  six  months  spent  in  the 
trade,  feel  that  their  knowledge  is  complete  and 
therefore  cease  studying.  There  are  others, 
however,  the  successful  men,  making  up  the  great 
majority,  who  realize  that  only  by  adding  to 
their  knowledge  constantly  can  they  expect  to 
keep  in  touch  with  latest  trade  developments 
and  maintain  their  selling  efficiency  at  the  high- 
est point. 

Among  the  latter  is  to  be  included  Edward 
G.  Evans,  of  C.  Bruno  &  Son,  Inc.,  well-known 
Victor  wholesalers  of  New  York,  who,  after 
seventeen  years  spent  in  active  selling  of  the 
Victor  line,  saw  the  opportunity  offered  for 
self-development  by  the  Victor  salesmanship 
course  and  took  advantage  of  that  opportunity. 
Mr.  Evans,  be  it  said,  has  spent  twelve  years 
with  Bruno  &  Son  and  is  recognized  as  one  of 
the  really  live  Victor  wholesale  salesmen  in  the 
New  York  territory.  Prior  to  coming  with 
Bruno  he  was  for  five  years  connected  with  the 
Victor  Co.  at  the  factory  in  Camden,  and  re- 
ceived an  excellent  training  both  in  factory  mat- 
ters and  as  a  traveler. 

Mr.  Evans  is  particularly  enthusiastic  over 
the  value  of  the  Victor  salesmanship  course,  and 
upon  his  return  to  New  York  after  the  comple- 
tion of  the  course  expressed  himself  as  follows 
to  a  representative  of  The  World: 

"Those  dealers  who  have  been  identified  with 
the  industry  since  its  inception  will  recollect 
that  in  the  early  days,  because  of  the  newness 
of  the  talking  machine  idea,  the  device  was 
bought  as  a  novelty  rather  than  because  it 
represented  a  perfected  musical  achievement. 
Only  a  limited  number  of  records  had  then  been 
released,  hence  it  was  an  easy  matter  to  prac- 
tically memorize  all  of  them,  and  if  the  words 
were  reasonably  intelligible,  or  the  tune  familiar 
or  catchy,  with  very  little  publicity  effort,  sales 
continued  to  flow  in  and  the  dealer  did  a  thriv- 
ing business. 

"But  while  time  and  tide  have  forced  out 
many  of  the  pioneers  it  is  unfortunate  that 
some  of  -their  obsolete  methods  of  presenting 
the  merchandise  still  survive.  The  public  has 
been  buying  records  all  these  years  and  many 
enthusiasts  have  musical  libraries  of  consider- 
able pretensions.  Many  of  these  libraries  are 
made  up  very  largely  of  selections  that  either 
did  or  do  now  enjoy  general  popularity,  and  too 
frequently  are  representative  of  the  tastes  of 
persuasive  but  none  too  well  informed  sales 
people.  The  result  is  that  in  many  cases  the 
customer  has  become  pretty  well  satiated  with 
this  kind  of  entertainment  and  his  conclusion 
is  that  a  Victrola  is  something  of  which  one 
must  ultimately  tire. 

"Many  dealers  have  found  that  a  considerable 
part  of  their  record  stocks  are  lamentably  in- 
active. Experience  proves  that  this  is  largely 
due  to  the  inability  of  the  average  sales  person 
to  keep  in  mind  the  characteristics  of  upward 
of  5,000  listings,  and  the  result  is  that,  aside  from 
those  that  are  called  for  or  that  may  at  the 
time  be  remembered,  many  of  the  most  inter- 
esting and  beautiful  records  are  never  submitted 
for  purchase. 

"Much  of  the  instruction  given  in  the  Victor 
salesmanship  class  embraces  the  explanation  of 
systems  designed  to  familiarize  dealers  and  their 
clerks  with  the  desirability  of  every  record  in 
the  catalog.  These  systems  have  all  been  sub- 
jected to  most  severe  tests  in  a  practical  way, 
and  their  value  proven  not  only  in  increasing 
a  dealer's  business,  but  in  the  stimulation  and 
revival  of  interest  of  his  customers. 

"Products  of  the  Victor  Co.  of  which  the 
average  dealer  has  but  little  understanding  are 
the  Period  Models.  Being  considerably  higher 
in  price  than  their  other  types  of  instruments, 
more  than  a  rudimentary  knowledge  is  required 
for  one  to  talk  with  the  conviction  necessary 
to  gain  the  confidence  of  the  prospective  pur- 


chaser. Applying  the  knowledge  that  is  ac- 
quired in  the  salesmanship  course  will  go  a 
long  way  in  convincing  the  customer  of  the 
desirability  of  the  instrument  as  applied  to  his 
own  particular  needs. 

"An  outstanding  impression  that  one  receives 
during  the  two  weeks'  stay  at  the  Victor  plant 
is  the  idea  of  thoroughness  and  permanency 
that  prevails  in  all  their  undertakings.  From 
the  testing  of  the  steel  of  which  the  motor 
springs  are  made — the  various  inspections  of 
the  motor  itself  before  its  fitness  to  be  installed 
in  the  cabinet  is  determined;  the  millions  and 
millions  of  feet  of  lumber,  much  of  which  has 
yet  to  have  months  of  seasoning  before  it  is 
regarded  as  suitable  for  cabinet  construction; 
the  battery  of  buildings,  each  designed  for  some 
particular  purpose,  but  all  having  this  charac- 
teristic in  common,  stability;  down  to  the  fleet 
of  Pierce-Arrow  motor  trucks — the  thought  is 
driven  home  of  the  determination  to  maintain 
Victor  supremacy. 

"And  of  all  the  happy  recollections  that 
linger  with  one  at  the  conclusion  of  this  course 
of  study,  the  pleasure  of  having  been  associated 
with  F.  A.  Delano,  class  instructor,  is  unques- 
tionably the  most  prominent.  A  broad  experi- 
ence in  the  operatic  field,  as  well  as  an  intimate 
study  of  the  dealer's  needs,  has  peculiarly  fitted 
Mr.  Delano  for  tutorship  in  this  work;  and  the 
painstaking  care  given  to  insure  every  member 
of  the  class  receiving  the  maximum  of  benefit 
from  the  training,  bears  fruit  not  only  in  the 
way  that  interest  is  so  generally  sustained,  but 
in  the  expressions  of  regret  at  the  brevity  of 
the  course. 

"Summing  up  the  benefits  that  one  derives 
from  the  salesmanship  course,  there  is  no  Victor 
dealer,  no  matter  how  remotely  located,  but 
who  will  be  handsomely  compensated  by  avail- 


ing himself  of  the  instruction  that  this  privilege- 
yields.  He  will  leave  with  an  added  respect  for 
the  achievements  and  ambitions  of  the  Victor 
Co.,  and  the  zest  with  which  his  activities  will 
be  resumed  upon  returning  to  his  field  will 
prove  that  the  training  has  actually  accom- 
plished its  purpose — it  has  made  him  a  real 
100  per  cent  Victor  dealer." 


DEATH  OF  DAVID  F.  TAUBER 


General  Manager  of  Progressive  Phonographic 
Supply  Co.  Passes  Away  Suddenly  in  New 
York  Hospital  on  February  25 


David  F.  Tauber,  general  manager  of  the  Pro- 
gressive Phonographic  Supply  Co.,  New  York, 
manufacturer  of  the  Wall-Kane  needle,  and  one 
of  the  best-known  talking  machine  accessory 
salesmen  in  the  Eastern  trade,  died  at  a  local 
hospital  on  Friday,  February  25,  after  a  sudden 
attack  of  heart  failure.  Mr.  Tauber,  who  was 
about  forty-two  years  old,  is  survived  by  a 
widow  and  five  small  children.  Funeral  serv- 
ices were  held  on  February  27,  and  were  at- 
tended by  his  business  associates  and  a  large 
number  of  friends  in  the  talking  machine  industry. 

Mr.  Tauber  had  occupied  the  position  of  gen- 
eral manager  of  the  Progressive  Phonographic 
Supply  Co.  since  1917,  and  previous  to  that  time 
had  been  connected  with  a  number  of  other  con- 
cerns in  the  talking  machine  field.  _ 


PUBLICITY  FOR  RECORD  REDUCTION 


The  Schmidt  Music  Co.,  Davenport,  la.,  re- 
cently got  out  a  most  attractive  mailing  card 
calling  the  attention  of  the  company's  customers 
to  the  fact  that  the  Vocalion  Red  records  had 
been  reduced  in  price  from  $1  to  85  cents.  In 
addition  to  announcing  the  reduction  and  list- 
ing a  few  of  the  popular  numbers,  the  card  bore 
a  piece  of  string  held  in  place  by  a  sticker  in 
the  form  of  a  miniature  Red  record,  to  empha- 
size the  caption,  "A  String  for  Your  Finger." 


A  N  interior  view  of  all  Udell 
/-I  Record  Cabinets  when 
arranged  with  horizontal 
shelves.  This  shows  the 
pressed  steel  support  that  the 
shelf  slides  in.  You  can  appre- 
ciate how  substantial  it  makes 
the  shelf  and  also  that  the  pos- 
sibility of  the  shelf  warping  is 
reduced  to  the  very  minimum. 
Send  for  Blue  Book  today. 


The  UDELL  trade-mark 
insures  an  honest  product 
and     an     honest  price. 


TfteUDELLWORKS 

Indianapolis— 1252  West  28th  St. 


80 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


1 


H 


I 

I 
I 


1 


ROUNTREE  CORPORATION,  Distributors  „ 
"EmJ&rson  Tmffirson 


A,     Fmereon  Records 


Ttemrds 


Your  Trade  Will  Want  These  Emersons; 
Get  Them  Quick  From  Rountree! 


April  1921  Releases — On  Sale  March  Fifteenth 


10331 
10332 


Traumerei.  Violin  Solo  -  Milan  Lusk 
Cavatina.  Violin  Solo  -  -  Milan  Lusk 

Medley  from  "Sally." 

Fox  Trot  Merry  Melody  Men 

Lady  Georgia,  Sweet  Georgia  Rose. 
Fox  Trot  -  Plantation  Dance  Orch. 

10333—  It's  All  Over  Now.    Baritone  Solo. 

Arthur  Fields 
Roaming.    Baritone  Solo. 

Arthur  Fields 

10334—  Bright  Eyes.    Fox  Trot. 

Plantation  Dance  Orchestra 
Deenah.   Fox  Trot. 

Plantation  Dance  Orchestra 

10335—  1  Never  Realized.   Fox  Trot. 

Joseph  Samuels'  Music  Masters 
Spread  Yo'  Stuff.  Fox  Trot. 

Joseph  Samuels'  Music  Masters 

10336—  Love  Bird.   Fox  Trot. 

Green  Brothers'  Novelty  Band 
Mazie.   Fox  Trot. 

Green  Brothers'  Novelty  Band 


10337—  Spooky-Ooky  Blues.   Fox  Trot. 

Green  Brothers'  Novelty  Band 
Just  Another  Kiss.  Medley.  Waltz. 

Green  Brothers'  Novelty  Band 

10338—  What  Are  We  Goin'  To  Do? 

Comedy  Song  Arthur  Fields 

Rosie,  Make  It  Rosy  for  Me. 

Baritone  Solo  Arthur  Fields 

10339—  Out  Where  the  West  Begins. 

Baritone  Solo  Royal  Dadmun 

Bedouin  Love  Song.   Bass  Solo. 

Charles  Laird 

10340—  E  Lucevan  Le  Stelle  (The  Stars 

Were  Shining). 

Tenor  Solo  in  Italian  -  Max  Bloch 
Vesti  La  Giubba  (On  With  the  Play) 
Tenor  Solo  in  Italian  -  Max  Bloch 

10341—  Make  Believe.  Fox  Trot. 

Selvin's  Novelty  Orchestra 
Love  in  Lilac  Time.  Waltz. 

Selvin's  Novelty  Orchestra 


J" 


ORDER  BLANK 

Fmereon  Records 

Rountree  Corporation, 
Richmond,  Va. 

Kindly  ship  by  first  express  and  charge  our 
account  the  following  EMERSON  RECORDS, 
for  release  March  15th. 


Record  No. 

Quantity 

10331 

10332 

10333 

10334 

10335 

10336 

10337 

10338 

10339 

10340 

10341 

Total 

Check 

(  ) 
Hero 


Also  send  me  full  particulars  about  the 
ARIETTA  PHONOGRAPH  and  your 
agency  proposition,  without  obligating  me. 


Name  

Address ........ 

Post  Office. 
Ordered  by  Mr  ■  


W.3-21 


PHONOGRAPH 

The  ARIETTA  has  every- 
thing your  most  exacting  cus- 
tomer can  ask  for — sweetness  of 
tone,  beauty  of  design,  quality  of 
materials  and  workmanship — and 
the  prices  are  right! 

Three  handsome  upright 
models  and  a  popular  portable 
style,  all  beautifully  finished  in 
mahogany.  Universal  tone  arm 
and  all  latest  improved  features. 

The  ARIETTA  is  the  satisfy- 
ing Phonograph — it  makes  satis- 
fied customers  and  nets  you  a 
satisfying  profit.  Check-  the 
order  blank  and  get  our  exclusive 
agency  proposition  by  return 
mail. 


ROUNTREE  CORPORATION 


Manufacturers  of 
ARIETTA  PHONOGRAPHS 


Distributors  of 
EMERSON  RECORDS 


Richmond,  Virginia 


i 


I 
I 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


81 


BRUNO 


The  word  "pes- 
simism" doesn't 
appear  in  the 


dictionary  of  the 
Victor  dealer. 

BRUNO 


CHART  SHOWS  BUSINESS  PROGRESS 


Pathe  Freres  Co.  Sending  Out  Interesting  Chart 
Showing  Upward  Trend  of  Labor  and  Material 
Prices — Extensive  Pathe  Sales  Campaigns — 
Co-operating  With  Theatres 


The  rise  and  fail  of  the  cost  of  labor,  mate- 
rials and  the  cost  of  the  Pathe  instrument  are 
graphically  portrayed  in  a  red  and  black  chart 
which  the  Pathe  Freres  Phonograph  Co.,  of 
Brooklyn,  N.  Y.,  is  sending  to  Pathe  dealers. 
This  chart  also  forms  the  subject  for  the  dealer 
ads  which  the  Pathe  Co.  supplies  in  matrix  form. 
The  starting  points  of  the  lines  on  this  graphic 
chart  begin  at  a  period  before  the  war  and  show 
the  upward  trend  of  the  price  of  labor  and  ma- 
terial and  also  shows  the  estimated  future  price 
line  where  the  three  lines  in  the  chart  will  con- 
verge. This  chart  is  being  used  to  excellent 
advantage  by  Pathe  dealers  everywhere  in  get- 
ting their  prospects  to  "buy  now." 

Pathe  dealers  in  all  sections  of  the  country 
are  inaugurating  intensive  sales  campaigns  with 
excellent  results.  Pathe  headquarters  are  in 
receipt  of  many  encouraging  reports  of  the  re- 
sults already  accruing  from  these  campaigns. 
Many  dealers  are  employing  a  house-to-house 
canvass  campaign  with  excellent  results. 

In  a  recent  issue  of  Pathe  News,  the  dealer 
newspaper,  a  valuable  record  list  for  Pathe 
dealers  has  been  compiled.  Many  requests  have 
been  received  for  information  regarding  Pathe 
selections  which  have  been  recorded  from  vari- 
ous plays,  so  that  the  inquiring  dealer  could 
feature  the  selections  while  the  plays  were  be- 
ing presented  in  his  city.  As  a  result  of  this 
demand  a  classification  of  records  has  been 
compiled  and  printed  as  a  part  of  Pathe  News, 
listing  the  popular  theatrical  productions  of  the 
season,  and  those  upon  the  road,  with  a  con- 
cordant list  of  the  Pathe  recordings  of  the  vari- 
ous numbers  from  these  productions  and  their 
numbers.  It  is  expected  that  this  list  will  prove 
very  valuable  to  dealers.  A  suggestion  is  also 
made  that  the  dealer  divert  a  portion  of  his 
advertising  appropriation  to  space  in  the  show 
program  calling  attention  to  the  fact  that 
records  of  the  plays  can  be  secured  at  his  ware- 
rooms. 

Helpful  articles  regarding  the  proper  use  by 
Pathe  dealers  of  the  mat,  the  electro  and  the 
stereo  in  their  advertising  campaigns  as  well  as 
the  new  Pathe  metal  road  signs  appear.  An- 
nouncement is  made  of  four  new  Pathe  Actuelle 
moving  picture  slides  in  color. 


A  grouch  puts  sand  in  the  bearings  of  your 
machine.  Enthusiasm  makes  the  wheels  turn 
easily.    Which  is  better? 


PROSPECTS'  FADS  AS  A  SELLING  AID 

Watching  the  Individual  Idiosyncracies  of  Cus- 
tomers Will  Prove  Profitable  to  the  Salesmen 
Who  Desire  to  Build  Up  Trade 


Every  prospective  purchaser  of  a  high-class 
talking  machine  has  a  fad  or  a  special  interest, 
aside  from  music,  and  such  a  person  is  more 
easily  approached  from  that  angle,  if  tact  is 
used.  A  little  list  of  prospects  in  an  indexed  vest 
pocketbook  is  a  valuable  companion  in  selling 
work.  You  cannot  hope  to  remember  the  in- 
dividual idiosyncracies  of  people  without  the 
aid- of  notes  on  the  subject,  and  it  is  a  simple 
thing  to  jot  down  opposite  any  person's  name 
the  peculiar  interests  of  that  in-dividual  and  to 
put  there  any  item  of  interest  picked  up  by  the 
way.  . 

If  you  have  a  prospect  who  is  interested  in 
motoring,  note  the  kind  of  car  used  and  be 
prepared  to  say  something  interesting  along 
that  line.  The  same  way  if  it  is  amateur  photog- 
raphy or  dramatic  work  or  fishing  or  hunting. 


You  see,  your  "talker"  or  record  sales  are  often 
made  to  a  member  of  the  family  who  is  more 
interested  in  other  things  than  in  music,  so 
get  a  line  on  those  interests  whenever  you  can. 

When  you  talk  to  a  man  along  the  line  of 
his  special  interests  you  find  him  a  willing 
listejier.  Thus  you  get  the  prospect  into  a 
good  humor  and  make  him  feel  that  you  are  a 
human  being  instead  of  a  mere  salesman  trying 
to  put  something  over  on  him.  Prospects  are 
often,  without  reason,  suspicious  and  anything 
we  can  do  to  disarm  suspicion  and  develop 
friendliness  will  help  sales. 


SPECIAL  VOCALION  RELEASE 


The  Aeolian  Co.  early  this  month  brought 
out  a  special  release  of  Vpcalion  record  14155, 
bearing  two  fox-trots,  "Do  You  Ever  Think  of 
Me,"  and  "Love  Bird,"  both  played  by  Selvin's 
Dance  Orchestra.  Both  numbers  are  distinctly 
popular  and  were,  therefore,  released  as  an  ex- 
tra feature  in  order  to  permit  the  dealers  to 
realize  tvpon  that  popularity. 


GET  IN  ON  THE  PROFITS 


Here  is  a  sales 
creator  that  will 
bring  profits  into 
your  store. 


This  quality  ma- 
chine, designed 
to  sell,  attracts 
immediate  atten- 
tion. 


Height,  45  inches ;  depth, 
23  inches;  width,  19  inches. 
Equipped  with  a  large 
double-spring  motor. 

Velvet  turntable. 


Now  is  the  time 
to  place  the  fast- 
selling  Charma- 
phone  line  on 
your  floors. 

Price  List  and 
dealers'  arrange- 
ment sent  on  re- 
quest. 


Write  for  wonderful  sale 
arrangement  on  our  dis- 
carded models. 


CHARMAPHONE  COMPANY 


39  West  32nd  St.,  N.  Y.  City 


Factory:  Pulaski,  N.  Y. 


THE   TALKING   MACHINE  WORLD 


March  IS,  1921 


Af.Co. 


If  you  h  a  v  e  a 
felt  problem,  ask 
us  about  it  with  - 
out  incurring 
obligation. 


for  Turntables 

It's  a  fact  that  the  sale  of  a  talking 
machine  often  depends  on  appear- 
ance. Beautiful,  lustrous  Turntable 
Felts  do  their  part  along  with  care- 
ful wood  finish  and  smooth,  bright 
metal  parts. 

American  Felt  Company  Turntable  Felts  are  used  exclu- 
sively in  some  of  the  best-known  Talking  Machines. 
This  is  because  our  Turntable  Felts  have  elegance  as  well 

as  uniformity. 

AmericanFelt 
Company 


TRADE; 


.MARK 


BOSTON 
100  Summer  St. 


NEW  YORK 
114  East  13th  St. 


CHICAGO 
325  S.  Market  St< 


82 


DISCUSSES  SALES  CONDITIONS 

C.  E.  Richardson  Gives  Timely  Advice  on  Clos- 
ing Sales  To-day — An  Interesting  Sales  Talk 
Which  Is  Worthy  of  Close  Consideration 


In  a  letter  received  recently  by  the  sales  divi- 
sion of  the  Sonora  Phonograph  Co.,  New  York, 
C.  E.  Richardson,  manager  of  the  talking  ma- 
chine department  of  the  Clarke  Music  Co.,  Syra- 
cuse, N.  Y.,  comments  as  follows  regarding  the 
outlook  relating  to  general  business: 

"Our  phonograph  business  has  ibeen  remark- 
able, with  sales  far  in  excess  of  any  previous 
year.  We  note  v/ith  interest  the  statement  made 
by  a  dealer  recently  that  his  business  will  not 
exceed  his  sales  of  last  year,  and  we  believe  this 
may  be  true  unless  an  intensive  sales  campaign 
is  laid  out  and  carefully  followed. 

"The  day  of  easy  sales  is  past,  and  now 
comes  the  test  of  the  real  salesman.  We  have 
just  passed  through,  no  doubt,  the  greatest  era 
of  easy  selling  we  have  ever  seen,  and  to-day 
we  are  going  through  a  period  of  readjustment, 
which  will  not  only  test  the  stamina  of  sales- 
men, but  bring  to  light  all  business  weaknesses. 

"The  call-and-buy  customer  of  several  months 
ago  has  been  succeeded  by  a  more  conservative 
type  of  buyer,  a  buyer  who  has  been  so  saturated 
with  newspaper  price  reduction  advertisements 
that  much  shopping  is  done  before  a  decision  is 
made.  Retail  selling  has  fallen  off  and  it  is  a 
good  thing  for  the  salesman,  because  many  sales- 
men have  been  spoiled  by  people  walking  in  and 
saying  'I'll  take  that  $700  piano,'  or  'I'll  take  that 
$200  machine.'  It  is  juist  that  abnormal  condi- 
tion of  the  past  months  which  makes  it  diffi- 
cult for  salesmen  to  reaccustom  themselves  to 
the  old,  before-the-war  method  of  selling,  which 
necessitated  intensive  outside  work. 

"It  is  estimated  that  during  1921  there  will  be 
an  output  of  5,000,000  talking  machines,  not  in- 
cluding toy  phonographs,  and  undoubtedly'  the 
next  ten  years  will  be  the  best  in  the  history  of 
the  phonograph  business." 

NEW  TRUCK  ATTRACTS  ATTENTION 


Landay  Bros.  Add  Handsome  Truck  to  Delivery 
Equipment — Victor  Trade-mark  Hand-painted 


Landay  Bros.,  Inc.,  well-known  local  Victor 
dealers,  have  received  many  encomiums  from 
their  patrons  on  the  appearance  of  the  new 
truck  which  the  company  recently  added  to  its 
delivery  equipment.  Landay  Bros,  for  several 
years  past  have  made  a  specialty  of  utilizing 


distinctive  automobile  trucks  and  the  publicity 
received  from  the  use  of  these  trucks  has  been 
very  gratifying. 

In  a  chat  with  The  World  Max  Landay  points 
out  that  the  distinctive  feature  of  this  truck  is 


Landay's  Imposing  New  Truck 

the  way  in  which  it  is  decorated.  The  average 
truck  has  too  much  decoration,  and  on  the  ma- 
jority of  trucks  used  by  Victor  retailers  the 
famous  Victor  trade-mark  is  merely  a  decalco- 


mania.  However,  t-he  trade-marks  on  the  new 
Landay  truck  were  painted  by  a  well-known 
artist,  and  the  celebrated  Victor  dog  appears 
almost  lifelike. 


GUARANTEE  MACHINE  PRICES 

Hanford  &  Horton  Co.,  Middletown,  N.  Y., 
Make  Public  Announcement  of  Their  Belief 
in  the  Stability  of  Present  Prices 


Faith  in  the  stability  of  the  present  talking 
machine  prices,  particularly  the  Victor  and 
Sonora  lines,  was  indicated  in  a  recent  adver- 
tisement published  by  the  Hanford  &  Horton 
Co.,  talking  machine  dealers  of  Middletown, 
N.  Y.  The  company  reports  that  following  the 
publication  of  the  price  guarantee  business  was 
stimulated  materially.    The  announcement  read: 

"EXTRAORDINARY  ANNOUNCEMENT 

"The  Hanford  &  Horton  Co.  is  the  first 
phonograph  dealer  in  this  section,  if  not  in  the 
world,  to  insure  its  customers  against  'sales 
value  losses'  in  a  falling  market. 

"We  guarantee  to  rebate  to  all  purchasers 
from  our  store  on  any  phonograph,  either  Vic- 
trola  or  Sonora,  bought  between  the  dates  of 
February  1,  1921,  and  January  1,  1922,  the  cash 
value  difference  that  may  be  shown,  because 
of  a  lower  price  market  during  the  balance  of 
this  year.  ^ 

"Cash  customers  to  keep  their  sales  slips  to 
prove  purchase  price. 

"Charge  customers  can  refer  to  our  book 
records  for  this  proof. 

"Business  conditions  are  improving — We 
now  do  'our  bit'  to  further  the  improvement 
and  to  make  it  safe  for  you  to  purchase  a 
phonograph  and  be  enabled  to  enjoy  it  without 
the  fear  that  its  purchase  will  result  in  a  loss 
to  you  through  reduction  in  prices  later. 

"It  takes  courage  and  faith  in  the  business 
future  of  our  country  to  establish  this  policy. 
This  store  has  both  of  these  qualities  and  the 
desire  to  help  as  well  as  to  serve. 

"This  is  the  square  deal  game.  Come  and 
sit  in  with  us. 

"HANFORD  &  HORTON  CO. 
"  'The  Store  on  the  Square.' " 


A  new  talking  machine  and  record  store  has 
been  opened  in  Pullman,  Wash.,  by  Elmer  Arm- 
strong. The  location  is  considered  a  very  good 
one,  as  the  building  is  next  door  to  the  Liberty 
Theatre. 


MR.  RETAILER: 

Here  are  just  four  facts  we  want  to  impress  upon  your 
mind  about 

SUPERB  STYLUS 

Semi -permanent 

1  Each  needle  will  play  100  to  200  records 

2  Will  not  wear  the  records 

3  Absolutely  no  scratching  or  hissing 

4  Will  play  any  make  record  using  steel  needle 

Packed  4  needles  on  a  card,  100  cards  to  a  neat  counter  display  car- 
ton.   Circulars  and  display  cards  furnished. 

Retail  price  25c.  per  card 

SEND  FOR  SAMPLE  AND  DISCOUNTS  TO 

Mellowtone  Needle  Co.,  Inc.  MANFRS.  Ansonia,  Conn. 


The  Talking  Machine  World,  New  York,  March  15.  1921 


Records 

Place  Orders  Now  for  April  Bulletin 


10-in.  | 
85c. 


4273 
10-in. 


50001  fr  HEAR  you  CALLING  ME— Tenor  with  Orchestra, 
lz-in/i 

Si. 50  I  John  McCormack 

?°°.05J  CELESTE  AIDA  (From  "Aida")—  Tenor  with  Or- 
igin.] 

$1.50  ^       chestra  .............  John  McCormack 

fCARO  NOME  (Dear  Name)   (From  Opera,  "Rigo- 
5003         letto,"  Act  2) — Soprano  with  Orchestra, 
12-in.  j  Marina  Campanari 
$1.75  CAVATINA    (From    Opera,   "Don   Pasquale")— So- 
prano with  Orchestra  Marina  Campanari 

4272[THE  PALMS— Baritone  with  Orchestra— (Sacred), 

Bernard  Ferguson 
CRUCIFIX— Tenor-Baritone  Duet  with  Orchestra— 

(Sacred)  Charles  Henry-James  Jordon 

BEAUTIFUL  SAVIOUR— (Sacred), 

Shannon  Four-Jane  Neilson 
85c. '  WHEN    CATHEDRAL    BELLS    AT  TWILIGHT 

L       CHIME   •■   -.Shannon  Four-Jane  Neilson 

4253j  LOVIN'  SAM  FROM  ALABAM— (Popular  Blues)— 

jq  jn  J        Vocal  Mamie  Smith  and  her  Jazz  Hounds 

$1.00 1  DON'T  CARE  BLUES— (Popular  Blues)— Vocal, 

L  Mamie  Smith  and  her  Jazz  Hounds 

4267TKUU  PUA  LOKE  (Our  Blossom  Rose)— Hawaiian 
10-in. i        Yodeling   ...Prince  Lei  Lani 

85cAKAWAIHAU— Hawaiian  Guitar  Duet.  . .  Ferera-Franchini 

10-2irf^OVER  THE  HILL— Tenor  with  Orchestra ...  Billy  Jones 
85c.  LPLAYMATES— Tenor  with  Orchestra  Charles  Hart 

±oe.a  f SCANDAL— Tenor  Duet  with  Orchestra, 
^  j°yJ  Billy  Jones-Ed.  Smalle 

85c'. j  SHE   WALKS   IN   HER  HUSBAND'S  SLEEP— 

'  i       Tenor  with  Orchestra  Billy  Jones 

4270  fl'M  MISSIN'  MAMMY'S  KISSIN'— Vocal  with  Or- 

10-inX        chestra  Crescent  Trio 

.  '-SIGHING — Vocal  with  Orchestra......  Crescent  Trio 


85c. 

4271 
10-in.- 
85c. 


3001 
12-in. 
$1.35 


3002 
12-in. 
$1.35 


3003 
12-in. 
$1.35 

3004 
12-in. 
$1.35 

4242 
10-in. 
85c. 


LITTLE  DAVID  PLAY  ON  YOUR  HARP— (Negro 

Spiritual)   Southland  Jubilee  Singers 

GREAT  CAMP  MEETING— Jubilee  Song, 

Southland  Jubilee  Singers 
TROVATORE  (Grand  Selection  from  Opera,  "Trova- 

tore")  Conway's  Band 

REMINISCENCES  OF  VERDI  (Introducing  "II 
Lombardi,  Rigoletto,  II  Trovatore,  Un  Ballo  in 
Maschera,  La  Traviata")  •  •  Conway's  Band 

GRAND  MARCH  FROM  TANNHAUSER, 

European  Symphony  Orchestra 

WEDDING  MARCH  (Mendelssohn), 

European  Symphony  Orchestra 

SELECTIONS  FROM  "LA  TRAVIATA"— Part  1, 

European  Symphony  Orchestra 
;  SELECTIONS  FROM  "LA  TRAVIATA"— Part  2, 
[_  European  Symphony  Orchestra 

[  HUNGARIAN  RHAPSODY  NO.  2— Part  1  (Fr.  Liszt), 

European  Symphony  Orchestra 

j  HUNGARIAN  RHAPSODY  NO.  2— Part  2  (Fr.  Liszt), 

European  Symphony  Orchestra 

IL  BACIO  (The  Kiss)— Waltz— Whistling  with  Or- 
chestra Guido  Gialdini 

TOUT  PASSE— Waltz— Whistling  with  Orchestra, 

Guido  Gialdini 


4250fCRAZY  BLUES— Fox-trot.  .  .Joseph  Samuels'  Jazz  Band 
10-in.'  HOME  AGAIN  BLUES— Fox-trot, 
85c.  ^  Joseph  Samuels'  Jazz  Band 

fBRIGHT  EYES— Fox-trot, 
4251  i        Ray  Miuer>  Melody  King,  and  His  Black  and  White 
m  in  I  Melody  Boys 

a"-]  MOLLY— Fox-trot, 

0     ;        Ray  Miller,  Melody  King,  and  His  Black  and  White 
I  Melody  Boys 

4?r7fOH  GEE!  SAY  GEE!  YOU  OUGHT  TO  SEE  MY 
0- i TT J        GEE  GEE  FROM  THE  FIJI  ISLE— Fox-trot, 

Joseph  Samuels'  Jazz  Band 
O-HI-O  (O-MY-O)— Fox-trot.  .Hager's  Dance  Orchestra 


10-in 
85c. 


4254 
10-in. 
85c. 

4255 
10-in. 
85c. 


SHIM-ME-KING'S  BLUES— Fox-trot, 

Mamie  Smith's  Jazz  Hounds 
ROYAL  GARDEN  BLUES— Fox-trot, 

Mamie  Smith's  Jazz  Hounds 

MY  MAMMY — Fox-trot.  .  Green  Brothers'  Novelty  Band 
SWEET  MAMA— Fox-trot.  .  .Joseph  Samuels*  Jazz  Band 


4256fl  USED  TO  LOVE  YOU  BUT  IT'S  ALL  OVER 

10-in.         NOW — Fox-trot   Orlando's  Orchestra 

85cAPITTER  PATTER— Waltz  Hager's  Dance  Orchestra 

fUNDERNEATH  THE  DIXIE  MOON— Fox-trot, 

:        Ray  Miller,  Melody  King,  and  His  Black  and  White 

io In '       Melody  B°ys 

a"-  JUNGO  LAND— One-step, 

0:>c-!        Ray  Miller,  Melody  King,  and  His  Black  and  White 
L.  Melody  Boys 

r  SALLY    MEDLEY    (Intro.    "Whip-Poo-Will"  and 
"Look  for  the   Silver  Lining")    (From  Musical 
Play,  "Sally") — Fox-trot .......  Rega  Dance  Orchestra 

(Bird  Voices  and  Whistling  by  Sibyl  Sanderson  Fagan) 

LOVE  BIRD— Fox-trot.  Rega  Dance  Orchestra 

(Bird  Voices  and  Whistling  by  Sibyl  Sanderson  Fagan) 

A  LA  PAREE — One-step  Rega  Dance  Orchestra 

I  NEVER  KNEW— Fox-trot. Lanin's  Roseland  Orchestra 

4260  fTHE  ST-  LOUIS  BLUES— Fox-trot, 
jq  jn  I  Rudy  Wiedoeft's  Palace  Trio 

85c!  SPREAD  YO'  STUFF— Fox-trot, 

L  Joseph  Samuels'  Jazz  Band 

10^  f CHINA  MOON— Fox-trot. Green  Brothers'  Novelty  Band 
85c'.iMIDNIGHT  MOON— Waltz  Orlando's  Orchestra 

4262  f  IN  MADAGASCAR  LAND— Fox-trot, 

10-in.^  Rudy  Wiedoeft's  Palace  Trio 

85c. '  ARABIA— Fox-trot  .  Green  Brothers'  Novelty  Band 

4263  fDREAMy  paraDISE — Fox-trot.  . .  Okeh  Marimba  Band 
lu-in.  j 

85c.  I  JUST  WE  TWO— Waltz..  Okeh  Marimba  Band 


4258 
10-in. 
85c. 


4259 
10-in. 
85c. 


4264 
10-in. 


THE  SCHOLAR— (Irish  Reel)— Accordion, 


Peter  J.  Conlon 
85c!  j  HARVEST  HOME  AND  GALWAY  BAY— (Horn 

1       Pipes) — Accordion   Peter  J.  Conlon 

10^n5fAVE  MARIA— Part  1— Violin  Solo ........  M.  Michailow 

85c.  I  AVE  MARIA— Part  2— Violin  Solo  M.  Michailow 

4266  ["ANGEL  SERENADE— Violin,  Flute  and  Harp, 
10  jn  J  Instrumental  Trio 

85c'.!  INTERMEZZO    FROM    "CAVALLERIA  RUSTI- 
'[       CANA" — Violin,  Flute  and  Harp  ...  Instrumental  Trio 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 

25  West  45th  Street  New  York  City,  N.  Y. 

Factories:      Newark,  N.  J.      Elyria,  Ohio      Putnam,  Conn.      Springfield,  Mass.      Kitchener,  Ont. 
Branch  Offices:     Chicago,  111.      Toronto,  Can.      London.  Eng. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


83 


THE  idea  behind  this  advertisement  forms 
the  biggest  phonograph  sales  franchise 
ever  granted.  Seriously  interested?  Piknik 
Portable  Phonograph,  Inc.,  Lakewood,  N.  J. 


CARUSO'S  VOICE  IS  NOT  IMPAIRED 


Doctors  Declare  Great  Tenor's  Voice  Will  Bene- 
fit From  First  Real  Rest  in  Twenty-five 
Years— C.  G.  Child  a  Visitor  at  Bedside 


in  health  that  troubled  him  for  some  time  before 
his  final  breakdown  in  December.  It  is  only- 
proper  to  state  now  that  at  no  time  has  there 
been  any  injury  to  or  difficulty  with  his  voice. 


Enrico  Caruso  will  sing  better  than  ever  after 
he  has  fully  recovered- from  his  present  illness, 
is  the  report  issued  by  the  Metropolitan  Opera 
House  in  denying  reports  that  the  great  tenor 
and  Victor  artist  would  never  sing  again.  In 
reference  to  these  reports  the  bulletin  said: 

"There  is  nothing  whatever  in  Mr.  Caruso's 
condition  to  warrant  any  such  supposition.  The 
indications  are  that,  once  he  recovers,  he  will 
sing  better  than  ever.  This  illness,  unfortunate 
as  it  has  been,  has  given  his  voice  and  throat 
the  first  real  rest  they  have  had  in  twenty-five 
years,  and  this  must  be  of  great  advantage  to 
the  most  strenuously  exercised  vocal  organs  in 
the  world. 

"There  remains,  then,  merely  the  question  of 
complete  recovery  of  constitutional  strength, 
with  probable  freedom  from  the  minor  lapses 


"The  Music  Without  the  Blur!" 

Thie  ideal  of  talking  machine  manufacture  is  attained 
more  nearly  than  by  any  other,  in  the  construction 
of  the 

MARVELOUS  MAGNOLA 

"Built  by  Tone  Specialists" 

"Magnola'a  Tone  Deflector  eliminates  the  scratch" 


Wa.tcKir\J  Tke  Music  Come  Out 


We  want  to  show  you  how  to  make  money  with 
MAGNOLA;  and  how  MAGNOLA  is  the  best  buy 
on  the  Talking  Machine  Market  to-day. 

Send  as  your  name  and  let  us  send  you  some  real 
Talker  Tip*. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  80HULZ,  Pnsldtat 
Stssrat  oats*  tsuthsra  Wholtsals  Braaok 

Til  MILWAUKEE  AVENUE  ISM  CANDLER  BLDG. 

OHIOAtO  ATLANTA.  8A. 


"  'Tell  me  how  long  this  will  last.' 

"I  tried  to  cheer  him  as  best  I  could  and 
he  speedily  returned  to  cheerfulness." 

Mr.  Child  was  highly  pleased  over  the  report 
of  the  doctors  that  the  tenor's  voice  would  be 
stronger  than  ever  after  his  enforced  rest.  He 
declared  that  Caruso  would  make  new  records 
for  the  Victor  Co.  which  would  be  even  better 
than  the  others,  if  that  were  possible. 

The  talking  machine  industry  and  the  public 
in  general  are  rejoicing  over  the  fact  that  Signor 
Caruso  is  now  convalescing.  The  tremendous 
demand  for  his  records  during  the  past  few 
weeks  has  been  convincing  testimony  to  the 
fact  that  people  in  every  walk  of  life  wanted  to 
"have  some  .permanent  record  of  the  singer's  art 
in  case  his  person  should  be  lost  to  them.  The 
news  of  his  gradual  recovery  has  been  received 
with  great  joy  and  music  lovers  are  happy  that 
the  great  star  will  continue  to  shine  in  the  world 
of  music  in  the  future  as  in  the  past. 


PATHE  FOR  AMERICAN  LEGION 


Rockwell  City  Post  Chooses  That  Instrument 
After  Careful  Test 


Enrico  Caruso 

Certain  diagnoses  preceding  his  present  illness 
now  are  known  to  have  been  incorrect." 

Among  the  few  intimate  friends  who  were 
permitted  to  visit  the  singer  at  the  Hotel  Van- 
derbilt  during  the  serious  stage  of  his  illness 
was  Calvin  G.  Child,  of  the  Victor  Talking  Ma- 
chine Co.,  and  a  close  friend  of  Caruso  for  the 
past  eighteen  years.  When  Caruso  heard  that 
his  friend  was  waiting  he  insisted  that  Mr.  Child 
be  brought  to  the  bedside. 

"I  went  into  the  room,"  said  Mr.  Child  later, 
"and  as  soon  as  I  appeared  Caruso  recognized 
me.  Before  I  could  say  a  word,  however,  he  ap- 
peared to  be  seized  with  a  nervous  attack.  He 
burst  into  tears  and  said: 


Rockwell  City,  I  a.,  March  4. — The  local  post  of 
the  American  Legion  recently  conducted  an  in- 
teresting contest  for  the  purchase  of  a  phono- 
graph intended  for  the  use  of  their  handsome 
clubroom.  The  competition  involved  a  test  of 
the  volume,  rhythm  and  resonance  of  tone  and, 
after  a  rigid  test  of  a  series  of  records  on  all 
of  the  points,  the  committee  decided  upon  the 
Pathe  Actuelle  as  best  adapted  to  fill  the  require- 
ments of  the  large  hall. 

The  Pathe  Actuelle  was  entered  by  Fred 
Beauchamp,  local  Pathe  dealer. 


Mayo  Magoon,  of  Bailey's  Music  Rooms,  Lan- 
caster, N.  H.,  Victor  retailers,  left  recently  to 
take  the  course  of  salesmanship  in  the  Red  Seal 
School  at  the  factory  of  the  Victor  Talking 
Machine  Co.,  in  Camden,  N.  J. 


PHONOGRAPH  CASES 
Reinforced  3 -ply  Veneer 

The  Standard  Case  for  Talk- 
ing Machines  and  Records 

Let    us    figure    on   your  requirements 

MADE  BY 

PLYWOOD  CORPORATION,    Goldsboro,  N.  C. 

Mills  in  Va.,  N.  C.  and  S.  C. 


84 


THE    TALKING    MACHINE  WORLD 


March  IS,  1921 


MILWAUKEE  TRADE  ACTS 

IN  EXCISE  TAX  FIGHT 


Local  Association  Maps  Out  Energetic  Plan  of 
Campaign — Clarence  C.  Warner  Heads  Mil- 
waukee Association  of  Music  Industries — Re- 
tail Business  Moving  Along  Steadily 


Milwaukee,  Wis.,  March  11. — Aroused  to  a 
keen  appreciation  of  the  dangers  to  the  future 
of  the  talking  machine  industry  lurking  in  the 
proposal  of  Congress  to  double  the  excise  tax 
on  musical  instruments,  the  local  trade,  from 
largest  manufacturer  to  smallest  retailer,  is  en- 
gaged in  a  vigorous  and  determined  fight,  under 
the  direction  of  the  Milwaukee  Association  of 
Music  Industries.  The  legislative  battle,  which 
is  being  carried  on-  in  co-operation  with  the 
national  organizations  of  the  Music  Industries 
Chamber  of  Commerce,  almost  overshadows  the 
struggle  to  get  a  fair  share  of  business. 

Working  in  close  harmony  with  the  Milwau- 
kee Association,  the  Wisconsin  Association  of 
Music  Industries  has  aroused  the  trade  of  the 
entire  State  to  the  same  degree  as  the  local  men 
of  the  talking  machine  business.  An  appeal  has 
been  directed  at  every  individual  or  concern 
dealing  in  musical  instruments  in  Wisconsin  to 
write  a  letter  of  protest  to  the  Representative 
in  the  House  and  the  two  United  States  Sen- 
ators. It  has  been  put  up  to  the  dealers  that 
this  is  virtually  a  life  and  death  fight  for  the 
industry  and  that  no  time  should  be  lost  in 
getting  a  protest  before  members  of  Congress, 
and  one  which  will  make  it  clear  to  the  legisla- 
tors that  to  increase  the  present  5  per  cent  ex- 
cise tax  to  10  per  cent  will  practically  ruin  the 
chances  of  progress,  if  not  ruin  the  business 
entirely. 

The  importance  of  the  talking  machine  indus- 
try was  recognized  in  a  conspicuous  manner  at 
the  annual  meeting  of  the  Milwaukee  Associ- 
ation of  Music  Industries  when  it  elected  Clar- 
ence C.  Warner,  one  of  the  real  pioneers  of  the 
Victor  business  in  this  city,  as  president  for 
1921.  Mr.  Warner  has  served  two  terms  as  vice- 
president  and  always  has  been  one  of  the  most 
active  workers  in  the  organization.  Frederick 
W.  Carberry,  an  exclusive  piano  merchant,  was 
elected  vice-president.  For  secretary  the  Asso- 
ciation called  back  into  official  service  another 
prominent  Victor  dealer,  namely,  Richard  H. 
Zinke,  president  of  the  R.  H.  Zinke  Music  Co., 
who  served  as  secretary  in  1918  and  in  the  fol- 
lowing year  he  was  honored  with  the  presi- 
dency as  an  appreciation  of  his  splendid  work. 
Since  then  he  has  been  a  member  of  the  board 
of  directors.  William  R.  Winter,  a  veteran  Co- 
lumbia dealer  and  president  of  the  Winter  Piano 
Co.,  was  re-elected  treasurer,  a  post  which  he 
has  held  since  the  organization  was  founded. 

With  this  s'taff  of  officers  the  Milwaukee  As- 
sociation is  exceptionally  well  equipped  to  carry 
on  a  determined  fight  against  unjust  and  dis- 
criminatory taxation.  Secretary  Zinke  wields  a 
heavy  influence  with  the  State  trade,  being  the 


G.  F.  RUEZ 

Pres.  and  Treas. 

H.  A.  GOLDSMITH 

Secretary 

S.  W.  GOLDSMITH 

Vice-Pres.  and 
General  Mgr. 


Let  Us  Prove 

That  "Badger"  Service 

Is  the  Kind  You  Want 


BADGER  TALKING  MACHINE  CO. 

Wisconsin  Victrola  Distributors 
135  Second  St.  v  Milwaukee,  Wis. 


president  of  the  Wisconsin  Association.  This 
combination  of  effort  doubtless  will  make  the 
local  fight  against  doubling  the  excise  tax  an 
outstanding  one. 

The  local  and  State  associations .  are  heartily 
in  accord  with  the  Chamber  of  Commerce  for 
the  elimination  of  the  excise  tax  entirely,  and 
the  substitution  of  a  gross  sales  tax.  Stress  is 
being  laid  on  this  point,  so  that  it  may  be  clear 
that  the  music  dealers  of  Wisconsin  are  not  try- 
ing to  evade  their  just  share  of  the  tax  burden, 
but  seek  only  a  just  and  equitable  distribution  of 
the  burden. 

During  the  last  three  or  four  weeks  trade  in 
talking  machines  has  been  rather  quiet  and  fea- 
tureless, but  at  the  same  time  local  dealers  have 
made  tremendous  strides  forward  in  develop- 
ing record  business.  There  is  not  a  dealer  in 
Milwaukee  who  has  failed  to  show  a  very  gen- 
erous increase  in  this  department  since  January 
1.  compared  with  the  same  period  of  1920.  The 
active  business  in  records  has  made  it  impos- 
sible for  manufacturers  and  jobbers  to  make 
the  headway  they  figured  they  might  be  able  to 
make  by  this  time  in  keeping  retail  stores  sup- 
plied in  an  adequate  way  with  catalog  and  cur- 
rent numbers.  The  shortage  of  records  remains 
rather  acute,  but  promise  is  held  out  that  this 
condition  will  gradually  be  remedied. 

Dealers  have  been  working  down  their  stocks 
of  instruments  steadily  since  the  holidays,  but 
for  the  most  part  their  floors  and  stockrooms 
are  quite  amply  supplied  for  some  time  to  come. 
However,  there  is  hope  -that  improvement  in  the 
demand  is  coming  soon,  and  it  may  then  not 
take  long  to  wipe  out  existing  stocks  and  create 
a  rush  of  buying  among  dealers. 

"Our  dealers  have  been  giving  us  a  very  satis- 
factory amount  of  patronage  in  the  past  month 
or  two  and  we  have  no  complaint  to  make," 
said  Harry  A.  Goldsmith,  secretary  of  the  Bad- 
ger Talking  Machine  Co.,  Victor  jobber.  "It 
cannot  be  denied  that  trade  has  borne  the  ac- 
customed brisk  tone  of  last  year  and  two  years 
ago,  nevertheless  we  feel  that  we  have  been  very 
fortunate,  for  Victor  business  always  is  well  sus- 
tained, even  under  the  most  unfavorable  condi- 
tions. Since  the  beginning  of  March  we  have 
noticed  an  improvement.  It  looks  as  if  this  will 
mark  the  revival,  and  that  the  resumption  of 
public  demand  has  come." 

According  to  Thomas  I.  Kidd,  manager  of  the 


local  branch  of  the  Brunswick-Balke-Collender 
Co.,  signs  are  steadily  manifesting  themselves 
that  public  confidence  is  returning  and  the 
"buyers'  boycott"  is  a  thing  of  the  past.  Bruns- 
wick instrument  and  record  business  as  well  is 
improving  to  a  remarkable  extent  throughout 
the  branch  territory.  Dealers  are  beginning  to 
make  requisitions  more  nearly  like  those  of  "the 
good  old  days." 

Columbia  business  is  making  excellent  prog- 
ress in  Wisconsin  and  the  recent  marketing  of 
the  older  record  numbers  at  reduced  prices  has 
been  a  remarkable  stimulant  to  trade,  which  has 
given  the  Columbia  line  increased  popularity. 
Since  the  attitude  of  the  public  for  six  months 
or  longer  has  been  to  buy  only  when  prices  go 
lower,  the  reduction  on  records  was  a  decidedly 
popular  thing  and  as  the  result  of  it  Columbia 
dealers  have  been  able  to  clean  house  and  pave 
the  way  for  a  very  respectable  volume  of  new 
purchases. 

An  important  change  in  the  Aeolian-Vocalion 
representation  in  the  Milwaukee  territory  will 
take  place  on  April  15,  wlTen  Edmund  Gram,  Inc., 
relinquishes  the  entire  Aeolian  line.  After  this 
date  the  local  dealers  will  be  the  J.  B.  Bradford 
Piano  Co.,  411  Broadway,  with  a  south  side 
branch  at  596  Mitchell  street. 

The  business  founded  by  Charles  J.  Orth,  who 
died  February  1,  will  be  continued  without 
change  of  name  or  policies  by  his  brothers,  ac- 
cording to  an  official  announcement  just  made. 
The  Orth  concern  is  the  exclusive  wholesale  dis- 
tributor in  Wisconsin  and  upper  Michigan  of 
the  Puritan  line,  and  also  conducts  one  of  the 
leading  piano  stores  on  Grand  avenue,  this  city. 

The  Strand  Theatre,  one  of  the  leading  motion 
picture  houses  in  the  downtown  district  of  Mil- 
waukee, last  week  staged,  as  a  widely  advertised 
specialty  of  its  musical  program,  the  accompani- 
ment by  its  big  orchestra  of  the  Victor  record 
by  Caruso  of  Bartlett's  "A  Dream."  It  was  a 
most  effective  presentation  and  attracted  wide 
attention. 

The  "Zinke  Musics,"  a  bowling  team  repre- 
senting the  R.  H.  Zinke  Music  Co.,  won  high 
honors  in  the  recent  Wisconsin  State  Bowling 
Tournament  in  Milwaukee.  It  held  first  place 
for  many  days  and  was  outranked  in  the  final 
hours  of  the  rolling,  capturing  second  money 
On  the  day  following  the  first  place  achieve- 
(Continucd  on  page  86) 


THE  PHONOSTOP 


In  its  fifth  year.  Best  and  most  popular.  Set 
in  one  second.  Better  than  any  Non-Set  stop 
yet  invented.  Perfect  Service  and  Satisfaction. 
Made  in  Gold  and  Nickel  Plate.  Universal. 


Order   early — 
we  will  ship 
promptly 


Give  us  your  trade — we  will  hold  it  by  MERIT 


THE  PHONOMOTOR  CO.  - 


121  WEST  AVENUE 
ROCHESTER,  N.  Y. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


85 


■■111! 


THE  PROCESS  OF  ELIMINATION 

By  J.  NEWCOMB  BLACKMAN 

We  are  no  w  experiencing  the  process  of  elimination  in  all  lines  of 
business.  This  is  particularly  true  in  the  Talking  Machine  business. 

This  elimination  process  is  reflected  in  a  refusal  on  the  part  of 
the  buying  public  to  accept  something  claimed  to  be  "just  as  good." 

Special  sales  at  reduced  prices  do  not  seem  to  help  much  when 
the  buying  public  refuse  a  substitute. 

Greatly  increased  Victor  supply  of  Victrolas  and  records  is  no 
longer  a  promise  but  a  fact. 

Prospective  buyers  are  "looking  under  the  lid'1  for  the  genuine 
Victrola  trade-mark  of  "His  Master's  Voice." 

Don't  overlook  this,  Mr.  Victor  Dealer,  if  you  value  your 
"good  will." 

It  takes  a  smart  man  to  know  when  to  get  "in"  the  stock  market, 
but  a  smarter  one  to  know  when  to  get  "out." 

Give  the  Victor  line  the  representation  it  deserves  and  you  will 
get  all  you  deserve.  You  can't  shut  out  or  entirely  avoid  all  com- 
petition. 

The  most  effective  competition  you  can  experience  is  the  com- 
petition of  other  Victor  dealers.  In  1921  Blackman  dealers  will  not 
be  at  any  disadvantage  in  both  avoiding  and  meeting  competition. 

The  process  of  elimination  and  the  greatly  increased  supply  of 
Victrolas  and  records,  we  believe,  will  enable  us  to  take  good 
care  of  Blackman's  present  dealers  and  to  accept  some  accounts 
heretofore  regretfully  declined. 

We  are  going  to  be  very  much  on  the  job,  Mr.  Victor  dealer. 
Seeing  us  will  be  believing  us. 


81  Reade 

VICTOR  DISTRIBUTORS 


Talking  Machine  Co. 

JT,    Near  Church  St.    New  York 


Near  Church  St. 

EXCLUSIVELY  WHOLESALE 


86 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


Our  traveling  representatives  are  masters 
in  the  planning  of  musical  merchandise 
equipment;  their  advice  may  be  helpful  to 
you  without  expense.  Write  us — one  of 
them  may  be  in  your  locality  now. 


Plans  and  estimates  promptly  submitted. 


V\nMeen 


OMPANY 


INC. 


12  YEARS  OF  STUDY  AND  EXPERIENCE  IN 
BUILDING  AND  PLANNING  MUSIC  STORES 


•  Hearing  Rgdms 

EXECUTIVE  OFFICE 
47-49  WEST  34th  STREET 
NEW  YORK  CITY 


GblMERS  • 

SALES  OFFICE 
1711  CHESTNUT  STREET 
PHILADELPHIA 


MILWAUKEE  TRADE  AID  TAX  FIGHT 

(Continued  from  page  84) 

ment  the  sporting  pages  of  all  Milwaukee  news- 
papers announced  the  fact  in  screaming  head- 
lines, which  is  not  the  worst  kind  of  advertising 
a  Victrola  shop  can  get,  judging  from  the  com- 
ment in  the  home  and  on  the  street. 

Talking  machine  business  in  general  has 
gained  at  least  some  benefit  from  the  columns 
that  have  been  published  in  local  newspapers 
concerning  the  purchase  of  a  Victor  for  the 
House  of  Correction.  The  fact  that  a  dozen  or 
more  "bootleggers"  of  prominence  have  recent- 
ly been  committed  to  the  prison  by  the  Federal 


Court,  made  the  acquisition  of  the  instrument 
especially  an  object  of  special  writers  and  para- 
graphers.  This  and  other  publicity  is  regarded 
as  splendid  "propaganda." 

At  the  recent  exposition  held  in  conjunction 
with  the  annual  convention  of  the  Wisconsin 
Retail  Hardware  Association,  the  Pathe  phono- 
graph was  exhibited  by  the  Morley-Murphy 
Hardware  Co.  of  Green  Bay,  Wis.,  one  of  the 
largest  jobbing  houses  in  northeastern  Wiscon- 
sin. The  Morley-Murphy  Co.  also  displayed 
the  line  at  the  first  annual  Industrial  Exposi- 
tion conducted  by  the  jobbers'  division  of  the 
Green  Bay  Association  of  Commerce. 


TO  ENTER  FIELD  IN  ALLIANCE,  0. 

Drake   &   Moninger   Co.   Plans   Big  Opening 
Ceremony  for  March  24 


A  billboard  is  the 
large  edition  of  a 
business  card  and, 
like  all  big  things,  it 
brings  big  results. 
Now,  honestly,  Mr. 
Victor  Dealer,  are 
you  satisfied  with  a 
2x4  business  card? 

BRUNO 


WIDENER'S  SHOP  TO  MOVE 


Columbia  Headquarters  to  Be  Located  at  4  West 
Thirty-seventh  Street  After  April  1 


Widener's  Columbia  Shop,  which  for  the  past 
few  years  has  been  established  at  Fifth  avenue 
and  Thirty-seventh  street,  New  York,  will  move 
on  April  1  to  4  West  Thirty-seventh  street,  two 
doors  west  of  Fifth  avenue.  According  to  pres- 
ent plans,  Widener's  Shop  will  occupy  excep- 
tionally attractive  warerooms  at  the  new  ad- 
dress, and  decorations  and  furnishings  are  now 
being  completed. 

In  a  chat  with  The  World,  Mr.  Widener 
stated  that  the  reason  for  this  move  was  the 
fact  that  the  rental  asked  by  the  owners  was 
exorbitant,  and  that  plans  are  being  made  for 
an  intensive  campaign  after  the  establishment 
is  located  in  its  new  home. 


Alliance,  O.,  March  5. — Among  the  new  stores 
tc  make  their  appearance  here  this  month  will 
be  that  of  the  Drake  &  Moninger  Co.,  on  March 
24.  when  a  reception  to  the  people  of  this  city 
will  be  given  with  musical  numbers  by  Blaine 
and  Mrs.  Dan  Cochran,  of  East  Liverpool,  and 
Mack's  Orchestra  of  Canton.  The  entire  first 
floor  of  this  establishment  will  be  given  over 
to  Victrola  business,  with  one  window  con- 
stantly in  use  for  this  purpose.  R.  E.  Rosen- 
berger  will  be  manager  of  the  department.  A 
special  advertising  number  of  eight  pages,  pre- 
pared by  Advertising  Manager  Ed  Hunt,  will 
appear  in  local  daily  newspapers.  Officials  of 
the  Eclipse  Musical  Co.,  of  Cleveland,  will  assist 
at  the  opening. 


MUSIC  WEEK  IN  Y0UNGST0WN 


Ohio  Dealers  Co-operate  With  Civic  Authorities 
to  Make  Affair  Success 


SCHEU  TO  OPEN  IN  DOVER 


Dover,  O.,  March  3. — It  is  announced  that  a  new 
music  store  will  be  opened  here  next  week 
on  East  Third  street  in  the  George  T. 
Ruefly  Building  by  Archie  W.  Scheu.  He  is 
agent  for  the  W.  D.  Lerch  Music  Co.,  of  Can- 
ton. Scheu  announces  the  store  will  handle 
player-pianos,  upright  pianos,  talking  machines. 


Youngstown,  O.,  March  1. — Music  dealers  of 
Youngstown  contributed  to  the  observance  last 
week  of  "Music  Week"  here.  They  lent  every 
co-operation  to  Mayor  Fred  J.  Warnock  and 
his  committee.  Commencing  Monday  and  con- 
tinuing every  day  throughout  the  week  either  the 
dealers  or  the  committee  promoted  special 
music  events,  which,  according  to  Youngstown 
music  dealers,  stimulated  piano,  talking  machine, 
musical  merchandise,  player  roll,  record  and 
sheet  music  sales. 

Leading  the  movement  were  the  following 
downtown  music  dealers  who  used  generous 
newspaper  advertising  space:  The  Brunswick 
Shop,  W.  F.  Frederick  Piano  Co.,  Owl  Drug 
Co.,  Cahn's,  Schuman's,  the  Hawaiian  Music 
Studio  and  Ress  Brothers,  who  handle  Victor, 
Columbia  and  Okeh  records  and  Victrolas. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


87 


HOW  TOLEDO  SHOP  SELLS  RECORDS      THE  VICTROLA  AND  EDUCATION 


Brunswick  Dealer  Gets  Big  Results  by  Securing 
Co-operation  of  Theatrical  Interests — Girls  of 
Salesforce  Dress  in  Appropriate  Costumes 


Toledo,  O.,  March  7. — Featuring  one  record  for 
three  days  or  a  week  and  doing  a  record  business 
on  the  basis  of  50,000  a  year,  although  open 
only  a  couple  of  months,  is  the  accomplish- 


A  Window  Idea  Worth  Emulating 

ment  of  the  Record  Shop,  at  Toledo,  owned  by 
Robinson  &  Compton  and  managed  by  W.  A. 
Grubbs.  This  little  place  is  featuring  Bruns- 
wick records  and  is  located  near  two  theatres. 
Manager  Grubbs  picks  a  record,  such  as  "June," 
embellishes  his  window  with  appropriate  set- 
tings, has  the  girls  dress  in  costume  appropriate 
to  the  story  in  the  record,  and  the  populace 
comes  in  to  hear — and  buy.  The  help  of  the 
theatre  people  is  also  obtained.  Through  the 
co-operation  of  P.  H.  McCulloch,  phonograph 
division  sales  manager  in  the  Northern  Ohio 
territory,  the  Brunswick  organization  supplies 
orchestrations  and  these  are  given  to  the  artists 
and  orchestras  at  the  theatres,  and  these  pieces 
are  gladly  played  and  sung.  After  hearing  these 
pieces  and  seeing  them  featured  in  the  windows 
as  noted,  people  can't  resist  buying  records. 


BERRY  WITH  DWYER  PIANO  CO. 

Former  Victor  Traveler  Appointed  Manager  of 
Victor  Department  of  New  Orleans  Store 


New  Orleans,  La.,  March  7.— Wm.  P.  Berry, 
formerly  traveling  representative  of  the  Victor 
Talking  Machine  Co.,  and  more  recently  asso- 
ciated with  Philip  Werlein,  Ltd.,  wholesale  Vic- 
tor distributor,  has  just  been  appointed  manager 
of  the  Victor  department  of  the  Dwyer  Piano 
Co.,   131    Carondelet   street,   this  city. 

The  Dwyer  Piano  Co.  has  recently  been  made 
a  Victor  retailer  and  will  handle  Victrolas  and 
Victor  records  exclusively.  Upon  completion  of 
the  new  department,  which  will  consist  of  ten 
demonstration  booths,  the  Dwyer  Piano  Co.  will 
have  one  of  the  finest  equipped  talking  machine 
departments  in  New  Orleans. 


New  Sales  Help  Prepared  by  the  Victor  Talk- 
ing Machine  Co.  Distributed  to  Dealers 


The  latest  addition  to  the  educational  litera- 
ture issued  by  the  Victor  Talking  Machine  Co. 
is  a  small  illustrated  pamphlet  featuring  the 
use  of  the  Victrola  in  the  home  and  in- the  school. 
Now  that  the  educational  records  are  available 
in  greater  quantities  this  new  pamphlet  is  of 
value  to  dealers  in  their  advertising  to  their 
own  local  school  and  educational  circles.  The 
cover  of  the  booklet  contains  an  illustration  in- 
color,  taken  from  the  book,  "Music  Appreciation 
for  Little  Children,"  put  out  by  the  Victor  Co. 

The  inside  pages  are  covered  with  small  pic- 
tures showing  the  uses  of  the  Victrola,  both  in 
the  school  and  in  the  home.  Some  interesting 
facts  about  music  are  contained  on  the  back 
cover.  It  is  stated  that  music  educates  by  se- 
curing attention,  interest,  participation  and  ex- 
pression, through  sense  perception,  emotional 
response,  mental  discipline  and  analysis.  Music 


stimulates  the  imagination,  discrimination,  selec- 
tion, correlation,  association  and  aids  concentra- 
tion, appreciation,  interpretation,  assimilation 
and  composition.  The  total  helps  to  give  knowl- 
edge, culture,  poise  and  power.  Other  uses  for 
the  Victrola  are  given  and  the  complete  library 
of  educational  literature  is  listed. 


APPOINT  NEW  OKEH  JOBBERS 

Sterling  Roll  &  Record  Co.  Expands  Its  Ter- 
ritory to  Include  Pittsburgh — Lind  Music  Co., 
of  Detroit,  Is  New  Okeh  Jobber 


ATTEND  NORA  BAYES  SHOW 

A  group  of  the  executives  and  department 
heads  of  the  Columbia  Graphophone  Co.  were 
the  members  of  a  theatre  party  a  few  days  ago, 
at  which  they  were  the  guests  of  D.  G.  Slat- 
tery,  manager  of  Nora  Bayes,  popular  musi- 
cal star  and  exclusive  Columbia  artist.  The 
Columbia  party  thoroughly  enjoyed  the  pre- 
sentation of  "Her  Family  Tree"  at  the  Lyric 
Theatre,  where  Miss  Bayes  has  attained  phe- 
nomenal success.  Among  the  Columbia  exec- 
utives and  department  heads  in  this  party  were 
Geo.  W.  Hopkins,  Frank  K.  Pennington,  W.  A. 
Willson,  Lester  L.  Leverich,  O.  F.  Benz,  H.  L. 
Pratt,  L.  C.  Stowell  and  John  Bryant. 


The  General  Phonograph  Corp.  announced  re- 
cently that  the  Sterling  Roll  &  Record  Co., 
Okeh  jobber,  at  Cincinnati,  O.,  had 'also  been 
appointed  an  Okeh  jobber  in  Pittsburgh.  A.  B. 
Smith,  formerly  assistant  manager  of  the  Pitts- 
burgh branch  of  the  Columbia  Graphophone  Co., 
has  been  appointed  manager  of  the  Sterling  Roll 
&  Record  Co.'s  Pittsburgh  division.  Temporary 
headquarters  have  been  established  at  436  Fourth 
avenue  and  F.  F.  Dawson,  general  manager  of 
the  Sterling  Roll  &  Record  Co.,  is  planning  to 
give  the  dealers  in  his  territory  practical  serv- 
ice and  co-operation. 

The  Lind  Music  Co.,  Detroit,  Mich.,  a  new- 
comer in  the  wholesale  field  in  that  city,  has 
been  appointed  an  Okeh  jobber.  S.  E.  Lind, 
head  of  this  company,  is  one  of  the  most  popu- 
lar members  of  the  Detroit  talking  machine 
trade,  and  under  his  direction  Okeh  records  will 
undoubtedly  receive  splendid  representation  in 
this  important  territory. 


YOU  WOULD  NOT 


No  good  merchant'would  set  up  a  screen  in  front-of 
the  goods  he  wants  to  sell. 

Don't  cloud  the  superior  points  of  the  Victor. 

Even  at  a  3- Ring  Circus  everything  stops  when  the  big  Features  go  on. 

The  VICTOR  is  the  biggest  thing  in  the  music  field 

Investigate  transportation  from  Buffalo  to  your  city. — Try  our  Victor  service 

BUFFALO  TALKING 
MACHINE  CO. 

Wholesale  Victrola  Distributors 
BUFFALO,  N.  Y. 


88 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


CONVINCING  EVIDENCE  OF  BETTERMENT  IN  CLEVELAND 

New  Dealers  Opening  Up,  Old  Dealers  Expanding — Eclipse  Co.  to  Wholesale  Exclusively — Edison 
Tone-test  Plans — Pathe  Dealers  Convene — Cleveland  Talking  Machine  Co.  News — Other  Items 


Cleveland,  O.,  March  7. — Regardless  of  condi- 
tions in  other  businesses,  any  doubt  as  to  the 
standing  of  the  talking  machine  industry,  in  the 
Ohio  territory  at  least,  appears  to  be  set  at  rest 
ii.  the  light  of  developments  in  the  immediate 
Cleveland  and  more  distant  districts  during  the 
last  few  weeks.  New  dealers  are  opening  up 
in  many  communities.  Old  dealers  are  enlarg- 
ing their  establishments.  New  business  with 
all  is  being  booked  by  jobbing  interests.  Ma- 
chine business  is  satisfactory,  showing  a  fair 
gain  over  last  year  at  this  time.  In  a  few 
instances  remarkable  gains  have  been  made. 
Probably  the  most  conspicuous  instance  recently 
is  the  distribution  of  more  than  3,000  machines 
by  the  Fischer  Co.,  Pathe  distributor,  in  thirty- 
five  days  with  five  men,  under  leadership  of 
Ralph  J.  Jamieson,  sales  manager  in  the  Ohio 
territory.  This  feat  was  accomplished  through 
their  ability  to  guarantee  prices  to  dealers.  In 
record  and  supplies  distribution  an  equally  sen- 
sational gain  must  be  mentioned,  in  that  an 
average  increase  of  business  by  one-third  over 
;the  same  time  last  year  is  being  done. 

'Among  the  newest  establishments  for  Cleve- 
land proper  is  the  "live"  new  department  of 
S  Kohn  &  Sons,  in  the  East  End.  This  firm 
has  acquired  the  retail  Eclipse  Musical  Co.  ac- 
count and  will  have  a  formal  opening  as  soon 
"as  the  department  is  ready.  Norman  H.  Cook, 
formerly  retail  sales  manager  of  the  Eclipse, 
.takes  charge  of  this  department  with  the  old 
.retail  Eclipse  staff. 

In  announcing  the  disposal  of  the  retail  di- 
'vision  the  Eclipse  Musical  Co.,  Victor  jobber, 
will  concentrate  exclusively  upon  wholesale 
business  from  now  on,  according  to  C.  K.  Ben- 
in tt,  general  manager.  The  elimination  of  any 
retail  connection  will  place  this  firm  in  an  even 
better  position  to  serve  retailers,  explains  Mr. 
Bennett.  The  wholesale  business  will  be  en- 
"lprged  and  extended,  and  all  departments  de- 
veloped to    a  high  degree  of  efficiency. 

With  a  view  toward  aiding  retailers  in  filling 
orders  for  records  that  could  not  be  had  easily 
until  lately,  dealers  are  being  urged  to  send  in 
their  back  orders  now  by  Mrs.  I.  M.  Howard, 
manager,  Eclipse  Musical  Co.'s  record  depart- 
ment. It  is  pointed  out  that  ability  to  meet  the 
demands  of  customers  now  is  giving  dealers  who 
do  this  added  business  and  those  who  have  not 
sent  in  back  orders  are  heeding  the  urge. 

March  will  be  replete  with  tone  tests  in  which 
the  Phonograph  Co.,  Edison  distributor,  and  all 
Edison  dealers  are  taking  a  big  part.  First  of 
these  was  held  by  Claus  &  Schroeder  at  the 
Lyceum  Theatre,  where  2,400  persons  were  en- 
"tertained  and  1,000  turned  away.  The  artists 
appearing  in  Cleveland  this  month  are  Miss 
Marie  Morissey,  Walter  Chapman  and  Harold 
Lvman.  The  second  big  event  was  held  at 
B.  of  L.  E.  Auditorium  under  direction  of 
E.  A.  Friedlander,  Bailey  Co.  talking  machine 


department.  This  program  was  divided  into 
eight  numbers  with  about  twenty  selections. 
Several  other  affairs  of  this  kind  will  be  held 
through  the  month,  ending  on  March  31  with 
a  grand  concert  at  Masonic  Auditorium,  where 
4,000  Al  Sirats  are  expected  to  be  present.  Per- 
sonal assistance  to  dealers  in  conducting  these 
tone  tests  is  being  given  by  L.  M.  Bloom,- gen- 
eral manager;  Harry  Tucker,  sales  manager; 
M.  G.  Kreusch,  E.  S.  Hirschberger,  Richard 
Goss  and  other  members  of  the  Phonograph 
Co.  organization. 

In  connection  with  its  campaign  on  machine 
sales  lately  the  Fischer  Co.  held  a  successful 
convention  of  Pathe  dealers,  who  came  from  all 
parts  of  the  Ohio  territory  to  hear  James  Wat- 
ters,  Pathe  Co.  secretary,  outline  the  plans  of 
the  home  organization  for  dealers  in  the  coun- 
try. The  meeting  was  called  on  less  than 
twenty-four  hours'  notice  and  well  attended. 
Publicity,  sales  and  production  features  were 
demonstrated  to  dealers,  with  the  result  that 
they  are  convinced  that  the  year  will  be  quite 
productive  of  new  business  for  them. 

Seventy  sales  people  entered  the  sales  contest 
conducted  by  the  Cleveland  Talking  Machine 
Co.  during  February  and  data  to  ascertain  the 
leaders  in  this  event,  so  that  the  award  of  a 
free  trip  to  the  Victor  factory  for  the  Cleveland 
girl  and  the  out-of-town  girl  making  the  best 
showing  may  be  made,  are  now  being  compiled. 
Dealers  say  the  event  has  served  not  only  to 
increase  sales  over  January,  which  month  was 
taken  as  The  basis  for  the  contest,  but  that  it 
also  will  aid  in  knowing  what  records  are  more 
desired,  who  the  customers  are  that  buy  the  most 
records,  and  how  to  plan  their  business  for  the 
future. 

As  an  additional  aid  to  dealers  in  Cleveland 
and  vicinity  in  pushing  records  of  the  classics 
during  March,  the  Cleveland  Talking  Machine 
Co.  has  issued  a  supplementary  list  to  that  of 
the  regular  Victor  listing.  A  feature  of  this 
supplementary  list  is  the  schedule  of  dates  and 
the  artists  who  will  appear  here  on  those  dates, 
which  is  expected  to  arouse  added  interest  on 
the  part  of  dealers'  clients  in  the  work  of  these 
artists  in  person  as  well  as  their  recordings. 

Setting  the  example  for  dealers,  following  an 
urge  of  long  standing  by  both  the  Victor  or- 
ganization and  Victor  jobbers,  the  Cleveland 
Talking  Machine  Co.  takes  the  lead  for  what  is 
believed  to  be  the  first  time  for  a  jobber  in  ad- 
vertising in  a  daily  newspaper  the  new  records 
a?  listed  in  national  advertising  by  the  Victor 
Co.  This  advertising  uses  the  faimous  Victor 
dog  and  lists  all  Victor  dealers  in  Cleveland, 
and  advises  the  public  that  the  new  records  can 
be  obtained  from  these  dealers.  The  advertis- 
ing was  so  placed  that  it  appeared  on  a  page 
opposite  to  that  of  the  Victor  national  advertis- 
ing. It  is  believed  that  dealers  will  not  only 
gain  added  business  in  records  from  this  move. 


but  that  they  will  see  the  advisability  of  co- 
operating in  a  practical  way  with  the  national 
advertising  in  future. 

More  than  5,000  children  from  public,  junior 
and  high  schools  of  Cleveland  have  entered  the 
music  memory  contest  being  conducted  by  the 
Musical  Arts  Association.  First  tests  will  be 
held  in  conjunction  with  the  Cleveland  Sym- 
phony Orchestra  at  Masonic  Hall  March  12.  Ten 
selections  will  be  played.  Teams  of  fifteen 
students  from  each  school  will  try  to  name  the 
composition,  the  composer,  the  nature  of  the 
selection  and  something  of  its  history.  The 
winning  team  will  receive  a  bronze  cup  which 
will  be  held  for  one  year,  at  which  time  it  will 
be  competed  for  again.  To  the  individual  pupil 
making  the  largest  number  of  winning  points  a 
talking  machine  may  be  given  as  a  personal 
reward  by  the  talking  machine  trade  here.  Or- 
chestra leaders  at  motion  picture  houses  have 
been  aiding  the  movement  here  by  playing  se- 
lections at  the  request  of  pupils  entered  in  the 
contest. 

Motion  picture  orchestra  directors  also  have 
been  a  help  in  another  way  toward  increasing 
interest  in  music  and  incidentally  aiding  the 
sale  of  records.  This  has  been  accomplished 
by  Mrs.  Loretta  B.  Flading,  manager  of  the  talk- 
ing machine  department  of  the  Aldrich-Howey 
Co.  Good  new  records  which  have  been  slow 
movers  because  people  did  not  know  these  selec- 
tions were  entirely  too  numerous  at  the  Aldrich- 
Howey.  So  Mrs.  Flading  has  been  asking  the 
movie  musicians  to  play  such  selections,  which 
they  always  are  glad  to  do  in  order  to  enliven 
their  own  programs.  The  following  day  a  large 
sign  with  a  list  of  the  selections  played  usually 
appears  in  the  Aldrich-Howey  window,  and  a 
little  later  buyers  of  these  records  appear  in  the 
store.  This  plan  has  served  not  only  to  reduce 
such  record  stocks,  but  offers  a  new  avenue  to 
machine  sales  with  the  increasing  line  of  new 
customers. 

Another  influence  for  better  business  for  deal- 
ers is  seen  by  F.  C.  Erdman,  district  representa- 
tive of  the  Victor  Talking  Machine  Co.,  back 
in  town  after  an  extensive  tour  of  the  Ohio 
territory.  Dealers  everywhere  welcome  the 
new  Victrola  80  and  report  it  moving  well  with 
the  arrival  of  first  shipments. 


NEW  PATHE  DISTRIBUTOR 


Fones  Bros  Hardware  Co.,  of  Little  Rock,  Ark., 
Secures  Distributing  Agency  at  That  Point 


The  important  announcement  of  a  new  Pathe 
distributor  has  been  made  at  the  headquarters  of 
the  Pathe  Freres  Phonograph  Co.,  in  Brooklyn, 
N.  Y.  Sales  Manager  George  W.  Lyle  in- 
formed The  World  of  a  new  Pathe  distributing 
point  at  Little  Rock,  Ark.,  where  Fones  Bros. 
Hardware  Co.  has  been  appointed  distributor. 
Fones  Bros,  are  well  and  favorably  known  in 
this  section  of  the  country  and  have  a  large,  ef- 
ficient sales  organization  that  will  be  well  able 
to  take  care  of  the  efficient  distribution  of 
Pathe  products  in  that  territory. 


"Take  Your  Music  With  You 


si 


PROMPT 
DELIVERIES 


Size:  \2Y2  x  11^4  x  6 


"CIROLA,"  the  only  PORTABLE  Phonograph  without  sound 
chamber ;  has  twin  spring  motor ;  highly  nickeled  metal  parts ;  is 
finished  like  a  Piano;  built  like  a  Battleship;  folds  like  a  suitcase; 
weighs  16  lbs. ;  plays  all  records  better  because  the  good  fresh  air  is 
its  sound  amplifier ;  and  we  will  give  $10,000.00  for  any  Cabinet 
Phonograph  at  $100.00  that  will  produce  a  larger  volume  of  tone. 
Write  for  our  proposition  quickly.  Enterprising  dealers  everywhere 
are  rapidly  stocking  these  Spring  and  Summer  Whirlwinds.  Covers 
may  be  had  if  desired. 

CIROLA  DISTRIBUTING  CO.,  Inc. 

Distributors  of  the 
CIROLA  PHONOGRAPH 


203-04  Colonial  Trust  Bldg. 
Phone  Spruce  6340 
PHILADELPHIA,  PA. 
U.  S.  A. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


89 


'  'Satisfaction 9  9 


The  real  acid  test  for  any  new  proposition  is  not  passed  until  it  has  been  sold,  paid  for,  and  given 
highly  satisfactory  service  to  the  purchaser. 


* 


* 


When  this  has  been  done,  such  a  proposition  in  the  hands  of  capable  men,  coupled  with  integrity, 
provides  the  safest  form  of  industrial  investment. 


The  TALKING  MACHINE  WORLD  SERVICE  is  not  a  new  proposition.  It  is  an  estab- 
lished Service  which  has  been  successfully  rendering  service  for  the  past  two  years. 


WHEN  YOU  SIGN  UP  for  the  TALKING  MACHINE  WORLD  SERVICE  exclusively 
in  your  city,  you  secure  the  best  that  money  can  buy  in  the  way  of  a  high-class  sales  stimulator. 


This  is  What  the  TALKING  MACHINE  WORLD  SERVICE 
has  done  for  others.     It  will  do  the  same  for  you 


"You  may  be  interested  in  knowing  that  we 
attribute  a  very  large  volume  of  business  which 
we  are  doing  to  the  TALKING  MACHINE 
WORLD  SERVICE,  and  if,  at  any  time,  you 
have  any  individuals  who  want  to  know  what 
this  Service  will  do  for  them,  you  need  not 
hesitate  giving  us  their  addresses  because  we 
absolutely  know  that  your  Service  is  the  finest 
that  money  can  buy." 


* 


"We  find  your  Service  very  helpful  by  using 
it  to  the  utmost,  and  are  finding  it  effective 
and  profitable." 


"WTe  are  pleased  indeed  with  your  prospect 
card  and  know  it  must  have  taken  a  lot  of  time 
and  study  to  get  one  so  thoroughly  practical. 


Beyond  question,  this  will  prove  a  great  help  to 
any  dealer  who  needs  a  system  of  this  nature." 

"Your  ads  are  exceptionally  fine  because  even 
the  person  who  hurriedly  picks  up  a  paper  and 
reads  it  at  a  glance  will  be  compelled  to  read 
your  ads.  They  have  class  to  them  and  are  out 
of  the  ordinary." 

jfc  3jc  sfc  jjc 

"Your  ads  and  letters  speak  for  themselves.  We 
think  your  Service  is  great,  and  are  using  it  to 
the  limit." 

*T*  *f» 

"'What  else  can  we  do  for  you?'  That  always 
makes  me  feel  good  when  I  see  it  at  the  end 
of  my  Service  order,  and  I  always  want  to  sit 
down  and  tell  you  again  what  I  think  of  the 
Service,  but  you  already  know." 


THE  COST?  NOTHING — when  you  notice  the  results  obtained  for  the  money  invested 


The  Talking  Machine  World  Service, 

373  Fourth  Avenue,  New  York  City. 

If  other  dealers  in  big  cities  as  well  as  small  towns 
are  getting  results  and  making  a  big  profit  on  The  Talking 
Machine  World  Service,  I'd  like  to  know  all  about  it. 
Without  obligation,  send  me  sample  copies  of  ads,  form 
letters,  ideas,  etc.  Tell  me  what  it  will  cost  per  month 
for  exclusive  use  in  my  territory. 


The  population  of  my  city  is  

I  sell  the  following  machines  

My  firm  name  is  

By   

My  address  is  

K-3-15-21. 


MAIL  THE  ABOVE  COUPON  TODAY— WITHOUT  FAIL 


90 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


THE  FINEST  OF 


CORE  STOCKS 

For  Phonographs  and  Record  Cabinets 
Are  supplied  by  the 

GERMAIN  BROS.  CO. 

Makers  of  the  Famous 
"Germain  Piano  Backs" 

SAGINAW  MICHIGAN 


OHIO  MUSIC  CLUBS  MEET  MARCH  30 

Mrs.  Frances  Elliott  Clark  to  Address  State 
Federation  on  Educational  Work 


Cincinnati,  O.,  March  7. — The  Ohio  Federation 
of  Music  Clubs  will  hold  its  annual  convention 
iii  this  city  on  March  30  and  31  and  April  1,  at 
which  time  the  members  will  be  addressed  by 
Mrs.  Frances  Elliott  Clark,  of  the  educational 
department  of  the  Victor  Talking  Machine  Co. 
The  organization  is  preparing  to  extend  its  work 
among  the  younger  folk  through  the  junior 
clubs  of  the  Federation,  of  which  division  Miss 
Grazella  Puliver,  educational  director  of  the 
Cleveland  Talking  Machine  Co.,  has  been  elected 
chairman.  The  junior  division  will  provide  ways 
and  means  for  the  youngsters  to  perform  in  - 
public  and  demonstrate  what  they  are  learning 
in  music. 


TALKING  MACHINE  MEN,  INC.,  MEET 

Dr.  Frank  Crane  Addresses  Monthly  Gathering 
of  Local  Association — Nominating  Committee 
Presents  Slate — To  Vote  on  Sunday  Closing 


The  monthly  meeting  of  the  Talking  Machine 
Men,  Inc.,  was  held  at  the  Pennsylvania  Hotel 
on  Wednesday  afternoon,  February  16.  The 
attendance  was  quite  large  owing,  no  doubt,  to 
the  fact  that  Dr.-  Frank  Crane  addressed  the 
gathering  and  an  announcement  of  his  talk  had 
previously  been  forwarded  to  the  members. 

Dr.  Crane  made  a  very  enlightening  and  con- 
structive address  along  business  lines  and  put 
forth  what  he  considered  the  ten  commandments 
of  a  salesman,  which  are  set  forth  at  length 
in  another  page  of  The  World  this  month. 
His  reference  to  situations  that  arise  daily  as 
the  result  of  sales  was  very  pointed  and  in- 
structive, and  at  the  close  of  his  remarks  a 
spontaneous  rising  of  those  assembled,  followed 
by  a  unanimous  rising  vote  of  thanks,  supported 
she  statement. 

It  was  voted  to  send  E.  G.  Brown,  secretary 
of  the  Association,  to  the  annual  meeting  of 
the  National  Association  of  Music  Merchants, 
to  be  held  in  Chicago  in  May,  at  which  time,  it 
is  understood,  there  will  be  a  gathering  of  talk- 
ing machine  dealers,  particularly  those  from 
Los  Angeles  and  Pacific  Coast  territory,  for 
the  purpose  of  either  joining  the  National  Asso- 
ciation of  Music  Merchants  or  forming  a  na- 
tional association  of  talking  machine  dealers. 

It  was  decided  to  place  the  question  of  Sun- 
day closing  before  the  Association  in  a  ques- 
tionnaire form,  and  a  committee  was  appointed 
to  gather  data  covering  the  newspaper  publicity 
of  mail  order  houses  and  place  it  before  the 
Merchants'  Association  of  New  York. 

The  nominating  committee  presented  the  fol- 
lowing names  as  officers  to  be  elected  at  the 
annual  meeting  and  banquet  at  the  Hotel  Penn- 
sylvania, to  be  held  on  March  27:  President, 
Irwin  Kurtz;  vice-president,  E.  Leins;  secretary, 
E.  G.  Brown,  the  present  incumbent;  treas- 
urer, A.  Galuchie. 

The  names  presented  for  the  officers  of 
the  executive  committee  were:  M.  W.  Gibbons, 
L.  R.  Yeager,  Harold  Bersin,  Theodore  Arison, 
Sol  Lazarus  and  A.  H.'  Meyers. 


Everett  W.  Richards  is  now  in  charge  of  the 
talking  machine  department  of  the  Johnston- 
Hatcher  Co.,  in  Springfield,  111. 


WINS  A  PRIZE  FOR  POLITENESS 

Miss  Lorraine  Templeton,  of  Famous  &  Barr 
Co.  Talking  Machine  Department,  Secures 
Award  for  Politeness  and  Good  Nature 


Several  newspapers  in  the  West  have  been 
endeavoring  recently  to  test  the  standard  of 
politeness  among  sales  people  in  retail  stores  by 
offering  a  substantial  prize  each  day  to  the  per- 
son whom  a  special  investigator  believes  is  the 
most  polite.  In  Chicago,  Milwaukee  and  other 
cities  clerks  in  music  stores  have  been  successful 
in  capturing  several  prizes,  and  in  St.  Louis  one 
of  the  young  ladies  in  the  music  section  of  the 
Famous  &  Barr  Co.  won  the  award  offered  by 
the  St.  Louis  Times.  In  his  story  the  investi- 
gator said: 

'"Where  are  the  phonograph  records?"  In- 
vestigator asked  an  elevator  starter. 

"Sixth  floor,  sir.    Take  the  end  car,  please." 

The  answer  was  given  in  such  a  pleasing  man- 
ner that  Investigator  fingered  the  voucher  in  his 
vest  pocket.  Here,  indeed,  was  a  worthy  per- 
son who  might  warrant  further  investigation. 
If  none  better  could  be  found  Investigator 
would  return  to  him. 

On  the  sixth  floor  the  quest  began  in  earnest. 
Investigator  took  a  stand  at  the  counter.  Came 
three  young  ladies  at  one  time. 

'Are  you  waited  on,  sir?"  in  chorus. 

Now  someone  has  said,  "Music  hath  such 
charms."  Perhaps  that  accounted  for  the  action 
of  the  young  ladies. 

Anyhow,  Investigator  was  stumped.  So  his 
eyes  just  chanced  to  catch  those  of  a  certain 
young  lady  among  the  three  whose  smile  proved 
an  undeniable  magnet.  To  her  Investigator  said 
he  would  like  to  hear  some  new  records. 

"Certainly,  sir.    Step  right  this  way." 

Investigator  availed  himself  of  the  oppor- 
tunity to  watch  the  young  lady.     A  row  of 


booths  and  a  mixture  of  jazz  and  the  classics. 
Always  the  young  lady  appeared  in  the  booth 
at  the  right  time,  changed  the  records  and  in- 
quired whether  the  selections  were  suitable  to 
the  taste  of  the  individual.  To  her  were  allotted 
five  of  the  booths.  It  was  tiresome  work,  but 
well  handled. 

Always  there  was  a  smile  for  each  customer, 
and  always  the  spirit  of  willingness  to  oblige 
appeared  uppermost  in  the  girl's  countenance. 
Hearing  some  half  a  dozen  records  Investigatot 
prepared  to  depart.  On  the  way  he  was  greeted 
by  still  another  lady,  who  seemed  solicitous. 
Puzzled,  Investigator  turned  over  in  his  mind 
this  question:  Was  it  permissible  to  award 
three  prizes  on  the  same  day?  Hardly,  and 
yet  each  of  the  girls  seemed  deserving. 

A  chance  incident  settled  it.  "Now  that  I've 
heard  the  records  you  played  for  me  I  want 
'Grieving',"  Invescigator  said. 

"Certainly,"  replied  the  young  lady  who  had 
waited  upon  him,  returning  anon  with  the  rec- 
ord. "Don't  you  think  you  had  better  hear  it 
played?  Sometimes,  you  know,  they  sound  dif- 
ferently the  second  time  you  hear  them." 

Investigator  didn't  wait.  The  voucher  was 
placed  into  the  hands  of  Miss  Lorraine  Temple- 
ton,  1226  North  Taylor  avenue. 


Exclusive  and  better  methods  are 
making  phono-parts  with  better  finish 

HAVE  THEM  SUPERCAST 

Dependable 


Economical 


The  Superior  Die  Casting  Co. 

Cleveland,  O. 


MAIN-SPRINGS 

For  any  Phonograph  Motor 

Best  Tempered  Steel 


1     In.  x  10  ft.  for  Columbia  Bach  $0.50 

1     In.  x  13  ft.  for   Victor  Bach  0.50 

1%  In.  x  18  ft.  for    Victor  Bach  0.75 

1     in.  x  12  ft.  for    Heineman  Bach  0.60 

%    in.  x  10  ft.  for  Col.  Pathe-Helneman 

Bach  0.50 

lft  In.  x  16  ft.  for  Heineman   Bach  1.20 


1     x  16  ft.  for  Saal   or   Silver  tone  Bach  0.90 

1  in.  x  10  ft.  for  Saal  or  Silvertone.  .Bach  0.60 
1     in.  x  16  ft.  for  Sonora  or  Brunswick 

Bach  0.90 

%  In.  x  10  ft.  for  all  small  type  machines 

Bach  0.45 

1V3  in.  full  size  for  Edison  Disc  Bach  2.10 

SAPPHIRES— Genuine 

PatbA  very   best  loud  tone  genuine,  each  16c; 

100  lots,  $11.50. 
Edison  very  best  loud  tone,  15c  each  or  $12.00  in 

100  lots. 

MOTORS 

Special    price   on    Krasberg  motors. 
Order  right  from  this  ad. 
Send  for  price  list  of  other  repair  parts. 


The  Val's  Accessory  House 

1000-1002  Pine  St.  St.  Louis,  Mo. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


91 


"The  Lure  of  Music"  is  a  book  that  tells  folks  all 
about  the  music  great  exclusive  Columbia  artists 
make.  The  convenient  Columbia  Record  Album  is 
a  constant  invitation  to  fill  it  with  records.  Our 
Dealer  Service  man  has  supplies  of  both. 


Columbia  Graphophone  Co 

NEW  YORK 


INCREASED  BUYING  REPORTED  BY  TRADE  IN  ST.  LOUIS 

Conditions  Interestingly  Reviewed — Important  Discussions  at  Music  Merchants'  Meeting — F.  C. 
Schuyler  With  Local  Columbia  Branch — Death  of  J.  E.  Medairy — Kieselhorst  Study  Hour 


St.  Louis,  Mo.,  March  3.— There  is  improvement 
in  the  talking  machine  situation  in  St.  Louis. 
February  was  a  better  month  than  January  and 
all  the  indications  are  that  March  is  going  to 
be  a  great  deal  better  than  February.  This  does 
not  mean  that  people  are  falling  over  each  other 
to  buy  talking  machines,  as  they  did  in  a  well- 
remembered  and  well-beloved  recent  past,  but 
the  people  are  buying  them  and  buying  them  in 
increasing  quantities,  as  compared  to  the  sales 
during  the  early  part  of  the  Winter  and  just  after 
the  holidays.  Period  designs  are  growing  in 
favor  and  dealers  anticipate  that  it  will  not  be 
long  until  the  best  of  the  demand  for  the  high- 
est-grade instruments  will  favor  the  period 
models.  A  development  not  unlike  the  rise  of 
the  grand  in  piano  circles  is  anticipated  for  the 
period  designs  in  talking  machine  circles.  Deal- 
ers' stocks  are  low.  They  are  not  buying  any 
more  than  they  have  to  because  they  are  not  sure 
whether  there  are  going  to  be  any  price  changes. 
They  are  not  holding  out  for  reductions,  but  they 
are  simply  uncertain  what  to  do.  Record  sales 
continue  remarkably  good.  The  records  never 
shared  to  any  great  extent  in  the  depression 
which  affected  the  machines.  The  rush  on  re- 
lease dates  seems  as  great  as  ever. 

Talking  machine  matters  held  as  large  a  place 
as  pianos  at  the  last  meeting  of  the  Music  Mer- 
chants' Association  of  St.  Louis,  the  member- 
ship of  which  includes  both  branches  of  the 
business.  First  off,  Manager  Jackson,  of  the 
Brunswick  Co.,  had  a  little  crow  to  pick  with 
the  president  of  a  local  piano  house,  which  ad- 
vertised a  clearing  sale  of  talking  machines  at  re- 
duced prices,  and,  lo,  the  Brunswick  name  led  all 
the  rest.  Manager  Jackson  contended  that  the 
wording  did  not  make  it  clear  that  it  was  used 
Brunswicks  that  were  being  offered.  The  piano 
man  said  there  had  been  no  intention  to  confuse 
the  public.  Everybody  agreed  that  the  piano 
house  was  entirely  within  its  rights  in  adver- 
tising what  it  did  in  the  way  that  it  did,  but  it 
was  felt  to  be  unfortunate  in  that  the  price  pres- 
tige of  a  nationally  advertised  machine  was 
brought  into  jeopardy.  The  upshot  of  it  all  was 
that  a  resolution  was  adopted  that  hereafter 
members  of  the  Association,  in  advertising  used 
instruments  not  regularly  handled  by  the  dealer, 
will  see  that  the  word  "used"  is  placed  in  direct 
conjunction  with  the  name  of  the  manufacturer 
or  the  trade-mark  in  order  that  standardization 
of  values  shall  not  be  disturbed. 

Talking  machines,  too,  share  with  pianos  in 
the  benefits  of  a  more  closely  drawn  declaration 
on  the  subject  of  breaking  sales.  Under  this 
declaration  a  sale  is  a  sale  when  a  contract  has 
been  signed  and  a  payment  has  been  made, 
either  in  cash  or  musical  merchandise,  to  the 
amount  of  the  initial  payment,  as  per  contract. 

The  Association's  attitude  against  announce- 
ments of  reductions  in  prices  was  reaffirmed, 
with  the  understanding  that  if  new  prices  were 


announced  they  are  not  to  be  designated  as  re- 
ductions. 

Mark  Silverstone's  merry-go-round,  being  the 
turntable  on  which  he  exhibits  to  hesitating  cus- 
tomers the  leading  makes  of  talking  machines 
along  with  the  Edison  came  in  for  a  few  animad- 
versions in  the  informal  discussion  toward  the 
close  of  the  meeting.  Silverstone  defended  his 
turntable  and  contended  that  it  was  fairer  than 
comparing  machines  under  different  conditions, 
as,  he  said,  was  done  in  other  stores. 

Edward  J.  Brennan,  manager  and  attorney  of 
the  Better  Business  Bureau,  addressed  the  mem- 
bers on  advertising  of  talking  machines  and 
pianos.  He  said  that  he  had  had  a  complaint 
against  a  St.  Louis  dealer  advertising  a  machine 
he  did  not  have.  The  classified  advertising,  he 
said,  was  pretty  clean.    The  principal  trouble 


his  organization  was  having  was  with  residen- 
tial dealers.  He  declared  that  musical  adver- 
tising was  cleaner  in  St.  Louis  than  in  any  other 
large  city  in  the  country,  but  said  there  was  still 
room  for  improvement. 

A.  H.  J.  Dickhaus,  formerly  manager  of  the 
piano  and  talking  machine  departments  of  the 
Famous  &  Barr  Co.,  who  resigned  to  go  into 
the  navy  when  the  country  went  to  war,  and 
has  been  a  star  salesman  since  his  return,  has 
resigned  from  the  Famous  &  Barr  Co.  after  a 
service  of  about  seven  years.  He  has  offers  from 
other  St.  Louis  houses  but  may  conclude  to 
locate  in  another  city. 

Manager  E.  A.  Fay,  of  the  Connorized  Music 
Roll  Co.,  Thirteenth  and  Olive  streets,  says 
there  has  been  a  marked  improvement  in  busi- 
ness in  the  past  two  weeks,  both  in  music  rolls 
and  in  Starr  talking  machines  and  Gennett  rec- 
ords, for  which  the  St.  Louis  branch  is  dis- 
tributor. In  the  talking  machines  Style  15,  a 
table  period  design,  is  in  strong  demand.  J.  A. 
(Continued  on  page  92) 


THOS.  A.  EDISON,  Inc., 

by 

NATIONAL  ADVERTISING 

now  appearing  in  periodicals  and  daily  papers  is  emphasizing  the 
ability  of  the  New  Edison  to  play  the  various  talking  machine 
records  with  highly  improved  tone  quality. 

Edison  Jobbers  and  Dealers 

you  will  be  best  prepared  to  make  capital  of  that  advertising  by 
stocking  only  the  highest  quality  Reproducer  attachment. 

The  Newton  Reproducer 

WITH  EDISON  ATTACHMENT 

leads  all  others  in  performance,  quality  and  finish.  It  embodies 
a  highly  scientific  diaphragm  of  double  construction  made 
expressly  for  and  adapted  to  the  throat  and  amplifier  of  the 
New  Edison. 

The  NEWTON  Reproducer  is  guaranteed  indefinitely 
List  Price  Complete-G.  P.  $12.00,  N.  P.  $10.00 

Sold  by  Leading  Edison  Distributors 

Direct  shipments  to  Dealers  in  territories  where  we  are  not 
represented  by  Jobber.   Write  for  discounts  and  particulars._ 

MANUFACTURED  EXCLUSIVELY  BY 


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92 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


INCREASED  BUYING  IN  ST.  LOUIS 

(Continued  from  page  91) 

McNabbs,  of  the  Frankfort  Music  Co.,  West 
Frankfort,  111.,  was  in  the  other  day  and  Man- 
ager Fay  almost  forced  him  to  take  a  Style  15. 
As  soon  as  the  machine  reached  the  store  he 
called  up  on  the  long  distance  and  ordered  two 
more.  He  had  sold  the  one  and  had  received  a 
payment  of  $100  on  another.  Dan  Reardon, 
who  was  with  the  company  several  years  ago, 
has  returned  from  four  years'  service  in  the 
navy  and  has  again  taken  a  position  with  the 
company,  visiting  the  city  trade.  Frank  L.  Fay 
is  on  an  extended  trip  through  Missouri,  Iowa, 
Nebraska,  Kansas,  Oklahoma  and  Arkansas  and 
is  getting  good  orders.  He  will  return  to  St. 
Louis  about  March  25. 

F.  C.  Schuyler,  heretofore  connected  with  the 
main  office  of  the  Columbia  Graphophone  Co., 
has  been  assigned  to  the  St.  Louis  branch,  where 
he  will  have  charge  of  the  international  records 
for  St.  Louis  and  the  St.  Louis  trade  territory. 
General  Sales  Manager  G.  W.  Hopkins  and  In- 
ternational Record  Manager  R.*  F.  Bolton  were 
in  St.  Louis  recently.  Manager  E.  M.  Morgan 
lias  returned  from  a  trip  to  Arkansas.  Assistant 
Manager  A.  W.  Roos  has  returned  from  a 
Southern  trip.  Manager  Morgan  announces  that 
February  business  scored  a  material  advance 
over  January  totals. 

Edwin  Schiele  and  Herbert  Schiele,  presi- 
dent and  vice-president  of  the  Artophone  Corp., 
have  returned  from  a  business  trip  to  Chicago. 
Sales  Manager  Salmon  reports  a  fine  business 
in  Okeh  records  in  February  and  March,  with 
the  opening  of  many  new  accounts.  Large  or- 
ders have  been  received  for  the  John  McCor- 
mack  records,  which  were  made  in  Europe.  The 
first  releases  of  German,  Polish  and  Italian 
Okeh  records  have  been  received. 

Fred  Lehman,  of  the  Lehman  Music  House, 
East  St.  Louis,  has  been  honored  recently  by 
his  fellow  citizens,  being  elected  a  member  of 
the  Board  of  Directors  of  the  Southern  Na- 
tional Bank.  A  newspaper  account  of  the  elec- 
tion carries  a  history  of  Mr.  Lehman's  career 
in  East  St.  Louis  and  appreciation  of  the  quali- 
ties that  have  made  him  successful. 

A  music  memory  contest  is  scheduled  in  the 
schools  of  St.  Louis  for  the  month  of  April. 
Teachers  and  pupils  are  already  at  work  and  the 
co-operation  of  the  parents  in  the  home,  of  music 
and  civic  clubs  is  being  asked.  The  effects  of 
such  a  contest  are  far-reaching  and  will  soon 
raise  appreciation  of  music  in  the  community  to 
a  higher  plane. 


soss 


•I 


r 


Soss  Invisible  Hinges 


are  essential  to  preserve  the  beauty  of  design,  particularly 
when  it  is  desired  to  disguise  the  talking  machine  cabinet. 
In  many  of  the  better  cabinets  of  today  Soss  Hinges  are 
used.  They  are  mechanically  accurate  and 
can  be  installed  quickly  and  easily. 

Write  for  Catalogue 

SOSS  MANUFACTURING  COMPANY 

778  Bergen  Street,  Brooklyn,  N.  Y. 


Joseph  E.  Medairy,  whose  critical  illness  was 
noticed  in  this  correspondence  last  month,  died 
recently  at  the  home  of  relatives  here,  follow- 
ing his  return  from  Atlanta,  where  he  was 
stricken  and  was  compelled  to  relinquish  his 
position  as  manager  of  the  Goodart-Tompkins 
Co.  Before  going  to  Atlanta  he  was  manager 
for  several  years  of  the  Stix,  Baer  &  Fuller 
talking  machine  department.  Before  that  he 
was  with  the  Bollman  Bros.  Piano  Co.  and  the 
Aeolian  Co.  and  with  F.  Loeser  &  Co.,  Brooklyn. 
He  was  thirty-seven  years  old  and  is  survived 
by  his  widow  and  one  child.  He  was  one  of  the 
charter  members  of  the  Tri-State  Victor  Deal- 
ers' Association.  Members  of  the  Tri-State 
Association  and  the  Stix,  Baer  &  Fuller  talking 
machine  department  attended  the  funeral. 

St.  Louis  audiences  have  been  treated  to  some 
rare  musical  events  within  the  last  month. 
Sergei  Rachmaninoff  carried  off  the  piano  honors 
of  the  season,  when  he  was  enthusiastically 
greeted  by  a  full  house. 


YAZOO  RIVER  RED  GUM 

Specials  for  prompt  shipment: 

1st  and  2nd  Plain  Red  Gum. 
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1st  and  2nd  Plain  Red  Gum. 
1st  and  2nd  Qrtd.  Red  Gum. 
Common  and  Btr.  Qrtd.  Red  Gum. 
Common  and  Btr.  Qrtd.  Red  Gum. 
No.  1  Common  Plain  Red  Gum. 
No.  1  Common  Plain  Red  Gum. 
No.  1  Common  Qrtd.  Red  Gum. 
No.  1  Common  and  Btr.  Plain  Red  Gum. 
1st  and  2nd  Sap  Gum. 
1st  and  2nd  Sap  Gum. 
1st  and  2nd  Sap  Gum. 
1st  and  2nd  Sap  Gum. 


4 

cars 

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No.  1  Common  Sap  Gum. 
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No.  1  Common  and  Btr.  Qrtd. 
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No.  1  Common  and  Btr 
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Our  Red  Gum  is  of  soft  texture  and  rich  dark  color, 
seasoned. 


White  Oak. 
White  Oak. 
White  Oak. 
Qrtd.  Red  Oak. 
Qrtd.  Red  Oak. 

Specially  manufactured  and 


Send  us  your  inquiries  for  all  kinds  of  cabinet  woods. 

THOMAS  &  PROETZ  LUMBER  CO. 

3400  Hall  St.,  St.  Louis,  Mo. 


The  La  Scala  Orchestra  with  Arturo  Toscanini 
gave  one  of  the  finest  orchestral  evenings  ever 
beard  in  St.  Louis  and  impressed  deeply  the 
immense  audience. 

Fritz  Kreisler  appeared  again  just  four  weeks 
after  a  previous  concert,  this  time  as  guest 
artist  with  the  St.  Louis  Symphony  Orchestra. 
It  proves  his  immense  popularity  that  he  was 
just  as  enthusiastically  received  in  his  Symphony 
appearance  as  in  his  concert  when  he  playxd 
more  popular  numbers. 

Hans  Kindler  surprised  music  lovers  in  the 
city,  for  he  came  a  practically  unknown  artist, 
but  left  with  the  highest  praise  of  everyone  who 
heard  him. 

In  all  of  these  concerts,  save  that  of  the  La- 
Scala  Orchestra  (when  the  New  York  Souvenir 
Program  was  used),  the  programs  were  used  by 
the  Kieselhorst  Piano  Co.,  the  Smith-Reis  Piano 
Co.  and  the  Lehman  Music  House,  of  East  St. 
Louis,  to  advertise  their  Victor  service  on  rec- 
ords by  the  artists  appearing. 

The  Music  Merchants'  Association  of  St. 
Louis  has  contributed  $150  and  25  per  cent  of  its 
income  for  the  rest  of  the  year  toward  the  deficit 
oi  the  St.  Louis  Symphony  Society. 

Manager  R.  W,  Jackson,  of  the  Brunswick 
Co.,  announces  a  very  good  demand  for  the 
Brunswick  console  type  machine  that  sells  for 
$300  and  says  the  trend  is  toward  the  higher- 
priced  machines.  Manager  Jackson  has  rd- 
turned  from  a  business  trip  to  Chicago. 

The  February  business  of  the  Stix,  Baer  & 
Fuller  talking  machine  department  was  55  per 
cent  ahead  of  February,  1920,  according  to  F.  J. 
Ennis,  the  new  manager  of  the  department. 
The  best  demand  was  for  the  most  expensive 
and  the  cheapest  machines.  Medium-priced 
machines  did  not  go  so  well. 

A.  E.  Whitaker  has  closed  his  piano  and  talk- 
ing machine  business  in  the  Arcade  Building  and 
has  taken  a  position  with  the  Scruggs,  Vander- 
voort  &  Barney  music  department. 

Miss  Emma  Hammer,  formerly  with  the 
Kieselhorst  Piano  Co.  talking  machine  depart- 
ment, has  taken  a  position  with  the  Wurlitzer 
talking  machine  department. 

George  E.  Brightson,  president  of  the  Sonora 
Phonograph  Co.,  New  York,  was  here  recently. 

The  Kieselhorst  Piano  Co.,  of/  St.  Louis,  has 
organized  a  study  hour  for  the  Victrola  depart- 
ment covering  the  first  hour  of  the  day  and  in- 
cluding the  machine  and  record  sales  people  and 
manager,  T.  L.  Maetten.  One  sales  person  will 
have  charge  each  week  under  the  general  super- 
vision of  Mr.  Maetten. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


A  Real  Merchandising  Proposition 


We  are  not  exaggerating  in  the  least  when 
we  say  that  the  new  Jewett  Phonograph 
has  created  a  very  real  sensation  in  the 
phonograph  field. 

Besides  being  an  exquisitely  beautiful  in- 
strument in  design  and  finish,  it  possesses  a 
tone  decidedly  more  lifelike  in  quality,  we 
believe,  than  any  other  phonograph  on  the 
market. 

And  the  entire  Jewett  line,  including  both 
upright  and  console  models,  is  priced  so 
far  below  the  usual  prices  of  high  grade 
phonographs  as  to  be  truly  astonishing. 


Here  is  a  merchandising  proposition  of 
real  merit,  backed  by  a  company  of  un- 
questioned financial  standing — the  same 
strong  financial  interests  that  have  been 
behind  the  Paige-Detroit  Motor  Car  Com- 
pany and  other  equally  large  and  success- 
ful enterprises. 

A  broad-gauged  policy  will  be  followed  in 
marketing  it — a  policy  fe-atured  by  liberal 
discounts  and  generous  co-operation  in 
local  advertising. 

Details  of  agency  proposition  may  be  had 
upon  request. 


The  Jewett  Phonograph  Company 

General  Sales  Offices:    1730  Penobscot  Bldg.,  Detroit  Mich. 


^Jewett 

PHONOGRAPHS 


94 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


AUTOMATIC  STOPS 

The  simplest  and  most  efficient  Auto- 
matic Stop  on  the  market. 
They  give  excellent  service, 
are  easily  installed  and  are 
absolutely  guaranteed. 


Send  SO  cents  for  Sample  Stop 


Kirkman  Engineering  Corporation 

484-490  Broome  St.,  New  York 


by  most  intense  earnestness   and  enthusiasm. 

It  is  not  often  that  Thomas  A.  Edison  himself 
attends  a  meeting  of  this  description,  but  he 
decided  to  join  those  assembled  for  a  short  time. 
The  company  received  him  with  an  outburst  of 
spontaneous  applause  as  he  made  his  appear- 
ance, and  for  about  half  an  hour  he  held  their 
close  attention  by  his  wit  and  wisdom.  ,  He 
touched  on  financial  and  business  conditions, 
making  some  shrewd  deductions,  and  he  in- 
dulged in  several  humorous  anecdotes,  which 
were  keenly  enjoyed. 

Jobbers  and  jobbers'  travelers  at  the  confer- 
ence were:  N.  D.  Griffin,  P.  R.  Hawley,  Ameri- 
can Phonograph  Co.,  Albany;  F.  H.  Silliman, 
T.  E.  Dean,  F.  S.  Boyd,  L.  H.  Ripley,  G.  R. 
Coner,  The  Pardee-Ellenberger  Co.,  Boston;  F. 
T.  Keeney,  F.  G.  Cook,  C.  H,  De  Forest,  The 


Pardee-Ellenberger  Co.,  New  Haven;  E.  C.  Boy- 
kin,  A.  W.  Toennies,  P.  J.  Burns,  J.  R.  Lewis, 
J.  B.  Gowdy,  The  Phonograph  Corp.  of  Man- 
hattan, New  York  City;  R.  B.  Cope,  H.  G.  Hur- 
rell,  T.  A.  Dillon,  W.  C.  Stiver,  Girard  Phono- 
graph Co.,  Philadelphia;  F.  E.  Bolway,  C.  L. 
Eddy,  H.  D.  Bush,  G.  C.  Cooke,  F.  E.  Bolway 
&  Son,  Inc.,  Syracuse;  G.  E.  Garnett,  The  C. 
B.  Haynes  Co.,  Inc.,  Richmond;  W.  A.  Myers, 
Williamsport.  - 

The  Edison  Laboratories'  representatives  who 
attended  were:  Thomas  A.  Edison,  Charles  Edi- 
son, William  Maxwell,  S.  B.  Mambert,  E.  H. 
Philips,  T.  J.  Leonard,  J.  A.  Shearman,  J.  B. 
Gregg,  A.  L.  Walsh,  D.  B.  Babcock,  D.  E. 
Wheeler,  E.  Trautwein,  H.  R.  Skelton,  C.  S. 
Gardner.  The  Federal  Advertising  Agency  was 
represented  by  Henry  Eckhardt. 


EDISON  JOBBERS  MEET  IN  ORANGE 

Two-day  Session  at  Edison  Laboratories  Sees 
New  Mood  Change  Tests — Thomas  A.  Edison 
Makes  Timely  Address  to  Eastern  Jobbers 


The  eastern  Edison  jobbers  and  their  trav- 
elers held  a  two-day  session  at  the  Orange  Lab- 
oratories on  March  1  and  2.  The  Fourteen 
Sales  Propositions  were  again  the.  basis  for  the 
discussions,  with  particular  stress  laid  on  Sales 
Aid  Service,  means  of  obtaining  salesmen  and 
their  training,  methods  of  assisting  dealers  in 
the  financing  of  their  business  and  the  promo- 
tion of  Re-creation  sales.  One  of  the  most  inter- 
esting features  of  the  meeting  was  the  demon- 
stration of  a  Mood  Change  Party.  This  new 
Edison  psychological  stunt  is  being  widely  dis- 
cussed throughout  the  country  at  present  and 
the  jobbers  and  their  travelers  thought  they 
would  like  to  undergo  a  practical  test.  Mood 
charts  were  distributed,  four  Re-creations  were 
played  and  those  present  noted  down  their  vari- 
ous reactions.  The  whole  conference  was  marked 


Jobbers  Wanted 

FOR  THE 

Deterling  Line 


We  have  a  few  States  open  for 
"live,"  progressive  jobbers. 

The  proposition  is  an  excellent  one, 
with  possibilities  for  substantial 
profits. 

W rite  today  for  open  territory 
The  prices  and  the  goods  are  right. 

DETERLING 

MFG.  CO. 

TIPTON  INDIANA 


HINTS  FOR  ASSOCIATION  MEMBERS 

Some  "Don'ts"  Which  May  Apply  to  Members 
of  Any  Association — If  the  Shoe  Fits  Put  It 
on  and  Profit  by  These  Examples 


One  of  the  members  of  the  trade  has  sug- 
gested that  the  following  hints  from  the  Ameri- 
can Furniture  Manufacturer  might  apply  to  some 
of  the  dealers  who  somehow  forget  all  about 
their  association,  organized  expressly  to  better 
conditions  in  the  talking  machine  industry: 

1.  Don't  come  to  the  meetings. 

2.  But  if  you  do  come,  come  late. 

3.  If  the  weather  doesn't  suit  you  don't  think 
of  coming. 

4  If  you  do  attend  a  meeting  find  fault  with 
the  work  of  the  officers  and  other  members. 

5.  Never  accept  an  office,  as  it  is  easier  to 
criticise  than  to  do  things. 

6.  Nevertheless,  get  sore  if  you  are  not  ap- 
pointed on  a  committee,  but  if  you  are,  do  not 
attend  committee  meetings. 

7.  If  asked  by  the  chairman  to  give  your 
opinion  regarding  some  important  matter  tell 
him  you  have  nothing  to  say.  After  the  meeting 
tell  everyone  how  things  ought  to  be  done. 

S.  Do  nothing  more  than  is  absolutely  neces- 
sary, but  when  other  members  roll  up  their 
sleeves  and  willingly,  unselfishly,  use  their  abil- 
ity to  help  matters  along  howl  that  the  associa- 
tion is  run  by  a  clique. 

9.  Hold  back  your  dues  as  long  as  possible 
or  don't  pay  at  all. 

10.  Don't  bother  about  getting  new  members. 
Let  the  secretary  do  it. 

11.  When  a  banquet  is  given  tell  everybody 
money  is  being  wasted  on  blow-outs  which  made 
a  big  noise  and  accomplished  nothing. 

12.  When  no  banquets  are  given  say  the  as- 
sociation is  dead  and  needs  a  can  tied  to  it. 

13.  Don't  ask  for  a  banquet  ticket  until  all 
are  sold. 

14.  Then  swear  you've  been  cheated  out  of 
yours. 

15.  If  you  get  a  ticket  don't  pay  for  it. 

16.  If  asked  to  sit  at  the  speakers'  table 
modestly  refuse. 

17.  If  you  are  not  asked  resign  from  the  as- 
sociation. 


18.  If  you  don't  receive  a  bill  for  your  dues 
don't  pay. 

19.  If  you  receive  a  bill  after  you've  paid 
resign  from  the  association, 

29.  Don't  tell  the  association  how  it  can  help 
you,  but  if  if  doesn't  help  you  in  the  way  you 
want,  resign. 

21.  If  you  receive  service  without  joining 
don't  think  of  joining. 

22.  If  the  association  doesn't  correct  abuse 
in  your  neighbor's  business  howl  that  nothing 
is  done. 

23.  If  it  calls  attention  to  abuse  in  your  own 
resign  from  the  association. 

24.  Keep  your  eyes  open  for  something 
wrong  and  when  you  find  it,  resign. 

25.  At  every  opportunity  threaten  to  resign 
and  then  get  your  friends  to  resign. 

Try  these:  a  kind  thought,  a  kind  word,  a 
kind  deed. 


ASSOCIATED  No.  70 

UNIVERSAL  TONE  ARM 


Quality  Construction 
Unusually  Good  Tone  No  Blasting 

For  use  in  Phonographs  retailing  up  to  $  1  00. 

Price  for  sample — $2.00. 
Quantity  price  on  application. 


Associated  Phonograph  Supply  Co. 

Dept.  71  Cincinnati,  Ohio 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


95 


A.  G.  KUNDE 

MILWAUKEE,  WIS. 

has  been  appointed  the  exclusive  importer  and  dis- 
tributor for  the  United  States  of  the  famous  Homokord 
Talking  Machine  Records  made  by  the  Homophon 
Co.  of  Berlin. 

The  Homophon  Company  is  one  of  the  largest  record  manufac- 
turing concerns  in  Europe  and  produces  records  of  thirty-one 
different  languages  and  dialects. 

These  records  have  long  been  known  for  the  acoustic  properties 
and  the  physical  composition  used,  for  the  faithfulness  of  the  record- 
ings, the  high  accomplishments  of  the  recording  artists  and  the 
judicious  selection  of  the  vocal,  speaking  and  instrumental  numbers 
recorded. 

Mr.  Kunde  has  arranged  to  carry  a  very  large  stock  in 
Milwaukee  of  Homokord  records  for  the  American  trade. 

A  large  stock  of  the  German  records  will  be  in  shape  for 
distribution  from  Milwaukee  headquarters  about  April  15th. 

The  April  bulletin,  covering  vocal,  instrumental,  yodel, 
dance  and  humorous  records,  covers  only  a  part  of  the  April 
releases. 


Address  all  requests  for  catalogues,  bulletins 
and  complete  information  to: 


A.  G.  KUNDE 

U.  S.  Importer  and  Distributor 
of  Homokord  Records 

297  THIRD  STREET 
MILWAUKEE,  WIS. 


38 


THE    TALKING   MACHINE  WORLD 


March  1.5,  1921 


MODEL  SHOP  IN  CLEVELAND 

Columbia    Headquarters    to    Aid    Dealers  in 
Planning  Own  Stores 


Cleveland,  O.,  March  5. — A  model  store,  wherein 
Columbia  dealers  will  have  an  opportunity  to 
see  how  they  can  plan  their  new  stores  or  im- 
prove their  present  stores,  has  been  completed 
in  the  wholesale  establishment  of  the  Columbia 
Graphophone  Co.  here,  and  an  informal  open- 
ing will  be  held  for  dealers  by  Manager  J.  L. 
Du  Breuil  in  the  near  future.  The  store  occupies 
space  about  thirty  by  fifty  feet,  is  equipped  with 
two  demonstration  rooms  and  two  hearing 
rooms,  the  most  up-to-date  record  sales  system, 
and  is  furnished  with  upholstered  chairs  and 
divans.  The  interior  is  decorated  in  cream  and 
gold,  the  exterior  in  mahogany.  Two  large  show 
windows,  which  will  contain  frequent  changes 
of  window  suggestions,  are  included.  The  new 
model  machines  as  they  arrive  will  be  installed, 


making  a  constant  change  of  display.  Unique 
lighting  fixtures,  designed  especially  for  the 
Grafonola  store,  are  used.  Stanley  Lee,  man- 
ager of  the  Dealer  Service  department,  will  be 
in  charge  of  the  model  store. 


FRANCIS  ALFRED  RUSSELL  ARRIVES 

For  Frank  E.  Russell,  manager  of  the  Victor 
department  of  J.  N.  Adam  &  Co.,  Buffalo,  Feb- 
ruary 22  was  more  than  merely  a  holiday  to 
celebrate  the  anniversary  of  Washington's  birth- 
day, because  on  that  date  Mrs.  Russell  presented 
him  with  a  baby  boy,  who  was  promptly  chris- 
tened Francis  Alfred  Russell. 

In  making  a  statement  _to  some  of  his  friends, 
Mr.  Russell  said  as  soon  as  possible  this  young 
man  will  go  to  the  Victor  School  of  Salesman- 
ship. His  father  went  to  it  and  liked  it,  and  has 
increased  the  business  of  J.  N.  Adam  &  Co. 
from  knowledge  obtained  there,  hence  his  de- 
sire to  pass  it  on. 


J.  E.  MAUNDER  BECOMES  MANAGER 

Takes  Charge  of  the  Talking  Machine  Depart- 
ment of  C.  D.  Smith  Drug  Co.,  St.  Joseph,  Mo. 

J.  E.  Maunder,  formerly  manager  of  the  Stix, 
Baer  &  Fuller  talking  machine  department,  has 
been  appointed  manager  of  the  St.  Louis  branch 
of  the  C.  D.  Smith  Drug  Co.,  St.  Joseph,  Mo., 
district  distributor  for  the  Sonora  talking  ma- 
chines. Preparations  are  under  way  for  opening 
at  613  and  615  Arcade  Building,  where  a  com- 
plete line  of  uprights  and  art  models  will  be 
carried  for  the  convenience  of  dealers  in  St. 
Louis  and  the  eastern  half  of  Missouri.  The 
western  half  of  the  State  and  half  of  Kansas 
and  ten  counties  in  Oklahoma  will  be  looked 
after  from  the  St.  Joseph  headquarters. 


We  all  know  the  old  saying  that  "Honesty  is 
the  best  policy,"  but  how  often  some  forget  to 
practice  it! 


MASTER   WAX  BUSINESS  BLANKS 

The  Wax  and  Novelty  Company 

67-69  Paris  Street,  Newark,  N.  J. 

Manufacturers  of 

Special  Waxes  for  Recording  and  Black  Diamond  Business  Blanks 

The  Black  Diamond  Blank  for  Dictating  Machines  is  made  of  the  finest  materials  and 
will  give  cheaper  and  more  satisfactory  service  than  any  other  blank. 

We  would  be  glad  to  discuss  a  sales  proposition  from  different  territories  for  our 
output. 

F.  W.  MATTHEWS 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


97 


NORTHERN  CALIFORNIA  ASSOCIATIONS  TO  AMALGAMATE 

Allied  Music  Trade  in  San  Francisco  Bay  Region  to  Meet  at  Commercial  Club  March  15 — Impor- 
tant Program  Outlined — Will  Help  Trade  Solidarity — Robinson  Has  Edison — Brunswick  Progress 


Sant  Francisco,  Cal.,  March  5. — One  special 
benefit  of  a  deflation  period  is  that  at  such  a 
time  the  merchants  are  brought  to  a  realiza- 
tion of  the  absolute  necessity  of  getting  to- 
gether in  order  to  uphold  standardization  in 
business  methods.  The  panicky  few  have  alto- 
gether too  much  influence  on  the  trade  and  the 
buying  public  and  it  is  only  by  the  contacts 
possible  in  forward-looking  associations  that 
general  confidence  can  be  effectively  stimulated. 
Business  conditions  on  the  Pacific  Coast  are  not 
up  to  normal,  yet  there  is  no  reason  to  be  un- 
duly concerned  because  of  that  fact.  The  mer- 
chants are  well  trained  in  handling  difficult 
problems  arising  from  uncertain  economic  con- 
ditions; they  have  been  conducting  business  for 
some  months,  having  in  mind  a  possible  slump, 
and  now  they  are  well  fortified  against  the  em- 
barrassments of  a  declining  market  and  curtailed 
demand.  No  business  failures  of  importance  in 
the  California  music  trades  have  been  reported 
recently. 

To  Organize  New  Association  in  the  North 

A  new  business  organization,  which  will  un- 
doubtedly be  a  great  force  in  maintaining  trade 
confidence  here,  is  to  be  formally  organized  in 
San  Francisco  on  March  15.  This  is  the  Music 
Trades  Association  of  Northern  California, 
which  will  be  an  amalgamation  of  the  talking 
machine,  piano  merchants  and  sheet  music  deal- 
ers' associations,  and  will  also  include  the  small 
goods  dealers.  The  Music  Trades  Association 
of  Southern  California,  which  has  a  paid  secre- 
tary and  permanent  office,  has  done  a  vast 
amount  of  good  in  the  South,  especially  in  pro- 
moting business  harmony,  beneficial  legislation, 
standardization  of  business  procedure,  etc.  Now 
San  Francisco  will  fall  in  line  under  the  banner 
of  co-operation.  Several  meetings  of  the  or- 
ganization committee  have  already  been  held 
and  the  outlook  for  a  large  charter  membership 


is  splendid.  On  March  15  a  dinner  will  be  given 
at  the  San  Francisco  Commercial  Club,  to  which 
ali  the  members  of  the  allied  music  trades  in  the 
San  Francisco  Bay  region  have  been  invited.  A 
set  of  by-laws  has  been  prepared  and  at  the 
meeting  the  dealers  will  be  given  the  opportunity 
to  sign  up,  a  method  of  financing  the  organiza- 
tion will  be  devised  and  officers  will  be  elected. 
The  principal  speakers  at  the  dinner  will  be 
A  G.  Farquharson,  secretary  of  the  Music 
Trades  Association  of  Southern  California,  who 
will  address  the  company  on  "What  the  Music 
Tiades  Association  Has  Accomplished  in  South- 
ern California,"  and  Robert  W.  Martland,  sec- 
retary of  the  California  Auto  Trades  Association, 
who  will  talk  on  "Co-operation."  The  organi- 
zation committee  is  as  follows:  Temporary 
chairman,  George  Hughes,  of  the  Wiley  B.  Al- 
len Co.;  acting  secretary,  Shirley  Walker,  of 
Sherman,  Clay  &  Co.;  Irving  C.  Franklin,  dis- 
trict manager  of  the  phonograph  division  of  the 
Brunswick-Balke-Collender  Co.;  G.  McConnell, 
of  McConnell  &  Fraser;  John  D.  Loder,  Pacific 
sales  manager  of  the  Sonora  Co.;  Walter  S. 
Gray,  the  talking  machine  accessories  jobber, 
and  Byron  Mauzy,  of  the  Byron  Mauzy  Co. 
Installs  Complete  Edison  Department 
Robinson  &  Sous  Co.,  large  furniture  dealers 
of  San  Jose,  have  done  so  well  with  Edison  mer- 
chandise since  they  took  on  the  line  last  De- 
cember that  the  company  has  added  a  complete 
Edison  department  on  the  main  floor,  making 
extensive  alterations  and  improvements  to  ac- 
commodate the  department.  The  department 
is  one  of  the  most  attractive  in  Santa  Clara 
County.  The  main  display  and  demonstration 
room  is  twenty  by  twenty  feet  and  there  are 
three  other  soundproof  rooms,  each  twenty  by 
ten  feet.  Later  three  additional  demonstration 
rooms  will  be  installed  on  the  balcony.  Ad- 
joining the  demonstration  rooms  is  an  Edison 


Well  Rated  Dealers 
Can  Discount  Their 

PHONOGRAPH  INSTALLMENT 
CONTRACTS 

WITH  US 

Thereby  Turning  Their  Acco  unts 
INTO  WORKING  CAPITAL 


459-465  Montgomery  St. 
San  Francisco,  Cal. 


turntable  room.  The  department  office,  on  the 
main  floor,  and  the  other  rooms  are  all  finished 
in  ivory  and  French  gray  and  luxuriantly  fur- 
nished. The  record  racks  are  under  the  grand 
staircase  leading. to  the  balcony.  The  manager 
of  the  new  department  is  Frederick  Orr,  for- 
merly with  Galiegher  &  Cole,  of  San  Jose,  and 
prior  to  that  sales  engineer  for  the  Pathe  Co. 
Mr.  Orr  originally  received  his  training  with 
the  Edison  Co.,  and  he  is  an  enthusiastic  be- 
liever in  Edison  goods  and  methods  of  mer- 
chandising. He  will  take  advantage  of  all  the 
Edison  "go-getter''  interlocking  plans  of  mer- 
chandising and  will  carry  a  complete  repre- 
sentative Edison  line  exclusively.  A  feature  of 
the  new  department  will  be  daily  recitals  in  the 
concert  hall  on  the  second  floor  of  the  building. 
The  grand  opening  is  planned  for  March  15. 
Remember  the  Fancy  Ball  on  April  2 
Folks,  get  your  costumes  ready  for  the  grand 
fancy  dress  and  mask  ball  in  the  Gold  Room 
of  the  Palace  Hotel  on  April  2!  The  arrange- 
(Continued  on  page  98) 


When  a  customer  walks  into  your  store  and  says  "Gimme"  16950,  51630,  etc. — 
Do  you  "fumble  and  fool"  until  he's  gone  or  do  you  ??? 

File  Your  Records  so  you  can  find  them  for  quick  sale  and  service 

This  System  pays  for  itself  by  increasing  Sales  through  better  service  and  Automatic  ordering  of  "Sold-Out"  Records 

OGDEN'S  PATENTED  RECORD  FILING  CABINETS  AND  VISIBLE  TAB  INDEXES  ARE  GUARANTEED 

Immediate  Shipments 

on  all  models  in  stand- 
ard finishes.  Light  and 
Golden  Oak,  Red  and 
Brown  Mahogany,  En- 
amels, White,  Old  Ivory 
and  French  Grey. 


THE  OGDEN 
SALES  SYSTEM  GUIDE 

— 1         A  COMSINATION  NUMBERED  ' 
INDEX  AND  SALES  RECORD.  LO- 
CATES ALL  RECORDS  BY  USING         Wff,  i 
ONE        EACH  IrTLE  (  :  ■BO^ 


HO  TTOC*  EKVELOtt  REQUIRED 


SALES  SYSTEM  ENVELOPES 
keep  track  of  what  you  sell  and 
what  you  need — an  automatic  in- 
ventory, showing  profitable  and  slow 
sellers.  Arranged  for  upright  or 
flat   filing  and   will   fit  any  system. 


Sectional  Models!  Fit  Any  Size 
Stock   and   Help   You  Grew. 


Visible  Tab  Paperoid  Index 

The  Tab  extends  In  front  of  the  record 
with  numbers  always  visible.  Used  the  same 
as  a  stock  envelope,  one  for  each  title,  leav- 
ing all  records  In  their  envelopes.  Is  used 
to  re-order  by  and  keeps  "Sold-out"  num. 
bers  continually  before  you. 

Shows  quick  and  slow  sellers.  The  best 
and  simplest  "Sales  and  Ordering"  lndei 
ever  devised  and  rapidly  replacing  the  stock 
cover  because  of  its  many  advantages.  Fits 
any  filing  system,  shelving  or  racks.  Printed 
both  sides  for  right  or  left  hand  flat  or 
upright  filing. 


98 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


CALIFORNIA  ASSOCIATIONS  TO  MERGE 

(Continued  from  page  97) 

merits  for  the  big  affair  have  all  been  made  and 
without  question  this  will  be  the  most  interest- 
ing function  to  be  held  in  a  long  time  by  the 
talking  machine  and  music  trade  merchants  of 
the  San  Francisco  district.  Billy  Morton,  man- 
ager of  the  retail  talking  machine  department 
of  Sherman,  Clay  &  Co.,  has  been  working 
overtime  preparing  for  the  ball. 

Brunswick  Record  Stars  in  Concert 
Irving  C.  Franklin,  of  the  San  Francisco  office 
of  the  Brunswick-Balke-Collender  Co.,  says 
February  business  shows  an  improvement  over 
January.  The  recent  tours  of  Godowsky,  Rosen 
and  Virginia  Rea  on  the  Coast  have  created 
much  interest  in  Brunswick  records.  Mr.  Mc- 
Neil of  McNeil  &  Co.,  Stockton,  has  won  local 
fame  as  an  impresario  by  reason  of  a  stunt  he 
maneuvered'  this  month.  Mr.  McNeil  thought 
it  would  be  a  treat  for  his  fellow  citizens,  as 
well  as  a  fine  business  expedient,  to  have  Miss 
Rea,  Godowsky  and  Rosen  give  a  concert  to- 
gether at  the  T.  &  D.  Theatre,  and  he  went  to 
work  accordingly.  Luck  favored  and  he  was 
able  to  secure  the  services  of  the  three  Bruns- 
wick stars.    Many  record  sales  resulted. 


SPECIAL  WINDOW  FOR  GRAND  OPERA 


ADAM  AND  EVE  ON  DISPLAY 


San  Francisco  House  Has  Novel  Window  Dis- 
play to  Feature  Columbia  Record  Hit 


San  Francisco,  Cal.,  March  5. — Among  the  in- 
teresting and  attractive  window  displays  seen 
recently  at  the  music  houses  of  this  city  was 
that  of  the  G.  A.  Einselen  Music  Co.,  featuring 


Unique  Window  of  G.  A.  Einselen 

the  Columbia  record,  "Eve  Cost  Adam  Just 
One  Bone."  Two  large  Kewpie  dolls  were 
placed  in  the  center  of  a  display  representing 
the  ancient  Garden,  and  the  entire  background 
was  made  up  of  a  large  cut-out  of  the  record. 
In  his  hand  Adam  held  the  rib  bone  which 
started  all  the  controversy.  The  window  was 
designed  by  R.  C.  Coltart. 


Unusual  Treatment  of  Display  Carried  Out  by 
the  R.  H.  White  Co.  in  Boston 


Boston,  Mass.,  March  7. — Quite  an  ambitious 
undertaking  has  been  achieved  at  the  R.  H. 
White  Co.'s  Washington  street  establishment, 
where  one  window  is  given  over  to  grand  opera 
tableaux  wherein  are  featured  the  Victor  rec- 
ords. In  the  window  a  miniature  stage  has 
been  built  and  throughout  the  day  there  are 
different  scenes  from  such  operas  as  "Carmen," 
"Aida"  and  "Faust"  shown,  a  change  being  made 
hourly.  In  each  scene  there  are  two,  three  or 
more  characters  represented,  all  in  costume.  In 
the  foreground  are  the  Red  Seal  Victor  records 
of  the  selections  from  the  operas  illustrated  on 
the  little  stage.  The  window  has  been  arranged 
by  Ford  M.  Sperry,  the  manager  of  the  R.  H. 
White  Co.'s  talking  machine  department,  who 
worked  out  the  scheme  in  co-operation  with  local 
Victor  representatives. 


Victor  Dealers 

The  Usoskin  Victor  Monthly 
Window  Display  Service  is  the 

ideal  salesman. 

It  stays  on  the  job  day  and  night. 
It  makes  sales  for  you  at  all  hours. 
It  never  goes  on  strike. 
Its  salary  is  only  a  few  cents  a  day. 

Let  us  send  you  a  sample  set 
and  tell  you  more  about  it. 

USOSKIN   LITHO,  Inc. 

230  WEST  17th  ST.,    NEW  YORK  CITY 


AUTOS  AND  TALKING  MACHINES 


EDISON  1921  AMBEROLA  DISPLAYS 


New  Series  Is  Considerably  Larger  Than  1920 
Displays  and  Is  Prepared  in  Many  Colors 


The  accompanying  illustration  shows  one  of 
the  first  1921  series  of  Edison  Diamond  Am- 
berola   window   displays    prepared   by  Einson 
Litho,    Inc.  Edison 
dealers   have  already 
received   this  display 
and    are  enthusiastic 
regarding   its  artistic 
appearance  and  sales 
value. 

The  new  series  will 
be  considerably  larger 
than  the  1920  displays 
and  every  display  will 
involve  the  use  of 
many  colors.  The 
April  window  which 
is  reproduced  is  en- 
titled "Amberola 
Nights,"  the  general 
design  typifying  the 
famous  "Arabian 
Nights."  A  pleasing 
Oriental  color  scheme 
is  introduced  in  this 
display  and  the  win-  Edison  Diamond 

dow  as  a  whole  is  well  calculated  to  attract 
the  attention  of  passers-by. 


Harry  C.  WTood,  proprietor  of  the  West  End 
Garage,  on  West  Hanover  street,  Trenton,  N.  J., 
is  the  only  automobile  dealer  in  that  city  to 
become  a  talking  machine  dealer.  Mr.  Wood 
has  devoted  his  attractively  arranged  show- 
room facing  on  West  Hanover  street  to  the  dis- 
play of  talking  machines.  "The  sale  of  talking 
machines,"  he  said,  "aids  my  auto  business  and 


Amberola  Window  Display  for  Dealers 

vice  versa.  Garage  owners  have  plenty  of  time 
just  now  and  I  devote  it  to  the  sale  of  the 
'talkers'." 


THE  PH0N0LAMP  IN  TRENTON 


The  Electric  Phonograph  Corp.  has  opened 
an  establishment  at  15-17  North  Montgomery 
street,  Trenton,  N.  J.,  for  the  sale  of  the  Phono- 
lamp.  Roberts  &  Jammer  have  been  made  the 
New  Jersey  distributing  agents  for  the  Phono- 
tamp.  The  instrument  is  a  novelty  in  musical 
contrivances,  being  a  phonograph  and  lamp. 


OPENS  IN  PRINCETON,  N.  J. 

B.  Franklin  Bunn,  manager  of  the  University 
Store,  Princeton,  N.  J.,  has  opened  a  musical 
establishment  on  Nassau  street,  that  city,  after 
having  thoroughly  renovated  the  building  for 
that  purpose.  Mr.  Bunn  handles  talking  ma- 
chines, records  and  other  musical  instruments. 


DON'T  SPECULATE 

on  slow  service — It  hurts  trade 

MOORE-BIRD  COMPANY 


Distributors  of 


Records 


Gives  best  attention  and  quickest  delivery  on  all  orders.    Your  business  requires  speed 

MOORE-BIRD  COMPANY,  1751  California  Street,  Denver,  Colorado 


The  Talking  Machine  World,  New  York,  March  15,  1921 


A  Sales  Builder 

THE 

DANCE  NEEDLE 


The  new  DANCE  NEEDLE  which  we  introduced  last 
month  has  already  won  countrywide  popularity  and  dealers 
are  enthusiastic  regarding  its  sales  appeal. 

The  DANCE  NEEDLE  is  the  only  one  of  its  kind  in  the 
market,  and  this  name  alone  will  make  it  an  ideal  selling 
proposition. 

The  DANCE  NEEDLE  is  a  decided  novelty  that  can  be 
featured  as  a  direct  attraction  to  the  consumer.  Every  buyer 
of  dance  music  is  a  prospect  for  substantial  sales  of  the 
DANCE  NEEDLE.  Approximately  75%  of  all  records  sold 
are  dance  records,  and  this  means  that  75%  of  all  needles 
sold  will  eventually  be  the  DANCE  NEEDLE. 

There  is  no  other  needle  manufactured  that  has  such  a 
unique  and  direct  appeal  to  the  consumer. 

The  DANCE  NEEDLE  is  only  one  of  the  ten  standard  styles 

of  needles  we  manufacture. 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO    HEINEMAN,  President 

25  West  45th  Street  New  York  City,  N.  Y. 

Factories:  Newark,  N.  J.  Elyria,  Ohio  Putnam,  Conn.  Springfield,  Mass.  Kitchener,  Ont. 

Branch  Offices:        Chicago,  III.  Toronto,  Can.  London,  Eng. 


March  15,  1921 


THE   TALKING   MACHINE  WORLD 


99 


JOHN  H.WILSON, Manager 

324 WASHINGTON  ST.,BOSTON,MASS. 


BOSTON 


ENGLAND 


Boston,  Mass.,  March  4. — General  business  con- 
ditions in  the  talking  machine  industry  are 
showing  marked  signs  of  improvement.  The 
money  question  is  playing  its  part  in  retarding 
progress  with  the  small  dealers  who  are  run- 
ning close  on  stocks.  The  partial  payment  plan 
is  not  being  seized  with  any  great  degree  of 
avidity  by  the  buying  public,  though  there  has 
been  great  pressure  brought  to  bear  through 
the  medium  of  daily  newspaper  advertising  by 
many  dealers  throughout  the  city.  This  class  of 
patronage,  however,  is  being  very  closely  scru- 
tinized by  dealers  who  are  not  disposed  to  let 
the  buyers  get  a  bit  behindhand. 

Hope  Prof.  Day  Is  a  True  Prophet 

According  to  a  speaker  who  addressed  the 
Dartmouth  Club  at  the  City  Club  yesterday, 
business  will  begin  to  boom  this  Spring.  This 
speaker,  Professor  E.  E.  Day,  of  the  economics 
department  of  Harvard,  showed  charts  by  which 
he  said  the  trend  of  business  can  be  forecasted 
six  months  ahead.  He  declared  the  process  in- 
volves nothing  mysterious  or  occult,  but  follows 
well-defined  economic  lines. 
"The  Wandering  Minstrel"  Makes  Its  Debut 

"The  Wandering  Minstrel,"  in  its  dress  of 
green,  made  its  initial  appearance  about  the  mid- 
dle of  February  and  the  second  issue  is  awaited 
with  interest.  Miss  Frances  Hanson,  of  the 
Steinert  forces,  is  the  editor  and  she  is  to  be 
congratulated  on  bringing  together  some  read- 
able material.  Frank  S.  Horning,  of  the  F.  S. 
Horning  Co.,  Inc.,  Victor  dealer,  at  22  Boylston 
street,  is  represented  with  a  good  article,  and 
the  next  issue  should  find  others  of  the  talking 
machine  dealers  included  within  its  pages. 
New  England  Columbia  Salesmen  Gather 

All  the  New  England  salesmen  of  the  Colum- 
bia Co.  gathered  late  in  February  at  the  Boston 
branch  headquarters  for  the  February-March 
sales  conference,  at  which  the  selling  program! 
for  the  following  month  was  launched.  The 
conference  was  attended  by  O.  F.  Benz,  the 
record  sales  manager  of  the  Columbia  Co., 
who  came  over  from  New  York  especially  for 
this  occasion.  Manager  Fred  E.  Mann  presided 
and  in  his  talk  to  the  assembled  men  he  im- 
parted some  of  his  well-known  energetic  and 


Optimism,  Confidence 

and 

Steinert  Service 

Overcome  and  surmount  any  and  all 
obstacles  or  difficulties  and  help  make 


LOYAL 


DEALERS 


VICTORIOUS 


M.  STEINERT  &  SONS  CO. 

VICTOR  WHOLESALERS 

35  Arch  Street       ::       ::       ::       ::      ::      ::  Boston 

STEINERT  SERVICE  SERVES 


enthusiastic  sales  ideas.  Plans  were  outlined 
for  further  development  of  the  house-to-house 
campaign,  which  has  been  in  progress  since 
before  the  holidays  and  which  has  met  with 
marked  success  in  this  territory.  Complete 
plans  for  the  sale  of  the  Musi-Call,  the  Colum- 
bia's novelty  self-starting  device,  were  also 
dwelt  upon.  Messrs.  Mann  and  Benz  described 
the  various  uses  to  which  this  attachment  may 
be  applied. 

According  to  Manager  Mann  the  Columbia's 
new  retired  record  plan,  inaugurated  on  the 
first  of  this  month  and  which  calls  for  the  sale 
of    discontinued    numbers    at    fifty-nine  cents 


v\\\\\^lll/////// 


^0a\\\\\1  IIJ///// K\ A 


IT'S  the  "student" 
among  dealers  who 
keeps  growing.  You'll 
learn  more  about 
good  service  by  using 
Eastern  Service,  al- 
tho  the  endorsement 
of  others  is  flattering. 

Eastern  Service 
specializes  on  the  Vic- 
trola  and  Victor  Rec- 
ords in  New  England. 


Eastern  Talking  Machine 
Co. 

85  Essex  Street 
Boston,  Mass. 


each,  has  met  with  general  approval  among  the 
company's  dealers,  who  appreciate  the  possi- 
bilities of  the  plan  for  stimulating  trade.  On 
the  whole,  the  dealers  are  appreciative  of  the 
company's  purpose  to  dispose  of  the  outnum- 
bers in  this  manner  rather  than  by  means  of 
the  return  system  hitherto  in  force.  The  first 
of  the  month  found  Mr.  Mann  quite  optimistic 
with  regard  to  the  immediate  outlook  for  con- 
tinued improvement  of  business  in  this  terri- 
tory. February,  he  reports,  made  a  better  show- 
ing than  January,  which  had  shown  a  gain  over 
December. 

Some  Cause  for  Optimism 

The  Eastern  Talking  Machine  Co.  is  finding 
no  cause  for  complaint,  especially  when  it  re- 
ceived an  order  yesterday  from  a  dealer  not  far 
from  Boston  for  twenty-four  $150  Victor  ma- 
chines. February,  according  to  one  of  the 
Eastern  Co.'s  staff,  was  the  biggest  of  any 
similar  month  in  the  history  of  the  company, 
and  from  the  talks  that  the  company's  repre- 
sentatives have  had  with  dealers  there  is  every 
reason  to  believe  that  business  is  coming  along 
rapidly.  The  output  of  the  factory  is  now  such 
that  the  records  are  coming  along  better  than 
ever  and  dealers  are  experiencing  no  difficulty 
in  getting  all  the  popular  numbers  they  desire, 
so  the  Eastern  Co.  reports.  Hovey  Dodge  was 
over  to  the  factory  a  fortnight  ago  and  Herbert 
Shoemaker  plans  a  trip  over  within  the  next 
fortnight. 

Alex.  Steinert  Visiting  Panama  Zone 

Alexander  Steinert,  head  of  the  Steinert 
house,  is  enjoying  a  trip  to  the  Panama  Zone, 
taken  in  company  with  several  members  of  the 
Boston  Athletic  Association.  On  his  return 
he  plans  to  stop  at  some  of  the  Florida  resorts 
and  perhaps  do  a  little  golfing,  at  which  sport 
he  is  quite  an  adept. 

Business  with  the  C.  C.  Harvey  Co. 

Business-in  the  Edison,  Brunswick  and  Victor 
lines  has  been  more  than  good  at  the  C.  C. 
Harvey  Co.'s  Boylston  street  warerooms.  Man- 
ager Francis  T.(  White,  who  lately  suffered  the 
loss  of  a  brother,  felt  the  necessity  for  a  change 
and  rest  and,  accompanied  by  his  wife  and 
family,  he  took  a  trip  into  the  White  Moun- 
(  Continued  on  ,  page  100) 


THE   TALKING    MACHINE  WORLD 


March  15,  1921 


NEW  HAVEN 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND— (Continued  from  page  99) 

fains,  where  they  were  able  to  enjoy  some  of 
the  healthy  outdoor  Winter  sports.  Mr.  White 
returned  to  his  labors  greatly  benefited  by  the 
change. 

Miss  Her  Genial  Presence 

Manager  Reed  of  the  Steinert  house  is  lone- 
some these  days  for  he  has  lost  his  secretary, 
Miss  Esther  Samuels,  who,  though  she  had  mar- 
ried some  months  ago  and  is  now  Mrs.  Max 
Alman,  had  returned  to  take  up  her  official 
duties.  Now,  however,  she  has  departed  for 
good  and  her  presence  will  be  greatly  missed  by 
those  of  the  trade  who  were  wont  to  drop  into 
Reed's  cheery  office.  It's  domestic  life  that  is 
now  engrossing  Mrs.  Alman's  attention 

Brunswick  Artists  in  Concert  Here 

There  was  a  large  audience  at  Symphony  Hall 
Sunday  evening,  February  27,  when  the  Bruns- 
wick local  management  undertook  a  concert, 
the  artists  being  two  of  the  Brunswick  stars, 
Max  Rosen,  the  American  violinist,  and  Miss 
Virginia  Rea,  coloratura  soprano.  The  hall 
was  well  filled  and  the  violinist  and  singer  gave 
great  pleasure.  Similar  concerts  were  given 
at  several  other  places  throughout  New  Eng- 
land. Harry  Spencer,  the  New  England  whole- 
sale manager  of  the  Brunswick,  is  to  be  con- 
gratulated on  the  success  of  the  affair. 

Eight  Victor  Artists  Will  Not  Appear 

The  concerts  planned  by  Manager  Reed  of 
the  Steinert  house  by  the  Eight  Famous  Victor 
Artists  have  been  given  up  largely  because  of 
conditions  in  some  of  the  New  England  cities. 
Brilliantone  Man  in  Town 

L.  J.  Unger,  of  the  Brilliantone  Steel  Needle 
Co.,  was  a  visitor  in  Boston  the  end  of  Febru- 
ary. He  stopped  over  en  route  back  to  New 
York  after  a  profitable  trip  among  some  of  the 
New  England  cities.  He  reports  the  gilt  edge 
new  Brilliantone  needle  as  becoming  very 
popular  with  talking  machine  users. 

Dan  Creed  Drops  in 

Another  local  visitor,  always  welcome,  has 
been  Dan  Creed,  general  manager  of  the  New 


HORTOK-GALLO  CREAMER  CO 


CONNECTICUT 


VICTOR  SERVICE  SPECIALISTS 


York  Talking  Machine  Co.,  who  dropped  in  at 
the  offices  long  enough  to  say  "howdee." 
Pathe  Dealers  Hold  Conference 
Forty  New  England  Pathe  dealers  came  to 
Boston  in  February  to  have  an  all-day  confer- 
ence at  the  Hallet  &  Davis  Co.'s  warerooms 
in  Boylston  street.  The  dealers  came  from 
Portland,  Bangor,  Lewiston  and  Biddeford,  Me., 


Providence  and  Woonsocket,  R.  I.,  New  Lon- 
don and  Danielson,  Conn.,  and  Springfield,  Wor- 
cester, Fitchburg,  North  Adams,  Mass.,  Keene, 
N.  H.,  and  other  places.  It  was  a  regular 
"get-together"  occasion  and  its  prime  purpose 
was  to  instill  new  hope  in  the  minds  of  the 
dealers  and  to  convince  them  that  despite  con- 
ditions there  was  business  to  be  had  if  only 


i 


The  E.  B.  Shiddell  Co.,  the  biggest  equipped  and 
only  New  England  Distributor  for  QJ4^ Records,  offers 
helpful  cooperation  and  prompt  service  to  new  Dealers. 
Become  one  today! 

OKeiL  Records  are  assured  sellers.  They  are  superior 
recordings  of  nationally  and  internationally  famed  artists. 

Dance  Records  excel  because  of  their  fertile  origi- 
nality, volume  and  tonal  qualities.  It  is  the  record  that 
suits  every  taste.    Get  acquainted  with  our  proposition. 


1 


Okeh  Distributors 


I 


1 


1 


E.B.  Shiddell  Co.,  1 42  Berkeley  St.,  Boston,  Mass.  1 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


101 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND— (Continued  from  page  100) 


"'  

1 1 1 1 1  "*  11 


Tl I  Fill  II  II  I  II  I  I  llll II  I  I  I  I 
'  I  I  1  LCI  | 


Building  More  Sales 

for  the  Victor  Dealer 

We  consider  it  highly  important  to  co-operate  with 
our  dealer  clients  to  the  end  that  their  Victrola  sales 
may  obtain  a  maximum  volume  and  yet  involve  a 
minimum  of  expense  per  unit  of  sale. 

Concrete  practical  help  along  this  line  is  a  funda- 
mental part  of  Cressey  &  Allen  service  to  New 
England  Victor  dealers.   Try  us. 


CRESSEY  &  ALLEN 

PORTLAND,  MAINE 


"li i uniiumi,, mi,  mum  mini  mi'""  T» 

MUi\V t'^'illtlillil^iiil.i^iJiJi^ijjjjJI 


the  dealers  would  go  after  it  the  right  way.  R. 
O.  Ainslie,  manager  of  the  New  England  depart- 
ment, presided  at  the  conferences  and  gave  an 
address.  Others  to  speak  were  President  E.  A. 
YVidmann,  of  the  Pathe  Freres  Phonograph  Co., 
and  Mr.  Watters,  also  of  the  company,  both 
of  whom  came  over  from  New  York  for  this 
conference.  All  of  these  men  made  good  ad-- 
dresses  and  gave  the  dealers  some  spirited  ad- 
vice as  to  how  to  get  business.  Because  of 
his  keen  knowledge  of  retail  business  W.  W. 
Radcliffe,  of  the  Hallet  &  Davis  forces,  gave  an 
inspiring  talk  on  retail  merchandising.  In  the 
evening  the  company  repaired  to  the  Hotel 
Brunswick  for  dinner,  following  which  there  was 
an  impromptu  entertainment  to  which  some  of 
the  talented  members  of  the  Pathe  staff  contrib- 
uted. It  is  expected  that  this  conference  will  be 
the  means  of  greatly  stimulating  the  Pathe 
business  throughout  New  England. 

Hartford  House  Takes  on  Sonora 

Manager  Joseph  Burke,  of  the  Musical  Supply 
&  Equipment  Co.,  was  over  in  Connecticut  late- 
ly and  was  able  to  sign  up  with  a  new  house  to 
handle  the  Sonora  line.  It  was  G.  Fox  &  Co., 
of  Hartford,  an  enterprising  house,  which  should 
be  able  to  do  a  good  deal  for  the  Sonora  in  that 
territory.  A  new  electric  sign  has  lately  been 
installed  on  the  top  of  a  building  at  the  corner 
of  Washington  and  Essex  streets,  a  most  excel- 
lent location,  as  it  can  be  seen  from  quite  a 
distance  down  Washington  street.  Manager 
Burke  says  the  Sonora  business  is  coming  along 
very  well,  all  things  considered. 

National  Jobbers'  Meeting  Is  Postponed 

The  meeting  of  the  Executive  Committee  of 
the  National  Association  of  Talking  Machine 
Jobbers,  which  was  to  have  been  held  in  this 
city  on  March  10  and  11,  has  been  post- 
poned until  next  month  due  to  the  fact  that 
several  members  of  the  committee  are  being 
held  in  New  York  to  attend  to  legal  matters. 


According  to  the  present  schedule  the  executive 
committee  will  meet  in  St.  Louis  on  April  4 
and  5,  and  will  then  journey  to  Boston  to 
hold  another  meeting  on  April  7  and  8.  The 
two  meetings  will  be  held  in  order  to  enable 
the  membership  of  the  Association  at  large  to 
confer  with  the  executives  on  various  matters. 


Henry  Winkelman,  head  of  the  Victor  depart- 
ment of  the  Oliver  Ditson  Co.,  is  a  local  mem- 
ber of  the  Jobbers'  Committee. 

Silliman  a  Visitor  From  London 
Frederic  H.  Silliman,  president  of  the  Pardee- 
Ellenberger  Co.,  Inc.,  had  the  pleasure  of  enter- 
ed Conh'MM<?d  on  page  102) 


KRAFT  BATES-SPENCER 

NEW  ENGL'AND  DISTRIBUTORS 


INC 


PHONOGRAPHS     AND  RECORDS 


A  Romance  Written  in  Dollars  and  Cents 

THE  sales  history  of  The  Brunswick  is  sensational.    We  can  give  it  to  you  here  in  our 
office  in  facts  and  figures  instead  of  the  usual  high-sounding  words  of  a  prospectus  of 
business  to  be  done. 

The  Brunswick  Method  of  Reproduction  has  basic  improvements  which  no  other 
phonograph  has  or  ever  can  have.  People  who  know  ordinary  phonographs  note  the 
different  quality  of  Brunswick  tone  at  the  first  hearing.  No  one  who  hears  The  Brunswick 
and  understands  its  advantages  and  conveniences  in  addition  to  its  better  tone  is  ever 
contented  with  any  other  phonograph. 

Brunswick  owners  seem  to  take  delight  in  explaining  to  their  friends  exclusive  Bruns- 
wick features,  such  as  The  Ultona,  the  only  real  all-record  reproducer  ever  invented,  and 
the  Oval  Tone  Amplifier,  an  all-wood  tone  chamber.  Brunswick  dealers  have  something 
better,  different  and  exclusive  to  offer  the  customer  at  the  first  step  in  the  sale — something 
that  nine  customers  out  of  ten  understand  and  appreciate  without  any  discussion. 

The  Brunswick  sells  itself. 

KRAFT-BATES  &  SPENCER,  Inc.,  1265  Boylston  Street,  BOSTON,  MASS. 

NEW  ENGLAND  DISTRIBUTORS 
Steel  Needles  Albums  Record  Brashes  Khaki  Covers 


102  THE   TALKING   MACHINE   WORLD  March  is,  1921 

THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND — (Continued  from  page  101  I  


MUSIC  CABINETS 

See  Display  Ad  in  This  Issue 

Peerless  Record  AWbw 

See  Display  Ad  in  This  Issue 
SPECIAL 
I  am  prepared  to  ship  all  orders  on  either  line 
promptly. 

Send  your  orders  for  both  these  lines  to 
L.W.HOL'GH,  20 Sudbury  St.,  Boston,  Mass. 

New  England  Representative 

taining  his  son,  Horace  Silliman,  who  is  now 
in  business  in  London,  England,  and  who  came 
over  for  a  few  weeks,  sailing  toward  the  middle 
of  February.  Mr.  and  Mrs.  Silliman,  it  may 
be  recalled,  visited  their  son  in  London  last 
Summer.  President  Silliman  says  that  he  sees 
a  constant  improvement  in  the  Edison  business, 
and  in  the  New  England  field  he  has  added  a 
few  dealers  in  the  State  of  Maine. 

Changes  on  Staff  of  Steinert  House 

Several  changes  were  scheduled  to  take  place 
within  the  ranks  of  the  Steinert  Boston  house 
beginning  on  March  1.  The  new  member  of 
the  Victor  staff  is  Mr.  Bothwell,  who  has  been 
out  of  the  talking  machine  business  for  a  couple 
of  years,  but  who  now  becomes  retail  manager 
at  the  Boylston  street  store  of  the  company. 
He  succeeds  G.  Frank  Baldelli,  who  has  been 
transferred  to  the  Arch  street  store  to  take  the 
place  of  Guy  L.  Foote  as  retail  manager.  Mr. 
Foote  has  been  with  Steinert's  fourteen  years 
and  his  experience  has  been  such  that  the  house 
feels  warranted  in  advancing  him  to  be  whole- 
sale representative  with  New  Hampshire  and 
Vermont  as  his  territory. 

Features  Al  Jolson's  Records 

Manager  Arthur  Erisman,  of  the  Grafonola 
Co.  of  New  England,  had  a  very  attractive  win-' 
dow  in  his  Tremont  street  store  the  middle  of 


February  in  which  Al  Jolson  was  featured. 
There  was  a  tall  pasteboard  figure  of  this 
Comedian  in  the  center  and  grouped  around 
were  the  records  of  this  popular  entertainer. 
Manager  Erisman's  other  shop  around  the 
corner  in  Boylston  street  is  constantly  proving 
itself  an  admirable  location  because  of  the  popu- 
larity of  this  street,  which  is  much  traveled  all 
through  the  day. 

Fitzgerald  to  Open  in  Framingham 
William  Fitzgerald,  who  has  a  well-appointed 
Victor  headquarters  in  the  Studio  Building  at 
the  corner  of  Tremont  and  Bromfield  streets,  is 
branching  out,  and  about  the  middle  of  March 
he  will  open  up  a  new  shop  in  Framingham, 
which  is  twenty  miles  out  of  the  city.  He  has 
taken  a  large  floor  space  and  basement  at  59 
Concord  street,  which  is  centrally  located,  and 
he  is  fitting  the  place  up  in  a  most  attractive 
style.  He  will  have  an  electric  sign  on  the 
outside  and  he  will  carry  a  full  line  of  Victor 
machines  and  records.  The  store  will  be  in 
charge  of  "Billy"'  Fitzgerald's  nephew,  William 
J.  McCarthy,  who  under  his  uncle  has  had  a 
thorough  and  valuable  training  in  handling  the 
Victor  product. 


ACCEPT  25  PER  CENT  ON  CLAIMS 

Unsecured  Creditors  of  New  England  Piano  & 
Phonograph  Co.  Meet  and  Adjust  Affairs 


Bostox,  Mass.,  March  2.— There  was  an  infor- 
mal meeting  last  evening  of  the  unsecured  credi- 
tors of  the  New  England  Piano  &  Phonograph 
Co.  at  the  warerooms,  405  Boylston  street,  and 
of  the  seventy-fi\  e  or  so  creditors  thirty-two 
were  in  attendance.  J.  W.  Connolly  was 
present  to  represent  the  W.  W.  Kimball  Co., 
of  Chicago,  which  is  the  largest  creditor,  and 
he  also  represented  the  New  England's  inter- 
ests. Charles  G.  Faux,  the  head  of  the  com- 
pany, was  present  and  he  answered  such  ques- 
tions   as    were    put    to    him    regarding  the 


Your  Guarantee 
Mr.  Dealer 

LANSING  KHAKI 
COVERS 

For  All 
Phonographs 

Unqualified  Endorsement 
of  Biggest  Manufacturers 
and  Dealers 


Factory  Representatives: 

L.  A.  SCHWARZ.  1265  Broadway.  New  York  City. 
BRUNSWICK-BALKE-COLLENDER     CO.,     623-633  So. 

Wabash  Ave.,  Chicago,  III. 
ALL-IN-ONE     PHONOGRAPH     CORP.,     21     East  Van 

Buren   St.,  Chicago,  III. 
WALTER  S.  GRAY  CO..  942  Market  St.,  San  Francisco, 

Cal. 


Eliot  and  Warrenton  Sts. 
BOSTON,  11,  MASS. 


company's  business.  There  were  a  number 
present  who  were  willing,  apparently,  to  accept 
twenty-five  per  cent  on  their  claims  and  to-day 
there  was  filed  with  the  United  States  Court 
of  Bankruptcy  an  offer  of  composition  by  Mr. 
Connolly. 

The  total  liabilities  of  the  New  England  have 
been  placed  at  $225,000,  this  being  divided  be- 
tween the  secured  creditors  ($150,000  and  the 
secured  creditors  ($75,000).  It  is  understood 
that  the  assets  amount  to  about  $210,000. 

Some  of  the  largest  creditors  are  the  W.  W. 
Kimball  Co.,  of  Chicago,  $11,000;  a  local  trust 
company,  $12,500;  Biddle  Piano  Co.,  $3,212; 
Empire  Talking  Machine  Co.,  $1,385.  Several 
of  the  Boston  daily  papers  are  in  the  list  with 
good-sized  claims  for  advertising. 

"Nameplates  With  a  Personality" 

For  Manufacturers  and  Dealers  of  Talking  Machine*, 
Phonographs,  Musical  Instruments,  etc. 

E.  V.  YEUELL  CO.,  Maiden,  Mass. 

When  You'll  Think  of  Nameplatet 
Yoa'll  Think  of  Yeaetl. 


The  "Perfection"  Universal  Bali-Bearing  Tone  Arm 

No.  6  With  New  Pur-i-tone  Reproducer  (attached) 


Set  in  position  for  playing  "lateral"  cut  records 


Set  in  position  for  playing  "hill  and  dale"  records 
with  diaphragm  facing  front  of  machine 


The  "Perfection"  Universal  Bail-Bearing  Tone  Arm  No.  6 
with  New  Pur-i-tone  Reproducer  attached  plays  Victor, 
Columbia  and  all  other  makes  of  disc  records  on  all  types  of 
Edison  Disc  Machines,  producing  with  clarity  and  volume  of 
tone  excelled  by  no  other  attachment.  This  attachment  is 
manufactured  in  Gold,  Nickel  and  Oxidized  finish  (William  & 
Mary)  with  the  best  of  India  Mica  Discs. 

WRITE  FOR  DESCRIPTIVE  CATALOG  AND  PRICES 
Manufactured  by 

New  England  Talking  Machine  Co. 


16-18  BEACH  STREET 


BOSTON,  11,  MASS. 


CALIFORNIA 

San  Francisco— Walter  S.  Gray  Co. 
COLORADO 

Denver — Denver  Dry  Goods  Co. 
GEORGIA 

Atlanta— Phonographs,  Inc. 
IOWA 

Des  Moinea— ■Harger  &  Blish 
MASSACHUSETTS 
Boston— J>«rtee«Elleirber«er  Co. 


DISTRIBUTORS  i 

MISSOURI 

St.  Louis— Silverstone  Music  Co. 

NEBRASKA 
Omaha— 'Shultz  Bros. 

NEW  YORK 

Albany — American  Phonograph  Co. 
New  York — The  Phonograph  Corp.  of 
Manhattan 


OHIO 

Cleveland— The  Phonograph  Co. 
PENNSYLVANIA 
Pittsburgh— Buehn  Phono.  Co. 
Philadelphia — Girard  Phono.  Co. 

UTAH 

Ogden — Proudfit  Sporting  Goods  Co. 
VIRGINIA 

Richmond — C.  B.  Haynes  Co..  Inc. 


Factory  Representative — Louis  A.  Schwarz 

1265  BROADWAY,  NEW  YORK,  N.  Y. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


103 


HIS  MASTERS  VOICE 


DITSON  SERVICE 

Has  back  of  it  years  of  successful  ex- 
perience and  an  understanding  of  dealer 
problems  tbat  will  make  tbe  road 
smoother  during  tbe  coming  montbs. 

VICTOR  EXCLUSIVELY 


Oliver  Ditson  Co. 

BOSTON 


Ckas.  H.  Ditson  Co. 

NEW  YORK 


A  REVIEW  OF  TRADE  CONDITIONS  AT  SOUTHERN  POINTS 

Business  Showing  Better  Trend  Despite  the  Fact  That  Prices  for  Farm  Products  Are  Extremely 
Low — Price-Cutting  Somewhat  in  Evidence — Suggestions    on    Moving  Merchandise 


Atlanta,  Ga.,  March  6. — The  month  of  Febru- 
ary, while  the  shortest  of  the  year,  seems  to 
have  been  productive  of  a  good  volume  of  busi- 
ness in  the  talking  machine  and  record  field  in 
this  city.  Several  important  changes  in  price 
and  special  sales  have  marked  the  month  as 
bringing  the  first  price  reduction  in  phono- 
graph products  in  several  years. 

The  prices  being  received  for  farm;  products 
in  this  section,  particularly  cotton,  are  almost 
ruinous,  but  most  of  the  planters  and  cotton 
factors  have  simply  charged  off  last  year's  crop 
to  profit  and  loss  and  are  looking  to  the  future 
with  renewed  hope.  The  cotton  crop  next  Fall 
will  be  the  smallest  in  the  memory  of  those  now 
living,  if  all  signs  do  not  fail. 

Dealers  in  talking  machines  and  records  in  the 
strictly  cotton  States  are,  in  many  instances, 
"loaded  to  the  guards"  with  stock  and  all  kinds 
of  prices  are  heard  of.  One  dealer  is  reported 
to  have  offered  his  stock  of  standard  make 
product  at  20  per  cent  less  than  the  wholesale 
cost.  Another  offers  a  stock  of  3,000  standard 
make  records  costing  him  51  and  60  cents  each 
^at  a  flat  price  of  40  cents  apiece.  It  is  hoped, 
however,  that  these  cases  are  the  exception 
rather  than  the  rule.  Locally  there  seems  to 
have  been  a  fair  volume  of  trade. 

The  Phillips  &  Crew  Piano  Co.,  Victor  dealer, 
hopes  to  move  into, the  new  store  in  the  next  few 
weeks.    Business  with  them  is  good  and  the  out- 


look for  the  year  encouraging.  Manager  Robin- 
son has  just  returned  from  a  trip  to  the  Savan- 
nah, Ga.,  branch  and  found  things  moving  nicely. 

The  special  features  of  the  month  were  re- 
ductions in  the  price  of  records.  The  Columbia 
Graphophone  Co.  brought  out  reduced  prices  on 
many  of  the  ten-inch  records.  The  Emerson  Co. 
reduced  ten-inch  $1  records,  except  those  of  one 
artist,  to  85c.    Okeh  $1  records  were  all  reduced 


to  85  cents,  except  those  of  one  noted  artist. 

It  occurs  to  the  writer  that  if  any  dealer,  or 
any  number  of  them,  would  guarantee  the  sale 
price  against  their  own  decline  during  the  life  of 
the  lease  contract  many  sales  could  be  made 
that  would  otherwise  not  materialize,  due  to  the 
lack  of  confidence  that  the  buying  public  feel  in 
present  prices  and  the  fact  that  they  think  that 
the  prices  of  most  phonographs  are  too  high. 
This,  we  know,  is  not  always  a  pleasant  sugges- 
tion, but  it  would  seem  better  to  move  the  mer- 
chandise, even  though  some  unusual  inducement 
is  offered,  rather  than  have  it  "eat  its  head  off 
in  the  stable." 


LEON  F.  DOUGLASS  IN  HONOLULU 


Prominent  Victor  Official  and  Motion  Picture 
Inventor  Goes  to  Hawaii  to  Try  Out  Perfected 
Color  Photography  Process  There 


Honolulu,  -Hawaii,  February  21. — Hawaii's 
wondrous  rainbow-hued  fishes  will  be  photo- 
graphed in  their  natural  colors  by  Leon  F. 
Douglass,  chairman  of  the  board  of  directors 
and  one  of  the  founders  of  the  Victor  Talk- 
ing Machine  Co. 

Accompanied  by  Robert  Carson,  a  camera  man 
who  has  "shot"  films  for  Mary  Pickford,  Doug- 
las Fairbanks  and  other  movie  stars,  Mr. 
Douglass  has  arrived  here  on  the  Pacific  Mail 
liner  "Creole  State.'.'  With  him  are  Mrs.  Doug- 
lass and  his  sister,  Mrs.  Florence  Egan. 

Mr.  Douglass  has  gained  world  fame  by  his 
invention  and  perfection  of  an  apparatus  for  tak- 
ing action  motion  pictures.    Heretofore  the  best 


French  color  motion  picture  machine  could  not 
take  pictures  faster  than  one  second  for  each 
section  of  film  exposed.  Mr.  Douglass,  after 
twenty  years  of  experimentation  and  study — 
color  photography  being  his  hobby- — has  pro- 
duced a  process  by  which  color  photographs 
can  be  taken  with  an  exposure  speed  of  1-100  of 
a  second.  This  makes  regular  motion  picture 
features  in  color  possible. 

Mr.  Douglass  had  charge  of  Thomas  A.  Edi- 
son's first  motion  picture  machine,  the  kineto- 
seope,  in  1890,  and  helped  devise  the  first  pro- 
jecting machine  five  years  later.  His  color 
process  for  motion  pictures  gains  its  effects  by 
subtracting  colors  instead  of  mixing  them  as 
an  artist  does.    He  has  secured  forty  patents. 

Speaking  of  conditions  in  the  talking  machine 
business,  Mr.  Douglass  said  the  Victor  Co.  is 
$130,000,000  worth  of  contracts  behind  in  pro- 
duction and  that  it  has  had  to  hire  more  men 
instead  of  letting  any  go. 


FOUNDED  1835 


ARMSTRONG'S 


Distributors 


There  are  numerous  reasons  why  Pathe  Dealers  are  satisfied. 
Write  today  for  full  information. 

ARMSTRONG   FURNITURE  CO. 


59  and  61  North  Main  Street 


Memphis,  Tenn. 


104 


THE   TALKING    MACHINE  WORLD 


March  15,  1921 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


105 


-22 


The  Palms"  and  "The  Holy  City,"  in  the 
great  baritone  of  Louis  Graveure,  are  in  such 
close  harmony  with  the  Easter  season  that 
you  will  find  enthusiastic  response  to  these 
sacred  solos.  A-6179. 


Columbia  Graphophone  Co, 

NEW  YORK 


LOS  ANGELES  TRADE  PERFECTS  PLANS  FOR  MUSIC  WEEK 

Will  Be  Held  Week  Commencing  May  29 — Con  mendable  Ethics — New  Remington  Distributors — 
National  Association  Discussed — Sibley  Pease  With  Barker — Interesting  Budget  of  News 


Los  Angeles,  Cal.,  March  3. — Announcement  has 
been  made  that  Los  Angeles  will  have  a  Music 
Week  commencing  May  29.  Alexander  Stewart, 
official  organizer  from  New  York,  has  outlined 
his  proposals  and  plans  to  have  a  special  com- 
mittee formed  for  the  purpose,  and  F.  W.  Blan- 
chart,  the  most  popular  and  capable  of  music 
men  in  this  part  of  the  country,  was  elected 
chairman.  There  are  well-founded  rumors  that 
the  Music  Trades  Association  of  Southern  Cali- 
fornia will  take  advantage  of  the  occasion  and 
put  on  a  Music  Show  at  the  same  time.  A 
Music  Show  has  never  been  held  in  Los  An- 
geles, although  often  discussed;  the  chief  diffi- 
culty has  been  the  organizing  of  a  suitable  site. 
It  is  certain,  however,  that,  if  the  project  is 
attempted,  it  will  be  staged  in  a  fashion  and  on 
a  scale  in  keeping  with  the  high-class  standards 
set  by  the  music  merchants  in  this  section. 
Sales  Ethics  Exemplified 

A  striking  example  of  the  high  regard  for  a 
strict  observance  of  ethics  in  respect  to  com- 
petitive sales  was  revealed  last  week  in  the 
following  manner:  A  lady  customer  entered  the 
Victrola  department  of  one  of  the  leading  music 
stores  in  Los  Angeles  and,  after  purchasing  a 
Victrola,  remarked  that  she  desired  that  due 
credit  should  be  given  to  the  salesman  who  had 
called  at  her  home  and  first  awakened  her 
interest  in  the  purchase  of  a  Victrola.  She  gave 
the  name  of  the  salesman — although  she  con- 
fessed that  she  was  not  quite  certain  that  the 
name  was  the  right  one.  The  sale  being  com- 
pleted, the  lady  left  the  store.  But  the  house 
had  no  salesman  with  the  name  given  by  the 
lady,  so  every  Victor  department  in  town  was 
telephoned  to  and  asked  if  they  had  a  salesman 
of  that  name — the  management  declaring  that 
the  sale  would  be  turned  over  to  the  store  whose 
salesman   had   been   first   responsible    for  the 


lady's   desire  to   purchase   a   talking  machine. 

The  above  is  surely  a  splendid  example  of 
observance  of  the  Golden  Rule  and  strictest 
regard  for  a  square  deal. 

Aeolian  General  Sales  Manager  Here 

W.  H.  Alfring,  general  sales  manager  of  the 
Aeolian  Vocalion,  was  in  Los  Angeles  during 
the  last  week  of  February  accompanied  by  H. 
M.  Hull,  Pacific  Coast  manager,  as  well  as  E. 
R.  Darvill,  Southern  California  representative, 
who  has  just  returned  from  an  extended  trip 
in  Arizona  and  New  Mexico,  where  he  found 
conditions,  from  a  Vocalion  standpoint,  very 
satisfactory.  Mr.  Alfring  expressed  himself  well 
pleased  with  the  prospects  for  the  future  all 
along  the  Coast. 

Charlie  Ruggles  Visits  San  Diego 

After  many  moons  Charlie  Ruggles,  manager 
of  the  Los  Angeles  branch  of  Sherman,  Clay 
&  Co.,  Victor  distributor,  visited  San  Diego. 
Victor  dealers  in  the  Southern  city  had  looked 
forward  to  such  a  visit  for  a  long  time  and  gave 
him  a  warm  welcome.  He  found  business  in  a 
very  healthy  state  and  the  outlook  for  the  future 
bright.  Visiting  Tiajuana  in  company  with  Man- 
ager La  Motte,  of  the  Thearle  "Music  Co.,  as  a 
sightseer  only  he  distributed  a  small  amount 
of  change  and  returned  across  the  border  free 
of  any  desires  to  alter  his  regular  habitat. 
Santa  Barbara  Dealer  Uses  Historic  Building 

Ralph  H.  Paulin,  of  the  Paulin  Music  Co.,  re- 
cently found  it  necessary  to  enlarge  his  talking 
machine  and  piano  departments  and  accordingly 
leased  an  old  adobe  building  which  stands  in 
the  rear  of  his  store.  This  old  Spanish  house 
is  a  century  old  and  the  walls  are  three  to  four 
feet  thick.  Extensive  alterations  were  made  and 
the  services  of  a  high-class  decorator  engaged, 
with  the  result  that  the  new  department  is  at 
once  unique  and  attractive.    A  separate  entrance 


gives  the  opportunity  of  holding  attractive  re- 
citals and  entertainments  which  have  been 
planned  on  an  extensive  scale. 

Becomes  Remington  Distributor 

Gilbert  B.  Pelton,  533  South  Spring  street,  has 
been  appointed  distributor  for  the  Remington 
phonograph  on  the  Pacific  Coast.  Mr.  Pelton  is 
well  known  in  Los  Angeles  business  and  finan- 
cial circles  and  has  considerable  experience  in 
wholesale  lines  other  than  talking  machines.  He 
expects  to  receive  a  shipment  of  Remingtons  in 
the  near  future. 

Photographer  Selects  Model  Store 

A  specialty  company,  investigating  model  lay- 
outs and  arrangements  in  retail  stores,  recently 
invaded  the  Andrews  Talking  Machine  Co.'s 
store  on  Broadway,  which  has  recently  been  re- 
modeled and  decorated.  Misunderstanding,  pur- 
posely or  otherwise,  a  refusal  of  Irving  Andrews 
to  permit  the  taking  of  a  photograph,  the  visi- 
tors set  up  a  camera  and  took  a  flashlight  of  the 
interior  while  everyone  was  busy  with  customers. 
The  muffled  explosion  and  smoke  from  the  flash- 
light almost  created  a  panic  among  persons  in- 
side and  outside  the  store — newspaper  stories  of 
hold-ups,  kidnapings  and  unusual  happenings 
being  responsible  for  a  nervous  state  of  mind 
or  the  public. 

San  Francisco  Visitors 

Distinguished  members  of  the  San  Francisco 
music  trade  visiting  Los  Angeles  last  week  in- 
cluded Fred  Sherman,  of  Sherman,  Clay  &  Co., 
and  George  R.  Hughes,  secretary  of  the  Wiley 
B.  Allen  Co.  The  former  was  en  route  for 
Mazatlan,  Mexico,  while  the  latter  was  paying 
an  official  visit  at  the  Wiley  B.  Allen  Co.'s  Los 
Angeles  branch.  Mr.  Hughes  also  brought  the 
news  of  the  definite  date,  March  15,  of  the  or- 
ganization meeting  of  the  proposed  Music 
Trades  Association  of  Northern  California. 
Sibley  Pease  Joins  Barker  Bros. 

J.  W.  Boothe,  general  manager  of  the  music 
department  of  Barker  Bros.,  has  appointed  Sib- 
ley Pease  as  his  assistant.    Mr.  Pease  is  well 
{Continued  on  page  107) 


Records 

We  are  ready  to  supply  you  with  MAMIE  SMITH  records— the  best  recorded 
dance  hits  on  the  market.  Vocal  recordings  that  are  perfect  in  tone  and  clarity. 
Your  orders  will  receive  immediate  shipment. 

Don't  make  the  mistake  of  not  being  an  Okeh  Record  Dealer.    We  shall  be  glad 
to  furnish  particulars  upon  request. 

INDEPENDENT  JOBBING  CO.,  Okeh  Distributors,  Goldsboro,  North  Carolina 


106 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


o 

e 


Slides  for  Talking  Machines 


©„ 

e> 

o„ 

(WJ 

o 
o 

6 

o 

|W) 

o 

0 
0 

o 

£1 


Over  Five  Hundred  Thousand 

Talking  Machines  are  annually  being  equipped  with 

DOMES  OF  SILENCE 

There's  a  reason! 

In  addition  to  the  fact  that  they  save  strain  on  Cabinet  legs,  save  floors  and  rugs,  they  permit 
of  the  Cabinet  setting  closer  to  the  floor.  Thus  you  obtain  Harmony  of  Design  as  well  as 
easy  moving  qualities. 

Manufacturers  will  gladly  put  them  on  the  Cabinets  you  order  if  you  specify  them. 


HENRY  W.  PEABODY  &  CO. 


Domes  of  Silence  Division 


17  STATE  STREET,  NEW  YORK 


SPECIFY  DOMES  of  SILENCE 


9 

W 

o 

D 

0 

o 

D 
3 

& 

O 

o 

to 

o 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


107 


BRUNO 


Even  Govern- 
ment bonds  are 
selling  below 
par;  not  so  with 
a  Victor. 

BRUNO 


ing  machine  and  phonograph  dealers  only  should 
be  representative  and  active  enough  to  dis- 
cuss the  various  problems  which  peculiarly 
afreet  the  retail  dealers  only. 

Gives  Daily  Lectures 
A  series  of  interesting  lectures  in  conjunc- 
tion with  the  Brunswick  phonograph  and  Bruns- 
wick records  have  been  given  daily  for  the  last 
week  or  two  by  Ruth  Howard,  manager  of  the 
record  department  of  Long's  Music  Store,  Pasa- 
dena. This  very  clever  advertising  plan  was 
scheduled  at  the  local  Y.  M.  C.  A. 


KURTZ  SPEAKS  TO  PIANO  MEN 


Tells  of  Plans  to  Make  the  Talking  Machine 
Men,  Inc.,  an  Active  Organization 


LOS  ANOELES  PLANS  MUSIC  WEEK 

{Continued  from  page  105) 

known  in  Los  Angeles  music  trade  circles  and 
has  had  many  years  of  experience  in  the  busi- 
ness. He  is,  in  addition,  well  known  as  the  of- 
ficial organist  for  the  Elks'  Lodge  99,  as  well 
as  organist  of  the  First  Presbyterian  Church,  of 
Los  Angeles,  having  held  both  positions  for  a 
number  of  years. 

A  branch  store  of  Barker  Bros,  will  be  opened 
this  month  in  Pasadena.    Very  high-class  studio 
and  period  furniture  will  be  carried  in  addition 
to  the  phonograph  department. 
National  Talking  Machine  Association  Discussed 

Members  of  the  music  trades  directly  con- 
cerned with  talking  machine  and  phonograph 
retail  departments  unanimously  maintain  that  a 
national  association  or  distinct  unit  of  the  Na- 
tional Association  of  Music  Merchants  s'hould  be 
formed  and  organized  in  order  that  matters 
affecting  the  retail  talking  machine  and  phono- 
graph business  generally  throughout  the  coun- 
try might  be  properly  discussed  and  handled  for 
the  common  good.  In  other  words,  they  be- 
lieve that  a  committee  consisting  of  retail  talk- 


Irwin  Kurtz,  president-elect  of  the  Talking 
Machine  Men,  Inc.,  made  up  of  the  leading 
talking  machine  dealers  in  New  York,  New  Jer- 
sey and  Connecticut,  was  present  at  the  March 
meeting  of  the  New  York  Piano  Merchants' 
Association  and  took  advantage  of  the  oppor- 
tunity to  tell  the  piano  men  something  of  the 
plans  which  he  has  in  mind  for  the  talking 
machine  trade  in  and  about  New  York  for  the 
coming  year.  In  speaking  of  the  talking  ma- 
chine association  he  declared  that  it  was  a  po- 
tential factor  in  the  development  of  better  trade 
conditions  and  while  for  some  time  past  it  has 
been  more  or  less  inactive  he  plans  to  revive 
it  and  make  it  accomplish  what  it  was  organized 
to  do.  The  talking  machine  dealers  will  be 
called  upon  to  do  many  things  to  help  better 
the  standards  of  their  trade  and  in  so  doing  will 
be  working  with  their  officers. 

Standing  by  the  officers  of  an  association  is 
of  greatest  importance  and  Mr.  Kurtz  empha- 
sized this  fact  to  the  assembled  piano  men. 
Attending  meetings  should  be  considered  the 
duty  of  every  member  of  the  association  and 
the  coming  year  this  will  be  impressed  on  the 
talking  machine  dealers  by  their  president. 


W.  H.  TYLER  NOT  WITH  SONNENBERG 


We  have  been  requested  'by  the  Sonnenberg 
Music  Co.  to  state  that  there  is  no  truth  in  the 
statement  recently  made  that  W.  H.  Tyler  has 
been  appointed  manager  of  the  Victrola  depart- 
ment of  the  New  Haven  store.  Mr.  Tyler  is  not 
in  the  employ  of  the  Sonnenberg  Co. 


Don't  cry  over  your  mistakes.  Profit  by  them 
and  resolve  never  to  make  the  same  mistake. 


READJUSTED  PRICES 


SPRINGS 

No.  200 — 54-inch  x  10  ft.,  Pathe,  Sonora.$.27 
No.  201 — ^-inch  x  10  ft.,  Columbia, 

Heineman   .29 

No.  202 — %-inch  x  10  ft.,  Meisselbach.  .  .35 
No.  203— 34-inch  x  9  ft.,  Blick,  Melo- 

phone   •  •   .35 

No.  204 —  1-inch  x  10  ft.,  Col.  all  styles  .50 
No.  205—  1-inch  x  9  ft.,  Meiss  No.  2..  .45 
No.  206—  1-inch  x  12  ft.,  Pathe,  Heine- 
man,  Meisselbach   55 

No.  207—  1-inch  x  13  ft,  Small  Victor  .55 

No.  208 — 154-inch,  New  Victor  85 

No.  209— 1-3/16-in.  x  16  ft.,  Heineman 

&  Pathe  90 

No.  210—  114-inch  x  11  ft.,  Edison  Dia- 
mond Disc   .1.50 


SAPPHIRES 


GENUINE  EDISON  TYPE  SAPPHIRE 
POINT  NEEDLES 


In  lots  of   12 

lie 


25 

10j4c 


100 

9y2c 


500 

8&c 


GENUINE  PATHE  TYPE  SAPPHIRE 
POINT  NEEDLES 


In  lots  of   12 

10c 


25 

9}4c 


100 
9c 


500 

8^c 


GENUINE  EDISON  TYPE  DIAMOND 
POINT  NEEDLES 


In  lots  of   12 

1.50 


25 

1.40 


100 
1.25 


500 

1.15 


OTHER  SIZES  UPON  REQUEST 

We  also  handle  a  complete  line  of 

MOTORS,  TONE  ARMS,  REPRODUCERS,  Etc 

SPECIAL  QUANTITY  PRICES.      WRITE  TODAY 


THE  ARGUS  PHONOGRAPH  SUPPLY  CO. 


30  EAST  23d  ST., 


Tel.  1749  Gramercy       NEW  YORK  CITY 


A  Musical  Merchandise 
Department  Is  an  Asset 

You  can  serve  thou- 
sands of  your  neigh- 
bors with  all  of 
their   Musical  needs 

It  means 

NO  ADDITIONAL 

EXPENSE 

QUICK  SALES 

LIBERAL  PROFITS 

FINE  WINDOW 
DISPLAYS 

REPEATING 
CUSTOMERS 


We  have  the  most  extensive 
and  finest  line  of  Musical 
Merchandise  in  the  trade  at 
the    very    lowest  prices. 


Write  for  Our  1921  Catalog 
Fully  Illustrated 

Special  Assortments  for  Phonograph 
Dealers 


Buegeleisen  &  Jacobson 

W       5-7-9  Union  Square 
New  York 


HAS  OWN  STORE  MUSIC  DIRECTORY 

Sherman,  Clay  &  Co.  San  Francisco  Establish- 
ment Is  So  Large  That  Guide  Is  Needed 


Some  idea  of  the  extent  and  size  of  the  music 
establishment  of  Sherman,  Clay  &  Co.,  in  San 
Francisco,  may  be  obtained  from  a  glance  at 
a  little  pocket  folder  which  the  company  has 
recently  prepared  for  the  convenience  of  its 
patrons.  In  this  folder  are  listed  in  alphabetical 
order  all  the  instruments  and  accessories  of  a 
complete  music  house,  the  names  of  the  mem- 
bers of  the  organization  and  such  other  infor- 
mation as  might  be  required  in  cases  of  emer- 
gency. Opposite  each  item  is  given  the  floor 
number  where  it  may  be  found.  This  has  been 
found  to  be  of  great  aid  to  customers  in  quickly 
locating  whatever  they  may  desire  to  purchase. 


Shed  no  tears  over  your  lack  of  early  ad- 
vantages. No  really  great  man  ever  had  any 
advantages  that  he  himself  did  not  create. 


THE   TALKING   MACHINE  WORLD 


March  15,  1921 


Sheraton 


Colonial 


Louis  XV 


Chippendale 


- —  ^rrz,  ~  , — „ — „ — z^zz,,.,,/)  = 

HA  MOVER  >  PA„U,S>A,  /  | 


IIIHIIIIIH 


This  Is  the  Day 

of 

The  Console 

This  type  of  talking  machine  cannot 
be  bought  today  except  at  a  very  high 
price — a  price  beyond  the  means  of 
many  people  who  want  that  type 
machine. 

We  have  solved  the  problem  by  design- 
ing the  five  period  models  shown. 
These  designs  faithfully  represent  the 
periods.  The  cabinet  work  and  finish 
are  up  to  the  usual  LONG  QUALITY 
standard. 

These  five  "CONSOLES"  are  intended 
to  be  used  in  connection  with  the 
popular  Victrola  VI,  producing  a  com- 
bination outfit  that  looks  like  a  com- 
plete unit  costing  $250.00,  but  which 
you  can  sell  at  a  very  moderate  price — 
a  price  within  the  reach  of  all. 

Orders  received  for  them  indicate  that 
these  cabinets  have  caught  the  popular 
fancy,  and  they  are  bound  to  be  big 
sellers.     Place  your  orders  NOW. 

Write  for  copy  of  catalogue. 


rmr 


The  Geo.  A.  Long 
CabinetCompany 

HANOVER,  PA. 


IIIIIUIIIIT. 


Hepplewhite 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


109 


fPnllADELPHIA 


and 

IPCALIiy 


 ^  

Philadelphia,  Pa.,  March  5. — The  talking  ma- 
chine business  in  Philadelphia  during  the  past 
month  was  very  much  better  than  during  the 
month  of  January,  and  the  prospects  at  the  be- 
ginning of  March  are  most  gratifying.  There 
■  seems  to  be  plenty  of  everything  on  the  mar- 
ket at  present — but  customers — and  they  seem 
now  to  be  .getting  about  in  greater  numbers. 
This  pleasing  development  has  undoubtedly  con- 
duced to  the  general  feeling  of  optimism  which 
is  now  apparent  at  every  turn. 

Mobilizing  to  Fight  Tax 

In  order  to  relieve  the  trade  of  too  much 
burden  in  the  way  of-  taxation,  C.  J.  Heppe  & 
Son  have  taken  it  upon  themselves  to  begin  a 
crusade  in  this  city  to  try  to  get  the  next  Con- 
gress to  come  to  the  relief  of  the  talking  ma- 
chine dealers  as  well  as  piano  dealers.  The 
Heppe  house  has  sent  a  letter  to  all  the  dealers 
here  asking  them  to  write  to  their  Congressmen 
and  Senators  to  this  effect: 

"Dear  Sir:  In  your  consideration  of  the  vari- 
ous tax  problems  which  are  before  Congress,  I 
wish  to  request  your  particular  attention  to  the 
suggested  tax  on  sales.  I  think  you  will  agree 
with  me  that  the  present  excess-profits  tax.  sur- 
taxes and  the  excise  taxes  on  certain  industries 
are  injurious  and  discriminating.  Of  course,  I 
am  particularly  opposed  to  the  5  per  cent  excise 
tax  on  the  music  industry.  Our  business  has 
been  seriously  affected  by  this  tax. 

"I  think  a  limited  sales  tax  on  all  gross  sales 
of  every  kind  would  be  far  more  practical  and 
not  so  discriminatory  as  the  present  taxes.  I 
am  sure  it  would  be  much  easier  to  collect,  more 
satisfactory  to  the  general  public  and  more  en- 
couraging to  industries  in  general.    I  sincerely 


hope  you  will  lend  your  efforts  to  the  adoption 
of  such  a  tax  policy." 

Columbia  Business  Improves 

The  Columbia  Graphophone  Co.  reports  that 
business  in  February  was  very  much  improved 
over  January  and  the  outlook  for  a  steady  im- 
provement is  most  encouraging.  The  entire 
sales  force  of  the  firm  met  the  last  Saturday  in 
February  to  discuss  the  standard  monthly  sales 
plan  for  March.  The  men  were  addressed  by 
H.  L.  Tuers,  who  had  come  over  from  New 
York  for  that  purpose.  During  the  month  Man- 
ager Cummin,  of  the  Columbia,  visited  all  sec- 
tions of  his  territory.  W.  L.  Lorenzo,  who  has 
been  connected  with  the  New  York  advertising 
department,  has  come  to  Philadelphia  to  become 
the  new  dealer  service  manager. 

On  the  evening  of  February  17  the  "Note- 
the-Notes"  Club  of  the  Columbia,  the  women's 
club  of  the  firm,  held  a  meeting  to  which  they 
had  invited  the  male  members  of  the  house. 
They  had  as  their  guest  of  honor  W.  A.  Will- 
son,  who  came  over  from  New  York,  and  who 
made  a  long  and  interesting  address.  The 
ladies  served  refreshments  and  the  affair  was 
very  much  enjoyed. 

J.  Wood,  who  was  with  the  Columbia  some 
time  ago,  has  returned  to  the  firm's  employ  and 
has  taken  charge  of  the  record  department.  J. 
T.  Callahan,  former  Columbia  sales  manager, 
was  married  the  middle  of  the  month  to  Miss 
Helen  Perry.  The  office  force  presented  him 
with  a  very  handsome  mahogany  clock  and 
candlesticks  to  match. 

Among  recent  Columbia  visitors  were  S.  P. 
Spiger,  Woodbury,  N.  J.;  J.  H.  Bartlett,  Wil- 
mington, Del.;  O.  K.  Fink,  Pottstown;  A.  Wol- 


ston,  Chester;  H.  C.  Jarvis,  Millville,  N.  J.,  and 
R.  Sloan,  Lansdale.  Among  the  men  over  from 
the  main  offices  were  Geo.  W.  Hopkins,  general 
sales  manager,  and  O.  F.  Benz,  assistant  general 
sales  manager. 

Pathe  Dealers  Hold  Meeting 

Business  with  the  wholesale  and  retail  depart- 
ments of  Pathe  Freres  is  reported  satisfactory 
and  dealers  have  begun  to  stock  up  in  a  very 
satisfactory  way.  Among  the  recent  Pathe 
visitors  were  S.  Fellman,  of  Fellman  Brothers, 
Salisbury,  Md.;  Messrs.  Lea  and  Lewis,  of  the 
Lea-Lewis  Furniture  Co.,  Danville,  Pa.,  and 
Fred  Whitenight,  of  Wilkes-Barre.  The  Pathe 
people  have  opened  up  new  accounts  in  Scran- 
ton,  Danville  and  Old  Forge,  Pa.,  and  Burling- 
ton, N.  C.  During  the  month  the  Pathe  men 
held  a  meeting  at  the  Hotel  Adelphia,  which 
was  attended  by  all  the  dealers  in  this  city  and 
vicinity,  and  was  very  much  of  a  success.  It 
was  addressed  by  President  E.  A.  Widmann, 
Sales  Manager  George  W.  Lyle,  and  others. 
Vocalion  Shop  Now  Open 

The  old  Sonora  Shop,  at  1626  Chestnut  street, 
has  been  changed  to  the  Vocalion  Shop,  and  is 
in  charge  of  John  P.  Foley,  who  was  formerly 
connected  with  the  Philadelphia  Show  Case  Co. 
It  handles  Aeolian-Vocalion  machines  and  rec- 
ords exclusively,  as  well  as  the  Melodee  music 
roll  and  sheet  music.  Mrs.  Caroline  Ross,  who 
was  for  some  time  connected  with  the  Gimbel 
talking  machine  department,  has  gone  with  the 
Vocalion  Shop  to  be  in  charge  of  its  record 
section. 

Buehn  Establishes  New  Victor  Agencies 

Louis  Buehn,  of  the  Louis  Buehn  Co.,  Inc., 
{Continued  on  page  110) 


We  Are  Prepared 

To  aid  Our  Dealers  in  making  this  their  biggest  year  in 
Victor  Merchandising. 

Increased  Victor  Production  will  call  for  more  intelli- 
gent and  concentrated  application  in  sales  methods.  Con- 
structive counsel  will  be  given, "when  desired,  on  Business 
Problems. 

We  place  at  your  command  careful,  fair  and  dependable 
methods  of  distribution.  Also  the  use  of  our  Victor  Period 
Model  Salon. 

The  Louis  Buehn  Company 

OF  PHILADELPHIA 


THE    TALKING    MACHINE    WORLD  March  is,  1921 


OOeL    _  OisL 

Records     mask  Records 


SONORA  SERVICE 

Insures 

Quick  Delivery  of  Latest  Dance  and  Vocal  Hits 

Our  dealer  proposition  is  worth  knowing 
Write  for  details 

SONORA  COMPANY  OF  PHILADELPHIA 

1214  Arch  Street,  Philadelphia,  Pa. 


110 


TRADE  NEWS  FROM  PHILADELPHIA 

(Continued  from  page  109) 

reports  that  business  generally  is  quiet  in  com- 
parison to  what  he  feels  should  be  reasonably 
expected.  Goods  have  been  coming  in  from  the 
factory  in  a  most  satsifactory  way  and  for  the 
first  time  in  several  years,  he  says,  he  is  begin- 
ning to  get  stock  on  the  shelves.  The  firm 
has  put  several  new  accounts  into  operation, 
including  the  Arco  Drug  Store,  of  Waynesboro, 
Pa.,  which  has  opened  a  Victor  department  in 
the  store,  and  the  Buehns  have  shared  with 
the  Weymann  firm  in  establishing  M.  P.  Malarky 
as  a  Victor  dealer  at  Pottsville,  Pa.  On  Satur- 
day, February  19.  the  Goodenough  Piano  Co., 
of  Bethlehem,  Pa.,  opened  a  Victor  talking  ma- 
chine department  in  its  store,  located  on  Main 
street.  J.  R.  Wilson,  who  has  several  Victor 
stores  in  different  parts  of  the  city,  is  about  to 
open  another  one  at  5029  Baltimore  avenue. 
New  Accounts  for  Penn  Co. 

The  Penn  Phonograph  Co.  reports  that  its 
business  was  quite  satisfactory  in  February.  Dur- 
ing the  month  the  Penn  Co.  treated  the  interior 
of  the  building,  913  Arch  street,  to  a  new  coat 
of  paint,  remodeled  the  display  window,  and 
altogether  has  greatly  improved  the  place.  The 
company  reports  that  its  Miniature  Victor  Dog 
business  has  been  very  good  of  late.  Several 
new  agencies  have  been  established  in  February, 
including  Charles  G.  Martin,  Main  street,  Darby, 
Fa.,  who  opened  his  place  on  the  20th,  follow- 
ing a  complete  installation  of  Unico  booths;  and 
W.  A.  Stallsmith,  of  Gettysburg,  Pa. 

Big  Victor  Store  in  Atlantic  City 

At  Atlantic  City  Braunstein  &  Black  have 
opened  the  largest  department  store  of  any  city 
along  the  Coast.  They  have  devoted  half  of  the 
first  balcony  to  the  handling  of  Victor  machines 
and  records,  and  have  made  it  the  most  attrac- 
tive talking  machine  place  at  this  famous  resort. 
Blake  &  Burkart  Find  Business  Good 

Blake  &  Burkart  report  that  they  have  been 
enjoying  a  fair  business,  with  February  better 
than  January.  Mr.  Blake  states  that  machines 
and  records  are  coming  through  in  very  good 
shape. 

Diegel  Bros.  Buy  Reichwein  Store 

Fred  Reichwein,  who  conducted  for  some 
years  a  Victor  establishment  at  2908  North  Fifth 
street,  has  just  sold  his  business  to  Diegel.  Bros., 
two  young  men  whose  father  has  a  large  furni- 
ture store  across  the  street.  The  sons  will  oper- 
ate the  store  at  the  present  address. 

Takes  on  Various  Lines 

The  Fonotipia  Co.  will  hereafter  be  represent- 


ed in  this  city  by  the  United  Music  Stores  Co., 
619  Cherry  street.  This  firm  deals  exclusively 
in  foreign  records.  It  has  also  put  in  the  New 
Century  line  of  sheet  music,  one  of  the  largest 
of  the  standard  selections  of  sheet  music  in  the 
country.  Otto  Jordan,  of  T.  B.  Harms  &  Co., 
was  a  visitor  recently,  as  well  as  Harry  Unger, 
of  the  Brilliantone  Co. 

Brilliantone  Interests  Active 

The  Talking  Machine  Co.,  Eighth  and  Juniper 
streets,  has  begun  the  exclusive  introduction  here 
of  the  Gilt  Edge  Needle  and  the  Cracker  Jack 
Needle.  Both  are  the  product  of  the  Brillian- 
tone Co.  The  Talking  Machine  Co.  was  chosen 
by  the  Brilliantone  Cor  to  be  the  first  to  put 
these  needles  on  the  market  here,  although  other 
firms  were  very  anxious  to  do  so.  They  had 
as  a  recent  visitor  R.  B.  Forster,  president  of 
the  Brilliantone  Co. 

A.  J.  Heath  Features  Okeh  Records 

A.  J.  Heath  &  Co.  have  been  making  a  special 
drive  on  the  Okeh  records,  and  are  also  doing 
a  large  business  on  the  Mamie  Smith  records. 


At  the  end  of  the  month  C.  A.  Malliet,  a  mem- 
ber of  the  firm,  spent  several  days  among  the 
firm's  trade  in  Wilkes-Barre  and  Scranton. 
The  firm  have  appointed  G.  W.  Freede  to  go  on 
the  road  to  sell  the  Granby  talking  machine,  of 
which  the  Heath  firm  are  the  exclusive  distribu- 
tors here.  D.  C.  Faber,  of  the  sales  force,  has 
just  returned  from  a  few  weeks'  trip.  He  visited 
Jacksonville,  Fla.,  and  other  points. 

Congratulations  to  T.  W.  Bamhill 
The  many  friends  of  T.  W.  Barnhill,  president 
of  the  Penn  Phonograph  Co.,  of  this  city,  Vic- 
tor distributor,  will  welcome  the  news  of  his 
recovery  and  the  resumption  of  his  many  and 
accustomed  duties  as  co-executive  with  H.  W. 
Miller  in  the  administration  of  the  affairs  of  this 
company. , 

On  Washington's  Birthday  Mr.  Barnhill  was 
operated  upon  in  the  Jefferson  Hospital  in  this 
city.  During  the  convalescing  period  Mr.  Barn- 
hill was  the  recipient  of  many  calls  and  written 
greetings  from  his  interested  friends.  Mr.  Barn- 
hill states  that  he  feels  better  than  ever  and 
is  resuming  his  duties  with  renewed  enthusiasm. 
Miss  Lillian  Wood  a  Visitor 

Among  the  recent  visitors  to  the  Quaker  City 
was  Miss  Lillian  Wood,  who  is  in  charge  of  the 
educational  department  of  the  C.  C.  Melloi 
Co.,  Ltd.,  Victor  distributor  of  Pittsburgh,  Pa. 
Miss  Wood  attended  the  Victor  salesmanship 
course  at  Camden  and  while  there  found  time 
to  visit  many  of  her  friends  in  the  Victor  trade 
in  this  city. 

Emerson  Records  Sell  Well  at  85  Cents 

Manager-  Fox,  of  the  Emerson  Philadelphia 
Co.,  is  selling-»the  Emerson  records  at  85  cents. 
He  states  that  'his  business  has  been  most  satis- 
factory and  has  taken  on  a  number  of  new  ac- 
counts in  February,  and  he  believes  that  March 
is  going  to  be  a  very  satisfactory  month.  Mr. 
Fox  says  that  Emerson  records  are  being  re- 
ceived in  large  quantities  and  that  they  are  ship- 
ping them  out  as  fast  as  they  are  being  received. 
They  have  finally  gotten  their  business  in  such 
a  shape  that  they  have  really  been  able  to  give 
twenty-four  hour  service.  Irving  Lieb,  the 
Eastern  representative  of  the  Philadelphia  Em- 
erson Co.,  who  is  now  on  the  road,  is  making  a 

(Continued  on  page  112) 
^uiiiiiitniiiiiiiimmiiEirMirriMMiiiiiiniTiTriiiriitiiiiniimiimrmririiiiiiniitiinmiiiiiinmimiTTiimTiiiiiimiiiiminnTimninim 

I  Keystone  Die-Casting  Co. 

Norristown,  Pa. 

|  ALFRED  C.  RANTSCH  E.  J.  W.  RAGSDALE 

j         Pres.  and  Gen.  Salei  Mgr.  Treat,  and  Gen.  Mgr. 

luiiiiiiiiniiiiiiiiiiiiiiiiimuwiuuniniiimiiuiummmiMuii^^ 


Wctor 
Wholesale 
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Q/Fl.S. 
PLAYE-R, 
KNOLLS' 


W&YHANN 

keystone  state 
String 


tlEYMANN 


1108  CHESTNUT  SI 
PHILADELPHIA* 


Victor  Supreme 

The  Victor  dealer  who  devotes  his 
entire  energy  to  the  advancement  of 
Victor  merchandise  in  his  Talking 
Machine  Department  will  find  that  in 
turn  his  entire  business  will  be  greatly 
benefited. 

At  Your  Service. 

H.  A.  WEYMANN  &  SON,  Inc. 

1108  Chestnut  Street        Philadelphia,  Pa. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


111 


the  Points  of  ourjeriice 

A  duty  due  to  the  Vocalion  dealer  of  the  present  and  to  the  Vocalion  dealer  who  will  be : :  plac- 
ing an  emphasis  upon  Quality  and  Consumer-Prestige  and  Profit  and  Sales-Help.  And  now  most 
opportune  on  our  assumption  of  the  representation  in  this  territory  of  The  Aeolian  Company,  the 
Foremost  Manufacturers  of  Musical  Instruments  in  the  World,  featuring : 

Vocalion 

y  Made      The  Aeolian  Company" 
PHONOGRAPHS  AND  RED  RECORDS 

POINT  ONE :  The  Vocalion  line  is  backed  by  the  combined  strength  of  The  Aeolian  Com- 
pany and  of  this  company  as  distributors. 

POINT  TWO:  Vocalion  is  a  trade  name  to  conjure  with — a  name  that  your  customers  will 
ask  for,  and  by  that  token,  the  more  easily  sold  by  you. 

POINT  THREE :  Holding  to  our  policy  of  developing  our  chosen  dealers — helping  those 
dealers  to  truly  expand — rather  than  appointing  so  many  dealers  that  expan- 
sion is  impossible. 

POINT  FOUR:  To  advise  you  as  to  the  stocks  you  should  carry.  To  co-operate  with  you 
in  the  advertising  that  will  give  life  to  business,  and  to  further  help  you  to  de- 
velop the  policies  that  your  own  knowledge  and  experience  show  to  be  the  most 
desirable. 

POINT  FIVE :    Our  Service  in  a  nutshell :  To  Sell  for  You,  Rather  Than  Just  to  You. 


Write  us  for  the  Vocalion  Proposition 


123  North  13th  Street,  Philadelphia 


1001  Jenkins  Arcade,  Pittsburg 


112 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


THE  TRADE  IN  PHILADELPHIA  AND  LOCALITY— (Continued  from  page  110) 


very  nice  showing,  lining  the  dealers  up  in  good 
shape  in  his  territory. 

Weymann  Finds  Business  Satisfactory 

H.  A.  Weymann  &  Son  report  that  the  busi- 
ness of  their  firm  in  the  handling  of  the  Victor 
product  is  getting  to  a  most  satisfactory  point, 
and  they  hope  soon  to  be  in  a  position  to  con- 
sider some  of  the  many  dealers  who  have 
been  making  application  for  the  handling  of  the 
Victor  in  the  Weymann  territory.  It  has  been 
a  considerable  time  since  the  Weymann  firm 
has  taken  on  any  new  dealers,  for  it  has  been 
Mr.  Weymann's  purpose  to  take  the  very  best 
kind  of  care  of  his  dealers  already  on  his  list. 
Now  that  the  Victor  Co.  is  sending  in  very 
much  larger  shipments,  both  in  machines  and 
records,  Mr.  Weymann  is  giving  these  dealers 
every  advantage  possible. 

Charles  W.  Miller,  Jr.,  Arrives 

Charley  Miller,  of  the  Buehn  sales  force,  is 
the  proud  father  of  a  ten-pound  boy  born  in 
February,  and  whom  he  has  named1  Charles  W. 
Miller,  Jr. 


Sonora  Warerooms  in  Good  Shape 

The  Sonora  Co.  of  Philadelphia  has  gotten 
its  warerooms  in  first-class  running  shape. 
There  is  a  big  stock  of  Sonora  machines  and 
records  on  hand,  in  spite  of  the  fact  that  busi- 
ness is  increasing  rapidly.  The  front  offices 
and  showrooms  of  the  firm,  on  the  sixth  floor 
of  the  building,  are  light  and  airy,  and  in  the 
rear  there  is  ample  space  for  a  great  quantity 
of  machines.  They  were  somewhat  delayed 
in  getting  started  with  their  Okeh  record  propo- 
sition, but  now  have  it  in  full  swing,  and  have 
a  stock  of  more  than  45,000  records.  Among 
the  recent  visitors  to  the  company  were  W.  C. 
Fuhri,  of  the  General  Phonograph  Corp.,  and 
Vice-president  F.  J.  Coupe,  of  the  Sonora  Co. 
T.  W.  Barnhill  "Makes  a  Killing" 

In  the  theatrical  production,  "The  Storm," 
Katherine  Hayden,  star  of  the  drama,  is 
promised  a  talking  machine.  She  asks  whether 
it  will  be  one  of  those  which  one  associates 
with  "the  little  dog  with  his  head  turned  to  one 
side." 


SERVICE 


A.  J.  HEATH  &  CO. 


Distributors  for 


OKelL  Records 

The  Record  of  Quality 

Our  superior  service  guarantees  the 
quickest  delivery  possible  of  latest  hits. 

We  are  well  equipped  to  take  care  of 
and  satisfy  new  dealers.  Write  for  our 
proposition,  it  offers  big  profits  to  the 
ambitious  dealer. 


A.  J.  HEATH  &  CO. 


PHILADELPHIA,  PA. 
27  South  Seventh  Street 


BALTIMORE,  MD. 
110  Calvert  Street 


T.  W.  Barnhill,  president  of  the  Penn  Phono- 
graph Co.,  Victor  distributor,  and  who  is  re- 
sponsible for  the  production  of  the  now  famous 
Penn-Victor  miniature  dogs,  witnessed  a  pro- 
duction of  "The  Storm"  and  was  much  im- 
pressed with  the  queTy  of  the  star. 

The  following  day  he  presented  Miss  Hayden 
with  a  Penn-Victor  dog  and  in  return  received 
a  note  acknowledging  its  receipt  and  expressing 
appreciation.  Miss  Hayden  stated  that  she  was 
very  fond  of  dogs,  but  never  took  them  on  the 
road  with  her  because  of  the  baggage  car  trou- 
ble. "Vic,"  as  she  named  the  Penn-Victor 
dog,  will  accompany  her  hereafter  in  all  her 
travels,  she  assures  Mr.  Barnhill. 

Manager  Boyd,  of  'F.  A.  North  &  Co's.  chain 
of  stores  handling  the  Pathe  and  other  machines, 
states  that  business  has  been  fine,  especially  at 
the  Trenton  branch. 


NOTABLE  UNIC0  INSTALLATIONS 

Dealers  at  Home  and  Abroad  Make  Improve- 
ments in  Store  Equipment  by  Adding  Unico 
Booths — Company's  Designers  Solve  Problems 
of  Gramophone  Co.,  of  London,  England 


Philadelphia,  Pa.,  March  1. — An  optimistic 
view  of  the  future  good  business  expected  by 
the  talking  machine  dealer  is  found  in  the  many 
orders  for  Unico  installations  received  at  the 
headquarters  of  the  Unit  Construction  Co.,  of 
this  city.  It  is  reported  that  the  majority  of 
the  installations  are  of  considerable  size. 

The  Unit  factory  is  on  an  excellent  produc- 
tion basis  and  many  remarkable  records  are 
being  made  in  the  rapid  installing  of  the  re- 
quired equipment. 

On  February  19  an  order  was  received  from 
Baker  &  Green,  of  Whiting,  Ind.,  for  installa- 
tion of  Unico  racks  and  counters.  Five  days 
later  the  installation  was  shipped  complete.  An- 
other instance  is  given  in  the  case  of  the  Colo- 
nial Music  Shop,  of  Cleveland,  O.  An  order  for 
three  rooms,  four  record  racks  and  one  counter 
show-case  was  given  on  January  6.  On  Mon- 
day morning,  January  10,  the  installation  was 
completed  and  the  shop  open  for  business. 

The  demand  for  Unico  equipment  is  not  alone 
confined  to  this  country.  Officials  from  the 
Gramophone  Co.,  of  London,  England,  recently 
visited  this  country  investigating  the  methods 
pursued  by  enterprising  dealers  in  merchandis- 
ing talking  machines.  Upon  returning  to  Eng- 
land they  sent  a  diagram  of  their  floor  plan 
to  the  Unit  Construction  Co.  Plans,  designs 
and  an  estimate  were  furnished  and  as  a  re- 
sult the  Unit  Construction  Co.  has  its  repre- 
sentative in  England  supervising  an  extensive 
Unico  installation  at  the  headquarters  of  the 
Gramophone  Co.  The  floor  space,  which  was 
very  irregular,  has  been  utilized  to  excellent  ad- 
vantage. Attractive  paneling  is  being  con- 
structed in  the  foyer,  from  which  lead  en- 
trances to  a  series  of  salons  for  the  display  of 
the  machines  and  a  well-equipped  record  de- 
partment with  a  series  of  audition  rooms,  as  they 
are  called  on  ihe  other  side  of  the  Atlantic. 
The  decorative  scheme  will  be  in  the  Louis 
XVI  period.  The  use  of  Unit  equipment  abroad 
is  a  decided  tribute  to  its  distinctiveness  and 
merits. 


Good  health  is  the  most  precious  possession 
of  life.    Strive  to  attain  it  and  keep  it. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


113 


a 


& 


4 


'///"' 


.4 


^  CELESTE  AIDA 


S3> 


JOHN  McCORMACK 

greatest  of  concert  tenors 
APRIL  RELEASE: 

50001  r  i  HEAR  YOU  CALLING  ME  (Marshall).  Tenor 
12-in.J 

$1.50  1         with  Orchestra  Accompaniment. 

50005  r  CELESTE  AIDA  (From  "Aida")  (Verdi).  Tenor  with 
12-in.-{ 

$1.50  L        Orchestra  Accompaniment. 

Another  important  announcement  is  the  addition 
of  25,000  Foreign  Records — seven  recordings, 
twenty-eight  languages — the  music  of  all  Europe. 

Records 

MAMIE  SMITH 

and  her  Six  Jazz  Hounds  add  two  characteristic  numbers  this 

month : 

f  LOVIN'   SAM   FROM  ALABAM    (Popular  Blues). 
4253  I         Vocal  (perry  Bradford). 

SI  00  1  DON'T  CARE  BLUES  (Popular  Blues).    Vocal  (Perry 
'      [  Bradford). 

RAY  MILLER 

the  Melody  King,  comes  into  the  April  list  with  new  phases 
of  alluring  syncopation: 

4257  f  UNDERNEATH  THE  DIXIE  MOON  (Miller-Fazioli- 
10-in.  J         Klages).  Fox-trot. 


$  .85 


JUNGO  LAND  (Joe  Bren).  One-step. 

RISHELL  INSTANT  SERVICE  is  at  your 
command.     Phone,    write,    wire  TODAY 

Rishell  Phonograph  Co.,  Williamsport,Penna. 


114 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


Victor 

(Half  Size) 


Questionnaire 

VICTROLA  DEPARTMENT 

K.    L.   FOOKD   FURNITURE   CO.,   Wilmington,  Delaware 

Do  you  own  a  Talking  Machine  (yes  or  no)  

What  Make   

Is  it  in  good  playing  condition  (yes  or  no)  

Is  your  Talking  Machine  in  active  use  (yes  or  no)  

Hare  you  ever  thought  of  exchanging  it  for  a  newer -or 

larger  model  (yes  or  no)  

Do  you  receive  the  Victor  Record  Supplement  each  month 

(yes  or  no)  " 

Have  you  ever  thought  of  buying  a  Victor  Victrola 

(yes  or  no)  

Name   

Address  

City   


The  questionnaire  shows  you  who  has  a  Victrola;  who  has  not  a  Victrola;  who  has 
the  desire  for  a  Victrola;  who  has  a  machine  of  another  make  and  wishes  to  exchange 
it  in  part  payment  for  a  Victrola;  whose  name  is  not  on  your  mailing  list  for  the 
monthly  supplement,  but  wants  it  there. 


OPPORTUNITY 


The  Victor  dealer  enjoys  an  opportunity  at  this  time  such  as  no  other 
talking  machine  dealer  has.  He  has  back  of  him  a  factory  and  organization 
whose  finished  product  is  recognized  everywhere  as  the  best.  During  the 
last  three  years  many  new  machines  and  several  makes  of  records  have  been 
placed  on  the  market.  Some  have  survived,  others  have  fallen  by  the  way- 
side. The  opportunity  which  is  now  afforded  you  is  to  bring  the  owners  of 
all  these  other  machines  under  the  Victor  banner  and  to  make  good  Victor 
customers  of  them. 

How  to  do  this  in  the  most  effective  way  would  be  a  problem  if  the 
Perm- Victor  dog  had  not  solved  the  question  for  you.  Before  telling  you 
about  it,  it  was  tried  out  in  a  number  of  instances  and  the  results  have  been 
surprising. 

What  you  want  is  to  get  as  many  talking  machine  users  acquainted  with 
you  as  possible.  Very  good.  The  thing  to  do  is  to  get  them  in  your  store, 
and  you  to  get  acquainted  with  them.  How?  That's  easy!  Here  is  the 
plan, — 

FIRST — Order  500  or  more  Penn-Victor  dogs  with  your  name  cast  in 
the  pedestal  at  no  extra  cost. 

SECOND — Have  printed  questionnaires  as  per  illustration. 

THIRD — Advertise  in  your  home  paper,  or  by  any  other  plan  which 
seems  best,  announcing  that  you  will  give  away  absolutely  free  to  every  person 
calling  at  your  store  on  certain  dates  a  plaster  paris  reproduction  of  the  dog 
in  the  Victor  trade-mark. 

You  may  be  sure  the  public  will  respond.  When  a  person  enters  your 
store  hand  him  or  her  a  questionnaire,  saying:  "Please  fill  out  the  card  and 
present  it  at  (specify  the  place)  and  receive  your  dog."  Have  plenty  of  small 
sharpened  lead  pencils  handy  so  there  will  be  little  delay  in  filling  out  the 
questionnaire. 

The  questionnaire  gives  you  just  the  information  you  desire  and  provides 
many  prospects  for  Victrolas. 

One  dealer  gave  5,000  dogs  away  and  did  as  much  business  in  the  first 
three  days  of  the  month  as  during  all  the  corresponding  months  in  the  previous 
year.  Another  dealer  of  whom  we  know  did  $3,000  in  three  days.  He  gave 
3,500  dogs  away  and  did  nearly  $1  worth  of  business  for  each  dog. 

The  dog  is  a  binder  between  the  prospect  and  you,  making  it  easy  for  your 
canvasser  when  he  calls  at  the  home  to  secure  a  hearing.  The  Penn-Victor 
dog  is  a  little  missionary,  and  has  been  doing  good  work  in  the  home  all  the 
while  spreading  Victor  propaganda.  Shall  he  work  for  you?  It's  for  you 
to  say.    Place  the  order  at  once  and  prove  our  assertions. 


Albany.  N.  Y  Gat«ly-Haire  Co.,  Inc. 

Atlanta,    Ga  Elyea  Talking  Machine  Co. 

Baltimore,   Md  Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co.,  Inc. 

Birmingham,  Ala  Talking  Machine  Co. 

Boston,  Mass  Oliver  Ditson  Co. 

Eastern  Talking  Machine  Co. 

The  M  Steinert  &  Sons  Co. 
Brooklyn,    N.    Y . .  American  Talking  Machine  Co. 

G.  T.  Williams  Co. 

Buffalo.   N.  Y  Buffalo  Talking  Machine  Co. 

Burlington,  Vt  American  Phonograph  Co. 

Butte,    Mont  Orton  Bros. 

Chicago.  Ill  Chicago  Talking  Machine  Co. 

Cincinnati.    0  Ohio  Talking  Machine  Co. 

Cleveland,   Ohio  Cleveland  Talking  Machine  Co. 

The  Eclipse  Music  Co. 

Denver,    Colo  The  Knight-Campbell  Music  Co. 

Elmira.   N.   Y  Elmira  Arms  Co. 

El  Paso.  Tex  W.  G.  Walz  Co. 

Honolulu,  T.  H  Bergstrom  Music  Co.,  Ltd. 

Indianapolis,    I nd  ..  .Stewart  Talking  Machine  Co. 

Jacksonville,   Fla  Florida  Talking  Machine  Co. 

Memphis.  Tenr,  Houck  Piano  Co. 

Kansas  City,  Mo.... J.  W.  Jenkins  Music  Co. 

Milwaukee.  Wis  Badger  Talking  Machine  Co. 

Minneapolis,  Minn. .  .Beckwith- O'Neill  Co. 
Mobile.    Ala  Wm.  H.  Reynalds. 


New  Haven,  Conn... The  Horton-Gallo-Creamer  Co. 

Newark.  N.  J  Collings  &  Co. 

New  Orleans,  La  Philip  Werlein,  Ltd. 

New  York  City  Emanuel  BlouL 

C.  Bruno  &  Son. 

Charles  H.  Ditson  Co. 

Knickerbocker  Talking  Machine  Co. 

New  York  Talking  Machine  Co. 

Ormes.  Inc.. 

Silas  E.  Pearsall  Co. 

Louis  A.  Schwarz,  Inc. 

Omaha.  Neb  Mickel  Bros. 

Philadelphia,   Pa  H.  A.  Weymann  &  Son. 

Pittsburgh,   Pa  W.  F.  Frederick  Piano  Co. 

Portland.    Me  Cressey  &  Allen,  Inc. 

Richmond,    Va.     ..  The  Corley  Co. 

Rochester,   N.  Y  E.  J.  Chapman. 

St.   Louis,   Mo  Koerber-Brenner  Co. 

St.    Paul.    Minn...  W.   J.    Dyer   &  Bro. 

Toledo.  Ohio  The  Toledo   Talking  Machine  Co. 

Washington.  D.  C... Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co. 

Kobt  C.  Rogers  Co. 

Dealers  not  served  by  any  of  these  distributors  will  be 
sold  direct  by  us  or  we  will  charge  through  your  pre- 
ferred distributor  if  so  requested. 


PENN  PHONOGRAPH  COMPANY,  Inc. 

Victor  Distributors — Wholesale  Only 
913  ARCH  ST.  PHILADELPHIA,  PA. 


INTERNATIONAL  MICA  CO.  BUSY 


L.  Hammond  Crabtree  Keeps  in  Touch  With 
World  Markets — Trade  in  Ruby  Mica  Dia- 
phragms Enjoys  Steady  Growth 


Philadelphia,  Pa.,  March  1. — The  International 
Mica  Co.,  of  this  city,  reports  that  the  demand 
for  "Imico"  India  ruby  mica  diaphragms  is  in- 
creasing as  the  year  advances.  L.  Hammond 
Crabtree,  who  directs  the  affairs  of  the  company, 
is  an  authority  on  mica  and  no  smalt  portion 
of  the  popularity  of  Imico.  products  in  the  talk- 
ing machine  industry  is  due  to.  his  careful  study 
of  the  manufacturers'  requirements  and  the  pro- 
viding of  the  proper  mica  for  the  specific  pur- 
pose intended.  Mr.  Crabtree  has  made  it  a 
purpose  to  keep  directly  in  touch  with  the  manu- 
facturer and  much  of  his  time  is  spent  on  the 
road:  In  addition  to  the  factory  in  West  Phila- 
delphia the  company  also  maintains  offices  near 
both  railroad  terminals  and  in  the  heart  of  the 
hotel  district  for  the  convenience  of  out-of-town 
visitors. 


TAKE  CARE  OF  YOUR  MOTOR 


Dealers  Should  Always  Take  Care  to  Inform 
Purchasers  on  Proper  Care 


*  The  following  instructions  on  the  care  of  the 
talking  machine  motor  could  be  used  to  advan- 
tage by  dealers  in  educating  their  patrons  in  this 
matter: 

The  motor  in  your  talking  machine  should  be 
looked  over  once  or  twice  a  year  to  preserve  the 
life  of  your  machine.  Like  your  automobile  or 
watch,  it  requires  expert  attention  and,  given  to 
anybody  that  happens  along,  the  best  your 
motor  will  get  is  the  worst  of  it,  as  most  talk- 
ing machine  motors  are  as  delicately  adjusted  as 
the  finest  grade  watch  or  clock,  one  little  screw, 
a  turn  too  tight  or  a  turn  that  loosens  it  too 
much  will  a  good  many  times  ruin  your  motoi 
and  any  number  of  new  parts  will  be  needed 
to  get  the  proper  adjustment.  The  mainsprings 
in  motors  run  from  twelve  to  nineteen  feet  in 
length  and  as  all  mainsprings  of  talking  ma- 
chine motors  are  of  unfinished  material  they  re- 
quire fresh  lubrication  every  nine  to  twelve 
months  or  the  friction  wear  will  deprive  you 
of  power  in  your  springs  and  will  make  the 
motor  run  unevenly  and  will  eventually  break 
the  springs.  The  same  is  true  of  the  repro- 
ducer, as  constant  vibrations  will  loosen  the 
tension  springs  and  cause  harsh  overtones. 


FEATURING  PRINCESS  WATAHWAS0 


Collings  &  Co.,  Newark,  Booking  Prominent 
Victor  Artist  in  Northern  New  Jersey 


Collings  &  Co.,  the  well-known  Victor  Talking 
Machine  Co.,  distributors  of  Newark,  N.  J.,  have 
been  booking  Princess  Watahwaso,  the  well- 
known  Victor  artist,  in  northern  New  Jersey 
territory. 

Friucess  Watahwaso's  program  includes  In- 
dian songs,  dances  and  folklore  and  she  is  ap- 
pearing early  this  month  in  a  number  of  assem- 
bly halls  of  the  public  schools  in  the  territory 
mentioned. 


Consider  the  postage  stamp.  It  secures  suc- 
cess through  its  ability  to  stick  to  one  thing 
until  it  gets  there. 


WE  Will  Buy  for  Cash 
Job  Lots  of  Machines, 
Records,  Motors,  Tone 
Arms,  Parts,  and  Every- 
thing in  the  Talking  Ma- 
chine Line. 

Keen  Talking  Machine  Supply  Co. 


49  N.  10th  ST.,        PHILADELPHIA,  PA. 


HI 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


115 


?  MULWfflTiMAN'S  Bigjaxjroffit* 

I  NEVER  KNEW 

{/  COULD  LOVE  ANYBODY  LIKE  I'M  WWNG  YOU) 
t~Ribli/«hod  bH  LEO.  FEI/T  Inc.,  FEI/T  B'LD'G  J/ewUbrk)^ 


BIG  TALKINGJMACHINE  MEN'S  BANQUET  ON  MARCH  29TH 

Elaborate  Plans  for  Entertainment  Have  Been  Made  and  Prospects  Are  That  This  Year's  Affair 
Will  Be  the  Most  Successful  in  the  History  of  the  Organization 


Can  you  keep  a  secret?  Then  here's  a  whis- 
per to  the  effect  that  the  annual  Talking  Ma- 
chine Men's  banquet  will  be  held  this  year  on 
March  29  at  the  Hotel  Pennsylvania,  New 
York,  U.  S.  A.    Not  only  a  banquet,  but  an 


The  All  Star  Trio  Who  Will  Entertain  Talking  Machine  Men 

entertainment  and  dance  also.  The  Eight  Fa- 
mous Victor  Artists  have  promised  to  attend 
and  make  their  usual  melodious  noises  within 
the  secret  confines  of  the  banquet  room.  And 
Jimmy  Davin  adds  that  Paul  Whiteman  will 
have  his  gang  down  from  the  Palais  Royal  to 
help  the  restless  dancers  break  the  Blue  Laws. 
Also  the  Van  Eps  Quintet,  Lynch  &  Sheridan 


and  Miss  Irene  Williams,  from  the  Brunswick 
Co.,  while  the  Columbia  Co.  has  pledged  its 
support  with  other  entertainers  of  high  caliber. 

Victor  Arden,  of  the  All  Star  Trio,  and  his 
partners  in  crime,  Wadsworth  and  Green,  have 
made  arrangements  with 
the  committee  to  play  five 
special  selections  of  his  or 
her  choice  for  the  Victor 
clerk  selling  the  most  of 
the  Victor  record  18713, 
entitled  "Dotty  Dimples." 

It's  also  whispered  that 
checking  privileges  will  be 
extended  this  year  by 
Revenue  Agent  Joe  Bry- 
ant, detailed  from  Wash- 
ington. The  password  is 
a  check  to  E.  G.  Brown, 
719  Broadway,  Bayonne, 
N.  J.,  to  the  amount  of 
$6.00.  And,  postscripts 
the  committee,  "B.  Y.  O. 
L.  because  W.  H.  G." 

Seriously,  the  plans  of 
the  entertainment  commit- 
tee and  the  responses  of 
the    membership  indicate 
that  the  affair  will  by  long 
odds  be  the  most  success- 
ful  ever   held   under  the 
auspices  of  the  organization.    The  co-operation 
of  the  various  talking  machine  companies  has 
insured  a  program  that  probably  could  not  be 
arranged  for  under  any  other  auspices,  and  the 
indications  are  there  will  not  be  a  dull  or  idle 
moment  from  the  time  the  doors  are  opened 
until   the  'banqueters   wend   their   weary  ways 
homeward  in  the  wee  sma'  hours. 


James  J.  Davin,  who  heads  the  entertainment 
committee,  has  had  long  experience  in  arrang- 
ing just  such  affairs  and  his  efforts  this  year 
indicate  that  he  has  profited  by  his  experience. 
He  is  assisted  by  such  able  lieutenants  as  Hugh 
Ernst  and  Joseph  Bryant,  also  committee  veter- 
ans, together  with  other  active  members  of  the 
trade,  and  it  is  understood  that  although  the 
announced  program  is  elaborate  enough  to 
gratify  the  most  exacting  there  are  several  sur- 
prises in  store  for  those  who  take  advantage 
of  the  opportunity  of  attending. 

Special  arrangements  have  been  made  whereby 
the  employes  of  the  various  association  members 
will  be  admitted  to  the  entertainment  and  dance 
without  charge  after  9.30  p.  m.  upon  presenting 
the  business  card  of  their  employer. 

Sh-h-h — It's  going  to  be  a  great  night. 


MONARCH  T.  M.  CO.  INCORPORATES 

The  Monarch  Talking  Machine  Co.,  New  York, 
has  been  incorporated  to  manufacture  talking 
machines.  The  capital  is  $10,000  and  the  incor- 
porators are  N.  Meadow,  I.  Weber  and  S.  Wains- 
lash,  230  East  Fourth  street. 


WALLACE  BROWN  VISITS  WEST 


Wallace  Brown,  head  of  the  wholesale  Vocal- 
ion  department  of  the  Aeolian  Co.,  returned  last 
week  from  a  short  business  trip  through  the 
Middle  West,  in  the  course  of  which  he  visited 
Detroit  and  Pittsburgh. 


DILLON  HEADS  AEOLIAN  DEPT. 


Thomas  F.  Dillon  has  been  appointed  mana- 
ger of  the  department  of  the  L.  C.  Fenner  Music 
Store,  in  Port  Jervis,  N.  Y.,  devoted  to  the 
handling  of  Aeolian  Co.  products,  including  the 
Vocalion  and  the  red  Vocalion  records,  regard- 
ing which  Mr.  Dillon  is  very  enthusiastic.  He 
paid  a  visit  to  Aeolian  Hall  last  week. 


New!  New! 

APEX  Fibre  Needle  Cutter 

Cuts  with  the  grain  to  the  point. 
Makes  the  use  of  fibre  needles  as  cheap  as  steel. 
No  variation  in  angle  or  size  of  cut. 
Does  nof  crush  the  shell. 

Small  Size — Simple  Construction 
For  sale  through  jobbers  and  dealers. 
Retail  Price  $1.50 
Manufactured  by 

W.  H.  WADE14N  MifcAvenue 


New! 


New! 

Patented  Nov.  2,  1920  - 


i 

$  Cut 

*  slice  so  thin 

*  that  30  chip: 
»  can  be  made 
•and    30  records 
.  t  played  with  one 
A  fibre  needle. 


116 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


KOI 


N 


ew 


Rele 


ases 


Now  Ready 


i 


i 


Lateral  Cut 


ODE  ON 

RECORDS 


Lateral  Cut 


16  Sparkling  Popular  Selections  16 
8     lO-Inch  Lateral  Double  Discs  8 


Fox  Trots 


One-Steps 


Waltzes 


Od  20020 

10-inch 
85  Cents 


Od  20021 

10-inch 
85  Cents 


Od  20022 

10-inch 
85  Cents 


Od  20023 

10-inch 
85  Cents 


American  Dance  Selections 

BOW-WOW  (Puppy  Love)    (Wheeler  Wads- 
worth)  One  Step  .Allstar  Trio 

HOLD  ME  (A.  Hickman— B.  Black)  Fox  trot 

Jos.  Samuels'  Jazz  Band 

WHY  DON'T  YOU?  (Harry  Tierney)  Fox  Trot 

Harry  Raderman's  Jazz  Orch. 
GOOD-BYE  (Intro.  Chorus— Just  Plant  a  Kiss) 
Fox  Trot 

Jos.  Knecht's  Waldorf-Astoria  Dance  Orch. 

MAZIE  (Sid  Caine,  Eli  Dawson  &  Lew  Gold) 

Fox  Trot  Harry  Raderman's  Jazz  Orch. 

BIDDY  (J.  S.  Zamecnik)  Fox  Trot 

Green  Bros.'  Novelty  Band 


"SIREN"  OF  A  SOUTHERN  SEA  (Harold 

Weeks)  Fox  Trot.. Green  Bros.'  Novelty  Band 

MY  BUDDING  ROSE  (L.  Wolfe  Gilbert  & 
Cooper)  Fox  Trot 

Jos.  Knecht's  Waldorf-Astoria  Dance  Orch. 


Od  20024 
10-inch 
85  Cents 


Od  20025 

10-inch 
85  Cents 


Od  20026 

10-inch 
85  Cents 


Od  20027 

10-inch 
85  Cents 


TWO  SWEET  LIPS  Fox  Trot 

Jos.  Samuels'  Jazz  Band 

MELLO  CELLO  (Neil  Moret)  Waltz 

Jos.  Knecht's  Waldorf-Astoria  Dance  Orch. 

American  Vocal  Selections 

r  I'M  IN  HEAVEN  WHEN  I'M  IN  MY  MOTH- 
ER'S ARMS   (Johnson-Hess-Ager)  Tenor 

with  Orch  Lewis  James 

HONOLULU  EYES  (Johnson- Violinsky)  So- 
prano-Tenor Duet  with  Orchestra 

Jane  Neilson — Lewis  James 

MOONLIGHT  IN  MANDALAY  (Yellen-Ol- 
man)  Tenor-Baritone  Duet  with  Orch. 

James-Shaw 

NORAH  ACUSHLA!  (Cooper-Millard)  Tenor 

with  Orchestra   Will  Oakland 

JUST   LIKE  A  GYPSY   (From  the  Musical 
Play,  "Ladies  First")    (S.  S.  Simons-Nora 

Bayes)  Male  Trio  with  Orch  Sterling  Trio 

SWEET  LUANA  (Norma  Burt-J.  S.  Zamec- 
nik)   Vocal    Duet    with    Hawaiian  Guitar 
l_         Accomp  Jane  Neilson — Lewis  James 


Ask  for  Our  Catalogues  of  Foreign  Language  Records 

and 

FAMOUS-ARTISTS  Selections 

Ours  is  a  big  proposition  for  high-class  distributors 
Write  for  particulars  We  are  now  appointing  Jobbers 


0+2 


Gncan  WdQon  vorporation 


OdeoN/ 


lOO  WEST  21  §1  STREET 
NEW  YORK- 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


117 


STEADY  IMPROVEMENT  EVIDENT  IN  CINCINNATI  TRADE 

Chat  With  A.  H.  Bates,  of  Ohio  Talking  Machine  Co. — New  Victor  Agencies — Successful  Con- 
vention of  Edison  Dealers — Starr  Expansion — Baldwin's  Red  Seal  Demand — News  of  Month 


Cincinnati,  O.,  March  6. — A  canvass  of  the 
talking  machine  trade  in  Cincinnati  shows  a  very 
optimistic  spirit  prevailing  among  dealers  and 
manufacturers.  The  last  month,  taking  all 
things  into  consideration,  has  been  generally 
satisfactory.  Business  has  held  up  amazingly 
well  for  February.  Machines  have  moved  right 
along  and  the  sale  of  records  has  been  unusually 
good.  Orders  coming  in  show  business  condi- 
tions are  getting  better  and  the  outlook  is  ex- 
ceedingly good,  according  to  local  dealers. 

A.  H.  Bates,  of  the  Ohio  Talking  Machine  Co., 
who  recently  returned  from  a  trip  through 
southern  Ohio,  West  Virginia,  Kentucky  and 
Indiana,  found  signs  of  renewed  activity  among 
the  dealers  and  a  feeling  of  confidence  that  is 
very  encouraging.  Mr.  Bates  says  many  of  the 
smaller  dealers  are  doing  more  business  than 
they  realize.  There  are  more  small  dealers  than 
large  ones,  he  says,  and  these  men  are  all  mak- 
ing sales  right  along,  and  taken  altogether  it 
amounts  to  quite  a  large  amount  of  business. 

The  Ohio  Co.  has  just  established  a  new  Vic- 
tor agency  at  Middletown,  the  Cappel  Co.,  c.-hich 
held  its  opening  March  1.  The  opening  was 
made  a  big  event.  Full-page  advertisements  in 
the  local  paper  and  a  truck,  on  which  was 
mounted  a  large  Victor  machine  equipped  with 
Magnavox,  driven  through  the  streets,  an- 
nounced the  opening  of  the  new  music  house. 
Another  promising  new  agency  is  the  one  just 
established  at  Corbin,  Ky.,  which,  also  will  be 
an  exclusive  Victor  shojx  Corbin  has  become 
a  boom  town  since  the  recent  opening  of  the 
L.  &  N.  railroad  shops  and  outlook  for  busi- 
ness there  is  considered  exceptionally  good. 
The  agency  will  be  known  as  the  Corbin  Music 
Shop.  A  third  new  Victor  account  is  the  Cum- 
berland Music  &  Machine  Co.,  Harlan,  Ky.  Mr. 
Hates  believes  the  West  Virginia  field  is  still  the 
best  of  all  local  territory  and  is  way  ahead  of 
other  sections  in  live  business.  The  Ohio  Co. 
has  started  an  active  campaign  for  business  and 
has  three  traveling  men  so  routed  that  they  will 
visit  every  dealer  in  the  territory  once  "a  month. 
Numerous  applications  have  been  received  for 
new  accounts  that  show  the  demand  for  talking 
machines  is  increasing  and  that  business  is  pick- 
ing up. 

A  convention  of  Edison  dealers  was  held  at 
the  Sinton  Hotel  during  the  last  week  in 
February  at  which  reports  were  received  and 
plans  and  suggestions  for  future  business  dis- 
cussed. Manager  F.  H.  Oelman,  of  the  Edison 
Co.,  states  that  a  very  marked  spirit  of  optimism 
prevailed  among  the  dealers  at  this  gathering. 
The  men  present  were  from  Ohio,  West  Vir- 
ginia, Kentucky  and  northern  Tennessee,  and 
they  were  a  unit  in  predicting  an  early  boom 
in  the  talking  machine  business.  One  of  the 
delegates  handed  out  a  very  good  piece  of  ad- 
vice to  those  who  had  been  complaining  of  the 
present  quiet  conditions  in  their  sections.  His 
advice  was  to  "do  less  sighing  and  more  sell- 
ing.'' By  hard  work,  he  declared,  it  was  pos- 
sible to  get  all  the  business  a  man  wanted. 
Manager  Oelman  states  that  the  month  was  one 
of  the  best  Februaries  they  have  had  and  orders 
that  are  now  coming  in  make  the  outlook  for 
the  month  oi  March  very  encouraging.  R.  T. 
Carroll,  of  the  Edison  Co.,  is  taking  an  extended 
trip  through  the  territory  visiting  various 
dealers. 

C.  R.  Anderson,  of  the  Wurlitzer  Co.,  states 
the  company  had  a  very  fair  month's  business 
and  the  outlook  for  next  month  was  very  much 
brighter.  The  tobacco  situation  in  Kentucky 
is  clearing  up,  he  says,  and  this  will  have  a 
marked  effect  on  the  business  there.  Manager 
T.  F.  Sigman  is  making  a  trip  through  the  ter- 
ritory. 

Manager  Pauling,  of  the  Starr  Co.,  is  finding 
their  new  table  machine  is  making  a  decided  hit. 
This  machine,  he  states,  has  been  given  the 
best  workmanship  m  the  factory  and  its  ap- 
pearance  has  made   it   an   attractive   piece  of 


library  furniture.  The  talking  machine  busi- 
ness has  been  rather  quiet,  but  there  is,  of 
course,  a  steady  demand  for  machines,  and.  the 
record  business  has  been  very  good. 

Miss  Leola  Ranshaw,  buyer  of  Victor  records 
at  the  Baldwin  Piano  Co.'s  new  department, 
slates  that  the  record  business  has  been  excep- 
tionally good  with  them.  January  and  February 
shipments  on  Red  Seal  and  other  records  re- 
ceived have  sold  as  fast  as  they  could  be  ob- 
tained.' This  department  is  endeavoring  to  work 
up  a  large  Red  Seal  business.  During  the  past 
month  the  Baldwin  Co.  has  installed  an  educa- 
tional department  under  the  supervision  of  Miss 
Florence  McMahon,  who  for  some  time  de- 
voted her  time  to  the  schools  of  Cincinnati  and 
vicinity  and  has  succeeded  in  placing  Victor 
school  machines  in  a  number  of  schools.  The 
record  department  has  greatly  assisted  Miss  Mc- 


Mahon in  her  school  work  by  supplying  the 
schools  with  the  desired  records. 

R.  C.  Swing,  manager  of  the  Crystola  Co.,  says 
that,  according  to  all  the  information  they  can 
get  from  their  dealers,  there  will  be  a  decided 
improvement  in  business  by  the  middle  of 
March.  The  dealers  are  not  laying  in  big  stocks 
but  buying  cautiously. 

Manager  F.  F.  Dawson,  of  the  Sterling  Roll 
&  Record  Co.,  has  announced  the  opening  of  a 
new  branch  at  Pittsburgh,  Pa.,  which  will 
handle  the  Okeh  records.  The  shop  is  located 
at  436  Fourth  avenue  and  will  be  in  charge  of 
A.  B.  Smith,  who  formerly  was  assistant  man- 
ager of  the  Columbia  Co.  at  Pittsburgh.  Mr. 
Dawson  has  just  returned  from  a  trip  through 
the  South  and  states  that  during  the  last  month 
they  have  established  150  new  agencies  to  handle 
the  Okeh  records.  The  record  business  has  been 
good  during  the  past  month  and  he  is  looking 
for  increased  business  right  along. 

The  talking  machine  department  of  the  Gau 
Co.  did  a  very  good  business  during  the  month 
and  the  demand  for  records  has  not  diminished. 


Promote  Your  Business 


by  getting 


Best  Service 


given  by 


Lind  Music  Company 

Distributors  Exclusively 


of 


Records 

The  Record  of  Quality 


LIND  MUSIC  COMPANY 

OKtIL  Distributors 
Congress  and  Bates  Street  DETROIT,  MICH. 


118 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


^7 


Is  your  store  on  the  Great  White  Way  ?  A 
Columbia  Electric  Sign  will  put  you  there — 
a  night-and-day  magnet  drawing  people 
from  all  directions.  Ask  our  Dealer  Service 
man. 

Columbia  Graphophone  Co. 

NEW  YORK 


REFERENDUM  FAVORS  EXCISE  TAXES 


Proposal  of  Chamber  of  Commerce  of  U.  S. 
Carried  by  Small  Majority — Other  Questions 
Upon  Which  Members  Expressed  Opinions 


Washington,  D.  C,  March  5. — The  Chamber 
of  Commerce  of  the  United  States  has  'ust  re- 
ported that  the  proposal  of  its  Committee  on 
Taxation  that  excise  taxes  be  put  on  some 
articles  of  wide  use,  but  not  of  personal  neces- 
sity, received  slightly  more  than  the  necessary 
two-thirds  vote  to  carry  when  the  question  was 
put  to  the  referendum  vote  of  the  membership. 

It  was  this  proposal  that  was  so  strongly  op- 
posed by  the  Music  Industries  Chamber  of 
Commerce,  not  only  because  it  appeared  to  favor 
increases  in  excise  taxes,  but  because  there  were 
specified  no  articles  upon  which  the  proposed 
excise  taxes  should  be  placed,  which  left  the 
way  open  for  considerable  discrimination  in  the 
selection  of  such  articles. 

There  was  a  majority  voting  against  any  form 
of  sales  tax,  and  of  the  minority  who  favored 
such  a  tax,  therefore,  the  greater  number  were 
favorable  to  a  retail  sales  tax.  The  principal  ob- 
jection to  a  turnover  tax  was  that  it  would  be 
pyramided  and  would  prove  unfair  to  many  of 
the  smaller  industries  while  favoring  larger  in- 
dustrial establishments. 

The  committee's  proposal  that  the  Govern- 
ment should  ascertain  the  exact  amount  of  in- 
come taxes  before  payment  is  made  was  based 
on  the  fact  that,  no  matter  how  conscientious  a 
taxpayer  may  be,  he  at  present  never  knows 
when  he  is  through.  If  a  treasury  ruling  is 
revised  new  assessments  may  be  made.  Under 
the  present  law  the  taxpayer  makes  payment  of 


a  tax  which  he  assesses  on  himself.  He  then 
waits  for  years  to  see  if  he  paid  the  correct 
amount  of  taxes. 

The  final  recommendation  of  the  committee, 
that  administration  of  income  taxation  should 
be  decentralized,  was  held  to  be  necessary  be- 
cause of  the  great  inconvenience  occasioned  by 
the  fact. that  so  many  taxpayers  have  to  journey 
all  the  way  to  Washington  to  take  up  taxation 
matters  when  they  should  be  able  to  take  them 
up  in  their  own  districts. 


THE  BRUNSWICK  RECORD  POLICY 

P.  L.  Deutsch  on  Company's  Ideas  as  to  Size 
of  Catalog  of  Records 


ELECT  NEW  COLUMBIA  DIRECTORS 


Decision  Also  Reached  to  Pass  Quarterly  Divi- 
dend on  Common  Stock  of  the  Company 


The  passing  of  the  regular  quarterly  dividend 
of  25  cents  a  share  on  the  common  stock  of  the 
Columbia  Graphophone  Co.  was  announced  by 
the  board  of  directors  March  1.  The  regular 
quarterly  dividend  on  the  preferred  stock  was 
declared,  however. 

Van  Horn  Ely,  president  of  the  company,  in 
announcing  the  passing  of  the  common  dividend 
issued  the  following  statement: 

"In  view  of  the  present  industrial  conditions 
and  the  desirability  of  maintaining  the  present 
strong  cash  position  of  the  company  the  board 
decided  to  declare  no  dividend  on  the  common 
stock.  The  annual  report  for  1920  will  be 
mailed  to  stockholders  within  the  next  few 
days." 

At  the  meeting  of  directors  the  following  were 
added  to  the  board:  G.  Hermann  Kinnicutt,  of 
Kissel,  Kinnicutt  &  Co.;  E.  E.  Thompson,  of 
Crane,  Pariss  &  Co.,  and  Howard  Coonley,  presi- 
dent of  the  Walworth  Mfg.  Co. 


•  Chicago,  III.,  March  8. — In  an  interview  with 
The  World  P.  L.  Deutsch,  assistant  secretary 
of  the  Brunswick-Balke-Collender  Co.,  of  this 
city,  stated  that  the  Brunswick  Co.,  has  found 
the  retail  talking  machine  trade  very  favorably 
impressed  with  the  Brunswick  policy  of  a  com- 
paratively small  record  catalog.  Mr.  Deutsch  at- 
tributes this  feeling  to  the  fact  that  the  dealer 
is  enabled  to  turn  his  stock  over  much  faster 
and  has  to  tie  up  a  much  smaller  amount  of 
money  in  record  inventory.  He  explained  that 
one  method  the  Brunswick  Co.  has  pursued 
to  limit  the  size  of  its  record  catalog  is  the 
marrying  of  two  very  popular  selections  en  the 
same  record.  This  is  directly  in  contrast  to 
the  policy  which  is  adopted  by  a  number  of 
record  makers  of  linking  a  big  hit  with  a  lesser 
hit  and1  thereby  helping  to  move  the  less  popu- 
lar selection. 


THE  V0CALI0N  IN  AUSTIN,  TEX. 

The  J.  R.  Reed  Music  Co.,  Austin,  Tex.,  which 
has  been  handling  Duo-Art  pianos  and  other 
Aeolian  Co.  products  for  some  time  past,  has 
recently  taken  the  agency  for  the  Vocalion 
phonograph  and  records,  and  has  arranged  to 
open  a  large  department  to  feature  that  line. 
The  Reed  Music  Co.  started  in  business  in  Aus- 
tin in  1891  and-  has  been  very  successful. 


Many  a  man  who  wouldn't  commit  larceny 
will  cheerfully  steal  a  busy  man's  time. 


The  William  Phillips  Phono  Parts  Corp. 


Big  Value 

i  n 

Both  Tone  and  Price 

Suitable  for  Medium  Priced 

Machine 
8  1-2  inches,  centre  to  centre 
Large  size  Sound  Box 


Sample  to  manufacturers  $3.00 

Send  for  quantity  prices 


The  William  Phillips  Phono  Parts  Corp. 


145    West    Forty-fifth  Street 


N 


e  w 


York  City 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


119 


INCREASED  ACTIVITY  NOW  EVIDENT  IN  BUFFALO  TRADE 

Review  of  Conditions  Shows  Betterment — No  Legislation  Necessary  Anent  Misleading  Advertising 
— Pathe  Dealers  Hold  Conference — New  Manager  for  Hengerer  Co. — Victor  Records  by  Wireless 


Buffalo,  N.  Y.,  March  9. — -There  is  practically 
little  complaint  among  talking  machine  dealers 
of  Buffalo  these  days  of  any  dullness  in  busi- 
ness. Most  of  them  report  trade  as  exceptionally 
brisk,  so  much  so  that  some  of  them  have  found 
it  necessary  to  make  additions  to  their  staffs. 

Industries  generally  here  are  beginning  to 
show  signs  of  activity.  Many  of  the  cities' 
larger  plants  which  were  forced  to  shut  down  or 
make  large  reductions  in  their  working  forces 
are  beginning  to  take  their  employes  back  and 
as  a  result  the  buying  public  has  more  money 
to  spend.  This  in  turn  is  reflected  in  the  talking 
machine  business. 

The  music  group  of  the  Buffalo  Chamber  of 
Commerce  has  found  that  no  new  legislation 
will  be  necessary  in  making  misleading  advertis- 
ing an  actionable  offense.  Investigation  has 
brought  to  light  the  fact  that  such  offenses  are 
covered  by  both  State  and  city  laws,  which  pro- 
vide severe  penalties  for  violations.  The  agita- 
tion for  legislation  covering  misleading  adver- 
tising was  started  a  short  time  ago,  when  there 
were  brought  to  the  attention  of  the  music 
group  some  advertisements  of  talking  machines 
which,  it  was  claimed,  made  it  appear  that  the 
(  u'stomer  was  getting  more  for  his  money  than 
was  really  the  case.  No  action  will  be  taken, 
however,  in  regard  to  these  advertisements,  it 
is  said,  as  it  is  believed  sufficient  warning  has 
been  given  through  the  publicity  which  was 
given  the  matter. 

Victor  dealers  here  are  doing  a  good  business. 
Sales  of  records  and  machines  are  going  well. 

A  new  manager  has  been  appointed  for  the 
talking  machine  department  of  the  William  Hen- 
gerer Co.,  which  has  one  of  the  largest  Victor 
agencies  in  the  city.  He  is  A.  H.  Fleischman, 
who  was  formerly  with  the  Musical  Instrument 
Sales  Co.  at  New  Haven,  and  who  has  had  a 
long  experience  in  the  talking  machine  indus- 
try, having  been  connected  with  the  business  at 
Cincinnati  and  Louisville.  Mr.  Fleischman  plans 
to  make  a  feature  of  a  department  for  the  sale  of 
Red  Seal  records.  He  has  already  developed  a 
considerable  business  for  this  kind  of  record  at 
the  store. 

A  number  of  Victor  dealers  found  that  sales 
of  Caruso  records  went  up  greatly  during  his 
recent  serious  illness.  The  public,  fearing  that 
his  great  voice  would  be  lost  forever,  hastened 
to  preserve  it  for  themselves  by  insuring  a  large 
purchase  of  his  records. 

Recent  visitors  were:  H.  A.  Brennan,  repre- 
sentative of  the  Victor  Co.;  Mr.  Forbes,  of  the 
New  York  store  of  the  James  McCreery  Co., 
and  C.  R.  Wagner,  of  the  Musical  Instrument 
Sales  Co. 

Buffalo  has  a  special  interest  in  "Humming," 
which  is  making  such  a  hit  among  records.  Ray 
Brost,  a  Buffalo  man,  who  writes  under  the  name 
of  Ray  Henderson,  is  the  composer.  He  is  the 
son  of  William  Brost,  of  J.  N.  Adam  &  Co. 

F.  E.  Russell,  of  the  talking  machine  depart- 
ment of  J.  N.  Adam  &  Co.,  reports  that  the 
Victor  mode!  "80,"  which  sells  for  $100,  is  mak- 
ing a  great  hit  with  the  buying  public. 

One  hundred  and  fifty  Pathe  dealers  of  this 
district  held  a  convention  at  the  Chamber  of 
Commerce  here  February  21  and  made  plans 
for  this  district's  part  in  the  Little  Red  Fly 
campaign.  N.  A.  Taber,  of  the  Buffalo  Talking 
Machine  Co.,  acted  as  chairman.  There  were 
sales  talks  by  R.  H.  Arnault,  of  the  Pathe  Co., 
and  C.  R.  Mosch,  leading-Pathe  dealer  at  Elmira. 
Their  pepful  talks  inspired  the  workers  and  the 
general  enthusiasm  displayed  at  the  convention 
indicated  that  as  far  as  this  district  is  concerned, 
at  least,  the  campaign  will  be  a  sweeping  success. 

"Business  is  extra  good,"  is  the  report  of  H.  J. 
Hermansdorfer,  of  the  local  Brunswick  branch. 
"We  are  doing  a  very  fine  record  business," 
said  Mr.  Hermansdorfer.  "There  has  been  such 
an  increase  in  volume  that  we  have  found  it 
necessary  to  add  two  packers  to  our  force." 
Miss  Gladys   Kimmel,   the   Brunswick  Record 


Girl,  has  been  paying  this  vicinity  a  visit.  She 
visited  the  offices  here  and  also  called  on  a 
number  of  dealers  in  this  district. 

Lionel  M.  Cole,  general  sales  manager  for  the 
Iroquois  Sales  Corp.  and  one  of  the  livest  wires 
in  the  talking  machine  business  in  this  city,  has 
been  doing  some  hard  work  in  pushing  Granby 
phonographs  and  Okeh  records.  He  has  mailed 
a  large  number  of  attractive  booklets  showing 
the  artistry,  and  advantages  of  the  Granby  and 
also  leaflets  telling  about  Okeh  record's. 

He  reports  that  the  foreign  Okeh  records  are 
making  a  great  hit  in  Buffalo.  There  is  a  large 
foreign  population  in  this  city  and  the  success 
of  the  Polish  and  Italian  records  was  instanta- 
neous. 

Wireless  operators  in  Buffalo  now  have  a 
chance  to  "listen  in"  on  concerts  of  Victor  rec- 
ords every  month.  The  Wurlitzer  Co.  is  flash- 
ing through  the  air  each  month  the  latest  Vic- 


tor releases,  and  their  Buffalo  store  carried  ex- 
tensive advertising  announcing  this  and  instruct- 
ing the  operators  here  how  to  "tune"  their  ap- 
paratus so  as  to  catch  the  notes.  William  B. 
Damsel,  manager  of  the  Wurlitzer  stores  at 
Buffalo  and  Columbus,  O.,  says  that  data  at  the 
latter  city  whidh  he  has  gathered  shows  that  the 
plan  is  meeting  with  great  success  and  that  he 
means  to  gather  data  here  as  to  how  many  wire- 
less operators  are  availing  themselves  of  the 
opportunity  to  hear  these  "wireless  concerts." 

G.  W.  Hopkins,  general  sales  manager  of  the 
Columbia  Co.,  was  in  town  the  first  of  the 
month.  While  he  was  here  a  number  of  dealers 
in  this  district  called  on  him. 

The  local  Columbia  office  reports  that  the 
59-cent  record  sale  in  this  district  is  meeting 
with  great  success.  Dealers  report  that  the  sales 
have  draw-n  to  their  stores  people  whom  they 
have  not  seen  in  months. 

The  Thomas  Piano  Co.,  of  Lockport,  which 
has  an  extensive  talking  machine  department,  is 
moving  into  new  quarters  in  that  city — a  com- 
modious three-story  building,  which  is  admirably 
equipped. 


Pride 

of 

Possession 

|||l|i]T  this  time,  when  there  are 
BEI  so  many  talking  machines 
of  questionable  quality  on 
the  market,  the  dealer  who  has  a 
Victor  franchise  should  be  excep- 
tionally proud  of  his  possession. 

Since  the  inception  of  the  talking 
machine  industry,  Victor  supremacy 
has  been  recognized  everywhere. 

To  all  your  prospective  customers 
emphasize  Victor  supremacy. 


CURTIS  N.  ANDREWS 

Victor  Wholesale 
BUFFALO,  NEW  YORK 


120 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


Model  B — The  quaint  Queen  Anne.  One  of 
the  most  desirable  designs.  In  keeping  with 
the  furnishings  of  many  music  rooms  in 
modern  American  homes. 

Made    in    Mahogany   and    American  Walnut. 


Model  D — The  ever-popular  Louis  XVI.,  an 
especially  favored  design  which  finds  its 
place  in  the  drawing  rooms  of  prosperous 
Americans   all   over  the  land. 

Made   in    Mahogany   and   American  Walnut. 


The  Fern-O-Grand 
Company 

"Makers    of    the    Baby  Grand 
Design  Phonograph" 

212-220  West  Canal  Street 
Cincinnati      :        :  Ohio 


KNOWN  FOR  STYLE  AND  TONE 

BABY  GRAND 

DESIGN 

PHONOGRAPH 

The  most  distinctive  type  of 
phonograph  on  the  market. 
Provides  the  dealer  with  un- 
limited sales  possibilities.  A 
welcome  addition  to  any  high 
class  lines. 


New  and  Exclusive  in  Design 

our  Ellis  Reproducer  and  large  amplifying 
Chamber  is  the  secret  of  its  wonderful  vocal 
and  instrumental  tone. 

The  only  Fibre   Reproducer   on   the  market. 

Its  Musical  Qualities  are  Incomparable 

PROTECT  YOUR  TRADE  and  stimulate  your 
phonograph  business  by  having  THE  BABY 
GRAND  DESIGN  LINE  on  your  floor. 


Our  Reproducer 

Patented  U.  S.  A. 

(Guaranteed  for  Twenty  Years) 

1.  Its  light  weight  will  always  keep  your  records  new. 

2.  Plays  all  makes  of  records  without  any  extra  attachments. 

3.  Diaphragm  is  insulated  from  all  metal  parts,  assuring 
natural  tone  without  the  metallic  phonograph  tones. 

4.  By  off-setting  the  bridge  connection  to  the  diaphragm  pro- 
vides a  short  and  long  area  over  which  the  high  and  low  notes 
respectively  must  travel  for  best  results. 

5.  Oval  bar  provides  ample  protection   for  bridge  connection. 


"Model  A 

P-ATEIfTED 

Price  $22522 


Model  A — Baby  Grand  in  Adam  period  design. 
The  marvelous  simplicity  and  beauty  of  the 
period  faultlessly  carried  out.    Much  favored 
by  the  critical  buyer. 
Made    in    Mahogany   and    American  Walnut. 


Model  C — The  Hexagon  design  fits  in  with 
almost  any  character  of  home  furnishing. 
Its  solid  and  artistic  appearance  is  in 
keeping  with  the  best  of  periods. 

Made    in    Mahogany   and    American  Walnut. 


Model  E — For  the  Chippendale  room.  Delicate 
carvings,  perfect  design  and  the  last  word 
in  arts  and  crafts  workmanship.  Study  the 
perfection   of  this  design. 

Made    in    Mahogany   and    American  Walnut. 


The  Dimensions  of  the  Amplifying 
Chamber  are  24  ins.  in  width  and  10  ins. 
in  height.  Think  of  that.  The  Cabinet 
is  36  ins.  high,  27  ins.  wide  and  34  ins.  in 
depth — Shipped  K.  D.,  which  assures 
lowest  freight  rates. 


Distributors  for  New  York  and  surrounding  territory: 
Kroll-Horowitz  Furniture  Co..  Inc..  258  Canal  St.. 
New  York. 


Distributors  for  Denver  and 
Music  Co.,   Denver.  Colo. 


Distributors 
territory. 


or  Agencies 


West:  Casstll  Bros, 
write     for     prices  and 


FULLY  PROTECTED  BY  PATENTS,  DEALERS'  DISCOUNTS  PROMPTLY  FOLLOW  UPON  YOUR  REQUEST 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


121 


TORONTO  TRADE  CRITICIZE  CERTAIN  RETAIL  PUBLICITY 

Small  Payments  and  Long  Terms  Not  Favored — Hockey   Fans   Enjoy   the   Columbia — Canadians 
Sympathize  in  Caruso's  Illness — Value  of  a  Mailing  List — New  Concerns  and  Changes  in  Trade 


Toronto,  Ont.,  March  3. — "Already  we  are  be- 
ginning to  see  entirely  too  much  of  the  'one 
dollar  per  week'  variety  of  talking'  machine  ad- 
vertising," said  a  prominent  Ontario  retailer  to 
your  correspondent.  "I  would  like  to  have  some 
one  tell  me  just  what  advantage  any  one  talking 
machine  merchant  thinks  he  has  when  perhaps 
a  dozen  other  of  his  weak-spined  brethren  are 
indulging  in  this  same  kind  of  advertising,  as 
far  as  the  securing  of  immediate  sales  is  con- 
cerned. It  doesn't  take  a  smart  merchant  or  a 
literary  genius  to  write  an  advertisement  which 
chiefly  features  low  prices  and  long  terms." 
Aside  from  the  fact  that  the  selling  and  ad- 
vertising of  talking  machines  on  this  basis  is 
bad  business  from  an  economic  standpoint,  is 
it  not  also  true  that  such  advertising  has  a 
tendency  to  cause  the  public  at  large  to  have 
less  respect  for  our  business?" 

Robert  Shaw,  manager  of  the  wholesale 
Grafonola  department  of  Cassidy's,  Ltd.,  Winni- 
peg, Man.,  was  a  recent  visitor  to  the  Columbia 
headquarters.  He  was  greatly  pleased  with  the 
immense  new  Columbia  factory  and  also  the 
new  executive  offices  of  the  company  and  the 
greater  co-operation  with  Columbia  dealers  that 
the  new  factory  makes  possible  both  in  Grafo- 
nolas  and  records. 

The  Adams  Furniture  Co.  showed  a  progres- 
sive spirit  when  recently  it  demonstrated  to 
several  thousand  hockey  fans,  assembled  at  the 
Toronto  arena  to  witness  a  senior  O.  H.  A. 
hockey  game,  that  the  Columbia  Grafonola  was 
very  much  on  the  musical  map.  Before  the 
game  was  called,  and  during  intermission 
periods,  this  company  had  a  Grafonola  play- 
ing for  the  benefit  of  the  spectators.  Although 
the  arena  is  large,  the  music  of  the  instrument, 
amplified  by  the  Magnavox,  was  heard  dis- 
tinctly in  every  corner  of  the  rink.  In  order 
that  the  Adams  Co.  might  reap  the  rewards  of 
this  effective  publicity  a  large  size  easel,  on 
which  were  printed  the  words  "The  Home  of 
the  Grafonola — Adams  Furniture  Co.,  Ltd."  with 
the  address,  was  placed  in  the  middle  of  the 
ice  between  periods. 

Deep  concern  was  felt  throughout  the  Do- 
minion over  the  illness  of  the  great  Victor 
artist,  Enrico  Caruso.  The  news  of  his  gradual 
return  to  health  was  received  with  widespread 
rejoicing.  The  Montreal  Star  paid  him  a  fitting 
tribute  in  an  editorial  and  declared  that  his 
brave  fight  against  great  odds  would  serve  to 
deepen  the  affection  and  admiration  of  his  many- 
friends  for  him. 

That  a  dealer's  mailing  list  if  kept  up  to  date 
will  yield  handsome  dividends — perhaps  more 
so  than  any  other  feature  of  the  dealer's  phono- 
graph department — is  evidenced  by  the  action  of 
His  Master's  Voice,  Limited,  Toronto,  in  sup- 
plying at  small  cost  its  dealers  with  a  card 
system  which  will  enable  them  to  keep  their 
mailing  lists  in  good  order.  On  the  face  of 
each  card  are  shown  the  customer's  name  and 
address,  make  and  s'r/p  of  instrument  he  owns, 
what  repairs  have  been  made,  etc.,  and  on  the 
reverse  side  can  be  tabulated  the  customer's 
record  purchases. 

Brunswick  Phonograph  Week  was  celebrated 
recently  at  the  Heintzman  &  Co.,  Ltd.,  Toronto 
store  by  the  holding  of  a  complimentary  con- 
cert at  which  Miss  Grace  Johns,  a  well-known 
contralto,  sang. 

W.  D.  Stevenson,  vice-president  of  the  Starr 
Co.  of  Canada,  Ltd.,  London,  Ont,  spent  a 
few  days  recently  at  the  factory  of  the  Starr 
Piano  Co.,  Richmond,  Ind.,  the  United  States 
headquarters  of  Starr  phonographs  and  Gen- 
nett  records. 


At  a  recent  general  meeting  of  the  share- 
holders of  Ideal  Cabinets,  Ltd.,  manufacturers 
of  Ideal  phonographs,  the  following  directors 
were  elected:  Edwin  A.  Stevenson,  W.  Norman 
Martin,  Henry  V.  Kautzman  and  William  H. 
Lantz.  Mr.  Stevenson  was  appointed  president 
and  Mr.  Martin  secretary-treasurer. 

The  Toronto  Music  Co.,  Ltd.,  has  assigned, 
according  to  the  Canada  Gazette,  and  a  meeting 
of  the  creditors  has  already  been  held  at  the 
offices  of  the  authorized  trustee. 

The  A.  C.  Gilbert-Menzies  Co.  has,  it  is  un- 
derstood,   brought    out    the    Bobolink  phono- 


graph for  juniors.  It  has  a  case  26  inches 
high  and  will  play  six-inch  records. 

L.  C.  LeVoi  has  joined  the  wholesale  selling 
staff  of  Gerhard  Heintzman,  Ltd.,  in  the  phono- 
graph division. 

The  Empire  Phonograph  Co.,  of  234  Queen 
street,  has  just  taken  on  the  Brunswick  record 
agency. 

A.  E.  Landon,  Canadian  manager  of  the  Co- 
lumbia Oo.,  has  returned  to  his  desk  in  Toronto 
after  a  business  trip  to  Winnipeg,  Man.  From 
his  first  visit  to  the  great  Canadian  West  Mr. 
Landon  has  been  enthusiastic  over  the  future  of 
the  provinces  of  Manitoba,  Saskatchewan  and 
British  Columbia,  and  every  trip  brings  him 
back  surer  than  ever  of  a  wonderful  future  for 
talking  machine  dealers  in  that  part  of  the 
Dominion  of  Canada. 


MEETING  OF  PHONOGRAPH  MANUFACTURERS'  ASSOCIATION 

Important  Subjects  Discussed  by  Prominent  Members  of  the  Phonograph  Industry  at  the  Annual 
Meeting  Held  at  National  Club — Election  of  Officers  Results  in  W.  B.  Puckett  as  President 


Toronto,  Ont.,  March  4. — The  annual  meeting 
of  the  Canadian  Phonograph  Manufacturers' 
Association  was  held  at  the  National  Club,  To- 
ronto, last  month,  the  business  session  being 
preceded  by  a  dinner.  W.  D.  Stevenson,  Lon- 
don, the  retiring  president,  occupied  the  chair. 
A  representative  gathering  of  the  trade  was 
present. 

After  the  reading  of  the  minutes  Mr.  Steven- 
son addressed  the  meeting.  He  said  in  part: 
"In  common  with  various  other  industries  we 
found  that  the  application  of  what  is  most  easily 
described  as  the  luxury  tax  has  had  a  consider- 
able psychological  effect  upon  the  buying  pub- 
lic. Although,  it  is  true  the  excise  tariffs  upon 
phonographs  and  records  were  not  changed, 
but  remained  both  in  respect  to  amount  and 
system  of  collection  as  established  fn  1918  other 
than  the  addition  of  the  sales  tax,  the  news- 
paper prominence  given  to  all  taxation  items 
at  the  time  undoubtedly  started  a  wave  of  public 
determination  not  to  purchase  goods  subject  to 
the  excise  tax  that  even  affected  commodities 
not  so  taxed.  This  was  the  condition  facing 
the  phonograph  and  record  manufacturers  prior 
to  December  20  last.  On  that  date  the  Govern- 
ment saw  fit  to  abolish  the  luxury  tax  entirely, 
and,  while  this  was  welcomed  by  the  manufac- 
turer, it  caused  an  immediate  hardship  on  many 
jobbers  and  distributors  who  had  finished  prod- 
ucts on  hand  unsold.  It  also  had  the  effect 
of  slowing  up  public  buying,  as  is  ever  the  case 
on  a  falling  market.  If  honest,  we  will  admit 
that  the  public  buying  of  phonographs  and 
records  is,  to  say  the  least,  not  so  spontaneous 
as  it  was." 

Secretary  James  G.  Merrick  gave  a  short, 
pointed  talk  on  the  need  for  a  strong  manu- 
facturers' association  in  Canada  this  year  as 
never  before.  Co-operation  was  an  urgent  busi- 
ness need.  "Take  the  matter  of  adverse  legis- 
lation alone,"  said  Mr.  Merrick;  "you  have  to 
watch  the  possibilities  of  that  constantly,  be- 
cause political  expediency  knows  no  economic 


laws  nor  how  they  work  out."  In  the  interests 
of  the  entire  industry  the  constantly  changing 
transportation  rulings  have  to  be  vigilantly 
watched. 

To  develop  a  strong,  effective  organization 
Mr.  Merrick  stressed  several  requisites,  such  as: 

1.  Regular  and  prompt  attendance  at  meetings. 

2.  Confidence  in  the  given  word  of  each  other. 

3.  That  only  the  head  of  the  house  or  a  repre- 
sentative with  full  power  to  act  for  the  house 
be  delegated  to  attend  meetings;  and  4.  Banning 
criticism  after  the  meeting  of  the  decisions 
reached  at  any  meeting,  unless  such  criticism 
was  voiced  in  the  meeting;  or,  in  other  words, 
lodge  any  objections  at  the  proper  time,  which 
is  during  the  discussion  in  meeting,  not  after. 

Complaints  were  voiced  at  the  quality  of  the 
containers  the  members  of  the  trade  were  re- 
ceiving for  shipping  talking  machines.  The 
suggestion  was  made  that  the  manufacturers 
might  co-operate  in  buying  from  one  source, 
thereby  being  in  a  position  to  demand  better 
containers.    No  definite  action  was  taken. 

A  resolution  was  unanimously  adopted  where- 
by the  Phonograph  Manufacturers'  Association 
will  take  steps  to  become  a  subsection  of  the 
Canadian  Manufacturers'  Association,  thereby 
securing  the  benefits  of  the  latter's  organization 
for  watching  against  hurtful  or  discriminating 
legislation,  of  which  the  luxury  tax  was  a  shin- 
ing example  of  what  governments  will  some- 
times attempt,  and  also  to  keep  an  eye  on  all 
new  transportation  rulings.  Watchfulness  in 
these  two  directions  are  of  immense  importance 
to  the  retail  dealers  all  over  Canada. 

The  question  of  a  suitable  building  during  the 
two  weeks  of  the  Canadian  National  Exhibition 
was  also  discussed.  These  vocal  and  instru- 
mental exhibitions  had  been  increasingly  appre- 
ciated by  the  exhibition  management,  the  pub- 
lic, the  contestants,  and  the  industry.  It  was  sug- 
gested and  urged  that  they  be  continued  on  a 
larger  scale  each  year.  Mr.  Ford  thought  that 
(Continued  on  page  123) 


Talking  Machine  Supplies 
and  Repair  Parts 

SPRINGS,  SOUND  BOX  PARTS,  NEEDLES 

THE  RENE  MANUFACTURING  CO. 

MONT V A  LE,  NEW  JERSEY 


122 


THE   TALKING   MACHINE  WORLD 


March  15,  1921 


Edison  Message  No.  92 


We  hope  the  Govern- 
ment will  not  find  it  neces- 


sary  to  increase 


the  E 


xcise 


T 


ax  on  phonogr 
f  it  does,  we  shall  be  forced 


aphs,  f 


or. 


i 


to  ad 


vance  our  prices. 


THOMAS  A.  EDISON,  Inc. 

ORANGE,  N.  J. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


123 


HAPPENINGS  IN  CANADIAN  TRADE 

(Continued  from  page  121) 

as  each  year  the  accommodation  for  the  musical 
competitions  would  become  worse  it  would  help 
squeeze  the  exhibition  directors  into  providing 
the  much-needed  Temple  of  Music.  The  secre- 
tary outlined  the  growth  of  the  Music  Temple 
idea  at  the  Canadian  National  Exhibition  and 
thought  the  building  could  now  be  considered 
a  possibility.  The  exhibition  management  was 
prepared  to  put  up  a  suitable  Music  Temple  if 
certain  prescribed  arrangements  could  be  guar- 
anteed for  carrying  and  maintenance  charges. 
Until  such  a  building  were  erected  he  saw  no 
signs  of  a  suitable,  permanent  home  at  the  ex- 
hibition for  the  phonograph  industry.  The  in- 
coming exhibition  committee  was  asked  to  do 
everything  possible   to   bring  about  a  "Music 


Day"  as  a  feature  of  the  Canadian  National  Ex- 
hibition. Just  as  there  is  a  Farmer's  Day, 
American  Day,  Women's  Day,  President's  Day, 
etc.,  it  was  thought  there  should  be  and  might 
be  a  "Music  Day."  The  election  of  officers  re- 
sulted as  follows:  President,  W.  B.  Puckett; 
vice-president,  E.  C.  Scythes;  secretary,  J.  G. 
Merrick;  treasurer,  W.  N.  Martin;  export  com- 
mittee, S.  J.  Cook,  O,  C.  Dorian,  O.  Wagner; 
exhibition  committee,  J.  D.  Ford,  B.  A.  Tres- 
trail,  A.  E.'  Landon;  finance  committee,  D.  R. 
Gourlay,  Thomas  Nash,  E.  Van  Gelder;  legis- 
lation and  tariff  committee,  Armand  Heintzman, 
John  E.  Hoare,  W.  D.  Stevenson;  nominating 
committee,  J.  D.  Ford,  W.  B.  Puckett,  D.  M. 
Wright. 

The  executive  committee  of  the  association 
consists  of  the  elected  officers,  with  the  chair- 
man of  each  of  the  standing  committees. 


HAPPENINGS  OF  THE  TRADE  IN  MONTREAL  BOILED  DOWN 

Champion  Music  Co.  Buys  Phonograph  Shop — Brunswick    Billboards    Attract — A.    J.  Freiman 
Honored — Child  &  Gower  Co.  Buys  Williams  Business  in  Regina,  Sask. — Other  Trade  Changes 


Montreal,  Can.,  March  3. — There  have  been 
several  changes  in  trade  circles  during  the  past 
month.  A  number  of  houses  have  fallen  by  the 
way,  while  others  have  engaged  in  new  ventures. 
Dealers  in  established  lines  are  finding  business 
good  and  are  doing  all  in  their  power  to  keep 
it  so. 

The  stock  and  good  will  of  the  business  car- 
ried on  under  the  name  of  the  Phonograph 
Shop  of  Montreal,  Regina,  have  been  purchased 
by  the  Champion  Music  Co.,  which  is  already 
operating  eight  stores  throughout  the  city.  It 
will  continue  to  handle  His  Master's  Voice  rec- 
ords and  the  Starr,  Windsor  and  Cecilian  ma- 
chines. A.  Robitaille,  manager  of  the  firm,  is 
delighted  over  the  acquisition  of  this  business, 
which  now  gives  him  entree  into  the  West  End 
of  the  city  and  a  share  of  the  English-speaking 
trade. 

Gray  &  Jacquest,  cabinet  makers  of  Lachine, 
Que.,  and  the  Caron  Piano  &  Phonograph  Co. 
have  made  assignments. 

Congratulations  are  being  extended  to  Gilbert 
Layton,  youngest  son  of  Philip  E.  Layton,  of 
Layton  Bros.,  upon  his  recent  marriage  to  Miss 
Norah  Estelle  England,  of  Montreal. 

Ed  Archambault,  Reg.,  Canadian  phonograph 
distributor,  and  the  Phonograph  Sales  Co.,  Ltd., 
all  of  Montreal,  have  registered  as  dealers  in 
talking  machines. 

During  the  recent  Edison  jobbers'  convention 
in  Montreal  Layton  Bros.,  Edison  dealers,  ex- 
tended through  the  press  an  invitation  to  all 
delegates  to  make  use  of  their  warerooms  as 
headquarters  during  the  conference. 

Billboards  advertising  Brunswick  phono- 
graphs greet  one  from  all  sides,  and  this,  to- 
gether with  heavy  newspaper  advertising  ex- 
ploiting the  new  arrival  of  Brunswick  records, 
places  this  make  most  prominently  before  the 
public. 

N.  G.  Valiquette,  Ltd.,  was  the  only  exhibitor 
of   talking  machines   at   the   recent  Montreal 


Motor  Show  and  had  on  display  a  Pathe  Actuelle 
model  and  an  open  model  showing  the 
mechanism. 

The  Zionists  of  Canada  at  the  closing  session 
of  the  seventeenth  convention  held  in  Montreal 
recently  unanimously  endorsed  the  selection  of 
A.  J.  Freiman,  the  well-known  Columbia  dealer 
of  Ottawa,  as  president  of  the  organization. 

To  Tony  Ramsperger,  of  the  Brunswick  Shop, 
falls  the  honor  of  selling  locally  the  first  two 
Brunswick  period  models,  Botham  and  Strat- 
ford console.  This  firm  reports  a  spirited  de- 
mand for  Brunswick  dance  records. 

The  Child  &  Gower  Piano  Co.,  Ltd.,  Regina, 
Sask.,  has  purchased  the  entire  stock  of  Colum- 
bia Grafono'las  and  records  of  the  R.  S.  Wil- 
liams &  Sons  Co.,  Ltd.,  and  is  now  exclusive 
representative  for  Columbia  product  in  that  city. 

Norman  F.  Rowell,  manager  of  the  talking 
machine  department  of  C.  W.  Lindsay,  Ltd.,  is 
now  the  proud  father  of  a  baiby  girl,  born  Feb- 
ruary 5. 

Musical  Studios,  Ltd.,  Quebec  City,  during  the 
recent  appearance  of  .  Lazaro?  the  Columbia 
artist,  advertised  the  fact  in  numerous  ways  and 
reaped  the  benefit  in  large  sailes  of  records  pre- 
vious to  and  after  the  recital. 

There  will  be  opened  in  Montreal  one  of  the 
largest  dance  halls  in  America  and  the  largest 
in  Canada.  The  location  is  the  whole  of  the 
first  floor  of  the  new  building  now  being  erected 
just  behind  the  Engineers'  Club,  on  Phillips 
square.  The  name  of  the  place  will  be  "Danc- 
ing Carnival."  The  floor  space  will  give  accom- 
modation to  over  1,200  couples.  Two  orchestras 
will  be  in  attendance,  playing  continuously  from 
4  p.  m.  to  midnight. 

Montreal  dealers  will,  no  doubt,  notice  a  stim- 
ulation of  sales  of  dance  records  as  a  result  of 
the  opening  of  this  new  dance  hall. 

C.  W.  Lindsay,  Ltd.,  has  on  exhibition  in  the 
show  windows  the  first  Magnavox  which  has 
leached  this  city. 


BRUNO 


Sending 


your  sales 
staff  to  the  Red 
Seal  School,  Mr. 
Victor  Dealer,  shows 
more  wisdom  than  an 
investment  in  gilt 
edge  securities.  The 
former  requires  no 
capital  and  you  re- 
ceive all  the  "Velvet" 
of  the  latter. 

BRUNO 


COVERING  NEW  ENGLAND  TRADE 


Wm.  T.  Gibbs  Introducing  New  Device  of 
Phonograph  Specialties  Co.  to  Dealers  in  That 
Section — Harry  Leonhardt  on  Traveling  Staff 


William  T.  Gibbs,  of  Providence,  R.  I.,  who 
was  recently  appointed  New  England  repre- 
sentative of  the  Phonograph  Specialties  Mfg. 
Co.,  well-known  manufacturer  of  a  patented 
motor  and  spring  safety  device  to  prevent  over- 
winding, recently  departed  on  a  trip  covering 
Maine,  New  Hampshire,  Vermont,  Massachu- 
setts and  Rhode  Island  territory. 

Mr.  Gibbs  is  a  well-known  mechanical  engi- 
neer who  has  had  long  experience  in  the  sales 
field.  He  is  particularly  well  acquainted  in  New 
England  territory  and  expects  to  introduce  his 
firm's  products  to  the  trade  in  the  States 
mentioned. 

Harry  Leonhardt  has  also  been  appointed 
representative  for  the  firm  in  the  States  of  Penn- 
sylvania, Ohio,  Michigan  and  Illinois.  While 
Air.  Leonhardt  expects  to  make  his  headquar- 
ters in  Philadelphia,  he  will  shortly  make  a 
trip  thoroughly  covering  all  the  trade  centers 
in  the  States  mentioned. 

O.  W.  Weisenborn,  president  of  the  Phono- 
graph Specialties  Mfg.  Co.,  whose  executive  of- 
fices are  at  69  Fleet  street,  Jersey  City,  N.  J., 
recently  stated:  "The  results  we  have  obtained 
from  the  initial  introduction  of  our  device  have 
been  most  gratifying  and  lead  us  to  believe  that 
the  trade  appreciates  the  merits  of  our  goods. 
We  have  received  a  series  of  letters  from  numer- 
ous interested  parties,  particularly  repair  men, 
who  state  that  the  product  has  a  ready  sale." 


ATTRACTIVE   DEALER  PROPOSITION 


0;  N 


OKeL 


Records 


OFFERED  BY 


Sterling  Roll  &  Record  Co. 

We  handle  a  complete  line  of  phonograph  accessories 

Pittsburgh,  pa      SUihng  Roll  &  Record  Co.     C1NC1NNATI  OH1° 


436  4th  AVE. 


137  W.  4th  ST. 


124 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


New  Distributing  Territories  Open 

invite  inquiries  from  progressive 
houses  with  efficient  facilities  for  the 
sale  and  distribution  of  Emerson  Records. 

The  territories  which  are  open  contain 
many  Emerson  dealers  who  are  now  doing  a 
good  Emerson  Record  business.  This  already- 
developed  business  is  waiting  to  be  absorbed 
by  satisfactory  distributors  with  efficient 
organizations. 

Product  and  Price  Are  Right 

All  Emerson  10"  Gold  Seal  Records  retail  at  eighty- 
five  cents.  All  are  double  discs.  Included  are  foreign 
language  records,  also  operatic  and  classical  selections 
by  well-known  artists. 

Emerson  recordings  are  noted  for  their  novelty,  origi- 
nality and  popular  appeal.  Prominent  musical  comedy  stars 
and  vaudeville  headliners  record  exclusively  for  Emerson. 

Small  Stock,  Quick  Turnover 

The  catalogue  is  small,  consisting  largely  of  quick- 
selling  popular  numbers*  of  the  type  which  constitutes 
90%  of  the  dealer's  business.  Quick  turnover  and  steady 
demand  are  thus  ensured. 


Out  First  With  New  Hits 

The  Emerson  policy  of  releasing  records  of  the  new 
dance  and  song  hits  FIRST  gives  the  Emerson  distributor 
great  advantage  over  his  competitor. 

Write  today,  as  the  territory  still  open  is  limited. 
EMERSON  PHONOGRAPH  CO.,  INC. 

NEW  YORK  CHICAGO 
206  Fifth  Avenue  315  South  Wabash  Avenue 

Makers  of  Emerson  Standard  10-inch  Gold  Seal  Records 


mersori, 

Records 


<^merso7iJrRggorcls 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


125 


A  DECIDEDLY  BETTER  FEELING  IN  INDIANAPOLIS  TRADE 

Columbia  Co.  Occupies  New  Home — Latest  Brunswick  Dealers — Edison  Expansion — Indianapolis 
Co.  in  New  Quarters — Senate  Bill  Defeated — Stewart  Co.'s  Good  Work — Other  News 


Indianapolis,  Ind.,  March  1. — The  Columbia 
Graphophone  Co.  moved  today  to  its  new  quar- 
ters in  the  Capital  Paper  Co's.  building  at  221- 
25  West  South  street.  The  new  plant  gives 
the  company  32,000  square  feet  of  floor  space, 
which  Manager  Scott  says  contains  the  most 
up-to-date  distributing  plant  in  the  Middle 
West.  The  building  in  which  the  company  has 
located  is  of  concrete  construction  and  is  six 
stories  high.  The  Columbia  Co.  has  part  .of 
the  first  floor  and  all  of  the  second  and  sixth 
floors. 

The  plant  is  the  newest  of  the  standardized 
branches  of  the  company  and  has  every  modern 
convenience  known  to  the  trade  for  purposes 
of  repairing,  packing  and  shipping.  On  the 
first  floor  is  the  receiving  department  with 
trackage  facilities  to  the  door.  The  second 
floor  contains  the  office  and  record  department, 
the  shipping  department,  service  department, 
Dealers'  Service  department  and  dictaphone  de- 
partment. The  sixth  floor  is  used  for  the  stor- 
age of  stock. 

J.  M.  Bayliss,  who  has  charge  of  the  work  of 
standardizing  the  Columbia  branches,  has  been 
iii  the  city  assisting  Manager  Scott  in  the  ar- 
rangement of  the  new  plant.  Others  who  have 
been  recent  visitors  from  the  home  office  are 
George  W.  Hopkins,  general  sales  manager;  R. 
F.  Bolton,  international  record  sales  manager, 
and  O.  F.  Benz,  record  sales  manager. 

Business  among  the  Columbia  dealers  in  this 
district,  says  Mr.  Scott,  has  shown  an  increase 
in  January  and  February  over  the  same  months 
of  last  year.  This  has  been  particularly  true 
of  the  Louisville  dealers,  he  says,  where  re- 
markable things  have  been  accomplished  in 
building  up  trade.  Business  all  over  the  dis- 
trict is  showing  a  firmer  trend  with  buying 
more  conservative. 

Many  New  Brunswick  Dealers 

Manager  Burr,  of  the  Brunswick-Balke-Col- 
lender  Co.,  reports  new  contracts  for  Brunswick 
dealers  coming  in  at  the  rate  of  two  a  week. 
Business  is  keeping  up  largely,  he  says,  on  the 
higher-priced  machines.  A  representative  of 
Thoma  &  Son,  Brunswick  dealers  at  Bluffton, 
a  town  of  5,000,  visited  the  distributing  plant 
last  week  and  reported  they  had  sold  six  of  the 
Stratford  models  since  the  first  of  the  year. 
They  are  specializing  in  that  model. 

The  Isham  Jones  Orchestra,  an  exclusive 
Brunswick  aggregation,  is  having  big  receptions 
in  many  Indiana  towns.  The  orchestra  is  be- 
ing featured  at  Terre  Haute  this  month  under 
the  auspices  of  the  Brunswick  Shop  and  the 
Knights  of  Columbus;  at  Fort  Wayne  under 


Stewart 

Talking  Machine  (bmpany 


JOBBERS 


ndianapolis 


-  r_-jzz: 


the   auspices    of    the    Spiegel    Music    Co.  and 

B.  J.  Dresler;  at  South  Bend  under  the  auspices 
of  the  Lenhart  Brunswick  Shop  and  at  Goshen 
under  the  auspices  of  the  Newel  Bros.  Dry 
Goods  Co.  C.  A.  Grossart,  manager  of  the 
Brunswick  Shop  of  this  city,  says  he  has  had  a 
tremendous  record  business  during  the  last  few' 
weeks.  His  business  in  machines,  he  says,  has 
been  largely  in  the  higher-priced-  instruments. 

Edison  Trade  Here  Improves 
Mr.  Cartmil,  secretary  of  the  Kipp  Phono- 
graph Co.,  Edison  distributor,  is  spending  a  few 
months  in  Miami,  Fla.  He  reports  that  he  is 
having  an  excellent  time;  that  he  has  forgotten 
all  business  cares  and  has  nothing  to  do  but 
fish,  bathe  and  listen  to  Pryor's  Band,  which 
gives  concerts  twice  daily  at  Miami.  Walter 
E.  Kipp,  president  of  the  company,  has  just 
returned  from  a  visit  to  the  Edison  laboratories 
and  to  Montreal,  Canada,  at  which  latter  place 
the  Edison  Jobbers  Association  held  its  annual 
meeting. 

"Reports  from  our  travelers  indicate  that  con- 
ditions are  improving  very  steadily  in  our  terri- 
tory," said  H.  G.  Anderson,  general  sales  mana- 
ger of  the  Kipp  Co.  "The  dealers  that  are 
using  the  Edison  sales  plans  are  finding  them 
an  excellent  aid  in  producing  business.  Orders 
from  the  dealers  in  the  last  two  weeks  for  in- 
struments go  to  show  that  stocks  carried  over 
from  the  holidays  are  practically  gone.  Re- 
creation sales  were  exceedingly  heavy  for  Feb- 
ruary and  showed  quite  an  increase  over  our 
January  sales." 

T.  W.  Hendricks,  manager  of  the  talking 
machine  department  of  the  Pearson  Piano  Co's. 
store,  reports  a  record  business  doubled  in  the 
last  ten  days  under  the  stimulus  of  steady  news- 
paper advertising  in  which-  he  features  Victor, 
Edison  and  Vocalion  service.  Miss  Estella 
Carr,  Miss  Esther  Hartwig,  Miss  Mary  Fultz 
and  Harry  Jones  have  been  added  to  the  record 
department  by  Mr.  Hendricks.  Miss  Carr 
takes  the  place  of  Miss  Freda  Booth,  who  went 
to  the  W.  I..  Taylor  Carpet  Co.  Miss  Hartwig 
was  formerly  in  the  talking  machine  department 
of  the  L.  S.  Ayers  Company,  and  Miss  Fultz 
formerly  was  with  the  Spence  Music  Co..  of 
Columbus,  Ohio. 

According  to  present  plans  the  Indianapolis 
Talking  Machine  Co.  will  move  to  its  new  store 
at  134  North  Pennsylvania  street  March  5. 
Manager  William  S.  Cooke  says  his  new  place 
of  business  will  be  the  finest  talking  machine 
shop  in  the  Middle  West. 

February  business  in  talking  machines  as  well 
as  records  showed  a  decided  improvement  over 
the  business  of  January,  according  to  Manager 

C.  P.  Herdman,  of  the  talking  machine  depart- 
ment of  the  Baldwin  store. 

E.  L.  Arthur  has  been  employed  as  retail 
sales  manager  of  the  Indianapolis  store  of  the 
Starr  Piano  Co.,  to  succeed  B.  T.  Clay,  who 
becomes  a  city  salesman.  Mr.  Arthur  formerly 
was  with  Chas.  Mayer  &  Co.  as  manager  of  the 
Sonora  department. 

Victor  dealers  are  reaping  benefits  from  the 
many  entertainments  that  have  been  given  in 
this  city  during  the  Winter  by  famous  artists. 
Sophie  Braslau,  contralto,  sang  here  February 
13,  as  one  of  the  features  of  the  free  municipal 
concerts  given  by  the  Tndianapolis  park  board 
and  the  school  commissioners.  The  dealers 
have  been  featuring  their  Braslau  records. 
Now  a  large  sale  of  the  new  La  Scala  Orchestra 
records  is  anticipated  in  view  of  a  recent  ap- 
pearance of  that  famed  aggregation  before  a 
crowd  that  filled  the  Murat  Theatre. 

Trade  Defeats  Senate  Bill 

Able  assistance  in  securing  the  death  of 
Senate  Bill  No.  57,  a  legislative  measure,  was 
given  by  Victor  dealers  throughout  the  State. 
The  plan  of  the  bill  was  to  require  the  transfer 
of  the  title  of  goods  bought  on  deferred  pay- 
(Continued  on  page  126) 


CABINETS 


Models  in  All  Sizes  at  a 
Big  Cut  in  Prices 

GENUINE  MAHOGANY, 
AMERICAN  WALNUT  and 
GOLDEN  QUARTERED  OAK 


SKSSKII 


Height  49  inches 
Width  21 
Depth    22Y2  " 


Model  316 
Height,  5iy2" 
Width,  24" 
Depth,  25" 

SIX  MODELS,  ALL  SIZES  and 
FINISHES,   IN  COMPLETE 
PHONOGRAPHS  AT  A 
PRICE 

A-l  Cabinet  Work  in  Construction  and 
Finish 

Large  Double  Spring  Motors  and  Universal 
Tone  Arms 

Write  for  Special  Prices  on  Large  and 
Smalt  Quantities 

a 

Player-Tone  Talking  Machine  Co. 

967  LIBERTY  AVE.,  PITTSBURGH,  PA. 


126 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


Bert  | Williams,  "blue"  as  usual,  wails  "My 
Last  Dollar"  and  "I'm  Gonna  Quit  Satur- 
day Bert's  "grief"  brings  ioy  to  your 
customers  and  dollars  to  your  cash  register. 
Order  big.  A-3356. 


Columbia  Graphophone  Co. 

NEW  YORK 


BETTER  FEELING  IN  INDIANAPOLIS 

{Continued  from  page  125) 


ments  from  the  seller  to  the  purchaser  with  the 
first  payment.  Similar  action  has  been  under- 
taken by  many  other  legislatures. 

The  Stewart  Talking  Machine  Co.  interested 
the  dealers  in  the  bill  by  distributing  bulletins 
issued  by  the  Indiana  Retail  Dry  Goods  Asso- 
ciation, in  which  the  evils  of  the  proposed  legis- 
lation were  set  forth.  Every  Victor  dealer 
received  a  copy  of  the  bulletin  and  a  letter 
urging  him  to  telephone  each  merchant  in  his 
community  urging  a  combined  remonstrance 
against  the  passage  of  the  bill.  The  following 
week  the  bill  was  killed. 

The  Herz  Co.,  Victor  dealer  in  Terre  Haute, 
is  enlarging  its  record  sales  by  supplementing 
the  monthly  announcement  of  new  records  with 
postal  cards  sent  to  customers.  An  ordinary 
Government  card  is  used  and  on  the  last  ones 
sent  out  the  company  featured  popular  songs. 

"Do  you  like  popular  songs?"  was  used  as  a 
headline  and  was  printed  in  bold-faced  type. 
Directly  under  this  suggestive  title  the  names 
of  four  popular  songs  were  listed  with  the 
names  of  the  artists  and  also  the  price  of  each 
record.  This  simple  sentence,  "We  have  'Mar- 
gie'," was  written  on  each  card  with  ink,  and 
results  showed  the  sentence  to  be  a  worth-while 
booster  for  that  popular  selection.  Everyone 
on  the  entire  mailing  list  received  the  card  and 
the  results  were  gratifying. 

Miss   Caroline   Hobson,   head  of  the  educa- 


tional department  of  the  Stewart  Talking 
Machine  Co.,  has  been  placed  on  the  program 
of  the  Educational  Conference,  to  be  held  this 
month  in  Chicago.  The  Stewart  Co.  is  extend- 
ing its  Dealers'  Service  department  to  include 
assistance  not  only  in  advertising  but  also  in 
all  the  work  arising  from  the  retail  end  of  the 
Victor  business.  Victor  dealers  for  some  time 
have  had  the  privilege  of  obtaining  lay-outs, 
campaigns  and  all  other  needed  assistance  in 
carrying  out  their  advertising  programs.  Now 
they  are  to  be  given  the  opportunity  of  obtain- 
ing accounting  service,  arrangement  of  stock 
service  and  any  other  desired  aid  from  their 
distributor. 

T.  A.  Wright,  formerly  of  the  Holloway- 
Wright  Co.,  furniture  dealers  and  exclusive 
Victor  agents,  of  Newcastle,  died  suddenly  Feb- 
ruary 25,  of  apoplexy.  He  was  fifty-four  years 
old  and  was  prominent  as  a  Rotarian  and  live 
business  man  of  the  community. 

As  a  step  toward  making  his  store  the  music 
headquarters  of  the  city,  W.  S.  Barringer,  Vic- 
tor dealer  of  Kokomo,  is  issuing  a  bulletin  each 
week  announcing  the  musical  events  of  the 
week.  The  bulletin  is  posted  at  the  store. 
Pathe  Dealers  Meet 

The  retail  Pathe  dealers  of  this  territory  met 
in  a  sales  conference  February  23  at  the  store 
of  the  Mooney-Mueller-Ward  Co.,  Pathe  dis- 
tributor. The  meeting  was  called  mainly  to 
hear  James  Watters,  of  Brooklyn,  secretary  of 
the  Pathe  Freres  Co.,  who  spoke  on  the  general 
condition  of  the  talking  machine  business.  The 


Ward's  Khaki  Moving  Covers 


Grade  "D"  Cover  with 


No.  3  Strips 


THE  C.  E.  WARD  CO. 

(Well-Known  Lodge  Regalia  House) 
101  William  Street  New  London,  Ohio 

Also  Manufacturers  of  Rubberized  Covers 
and    Dust  Covers   for  the  Wareroom 


Distributors 

BRISTOL  &   BAR  BE  R ,  INC. 
Ill  E.  14th  St..  New  York  City 

YAH  R  &  LANG E  DRUG  CO. 
207-215  E.  Water  St..  Milwaukee.  Wis. 

COHEN   &   HUGHES.  INC. 
Washington.  D.  C. 

BECKWITH-O'NEILL  CO. 
Minneapolis.  Minn. 

'    STREVELL-PATERSON   HARDWARE  CO. 
Salt    Lake    City,  Utah 

C.    L.    MARSHALL    CO..  INC. 
Beckman  Bldg..  Cleveland.  0. 
Butler  Bldg..  Detroit.  Mich. 

THE    REED  CO. 
237  Fifth  Avenue.  Pittsburgh.  Pa. 

C.    J.    VAN    HOUTON    &.  ZOON 
140   S.    Dearborn   St..    Chicago.  III. 

S0N0RA    DISTRIBUTING    CO.    OF  TEXAS 
Dallas,  Texas 

KNIGHT-CAMPBELL  MUSIC  CO. 
1608  Wynkoop  St..   Denver.  Colo. 

CHAS.  H.  YATES 
311   Laughlin  Bldg..  Los  Angeles.  Cal. 

W.    D.   &   C.    N.  ANDREWS 
Buffalo.  N.  Y.^ 

SACHS   &.  CO. 
425  So.  Wabash  Ave..  Chicago 

SH  E  RM  AN.    CLAY    &  CO. 
741   Mission  St..  San   Francisco.  Cal. 

JOHN   A.   FUTCH  CO. 
35    Auburn    Ave.,    Atlanta.  Georgia 
1500  South  Boulevard.  Charlotte.  N.  C. 
630  Washington  St..  Jacksonville,  Fla. 

ORTON  BROTHERS  MUSIC  HOUSE 
Butte.  Mont. 

GRAY    &    DUDLEY   CO..    Nashville,  Tenn. 

ASSOCIATED    FURNITURE  MFRS. 
St.    Louis.  Mo. 

W.  J.  DYER  &  BRO..  St.  Paul.  Minn. 

AMERICAN    PHONOGRAPH  CO. 
Burlington.  Vt. 

JOSEPH  BARNETT  &  CO..  Cedar  Rapids,  la. 


dealers  are  now  facing  a  buyers'  market,  said 
Mr.  Waters,  and  it  is  necessary  for  the  dealer 
to  return  to  the  selling  tactics  prevailing  before 
the  war. 

The  consensus  of  opinion  at  the  meeting  was 
that  those  dealers  who  intensified  their  selling 
efforts  and  went  after  business  energetically 
would  win  a  large  share  of  prosperity  during 
the  year.  Forty  dealers  were  present  at  the 
meeting,  including  E.  P.  Hawkins,  of  the  Con- 
nersville  Furniture  Co.,  Connersville,  Ind.,  ex- 
clusive Pathe  cabinet  manufacturer;  Mr.  Snapp, 
of  the  Brooks  &  Snapp  Co.,  of  Paris,  Ky.;  P.  G. 
Miller,  of  Central  City,  Ky.,  and  Mr.  McDonald, 
of  McDonald  &  DeWitt,  Greenville,  Ky.  Mr. 
Hawkins  spoke  briefly  in  outlining  reasons  for 
his  belief  that  the  dealers  face  a  prosperous 
season.  The  Kentucky  dealers  reported  condi- 
tions in  that  State  to  be  very  much  on  the  up 
grade. 

Edgar  Eskew.  manager  of  the  Pathe  Shop, 
says  that  the  last  week  in  February  was  the 
best  week  he  has  had  this  year  in  both  record 
and  machine  sales. 


OPTIMISM  MORE  EVIDENT 


L.  A.  Kichler  Co.,  Cleveland,  O.,  Reports  In- 
creasing Demand  for  Valances — Dealers  Are 
Confident  Regarding  Future 


Clf.veland,  O.,  March  5. — Talking  machine  deal- 
ers are  evidently  regarding  the  future  with  a 
more  optimistic  eye  than  they  were  a  few  months 
back  and  on  all  sides  can  be  found  indications 
that  the  trade  has  not  been  dead,  but  merely 
sleeping.  Evidence  of  this  is  shown  in  one  in- 
stance by  the  activity  of  the  L.  A.  Kichler  Co., 
makers  of  window  valances,  in  this  city. 

A.  M.  Emerling,  designer  for  the  Kichler  Co., 
says:  "Despite  the  general  quietness  in  the  trade 
we  have  enjoyed  a  wonderful  response  to  our 
r.ew  specially  designed  valances  for  retail  talk- 
ing machine  stores.  It  is  very  plain  to  us  that 
behind  this  demand  there  is  a  general  feeling 
of  optimism  and  determination  to  go  after  busi- 
ness. 

"Dealers  realize  that  the  successful  merchant 
must  above  all  things  have  an  attractive  display 
window — one  with  that  air  of  refinement  and  ex- 
clusiveness  which  should  always  be  associated 
with  a  good  music  store.  We  are  receiving 
orders  for  window  valances  of  special  designs 
from  dealers  handling  all  makes  of  machines, 
thus  indicating  that  this  feeling  of  optimism  is 
general  throughout  the  trade." 


AUBURN  MUSIC  CO.  EXPANDS 


The  Auburn  Music  Co.,  located  at  8  Exchange 
street,  Auburn,  N.  Y.,  has  leased  the  store  ad- 
joining its  present  quarters  and  will  throw  the 
two  stores  into  one  in  order  to  provide  the  re- 
quired room  for  the  expansion  of  its  business 
New  piano  warerooms  will  be  provided  and  sev- 
eral record-demonstrating  booths  installed.  The 
company  features  the  Mehlin  pianos  and  Victor 
talking  machines. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


127 


BRUNSWICK  RECORD  OUTPUT  GROWS 

New  Mid-West  Pressing  Plant  Planned  to  Give 
More  Direct  Service  to  Dealers 


Chicago,  III.,  March  9. — P.  L.  Deutsch,  assistant 
secretary  of  the  Brunswick-Balke-Collender  Co., 
announced,  in  the  course  of  a  chat  with 
The  World,  that  the  production  of  Brunswick 
records  is  being  steadily  increased  and  that 
plans  are  now  being  inaugurated  to  erect  and 
equip  a  record-pressing  plant,  which  will  be 
located  in  the  Middle  West,  and  which  will  en- 
able the  Brunswick  Co.  to  give  more  direct 
shipping  service  to  the  dealers  located  in  this 
section  of  the  country. 


INCREASES  CAPACITY  OF  PLANT 


Wax  &  Novelty  Co.  Enlarges  Factory  Facilities 
— Demand  for  Product  Steadily  Increasing 


The  new  plant  of  the  Wax  &  Novelty  Co.,  at 
57-59  Paris  street,  Newark,  N.  J.,  has  been 
fitted  out  to  take  care  of  the  increased  business 
of  this  company.  The  plant  is  up-to-date  and 
modern  in  every  respect  with  plenty  of  floor 
space,  so  that  the  company  can  take  care  of  its 
fast-growing  business.  F.  W.  Mathews,  owner 
of  the  company,  states  that  business  is  improv- 
ing, and  a  general  feeling  of  optimism  prevails. 

In  addition  to  the  manufacture  of  wax  for 
phonograph  records,  this  company  also  manu- 
factures wax  blanks  for  use  on  dictaphones. 
Mr.  Mathews  is  well  known  in  the  industry  as 
an  expert  in  the  manufacture  of  wax  and  enjoys 
the  confidence  of  the  trade. 


NEW  FIRM  IN  WAUKEGAN,  ILL. 

Alden  &  Kastner  Title  of  New  Firm  of  Piano 
and  Music  Dealers  in  That  City 


Waukegan,  III.,  March  4. — Earl  G.  Alden 
and  W.  A.  Kastner  have  organized  the  firm  of 
Alden  &  Kastner  in  this  city  for  the  purpose  of 
engaging  in  the  retail  piano  and  music  business, 
with  quarters  at  318  South  Genesee  street.  Both 
men  are  experienced  tuners  and  have  worked 
in  Waukegan  for  the  past  fifteen  years.  Both 
also  were  formerly  connected  with  the  Fulton- 
Alden  Music  Co.  before  that  concern  entered 
the  talking  machine  manufacturing  field. 


ISSUES  SERIES  OF  CATALOGS 


The  American  Odeon  Corp.,  New  York  City, 
has  announced  to  the  trade  that  catalogs  of 
foreign  records  are  now  ready  for  distribution. 
These  include  recordings  in  Bohemian,  Polish, 
Servian,  Hungarian,  German  and  Jewish.  This 
company  is  also  offering  to  the  trade  Fonotipia 
records  of  Italian  selections.  A  new  catalog  of 
Odeon  records  featuring  the  first  American  re- 
leases has  been  well  received  by  the  trade,  and 
future  additions  to  the  catalog  will  be  made 
regularly  each  month. 


ISSUES  TWO  NEW  RECORD  ALBUMS      INSTALLS  ADDITIONAL  MACHINERY 


The  New  Models  Offered  by  Peerless  Album 
Co.  Made  to  Fit  Latest  Style  Victrolas 


Superior    Die   Casting    Co.   Increases  Factory 
Equipment — Opens  Two  Branch  Offices 


The  Peerless  Album  Co.,  which  recently 
moved  to  its  new  home,  636  Broadway,  New 
York,  has  just  announced  two  new  record  files, 
to  be  known  as  No.  80  and  No.  90.  The  Peer- 
less Album  Co.,  which  has  one  of  the  most  effi- 
cient manufacturing  establishments  of  its  kind 
in  this  country,  has  been  in  the  forefront  in  the 
matter  of  progress  and  has  produced  these  new 
files  for  the  purpose  of  creating  an  indestructible 
filing  cabinet  to  fit  the  new  Victrola  models. 

The  albums  include  some  very  unique  fea- 
tures. They  are  alphabetically  arranged  and 
there  are  special  styles  for  both  the  ten  and 
twelve-inch  records.  On  the  top  of  the  ten- 
inch  albums,  in  order  to  make  the  files  uniform 
in  size,  there  has  been  added  a  patented  recep- 
tacle, in  the  form  of  a  drawer,  to  hold  needles 
and  accessories. 

Phil  Ravis,  president  of  the  company,  recently 
stated  that  ihey  are  prepared  to  take  care  of 
a  very  heavy  demand  on  these  goods.  In  com- 
menting on  the  general  trade  he  said:  "Since 
moving  into  our  new  quarters  we  have  installed 
much  new  machine^',  all  modern  equipment, 
adding  to  the  efficiency  of  our  plant.  This, 
together  with  the  lowering  of  labor  costs  and  the 
improvement  in  general  business,  allows  us  to 
market  these  goods  at  attractive  prices." 


Cleveland,  O.,  March  5. — The  Superior  Die 
Casting  Co.  has  just  completed  the  installation 
of  air-operated  die-casting  machinery  of  the 
firm's  own  special  design. 

"This  equipment  is  productive  of  better  quality 
castings,  which  can  be  turned  out  at  a  more 
rapid  rate  and  at  a  minimum  of  labor,"  said 
A.  E.  Weiss,  general  manager  of  the  company. 
"I  don't  care  to  go  into  detail  about  the  new 
machines,  but  we  are  now  able  to  take  care  of  a 
larger  volume  of  business  at  a  price  that  is  very 
attractive,  and  which  increases  rather  than 
merely  maintains  our  quality." 

The  Superior  Co.  has  opened  an  office  in 
Philadelphia,  which  is  in  charge  of  D.  B.  Wilro'i 
and  D.  H.  Ensign.  It  is  located  at  105  Real 
Estate  Trust  Building.  A  Detroit  connection 
has  also  been  made  with  F.  L.  Neward  and  M.  F. 
McManus,  whose  offices  are  in  1250  Book 
Building'. 


TO  MAKE  RECORDS  IN  NEWARK 


The  Phonographs  Recording  Co.,  Newark. 
N.  J.,  has  been  incorporated  for  the  purpose  of 
making  records  The  capital  is  $500,000  and  the 
incorporators  are  Charles  P.  Gambee,  Elmer  M. 
Harrison  and  George  I..  McCraeken,  Newark. 


PART  SCRfWcD  INTO 
MOTOR  SHAFT 


r- 

cO 

<r. 

o 

a_ 

.O 

_J 

O 

cd. 

dJ 

i  z 

t— 

'  ? 

X 
LU 

r-n 

PATENTS  APPLIED  FOR. 


RETAIL  PRICE  $3.75 

Samples  sent  post  paid  on  receipt  of  $2,25 

LIBERAL  DISCOUNTS  TO  THE  TRADE 


Motor  and  Spring  Safety  Device 

(PATENTS  APPLIED  FOR) 

IMPOSSIBLE  TO  OVERWIND  THE  MOTOR 

When  sufficiently  wound,  the  handle  automatically  ceases 
to  wind.  Thus,  any  child  can  wind  the  talking  machine 
with  safety. 

A  Simple  Fool-Proof  Device 
— Fills  a  Long-Felt  Want — 

Can  be  attached  by  anyone  in  a  few  minutes. 
Once  placed  needs  no  attention — graphite  lubricated. 
NOW  READY  FOR  VICTOR  MACHINES— SAME  ATTACH- 
MENT FOR  ALL  SIZE  VICTROLAS 

Territory  Open  to  Jobbers  and  Dealers 

PHONOGRAPH  SPECIALTIES  MFG.  CO. 

67-69  Fleet  St.  Jersey  City,  N.  J. 


128 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


THE 


D-WE 


1 


■5ao.ctoo.ooaoc"^ooooooooooooo 


Advises 
"Take  No 
Substitute" 


W'esterx  Division  of  The  World,  Chicago,  III.,  March  8,  1921. 
If  we  all  practiced  what  we  preach  this  would  be  a  lovely  world. 
One  can  have  a  sneaking  sympathy  with  the  hard-boiled  gents  who 
don't  like  to  be  reminded  each  and  every  day  of  their 
shortcomings  in  this  or  that-  direction.  Still,  a 
good  sermon  has  its  values  and  just  now  it  seems 
that  scarcely  anything  is  needed  more  than  a  gen- 
eral good  dressing-down  for  the  crape  hangers  who  for  so  many 
weeks  past  have  been  holding  the  center  of  the  stage.  We  arrive 
at  this  comforting  conclusion  just  in  time  to  begin  writing  these  para- 
graphs, and  as  we  do  so  our  eyes  are  drawn  to  a  late  issue  of  the 
Music  Trade  Review,  wherein  are  to  be  found  some  hot  texts  for 
a  sermon  which  will  be  found  interesting  to  readers  of  The  Talk- 
ing Machine  World.  Our  very  well-known  friend,  W.  S.  Miller,  who 
is  vice-president  of  the  Bush  &  Gerts  Piano  Co.  of  Chicago,  is  one 
of  those  who  believe  that  half  the  world's  troubles  are  to  be  traced 
to  an  inability  or  unwillingness  to  tell  the  truth ;  and  in  The  Review 
the  other  day  he  sets  forth  his  views  on  things  in  general  with  a 
directness  and  conciseness  at  once  practical  and  delightful.  "Since 
I  was  a  boy,"  says  Mr.  Miller  in  substance,  "we  have  had  all  sorts 
of  patent  remedies  for  the  various  ills  from  which  business  suffers, 
or  is  supposed  from  time  to  time  to  suffer.  I  can  well  remember  when 
'efficiency'  came  in.  We  were  all  going  to  run  our  businesses  by 
such  wonderful  automatic  methods  that  it  would  be  necessary  to  do 
nothing  save  sit  back  and  count  the  money  as  it  rolled  in.  And  even 
the  counting  would  be  done  by  machinery.  Well,  some  of  us  found 
out,  rather  late,  too,  that  a  business  can  be  so  blamed  efficient  that  the 
efficiency  system  absorbs  all  the  energy  of  the  business  and  leaves 
none  for  making  or  selling  goods.  Well,  'efficiency'  sort  of  went 
out.  Then  in  came  'Service.'  Service  was  a  fine  new  remedy.  It 
sounded  awfully  good  and  everybody  was  going  in  for  it,  till  some 
one  found  out  that  'Service'  in  business  meant  what  the  word  itself 
means,  and  then  its  popularity  sort  of  fell  off. 


The  Old, 
Old 

Remedy 


"Whereupon,"  continues  substantially  our  good  and  highly  sensible 
friend,  "psychology  came  in.  To-day  it  is  all  'psychology.'  We  are 
all  to  solve  the  problem  of  merchandising  by  learn- 
ing the  rules  of  this  great  science.  Of  course,  it 
is  true  that  most  of  the  psychologists  are  individu- 
ally of  the  opinion  that  all  the  other  psychologists 
are  quacks,  if  not  something  worse.  It  is  equally  true  that  no  one 
seems  to  be  quite  certain  what  the  'psychology  of  business'  really  is 
or  how  it  works ;  but  it  is  grand  stuff  just  the  same.  Still — still — to  a 
fellow  who  has  seen  this  sort  of  thing  come  and  go  for  a  good  many 
years,  to  a  fellow  who  is  perhaps  not  quite  so  up-to-date  as  some  of 
the  young  fellows,  there  is  something  wanting  in  all  this  hullabaloo. 
When  I  was  a  boy  it  was  a  case  of  get  up  at  5  :30  a.  m.,  break  the 
ice  in  the  water  pitcher,  dress  in  the  cold  and  get  out  to  work : 
hours  6  a.  m.  till  dark,  three  square  meals  a  day,  and  bed  and 
board  for  pap.  Now,  all  that  strenuous  stuff  sums  up  in  the  one  word, 
work,  w-o-r-k.  Am  I  wrong  in  believing  that,  with  all  the  wonderful 
increase  in  comfort,  not  to  say  luxury,  with  all  the  great  wonder  of  a 
workman  to-day  having  comforts  which  a  rich  man  did  not  have 
fifty  years  ago,  there  is  still  something  very  much  lacking  at  this 
moment  in  our  world?  Is  it  not  just  this  simple,  plain,  homely 
word,  w-o-r-k,  with  which  the  world  needs  to  acquaint  itself  again? 
In  a  word,  I  believe  that  the  trouble  with  business  is  three  parts 
plain  disinclination  to  work.  Our  youngsters  dream  only  of  sitting  at 
mahogany  desks,  being  'executives.'  Our  girls  won't  look  at  a  fellow 
who  has  not  a  car.  Our  workmen  dream  of  seizing  the  factory  and 
sitting  in  the  boss's  office.  Everybody  wants  the  money,  nobody 
wants  to  work.  Well,  we've  got  to  learn  that  work  is  a  necessity, 
not  a  luxury.  The  world  is  going  to  learn  this  sooner  or  later.  The 
process  of  education  may  be  long  or  short,  easy  or  painful.  That 
depends  on  how  willing  we  are  to  take  our  medicine.  Yet,  take  it 
we  must,  until  we  have  learned  that  the  world  goes  by  work,  by 
plain,  honest  work,  without  frills  on  it." 


So  far  our  friend  as  we  interpret  him,  freely  as  to  the  letter  but 
accurately  as  tojhe  spirit.  How  easy  it  is  to  know  the  truth  when 
one  meets  it !  Always  the  truth  is  distinguished  by 
its  fitness,  by  its  instant  applicability  to  our  own 
special  case.  The  old  prescription  that  stands  re- 
vealed in  the  one  word  work  is  plain  and  simple; 


Real  Work 
Is  the 
Remedy 


and  it  fits  the  talking  machine  business  just  as  much  as  it  fits 
the  building  or  the  steel  business.  Wrhat  we  need  just  now  is  to 
get  away  from  words,  from  cloudy  piffle,  and.  to  get  down  to 
work.  Let  every  dealer  throughout  this  land  realize  that  music 
is  one  of  the  prime  necessities  of  the  age,  and  that  the  talking  ma- 
chine is  the  music  bringer  par  excellence ;  and  he  will  lose  no  further 
time  before  buckling  down  to  work  and  going  out  after  sales.  The 
way  to  get  sales  to-day  is  to  go  out  after  them.  For  five  years  there 
has  been  little  or  no  need  to  go  out  after  sales,  for  sales  have  been 
coming  in  faster  than  they  could  be  attended  to.  But  before  1914 
no  one  used  to  worry  about  having  to  go  out  and  hustle  up  sales. 
Take  the  piano  business,  which  is  harder  than  the  talking  machine 
business  ever  has  been  or  ever  will  be.  Those  who  know  how  the  piano 
business  was  run  before  the  great  war  know  that  there  was  nothing 
more  natural  than  to  go  out  and  ring  door  bells  until  the  prospect 
had  been  discovered  and  then  to  induce  the  coy  and  newly  discovered 
one  to  come  to  the  store  and  submit  to  being  "sold"  on  the  propo- 
sition. That  sort  of  process  was  well  known,  in  fact  it  was  the  only 
normal  process  seven  years  ago.  Is  there  any  special  reason  why 
that  process  should  not  become  popular  again? 


The  wise  agents  who  gather  up  the  news  for  our  columns,  and 
who  thus  satisfy  each  month  the  impatience  of  thousands  of  palpi- 
tating persons  who  live,  so  they  tell  us,  only  from 
issue  to  issue  of  The  Talking  Machine  World,  have 
been  sleuthing  again,  and  again  returning  with  wise 
prophecies  as  to  what  is  going  to  happen.   They  are 


Portable 
Will  Be 
Fopular 


always  doing  this  sort  of  thing,  and  sometimes  they  do  it  well.  The 
very  latest  is  that  there  will  be  a  big  boom  in  portable  machines 
this  Summer.  Can  any  one  imagine  why?  Simply  because  there 
will  be  a  boom  in  vacation  parties-  of  the  camping,  motor-touring  and 
similar  simple  kinds,  as  against  the  expensive  hotel  kind  which  was  so' 
popular  last  year  and  the  year  before.  The  reasons  can  be  imagined. 
But  the  main  point  is  that  if  our  staff  sleuths  are  right  there  ought 
indeed  to  be  a  big  boom  in  small  talking  machines  of  every  kind, 
especially  in  the  sort  of  machine  which  can  be  folded  up  and  carried 
around  like  a  grip.  Everybody  who  ever  passed  down  Wabash  Ave- 
nue in  the  Summertime  knows  that  the  enterprising  talking  machine 
men  at  Lyon  &  Healy's  get  the  big  corner  window  as  often  as  they  can 
so  that  they  may  set  therein  a  camping  or  boating  scene,  life  size,  with 
the  usual  little  Victor  portable  in  a  prominent  place.  Certainly ! 
And  this  year  they  are  likely  to  have  more  than  ever  of  the  good 
excuses  which  ingenious  managers  put  up  to  window-dressing  ex- 
perts in  these  big  establishments.  For  the  portable  is  on  the  cards 
and  the  campers  in  their  thousands  will  want  it. 


By  the  same  token  our  sleuths  tell  us  that  there  is  a  widespread 
tendency  to  talk  and  think  about  small  and  moderate-priced  con- 
sole machines.  Just  how  much  this  means  cannot 
be  said  at  the  moment,  but  the  idea  suggests  some- 
thing interesting.  For  the  parallel  is  almost  com- 
plete with  the  small  grand  which,  during  the  last 


Enter 

Console 

Junior 


three  or  four  years,  has  so  come  to  the  front  in  the  piano  world. 
The  small  grand  piano  is  the  logical  result  of  attempting  to  find 
something  which  will  fit  into  the  small  apartment  or  bungalow  of 
the  prosperous  urban  dweller,  and  which  at  the  same  time  will  be 
superior  in  construction,  in  tone  and  in  musical  worth  to  the  ordi- 
nary upright  piano.  The  prosperous  citizen,  or  his  wife,  wants  some- 
thing better  than  the  ugly  and  inartistic  upright.  Yet  the  large  grand 
piano  is  both  very  expensive  and  much  too  large  for  ordinary  living 
rooms.   Hence  the  small  grand.    So,  too,  along  parallel  lines  of  rea- 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


129 


KaaC83S39S35^0gPPPQPOOOOOO.OO 

8 


EW 


soiling,  we  may  see  the  desire  for  the  small  console  machine.  In 
the  first  place,  the  man  who  has  a  little  money  and  is  learning  to 
achieve  taste  as  well  as  mere  comfort,  wants  something  less  ob- 
trusively obvious  than  the  ordinary  cabinet  talking  machine.  Up 
till  recently  the  console  machine  has  been  a  very  exclusive  affair 
altogether.  Well,  now  the  masses,  are  beginning  to  want  exclusive- 
'ness,  if  the  epigram  may  be  pardoned,  and  yet  they  do  not  want  and 
cannot  appreciate  the  very  expensive  console  machine  done  in  some 
elaborate  reproduction  of  an  authentic  period  and  costing  a  great 
deal  more  than  a  good  cabinet  machine  will  fetch  on  the  market. 
So  the  logical  answer  to  the  want  is  the  small  and  moderate-priced 
console.  It  is  not  at  all  unlikely  that  we  shall  see  a  great  deal  of  this 
sort  of  thing  during  the  year  and  the  manufacturers  out  in  this  part 
of  the  world  will  have  much  to  do  with  putting  it  across.  For  our 
own  part  we  are  heterodox  enough  to  believe  that  the  cabinet  type 
of  talking  machine  is  not  the  ultimate  standard  type,  not  by  a  jug- 
ful, as  the  old  saying  goes. 


Engaged  in 
"Digging 
'Em  Up" 


The  truth  is,  some  wise  men  in  the  talking  machine  trade  are 
already  seeing  that  the  prospect  has  to  be  dug  up  and  sold.  We 
learn  that  so  keen  a  merchant  as  William  Wade  of 
Chicago  is  employing  canvassers  to  dig  up  pros- 
pects from  the  homes  of  the  people  in  his  com- 
munity, and  that  he  is  meeting  with  eminent  suc- 
cess. There  is  every  reason  why  this  should  be  so.  Human  nature 
is  curious  enough  in  all  conscience,  but  nowhere  is  it  more  curious 
than  in  its  schemes  to  get  something  for  nothing.  Thus  the  busy 
Wade  canvassers'  are  finding,  so  we  hear,  that  a  great  many  excellent 
folks  are  declining  to  come  into  town  to  the  stores,  although  they 
profess  themselves  sympathetic  toward  the  idea  of  a  talking  machine 
in  the  home.  They  say,  however,  that  when  some  one  takes  the 
trouble  to  look  them  up  and  run  after  them,  as  it  were,  that  is  proof 
that  the  some  one  in  question  has  a  bargain  of  some  kind  to  offer. 
Whereupon  the  bond  of  sympathy  is  established  and  there  is  no 
longer  much  difficulty  in  getting  things  going  toward  a  successful  sale. 
Now,  that  sort  of  thinking  does  not  seem  to  be  very  logical,  but  it 
is  the  sort  of  thinking  which  a  great  many  folks  are  doing  just  now. 
The  idea  is  that  the  man  who  sends  after  one  must  need  business ; 
and  if  he  needs  business  he  must  surely  be  ready  to  offer  bargains, 
wherefore  the  willingness  to  listen.  For  it  cannot  be  denied  that  this 
desire  for  bargains  is  uppermost  in  the  public  mind.  The  one  domi- 
nating.notion  with  thousands  of  buyers  just  now  is  that  prices  must 
come  down,  and  that  the  thing  to  do  is  to  wait  for  the  bargains  to 
come  along,  as,  in  the  popular  belief,  they  will  be  coming  along 
sooner  or  later.  When  the  people  have  become  firmly  convinced 
that  a  declining  market  exists  it  is  hard  to  hold  them  at  any  point 
long  enough  to  sew  them  up  on  a  deal.  They  always  want  to  wait 
a  week  or  two  longer.  Hence  the  philosophy  of  the  canvass.  Hence, 
also,  the  further  fact  that  there  are  more  ways  of  killing  a  cat  than 
the  well-known  method  of  drowning.  Hence,  also,  the  wisdom  of 
getting  out  and  "diggin'  'em  up."  Hence,  also,  the  justification  of 
that  simple  prescription  for  all  industrial  ills:  WORK.  Work  till 
you  find  a  new  way  to  sell,  and  then  hop  to  it ! 


Victor  dealers,  distributors  and  other  members  of  the  great  Victor 
family  in  the  mid-West  will  be  stirred  by  the  news  of  the  elaborate 
educational  conference  which  is  to  be  held  in  Chi- 
cago toward  the  end  of  this  month.  The  work 
which  the  Victor  Co.  is  doing  in  the  schools, 
through  community  agencies  and  in  other  cognate 


Victor's 

National 

Service 


ways  to  promote  the  gospel  of  good  music  among  the  people  of  the 
United  States  has,  of  course,  its  selfish,  that  is  to  say,  its  commer- 
cial side.  But  there  is  no  disgrace  in  that.  What  for  the  present 
purpose  is  more  to  the  point  is  that  the  people  of  this  country  need, 
and  need  most  thoroughly,  a  general  process  of  familiarization  with 
music.  Here  is  a  nation  with  more  potential  art-wealth  than  any 
in  the  world,  for  it  numbers  among  its  people  representatives  of 


every  artistic  race.  Yet,  apparently,  these  immigrants  are  permitted 
neither  to  retain  their  native  culture  nor  to  obtain  an  American  cul- 
ture in  its  place.  The  tendency  is  to  crush  all  that  they  have  brought 
to  us  of  native  art,  music,  tradition.  Those  who,  like  the  experts 
of  the  Victor  Co.,  have  deeply  studied  these  questions  in  rela- 
tion to  music  teaching  in  this  country,  know  that  it  is  essential  to 
retain  the  foreign  arts  which  come  to  us,  and  especially  the  foreign 
folk-songs,  dances  and  traditional  melodies.  They  know  that  the 
way  to  a  truly  musical  America  is  along  the  path  of  least  resistance. 
They  realize  that  that  is  exactly  why  every  talking  machine 
man  who  cares  for  the  future  of  his  business  and  of  his  country 
should  welcome  the  constructive  work  of  the  Victor  Co.  Granted 
that  its  immediate  object  is  to  promote  the  sales  of  Victor  machines, 
records  and  educational  methods  in  music  teaching  throughout  the 
schools  of  the  country.  What  of  it?  Business  makes  the  mare  go. 
The  direct  result  is  more  business.  The  indirect  result  is  more  music. 
More  music  again  means  more  business,  and  once  more  the  circle  is 
traversed. 


We  note  that  the  energetic  advertising  manager  of  the  Steger  & 
Sons  Piano  Manufacturing  Co.  is  at  it  again.  This  time  his  depart- 
ment is  occupied  immediately  in  pushing  the  sale 
of  Steger  phonographs,  which  worthy  work  is  be- 
ing done  through  the  agency  of  some  very  artistic 
and  worth-while  advertising,  especially  prepared  for 
the  use  of  Steger  dealers.  This  co-operative  advertising  has  been 
found  by  the  Steger  folks  to  be  most  useful  in  promoting  the  sale  of 
their  well-known  pianos  and  its  extension  to  the  field  of  phonographs 
is  likewise  expected  to  product  parallel  results.  The  fact  is  that  the 
average  retail  merchant,  supposing  that  abstraction  for  the  moment 
to  assume  concrete  form,  does  not  usually  think  very  deeply  on  the 
subject  of  advertising  any  sort  of  specialty,  even  one  so  obviously 
interesting  as  the  talking  machine.  His  copy  writing  is  not  likely  to 
be  expert.  Now,  expert  copy  writing  is  very  much  needed  just  now. 
In  fact,  it  is  probably  more  needed  at  just  this  moment  than  ever  it 
was  before.  It  is  not  that  the  people  have  less  of  a  desire  than  before 
for  music.  Far  from  it.  Rather  it  is  that  public  ideas  as  to  values 
are  rather  too  confused,  so  that  the  people  do  not  know  quite  where 
they  are  standing  in  respect  to  judgment  of  worth.  Here  is  where 
the  expert  copy  writer  comes  in.  He  knows  his  case  and  knows  how 
to  put  it  before  the  casual  reader  of  a  newspaper  or  magazine,  how 
to  put  it  so  that  the  wandering  attention  shall  be  caught  and  focused 
and  trains  of  thought  set  in  motion  which  shall  crystallize  into  defi- 
nite and  favorable  action.  Expert  copy  writing  is  the  thing  just 
now,  and  the  Steger  co-operative  advertising  shows  the  expert. 


Which  leads  us  to  observe  in  conclusion  that  the  columns  of  our 
newspapers,  not  to  mention  the  magazines,  and  even  the  trade  jour- 
nals, show  less  than  a  desirable  attainment  of  ex- 
pert writing  in  their  talking  machine  advertise- 
ments. A  great  deal  of  money  is  spent  on  adver- 
tising talking  machines,  but  it  must  be  confessed 


A  Talk 

Regarding 

Publicity 


that  the  work  of  the  original  Big  Three  stands  out  far  above  all 
others  in  respect  of  originality,  clear  thought  and  force,  even  to-day. 
There  are  some  very  close  competitors,  but  in  general  it  must  be 
said  that  talking  machine  retail  advertising  does  not  stand  at  the 
100  per  cent  level.  The  reason  may  be  conjectured  more  or  less  ac- 
curately. There  has  not  been  time  yet  to  develop  a  consciousness  of 
the  economic  and  social  significance  of  the  talking  machine,  and 
advertising  writers  have  not  yet  studied  it  thoroughly  or  with  under- 
standing. A  man  cannot  write  convincing  copy  about  an  article  of 
which  -he  knows  nothing,  or  with  which  he  is  not  in  sympathy.  No 
first-class  advertising  agency  in  the  country  any  longer  dreams  of 
cooking  up  copy  over  the  fire  of  the  imagination  of  a  writer  who 
never  leaves  his  office  to  mingle  with  the  world  which  both  makes 
and  consumes  the  subjects  of  his  appeals.  Expert  advertising  pre- 
supposes a  knowledge  of  the  subject. 


THE    TALKING   MACHINE  WORLD 


March  IS 


4* 


ft 


The 

Goose  Neck 

Sound  Box  Tube-' 

exclusively  V1CTO  R 


NEW  YORK  CHICAGO 

Talking  Machine  Co  Talking  Machine  Co. 

QU9West40thSt  Q12N.  Michigan  Av. 

Victor  Wholesalers  Exclusively 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


131 


Tom 

Oo 


0UrC  H I  CAG  CfiEADQUARTEm> 

^#  I      I  REPUBLIC  BLDG.,  205)  SOUTH  STATE  ST    TELEPHONE  WABASH  5774 


EDWARD  VAN  HARLINGEN 

WILLIAM  BRAID  WHITE 

EUGENE  F.  CAREY 

ARTHUR  E.  NEALY 

A.  SNYDER 

Chicago,  III.,  March  8. — A  great  many  men  in 
the  trade  have  recently  asked,  "When  business 
picks  up,  what  will  be  the  general  trend  in  the 
domain  of  designs?"  It  is  evident  that  these 
questioners  have  been  asleep  to  some  extent — 
if  they  weren't  they  wouldn't  consider  probabili- 
ties. Anyone  who  has  been  keeping  abreast  of 
the  times  knows  that  -business  in  the  past  two 
or  three  weeks  has  already  begun  to  pick  up. 
We  have  recently  made  a  round  of  the  supply 
houses  and  in  our  interviews  with  these  people 
we  learned  that,  as  a  whole,  more  supplies  were 
sold  in  the  first  two  weeks  of  February  than 
during  the  months  of  January  and  December 
combined.  Then  again  we  learn  that  these  sup- 
ply houses  are  receiving  more  inquiries  from 
new  sources  than  ever  before.  This  would  seem- 
ingly imply  that  a  large  number  of  new  con- 
cerns contemplate  making  an  entry  into  the  talk- 
ing machine  field. 

Now,  as  regards  new  designs.  From  what  we 
can  learn,  there  will  be  little  change  in  styles. 
Perhaps  the  only  instruments  that  will  be  af- 
fected along  this  line  will  be  the  console  models. 
Many  of  the  manufacturers  in  and  about  Chi- 
cago are  figuring  on  bringing  out  instruments 
of  this  kind  which  may  come  to  be  known  as 
miniature  or  midget  model  consoles.  This 
change  is  deemed  necessary  because  of  the  in- 
creasing numbers  of  inquiries  from  dealers  all 
over  the  country  for  extra  small  sized  consoles. 

From  present  indications  there  will  be  an 
exceptionally  large  number  of  small  portable 
machines  sold  this  year.  In  trying  to  find  the 
wherefore  of  this  expected  business  we  are  told 
that  dealers  have  been  feeling  their  regular 
patrons  out,  and  after  more  or  less  conversation 
pertaining  to  the  coming  vacation  season  have 
concluded  that  this  year  many  of  their  patrons 
are  figuring  on  spending  their  vacations  in 
camps  and  on  auto  tours.  If  this  really  be  the 
case,  it  is  fair  to  assume  that  the  vacationists 
will  want  portable  instruments  to  take  along 
with  them. 

One  thing  we  have  noticed  in  particular  is 
that  some  manufacturers  are  complaining  about 
less  of  business,  while  others  are  saying  that, 
although  business  is  nothing  to  brag  about,  still 
they  have  no  kick  coming.  In  making  a  diag- 
nosis of  this  situation,  we  find  that  the  fellows 
who  are  doing  the  kicking  are  those  who  have 


been  overconservative  in  their  business.  By 
which  we  mean  that,  when  it  became  necessary  to 
curtail  expense,  the  kickers  began  curtailing  and 
didn't  know  when  to  stop.  They  not  only  cut 
out  their  advertising,  but  they  cut  out  their  sales 
help  as  well,  whereas  the  fellows  who  are  not 
kicking  cut  out  everything  they  could  with  the 
exception  of  their  advertising  and  their  sales 
help.  This  is  evident  from  the  fact  that  many 
out-of-town  dealers  tell  us  that  it  is  an  unusual 
sight  nowadays  to  see  a  traveling  representative 
of  a  talking  machine  company.  These  dealers 
admit  that  because  of  present  circumstances  they 
are  forced  to  buy  from  hand-to-mouth,  but  the 
travelers  who  call  on  them  and  study  their  par- 
ticular situation  are  finding  ways  to  help  them 
get  business.  These  travelers  in  turn  are  repaid 
by  getting  the  dealer's  business.  Other  things 
being  equal  we  can,  therefore,  readily  see  why 
the  wise  manufacturer  or  jobber  is  keeping  his 
sales  force  on  the  road,  as  he  had  in  a  measure 
the  field  to  himself  and  a  great  opportunity  to 
build  for  the  future. 

Speaking  of  advertising,  it  might  be  well  to 
suggest,  for  the  benefit  of  the  dealer,  that  he 
should  pay  more  attention  to  his  local  adver- 
tisements. There  has  been  some  tendency  to 
advertise  "bargains."  The  word  bargain  has 
been  appearing  so  much  in  the  newspapers  re- 
cently- that  the  public  at  large  is  coming  to 
regard  the  word  as  a  joke.  It  is  believed  that 
anyone  who  advertises  a  bargain  is  trying  to 
unload  some  old  stuff,  which  is  really  not  worth 
the  price  asked  for  it.  Therefore,  it  might  be 
a  wise  plan  for  the  dealer  to  advertise  "quality" 
and  "value"  instead  of  "bargain,"  and  in  that 
way  bring  about  a  new  line  of  thought  for 
prospective  purchasers  of  talking  machines, 
records,  etc. 

Something  to  Think  About 

J.  C.  Dunas,  of  Cole  &  Dunas,  puts  forward 
the  following  thoughts  which  we  believe  ought 
to  be  taken  into  consideration  by  talking  ma- 
chine dealers  at  large:  "Many  dealers  in  the 
field  are  doing  good  business  in  spite  of  the 
so-called  depression  in  buying,  and  if  one  stops 
to  inquire  how  these  fellows  are  still  making 
money  he  will  find  several  reasons.  Of  course, 
it  goes  without  saying  that  these  successful 
ones  are  not  letting  the  grass  grow  under  the 


feet  of  their  canvassers,  but  another  reason 
that  is  just  as  important  to  my  mind  is  that  all 
of  them  seem  to  have  their  own  repair  depart- 
ments. 

"In  the  past  two  years  business  has  been  so 
thriving  that  the  average  dealer  didn't  want  to 
stop  in  the  midst  of  his  sales  of  talking  ma- 
chines and  records  to  give  the  repair  side  of 
his  business  a  thought,  being  content  to  recom- 
mend any  inquiries  along  this  line  to  repair 
shops  located  in  places  other  than  his  own 
place  of  business.  However,  there  are  quite  a 
few  dealers  who  did  stop  and  think,  and  they 
soon  found  out  that  their  inquiries  for  repairs 
would  supply  enough  work  for  a  department  of 
their  own.  After  establishing  such  a  depart- 
ment they  soon  found  it  to  be  one  of  the  most 
profitable  parts  of  their  business;  Another 
thing  brought  to  their  attention  was  that  when 
an  outsider  came  in  to  have  a  repair  made  he 
usually  became  a  steady  customer,  and  bought 
all  his  records  and  accessories  in  that  dealer's 
store.  The  customer  realized  that  this  dealer 
was  a  dependable  man  and  there  was  the  feel- 
ing of  satisfaction  that  if  anything  went  wrong 
he  knew  where  he  could  get  it  fixed  right. 
Further  than  that,  he  would  become  a  booster 
for  that  dealer,  advising  his  friends,  if  they 
contemplated  purchasing  a  machine,  to  go  to 
the  dealer  with  a  repair  department  and  save 
themselves  the  trouble  of  running  all  over  town 
looking  for  a  repair  man  in  case  their  machine 
went  wrong.  When  it  comes  right  down  to  the 
point,  there  is  really  nothing  in  the  way  of 
repairs  in  a  talking  machine  that  requires  a 
great  outlay  of  money  on  the  part  of  the  dealer, 
while  the  cash  intake  from  this  line  of  work 
is  astonishing  in  many  respects.  Take,  for  ex- 
ample, when  a  main  spring  needs  packing  with 
graphite  lubricant,  the  can  of  graphite  costs 
very  little,  but  the  amount  that  you  get  for 
this  is  enough  to  pack  ten  or  more  machines 
and  the  return  on  that  outlay  is,  in  many  cases, 
from  200  to  1,000  per  cent." 

Another  Firm  Moves 

The  Chicago  office  of  Jones-Motrola,  Inc.,  an- 
nounces this  week  that  it  will  soon  move  to 
larger  quarters  at  58  E.  Randolph  street.  This 
company  has  been  located  at  57  E.  Jackson 
(Continued  on  page  133) 


When  in  the  market  for  Fibre  Needle  Cutters 
Always  get  our  prices 
Do  not  be  put  off  with  any  other  cutter 
Efficiency  is  our  first  object 

&  we  want  your  valued  orders 

Will  we  hear  from  you  soon? 

Allow  us  to  quote  you  on  a  quantity 

Do  not  wait  until  the  other  fellow  outsells  you 

Enter  your  order  at  once.  (Today.) 

WADE   &  WADE 

3807  LAKE  PARK  AVE.  CHICAGO,  ILL. 


132 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


The  Third 

Example  of  the  Dealers'  Helps 
prepared  by  Lyon  &  Healy 


CBeniamino 


sings 


Mehstofele-- 
DaiCampiDailVati 


^nnatelle  Iee 

r/ 


The  Victrola  Art  Window  Display  Cards  are 
drawn  by  the  best  artists  and  printed  in  several 
rich  colors.  There  are  four  issued  each  month, 
two  cards  11  x  14  inches,  two  cards  14  x  22 
inches,  each  featuring  one  of  the  records  in 
the  monthly  list.  Put  them  in  your  window, 
on  your  counter  or  in  your  demonstration 
rooms. 


Lyon  &  Healy  Dealers'  Helps  Increase  Your  Sales 

All  of  the  Lyon  &  Healy  services  are  well  tested  and  tried.   We  use 
them  for  our  own  retail  trade — one  of  the  largest  in  the  country. 

They  are  sold  exclusively  to  the  most  progressive  Victor  dealer  in 
each  city.  If  you  are  that  man,  write  for  a  complete  list  of  our  services, 
full  information  and  samples. 


LYON  &  HEALY 

Victrola  Distributors 

CHICAGO 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


133 


FROM  OUR  CHICAGO  HEADQUARTERS —  ( Continued  from  page  131) 


boulevard  practically  all  the  time  since  its  ar- 
rival here  several  years  ago. 

W.  A.  Carter,  manager  of  this  office,  also 
states  that  he  has  taken  on  the  representation 
of  the  Ready  File  Co.,  of  Indianapolis,  and  that 
he  will  also  represent  the  Ready  File  Co.  in 
several  States.  Mr.  Carter  left  on  a  sales  trip 
Monday  night  and  will  call  on  the  dealers  of 
St.  Paul  and  Minneapolis. 

The  Stuart  Products  Corp.,  manufacturers  of 
the  new  talking  machine  flashlight,  known  as 
Fonolier,  and  the  Cemesco  Products  Co.,  dis- 
tributors of  Cemesco  talking  machine  polish, 
will  also  be  located  at  58  E.  Randolph  street. 
Brunswicker  on  Vacation 

P.  L.  Deutsch,  assistant  secretary  of  the 
Erunswick-Balke-Collender  Co.,  left  to-night  for 
Pasadena,  Cal.,  where  he  and  Mrs.  Deutsch 
will  enjoy  a  one  month's  vacation. 

Mamie  Smith  in  Chicago 

Mamie  Smith  and  her  jazz  hounds  came,  saw 
and  conquered  in  Chicago  during  the  month  of 
February.  She  played  to  large  audiences  on  the 
South  Side  at  the  Avenue  Theatre  with  immense 
success.  The  Chicago  Defender,  a  newspaper 
circulating  among  the  colored  people  of  the  city, 
carried  large  advertisements  featuring  the  Okeh 
stock.  "Hear  this  world-famous  phonograph 
star,"  read  the  advertisement,  "sing  'Crazy 
Blues'  and  all  her  latest  hits,  and  then  hear  her 
popular  Okeh  records,  the  greatest  blues  rec- 
ords of  the  century.  Mamie  Smith  records  have 
enjoyed  tremendous  sale  in  all  parts  of  the 
country." 

Okeh  Ad  Campaign 

The  General  Phonograph  Corp.  recently  fired 
its  first  big  gun  in  the  Spring  campaign  for 
Okeh  records.  Advertisements  in  two  evening 
papers,  The  Chicago  Daily  News  and  the  Chi- 
cago Evening  American,  featured  copy  con- 
taining six  of  the  very  latest  Okeh  dance  records. 
This  is  the  start  of  a  campaign  which  will  be 
extended  throughout  the  Spring  and  which  is 
aimed  to  increase  the  sales  of  Okeh  dealers 


throughout  the  city.  Manager  Foute,  of  the 
record  department,  states  that  the  1921  demand 
for  Okeh  records  has  maintained  an  unusually 
high  level  thus  far  and  indications  are  that  there 
will  be  very  little  slacking  off  when  the  warm 
weather  arrives. 

A  Retail  Newspaper 
The  Somerset  Shoppe,  a  retail  music  estab- 
lishment located  at  Sheridan  road  and  Argyle 
on  the  North  Side,  has  conceived  the  idea  of 
printing  a  newspaper  to  keep  alive  the  interest 
of  the  "Shoppe's"  patrons.  It  is  called  the 
"Somerset  Record"  and  is  said  to  be  published 
"just  to  satisfy  our  own  vanity."  It  is  a  most 
interesting  and  amusing  little  sheet,  as  may  be 
gathered  from  the  titles  of  some  of  the  articles. 
Here  are  some  of  them:  "Dr.  Jekyll  and  Mr. 
Hyde  Found  in  Somerset  Shoppe,"  "Violin 
Teacher  Finds  Secret  by  Which  Tone  of  Phono- 
graph Can  Be  Made  to  Grow  Richer  With  Pass- 
ing Years"  and  "Rosie  Gets  Hearing  January 
22,"  "Caresses  Create  Big  North  Side  Sensa- 
tion." 

Move  Headquarters 

During  the  month  the  Nupoint  Mfg.  Co. 
moved  its  general  offices  from  128  North  Wells 
street  to  Room  324,  59  East  Van  Buren  street. 
This  company  is  one  of  the  newer  needle  manu- 
facturers to  establish  headquarters  in  Chicago, 
and  M.  Cole,  its  president,  has  been  having  a 
busy  time  lining  up  dealers  in  the  Central  West. 
He  has  personally  called  on  dealers  and  has 
been  continuously  on  the  road  for  the  last  six 
weeks.  From  the  looks  of  the  orders  he  is  send- 
ing back  to  headquarters,  talking  machine  deal- 
ers have  given  the  Nupoint  needle  a  favorable 
reception.  This  company  is  making  some  very 
quick  deliveries  and  establishing  somewhat  of  a 
reputation  for  itself  for  twenty-four-hour  serv- 
ice.   This  is  somewhat  of  a  record. 

Presentiment 

George  M.  Cook,  president  of  the  Michigan 
Phonograph  Co.,  was  never  much  of  a  believer  in 
presentiment,  or,  as  it  is  most  commonly  known, 


"a  hunch."  To-day  all  that  is  changed,  and  Mr. 
Cook  is  one  of  its  firmest  believers.  He  had 
been  in  and  about  Chicago  the  first  week  in 
February  and  had  made  up  his  mind  to  return 
to-  his  headquarters  at  Grand  Rapids  Sunday 
night,  via  the  Michigan  Central  Railroad.  He 
purchased  his  ticket  and  was  returning  to  his 
hotel  to  get  his  grips,  etc.,  when  he  began  to 
think  over  the  business  situation  and  decided  he 
would  wait  until  Monday  and  take  another  whirl 
at  the  Chicago  trade.  The  more  he  thought  it 
over  the  better  he  liked  the  idea,  saying  to  him- 
self, "A  good  order  is  better  than  a  broken  leg, 
which  might  happen  if  I  boarded  the  train." 
Little  did  he  realize  how  truthful  his  thought 
was  until  Sunday  night  when  the  Chicago  papers 
came  out  with  a  big  extra  heralding  the  collision 
at  Porter,  Ind.,  between  the  Michigan  Central 
and  New  York  Central  trains,  wherein  forty 
or  more  people  lost  their  lives.  The  Michigan 
Central  train  that  was  wrecked  was  the  one 
Mr.  Cook  would  have  taken  had  he  followed  out 
his  first  inclination  to  return  to  Grand  Rapids. 
What  is  more  to  the  point,  on  Monday  morning 
he  received  from  a  well-known  Chicago  firm  one 
of  the  biggest  orders  he  had  taken  so  far  this 
year. 

Getting  the  Business 

M.  B.  Silverman,  vice-president  and  general 
manager  of  the  Mandel  Mfg.  Co.,  left  Chicago 
the  first  of  the  month  on  an  extended  trip 
through  the  South  and  to  the  Coast.  On  this 
trip  Mr.  Silverman  will  make  arrangements 
with  Mandel  dealers  for  the  handling  of  the  new 
Mandel  record.  This  record  is  lateral  cut  and 
since  its  introduction  has  kept  pace  with  the 
latest  hits.  The  first  release  consisted  of  popu- 
lar dance  and  vocal  records,  Hawaiian  selections, 
standard  selections,  both  instrumental  and  vocal, 
and  violin  selections.  Among  the  artists  record- 
ing for  Mandel  are  Raderman's  Novelty  Dance 
Orchestra,  Ben  Selvin's  Dance  Orchestra,  Green 
Bros.  Novelty  Orchestra,  Ferera  and  Franchini, 
{Continued  on  page  135) 


Your  Account  With  Us 


Lateral 
Cut 


Lateral 
Cut 


=  Records 

Will  Be  an  Insurance  Policy  Against 

EMPTY  RECORD  SHELVES  LOSS  OF  CUSTOMERS 

LOSS  OF  PROFITS 

Record  Dealers  Reach  the  Acme  of  Wisdom 

WHEN  THEY  STOCK  UP  WITH  POPULAR  HITS  ON 


No  Waiting  for  Delayed  Shipments  When  You  Order  From  Us 

MAGNOLA  TALKING  MACHINE  COMPANY 


711  Milwaukee  Avenue 


OTTO  SCHULZ,  President 


CHICAGO,  ILL. 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


FOR  ANY 


Talking  Machine  or  Phonograph 


Place  a  Fonolier  near  the 
turntable  and  by  turning  the 
button  it  will  illuminate  the 

RECORD 
and 

REPRODUCER 


No  screws  or  tacks  to  mar 
the  woodwork. 

"KEEP  A  FONOLIER 
ON  YOUR 
PHONOGRAPH" 


PAT.  PENT). 


The  Only  Portable  Phonograph  Light 
SIMPLE,   EFFICIENT,   ATTRACTIVE  AND  A  SELF  SELLER 

RETAIL 
PRICE 
COMPLETE 


Regular  Trade  Discount.    Six  (6)  Fonoliers  Are  Packed  to  a  Carton 

for  the  Dealer 

Order  a  Carton  From  Your  Wholesale  Distributor 

OR  WRITE  US  GIVING  HIS  NAME 
Extra  Batteries  Retail  .75  each 

We  Sell  Through  Wholesale  Distributors  Only 

Batteries  Guaranteed  Against  Shelf  Depreciation  for  Six  Months 


Manufactured  by  Fonolier  Division 

STUART  PRODUCTS  CORPORATION,  Chicago,  Illinois 


SOLE  SALES  AGENT 


W.  A.  CARTER 

56  and  58  East  Randolph  Street  Chicago,  Illinois 

NOTE — Send  All  Inquiries  to  W.  A.  Carter 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


135 


FROM  OUR  CHICAGO  HEADQUARTERS 

>  (Continued  from  page  133) 

Ernest  Hare,  Aileen  Stanley,  Charles  Hart, 
Helen  Bell  Rush,  Vera  Barstow,  Mme.  Fonari- 
ova,  and  others. 

Another  thing  that  Mr.  Silverman  will  eluci- 
date to  the  dealers  he  calls  on  is  the  new  Man- 
del  plan  to  finance  and  advertise  dealers. 
This  company  considers  that  this  new  plan  is 
one  of  the  most  practical  co-operative  proposi- 
tions ever  presented  to  the  dealer.  It  is  said 
to  be  a  liberal  time  payment  sales  plan  which 
relieves  the  burden  of  financing  from  the  dealer 
and  causes  the  same  to  be  assumed  by  the  Man- 
del  Co.  The  effect  is  said  to  be  to  advertise 
and  finance  the  Mandel  dealer's  business  with- 
out immediate  cost  to  him. 

Sells  to  High  Schools 

W.  H.  Wade,  president  of  the  Wade  Talking 
Machine  Co.,  has  closed  a  contract  with  the 
Chicago  Board  of  Education  for  the  sale  of 
specially  constructed  talking  machines  for  the 
high  schools  of  the  city.  The  instruments  will 
be  of  the  Wade  make,  fifty-one-inch  cabinet 
models  and  equipped  with  handles  and  wheels 
for  pushing  about  from  one  room  to  another. 
An  Employes'  Rest  Room 

An  outgrowth  of  the  Lyon  &  Healy  personnel 
department  and  its  work  in  behalf  of  the  em- 
ployes of  this  concern  is  shown  in  their  new 
rest  room  for  women  on  the  sixth  floor.  This 
was  opened  on  the  tenth  of  the  month  and 


Rest  Room  at  Lyon  &  Healy's 

already  has  come  into  great  popularity.  Rest 
periods  of  fifteen  minutes  both  in  the  morning 
and  afternoon  are  granted  the  workers  and  it 
is  at  these  times  that  the  women  like  to  come  up 
and  spend  the  time  in  the  rest  room  with  the 
magazines  that  are  there  supplied. 

In  the  Spring  it  is  proposed  by  the  personnel 
department  to  open  up  a  lunch  room  in  con- 
nection with  the  rest  room,  where  employes  who 
care  to  can  bring  and  eat  their  lunches. 

Preparing  for  Summer 

Cole  &  Dunas  have  recently  taken  over  addi- 
tional space  in  the  building  where  they  are 
located,  and  this  space  is  being  equipped  as  a 
wareroom  for  small  goods  such  as  ukuleles,  vio- 
lins, harmonicas,  strings  and  instrument  picks. 
This  company  believes  that  by  Spring  the  ma- 
jority of  talking  machine  dealers  will  be  pre- 
paring to  take  on  additional  lines  of  small  goods, 


Repair  Parts 

For  All  and  Every  Motor 
That  Was  Ever  Manufactured 


tNCORPORA  TED  UNDER  THE 
LAWS  OF  ILLINOIS 


We  can  supply  any  part.  The  largest  and  most 
complete  assortment  of  repair  parts — in  the 
United  States — on  hand,  for  old,  obsolete  and 
present-day  motors.  If  your  order  cannot  be 
filled  from  stock,  we  will  make  it  up  special. 

Special  prices  on  main  springs,  governor 
springs,  micas,  repair  parts,  motors,  tone  arms, 
steel  needles,  etc.,  in  quantity  lots. 

Expert  repairing  on  all  makes  of  phonographs 
and  motors. 


success 

Standard  Talking  Machine  Co. 
t'niled  Talking  Machine  Co. 
Ha rmony  Talking  Machine  Co. 
O'Neill- Jammg  Co. 
Amino  Co. 


— RmdMacJuhes^IXscRzcorcls, 
Talking  Machine  Supplies,  Etc 

227-229* W.  Washington  St.,f  Chicago,  111. 


TRADE  MARK 

'CONSOLA' 


thereby  placing  themselves  in  a  position  to 
handle  extensive  small  goods  trade  this  Sum- 
mer. Several  months  ago  their  attention  was 
called  to  the  small  goods  trade  by  several  in- 
quiries they  received  from  dealers,  and  this 
caused  them  to  wonder  to  what  extent  this 
trade  could  be  pushed.  In  one  of  their  adver- 
tisements in  The  World  at  that  time  they  de- 
cided to  use  their  space  exclusively  for  the  an- 
nouncements of  ukuleles,  violins,  etc.,  and  tried 
to  find  out  how  goods  of  this  sort  would  appeal 
to  the  talking  machine  trade  at  large.  The 
inquiries  they  got  on  this  line  of  goods  were 
so  satisfactory  that  they  decided  to  make  small 
goods  a  permanent  feature  in  their  business,  and 
accordingly  took  over  the  additional  space  for 
the  aforesaid  stockroom. 

This  company  believes  in  keeping  their  cus- 
tomers well  informed  regarding  everything  they 
carry,  and  some  time  ago  hit  upon  the  plan  of 
sending  out  a  monthly  bulletin,  showing  the 
goods  on  which  they  were  in  a  position  to  make 
immediate  delivery.  This  plan  proved  to  be  a 
good  one,  for  it  saved  the  customer  the  trouble 
of  writing  in  to  the  company.  The  latest 
monthly  bulletin  is  just  off  the  press  and  is 
taken  up  with  an  announcement  of  a  large  vol- 
ume of  goods  especially  adaptable  to  the  Spring 
trade. 

F.  E.  McCullough,  who  has  been  connected 
with  several  of  the  well-known  talking  machine 
concerns  in  Chicago,  was  recently  appointed  as 
head  of  the  house-sales  department.     He  will 


handle  the  customers  who  call  at  the  sales- 
rooms of  Cole  &  Dunas. 

How  About  It? 

Why  is  it  that  more  popular  songs  are  not 
recorded  vocally  as  well  as  instrumentally ?  We 
wonder,  for  instance,  why  that  famous  song 
written  in  its  entirety  by  Chicago  talent,  "1 
Love  You,  Sunday,"  would  not  make  an  excel- 
lent vocal  record? 

New  Record  File 

The  Phonograph  Accessories  Co.,  of  Milwau- 
kee, Wis.,  has  prepared  something  new  in  the 
way  of  record  filing  systems  for  cabinet  talking 
machines.  These  consist  of  little  indexes  which 
slip  into  the  regular  shelves  of  a  cabinet.  They 
eliminate  all  need  for  a  separate  index  directory, 
and  make  every  record  instantly  accessible.  The 
name  of  the  filing  system  is  the  "Paco"  and 
it  automatically  dusts  the  records  as  they  are 
inserted  or  withdrawn.  Spring  hooks  hold  the 
files  in  place  and  special  reinforcements  are 
incorporated  to  assure  strength  and  durability. 
As  an  economical  and  effective  system  of  equip- 
ping a  phonograph  cabinet  with  a  filing  system 
it  is  excellent. 

Walter  Scanlan  Appears  in  Chicago 

Walter  Scanlan,  exclusive  Emerson  artist, 
was  in  Chicago  during  the  early  part  of  the 
month,  appearing  at  Shubert's  Central  Theatre 
in  "Hearts  of  Erin."  This  is  an  Irish  play  to 
which  Mr.  Scanlan's  talent  is  admirably  adapted, 
and  admirers  all  over  the  city  are  seizing  the 
(Continued  on  page  136) 


i 


TRANSFER  NAME-PLATES 

•       -'  1 

We  make  ,  the  Transfer  Name  -  Plates  and  Trade-Marks  ,  for  || 

the  largest  talking  machine  manufacturers  in  this  country  and  M 

for  dealers  in  every  state.  fa 

YOUR  NAME,  Mr.  Dealer,  on  every  machine  brings  the  owner             .     .  & 

back  to  you   or  records  and  his  friends  to  you  for  a  machine.  s| 

Samples,  Suggestions  and  Sketches  Furnished  Free  jj| 

THE  MEYERCORD  COMPANY,  CHICAGO  | 

Largest  Manufacturers  of     IHflC^  AT  jflOlXrfl  ATXfT/V     Transfer  Name-Plates 

uXul  i'.il \iu Si!5  \tu\iSi  iul  iifi  i\jf\\fi\ut  Ttfi  Sim fij/  \(S 5 U Til^rTiZiili MiiTi^M ^r^~\ul li-u  lyTriunyn  iQtyin  x>.  »7  jiOi SiZ  Si^i*  ffi^'CiZ'^'ilfi iijZ MSGZYuZllvTuZ Sl?tfI?iQjtS£&  r»l^ll^^^rillii(^ 


136 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  135) 


opportunity  of  seeing  him  in  person  at  the 
above  theatre.  The  appearance  of  this  exclusive 
Emerson  artist  in  Chicago  has  also  appreciably 
increased  the  sale  of  Emerson  records  through- 
out the  city. 

New  Sheridan  Road  Store 

F.  A.  Dempsy,  in  charge  of  city  sales  of  the 
Emerson  Phonograph  Co.,  announces  the  open- 
ing of  a  new  exclusive  Emerson  Shop  to  be 
known  as  the  Sheridan  Music  Shop,  and  which 
is  located  at  Wilson  avenue  and  Sheridan  road. 
It  is  owned  by  Joseph  R.  Lynch,  who  will 
handle  talking  machines,  records  and  player 
rolls  and  sheet  music.  It  is  ideally  situated 
in  the  heart  of  the  Wilson  avenue  district, 
where  record  sales  have  always  been  exceedingly 
good.  An  excellent  future  is  predicted  for  the 
new  establishment. 

Returns  From  Trip 

I.  A.  Lund,  traveling  representative  of  the 
Mandel  Mfg.  Co.,  returned  from  a  three  weeks' 
trip  through  the  East,  and  reports  business 
"as  usual."  Although  the  dealers  are  still 
holding  off  to  a  great  extent  in  their  buying, 
their  stocks  are  being  gradually  reduced  and 
small  orders  here  and  there  indicate  that  it  will 
not  be  long  before  the  old  business  volume  is 
attained.  Mr.  Lund  visited  the  cities  of  Pitts- 
burgh, Toledo,  Buffalo,  Cleveland,  Cincinnati, 
Dayton  and  Rochester. 

Brunswick  Night  at  Marigold  Gardens 

On  Monday  night,  February  28,  the  Ernie 
Young  Agency,  which  provides  music  and  en- 
tertainment features  for  the  Marigold  Gardens, 
this  city,  entertained  a  number  of  the  officials 
of  the  Brunswick-Balke-Collender  Co.  and  also 
thirty  or  more  of  Brunswick  retail  dealers  and 
their  families  from  Chicago  and  its  environs. 
The  party  was  staged  at  the  Marigold  Gardens 
and  was  known  as  Brunswick  night. 

The  Ipsham  Jones  Orchestra,  which  records 
dance  music  exclusively  for  the  Brunswick  Co., 
is  now  under  engagement  with   the  Marigold 


LAKESIDE  PHONOGRAPH  PRODUCTS 


ELECTRIC  MOTORS 
FOR  ANY  CURRENT 


MANUFACTURERS  OF 
THE 

ELECTRO -PHONE 

Electrically  Driven 
Phonographs 


The 

F  &  L  AUTOMATIC  STOP 

For  Both  Electric 
and  Spring  Motors 


Distributors  of 

LYRIC 
RECORDS 


ER  SCRATCH 


SINGLE  MOTOR 

$19.50 

Can  Be  Installed  in 
Any  Machine 


Special  Prices  in  Quantities 

1-HAND  AUTOMATIC  COVER 

SUPPORTS. 
BALL  TIP  BUTT  HINGES. 


Lateral  Cut 
Prompt  Service 
Latest  Hits 


COMPLETE  LINE  OF  MOTORS,  TONE  ARMS,  ACCESSORIES 
SEND  FOR  BULLETINS 

LAKESIDE  SUPPLY  CO. 


416  SO.  DEARBORN  ST. 


CHICAGO 


PHONE  HARRISON  3840 


Gardens,  and  the  playing  of  this  famous  orches- 
tra at  the  Marigold  Gardens  was  the  occasion 
for  Mr.  Young's  party.  Everybody  had  a  most 
enjoyable  time  and,  needless  to  say,  danced  with 
great  pleasure  to  the  tunes  played  by  the  Jones 
orchestra. 

Deterling  Representative  Cheerful 
H.  T.   Carroll,  of  the   Mid-West  Specialties 
Co.,  announces  this  month  that  he  has  been 


made  territorial  representative  of  the  Deterling 
Mfg.  Co.,  of  Tipton,  Ind.  Mr.  Carroll  has  been 
visiting  the  dealers  in  Chicago  who  handle  the 
Deterling  machine  and  reports  that  these  deal- 
ers are  well  pleased  with  this  instrument.  Mr. 
Carroll's  territory  covers  Illinois  and  a  part  of 
Wisconsin. 

He  also  is  Western  representative  of  the  In- 
ternational Mica  Co.    In  a  recent  round  of  the 


RfiGORO 


To  the  Wide-awake  Dealer  eager  for 


An  increased  business  with  substantial  profits, 
The  pleasure  of  selling  that  which  the  public  wants, 
And  satisfied  customers 

We  Recommend 

Records 

Decide  to  become  this  successful  dealer.    Send  your  name  and 

address  to  us — and  we'll  do  the  ,  „  

rest  with  constructive  help  and  a 

big  stock  of  CtiefL  Records 


R 


WADE  TALKING  MACHINE  CO. 

Okeh  Distributors 

14  North  Michigan  Ave.  Chicago  |  jsj 
 i 


Wade  Talking  Machine  Co. 
14  N.  Michigan  Ave.,  Chicago,  111. 

Please  send  us  your  Dealer's  Proposition  on^^j^gj!^  Records 


We  handle 
Machines 


ecords 


(Insert  lines  carried) 
(Insert   lines  carried) 


1 


ame  .  . 
Address 


(Write  name  and  address  plainly) 


March  15.  1921 


THE    TALKING    MACHINE  WORLD 


137 


SHARPENS 

FIBRE  NEEDLES 
WITHOUT  REMOVING 

THEM  FROM  THE 

TONE  ARM 


Convenient 

Perfect 
Cut 


Patents  Pending 

LIDSEEN 

Fibre  needle  Cutter 

Simple  in  Construction — Jobbers,  Attention 

LIDSEEN  PRODUCTS 

850-860  So.  Central  Ave.  CHICAGO 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  136) 


central  Western  States  he  called  on  many  manu- 
facturers and  states  that  he  found  to  his  surprise 
that  most  of  these  have  not  been  asleep  during 
the  past  few  months,  but  have  been  making  up 
stock  in  preparation  for  the  coming  Spring  and 
Fall  business.  The  machines  he  saw  in  every 
direction  were  superior  in  quality  and  work- 
manship and  their  makers  are  preparing  for  a 
stiff  campaign,  for  they  intend  to  move  their 
goods  on  a  value  basis  rather  than  one  of  bar- 
gain. The  International  Mica  Co.,  he  says,  is 
now  furnishing  genuine  India  mica  in  larger 
quantities  than  ever  before  because  of  the  im- 
provement in  the  import  situation.  It  is  said 
that  India  mica  is  far  superior  to  the  American 
and  Brazilian  micas.  The  price  is  practically 
the  same. 

New  Fibre  Cutter 

During  the  month  there  was  announced  to  the 
Chicago  trade  a  new  fibre  needle  cutter,  manu- 
factured by  Gustave  Lidseen,  manufacturer  of 
dies,  tools  and  machinery,  who  has  a  very  large 
plant  located  at  850  to  860  South  Central  avenue, 
Chicago.  This  needle  cutter  is  different  in  con- 
struction from  any  to  which  the  trade  has  been 


The  Lidseen  Cutter 

accustomed,  in  fact,  the  plate  is  a  rotary  disc 
which  clips  the  delicate  needle  without  pressure. 
When  one  is  using  this  cutter  the  needle  is  left 
in  position  on  the  machine.  The  method  of 
clipping  is  made  possible  by  reason  of  the  cutter 
itself  not  being  held  in  the  hand.  While  the 
operation  is  being  carried  out,  the  cutter  is 
placed  on  the  turntable  shaft,  the  sound-box 
holding  the  needle  is  swung  over  the  cutter,  the 
needle  is  dropped  into  place,  the  lever  is  pushed 
and  the  cutting  is  finished. 

F.  D.  Hall  to  Orient 
F.  D.  Hall,  president  of  the  Hall  Mfg.  Co., 
manufacturer  of  the  well-known   fibre  needle, 
left  the  first  of  March  for  a  six  months'  trip 
to  Japan.    Mr.  Hall  is  making  the  trip  for  com- 


bined business  and  pleasure  purposes,  and  ex- 
pects while  in  the  Orient  to  look  into  the  matter 
of  securing  bamboo  shipments  for  the  manu- 
facture of  his  product.  One  of  the  most  im- 
portant items  in  the  manufacture  of  Hall  fibre 
needles  is  the  securing  of  suitable  bamboo  stock. 
Only  the  largest  and  best  can  be  used. 

Some  Cheery  News  From  Ohio 
Among  the  recent  visitors  to  the  executive 
offices  of  the  Brunswick-Balke-Collender  Co. 
in  Chicago  was  Stanley  Reis,  district  manager 
of  the  phonograph  division,  Cincinnati  branch  of 
the  Brunswick  Co.  In  a  chat  with  The  World 
Mr.  Reis  stated  that  conditions  throughout  the 
territory  in  which  the  Cincinnati  branch  operates 
are  showing  steady  improvement.  The  retailers, 
without  exception,  are  feeling  more  optimistic, 


and  the  general  business  situation  is  clearing  up 
in  a  manner  which  permits  the  energetic  sales 
force  to  reap  a  really  good  harvest. 

Sterling  Devices  in  Demand 

The  Sterling  Devices  Co.,  of  this  city,  reports 
that  the  demand  for  its  Victor-Edison  attach- 
ments is  still  keeping  up  very  satisfactorily.  This 
proves  to  the  company's  satisfaction  that  deal- 
ers have  not  laid  down  on  buying.  It  also  shows 
that  the  people  are  interested  in  whatever  will 
improve  the  efficiency  or  the  convenience  of  the 
talking  machine.  The  Sterling  Devices  men  are 
well  pleased  with  the  state  of  things. 

Proofs  of  Increasing  Business  Activity 

The  Oro-Tone  Co.,  of  1000  to  1010  George 
street,  reports  that  from  present  inquiries  the 
(Continued  on  page  138) 


QUALITY  FIRST 


Just  Say 

Send  Samples  On  Approval 


.  Of""1 


tieV*° 


Of" 


ce 


a*- 


acW4 


x\ca»»  vtvce.  ^  Go14   


SEND  FOR 

Copy    of    the    "Oro    Tone"    Illustrating  the 
Complete  Oro-Tone  Line 


1000  to  1010  GEORGE  STREET 
CHICAGO,  ILLS, 


138 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  137) 


coming  year  will  see  many  new  faces  in  the 
talking  machine  business.  They  have  received 
numerous  orders  from  large  concerns  which  at 
present  are  manufacturing  other  lines  of  goods, 
but  which  are  contemplating  entering  the  talking 
machine  field.  The  new  Oro-Tone  arm  is  mak- 
ing a  hit  with  the  trade,  as  its  telescopic  feature 
permits  it  to  be  used  in  any  machine,  whether 
the  call  is  for  a  lengthy  low  arm,  a  high  short  arm 
or  vice  versa.  This  telescopic  feature  is  an  ex- 
tension immediately  behind  the  elbow,  which  by 
means  of  a  set  screw  permits  the  extension  of 
the  elbow  to  slide  into  the  arm  proper  and 
allows  an  adjustment  from  seven  and  three- 
quarter  inches  to  nine  and  a  half  inches.  An  ad- 
justment screw  engages  an  index  channel  in  the 
extension  and  this  index  channel,  which  is  meas- 
ured by  quarter  inches,  assures  perfect  align- 
ment. At  the  base  of  the  arm  there  is  also  an 
index  channel,  which  is  locked  by  a  thumb- 
screw, and  this  permits  the  raising  or  lowering 
of  the  arm  and  adjusting  to  height.  This  arm  is 
also  equipped  with  the  new  type  throw-back  im- 
provement which  permits  the  reproducer  to 
clear  the  tone  arm  when  the  latter  is  thrown 
back,  regardless  of  whether  the  producer  is  in 
.position  for  playing  hill-and-dale  or  lateral-cut 
records. 

Blood  &  Kloer  Activity 

This  month  sees  the  new  firm  of  Blood  & 
Kloer  located  at  its  new  headquarters,  400 
West  Erie  street.  All  the  machinery  necessary 
for  the  assembling  of  tone  arms  and  sound  boxes 
has  been  set  up  for  a  week  or  more  and  the 
new  Blood  tone  arms  are  being  put  up  in  fairly 
large  quantities. 

The  new  Blood  tone  arm  is  claimed  by  this 
company  to  be  "non-infringing."  It  is  composed 
of  a  new  metal,  said  to  have  greater  tensile 
strength  and  *to  be  lighter  than  any  ever  put 
out  before.  This  permits  them  to  make  their 
new  sound  box  much  larger  than  heretofore, 
while  at  the  same  time  the  weight  is  approxi- 
mately half  of  that  of  the  older  sound  boxes. 


my 

r 


Burr  Blood 

Judging  from  the  numerous  orders  received, 
the  new  Blood  tone  arm  has  met  with  instant 
favor.    In  their  new  location  they  have  ample 


O.  J.  Kloer 

facilities  to  take  care  of  all  customers  and  make 
immediate  shipments.    The  extreme  simplicity 


and  construction  of  their  new  arm  and  repro- 
ducer enables  them,  they  say,  to  turn  out  their 
goods  in  a  very  short  time,  because  of  the  small 
amount  of  assembling  necessary.  The  simplicity 
of  construction  also  enables  them,  by  virtue  of 
its  time-saving  features,  to  cut  the  assembling 
costs  to  a  minimum.  This  assembly  cost-saving, 
they  say,  is  passing  on  to  all  purchasers  of  their 
goods. 

In  a  recent  letter  to  the  Chicago  office  of  The 
Talking  Machine  World  Messrs.  Blood  &  Kloer 
mention,  in  view  of  the  numerous  inquiries  they 
have  received  from  their  recent  advertisements 
in  The  Talking  Machine  World,  that  many  man- 
ufacturers are  making  preparations  for  a  large 
Spring  output.  They  also  say  that  these  in- 
quiries seem  to  show  that  manufacturers  in  gen- 
eral are  taking  a  keen  interest  in  securing  high- 
grade  equipment.  These  inquiries  also  prove  to 
their  satisfaction  that  The  Talking  Machine 
World  is  an  excellent  advertising  medium,  as 
the  largest  part  of  their  inquiries  came  from  this 
source. 

For  the  time  being  Blood  &  Kloer  will  only 
manufacture  the  one  design  of  arm  and  sound 
box.  The  latter,  of  course,  will  be  equipped 
with  either  mica  or  composition  diaphragm. 
They  believe  that  demand  for  an  arm  such 
as  they  turn  out  is  very  large  and  in  sticking 
to  one  design  they  will  be  enabled  to  insure  a 
production  that  will  tend  to  keep  the  price 
down. 

B.  B.  Blood  has  been  connected  with  the  talk- 
ing machine  industry  for  a  number  of  years  and 
has  been  connected  with  many  of  the  best  firms 
in  the  central  West,  especially  in  and  around 
Chicago.  He  claims  to  have  devpted  more  than 
twenty  years  to  mechanical  inventions.  The 
last  twelve  years  have  been  devoted  in  the 
main  to  bringing  out  inventions  and  improve- 
ments applicable  to  talking  machines.  The  ob- 
ject of  the  present  organization  is  to  market 
exclusively  new  devices  which  Mr.  Blood  con- 
(Continued  on  page  140) 


Sterling 

TONE  ARMS 
REPRODUCERS 

and 

ATTACHMENTS 


High  Class  Workmanship 

Beautiful  Finish 
(Nickel  or  Gold) 

Simple,  Practical  Design 

are  features  of 

Sterling  Guaranteed  Products 
Send  for  Bulletin  No.  9 


STERLING  DEVICES  CO. 

534  Lake  Shore  Drive 
CHICAGO 


Sterling 

Non-Taper 

No.  11  Tone  Arm 


Sterling  Reproducers  Play  All  Records 


... 


Sterling  Reproducer 

fitted  with 

Edison  Attachment 


We  are  also  prepared  to  furnish 
Sterling  Re  prod  ucers  with 
Victor  and  Columbia  Attachment 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


139 


Records 


Latest 


Record 


Mr.  Dealer: 

Are  you  ready  to  meet  the  big  increase  in  the 
Spring  record  business?  Its  coming  is  assured! 

Quickest  releases  of  latest  hits  are  your  only 
weapons  in  trade  competition. 

makes  a  point  of  rapid  releases  of 

latest  hits. 

Become  a  dealer  in  Records  and  your 

business  will  feature  tremendous  profits. 

Prompt  service  is  our  specialty — 
Write  today  for  our  terms. 

Consolidated  Talking  Machine  Co. 

227  W.  Washington  St.  Chicago,  111. 


140 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  138) 


THE  $1.00 
$1.00 


Retail 
Price 


CUTTER 

The  ALTO 


A  better  Fibre  Needle  Cutter  for 
less  money 

ALTO  MFG.  CO. 


HERE  IT  IS 


Send  for  a  Sample  and 
Convince  Yourself 


1801  Cornelia  Avenue,  Chicago,  Illinois 


templates  bringing  out  in  the  near  future.  All 
of  these  devices  he  claims  will  be  covered  by 
patents  owned  by  himself.  He  believes  that  the 
talking  machine  field  offers  greater  opportuni- 
ties than  any  other  field  in  the  country  to-day 
and  he  can  see  no  reason  why  the  future  of  this 
industry  is  not  destined  to  become  one  of  the 
largest  in  the  world. 

The  other  member  of  the  firm,  Oscar  J.  Kloer, 
lias  been  associated  with  Mr.  Blood  for  a  great 
number  of  years.  He  is  very  familiar  with  the 
trade  and  for  the  past  few  years  has  canvassed 
nearly  every  talking  machine  manufacturer  in 
the  industry.  In  the  new  organization  Mr.  Kloer 
will  devote  all  of  his  time  to  the  sales  manage- 
ment and  from  time  to  time  will  make  personal 
-calls  on  manufacturers  of  machines.  Mr.  Kloer 
is  also  an  optimist  and  is  of  the  opinion  that 


those  who  are  in  the  business  now,  and  who  will 
be  able  to  hold  out,  will  not  be  sorry  they  stuck 
to  the  ship. 

Vitanola  Sued  by  Victor 

The  Victor  Talking  Machine  Co.  has  entered 
suit  against  the  Vitanola  Talking  Machine  Co., 
of  Chicago,  charging  the  latter  with  infringe- 
ment of  its  patents.  In  the  bill  of  complaint 
filed  in  the  office  of  the  clerk  of  the  Northern 
District  Court  of  Illinois  infringements  are 
alleged  on  the  amplifying  horn  patents  Nos. 
814786  and  814848.  An  injunction  is  asked,  as 
well  as  an  accounting  and  payment  of  the  profits 
realized  on  the  alleged  infringed  patents.  The 
Victor  Co.  also  requests  a  settlement  for  dam- 
ages sustained  as  a  result  of  the  alleged  infringe- 
ments, the  amount  of  this  to  be  three  times  as 
much  as  the  profits. 


EDUCATIONAL  CONFERENCE  TO  BE  HELD  IN  CHICAGO 

Western  Victor  Distributors  Planning  Important  Gathering  for  March  28,  29  and  30 — Impressive 
Program  of  Addresses  Along  Educational  Lines  Scheduled — Dinner-concert  Planned 


Chicago,  III.,  March  5. — There  will  be  held 
a  most  importa-nt  educational  conference,  under 
the  auspices  of  ten  Western  Victor  distributors, 
at  the  Congress  Hotel,  Chicago,  on  March  28, 
29  and  30.  All  Victor  dealers  are  heartily  in- 
vited to  attend  and  may  be  assured  that  they 
will  receive  a  vast  amount  of  information  and 
inspiration  regarding  the  promotion  of  the  Vic- 
tor in  the  schools  and  incidentally  about  how  the 
talking  machine  can  be  used  as  an  educational 
medium  in  respect  of  musical  appreciation  in  the 
home  as  well  as  the  school. 

'.  The  committee  having  charge  of  the  prelimi- 
nary arrangements  consists  of  representatives  of 
the  following  houses:  Lyon  &  Healy,  Chicago 
Talking  Machine  Co.,  the  Wurlitzer  Co.,  the 
Toledo  Talking  Machine  Co.,  of  Toledo;  Crin- 


nell  Bros.,  Detroit;  Stewart  Talking  Machine 
Co.,  Indianapolis;  Putnam-Page  Co.,  Peoria,  111.; 
Badger  Talking  Machine  Co.,  of  Milwaukee; 
Beckwith,  O'Neil  Co.,  of  Minneapolis,  and  W.  J. 
Dyer  &  Bro.,  St.  Paul.  A  meeting  of  this  com- 
mittee was  held  in  Chicago  on  Tuesday,  Febru- 
ary 14,  with  L.  C.  Wiswell  as  chairman.  A  tenta- 
tive plan  for  the  conference  was  adopted. 

One  notable  feature  of  the  conference  will  be 
a  dinner-concert  in  honor  of  the  Victor  Co., 
given  by  the  jobbers  through  whose  co-opera- 
tion the  Chicago  educational  conference  has  been 
made  possible.  It  is  planned  to  have  a  number 
of  Victor  artists  in  attendance  who  will  enter- 
tain the  guests  in  a  display  of  their  individual 
vocal  and  instrumental  talents. 

The  Victor  Talking  Machine  Co.  will  provide 


lecturers,  print  programs  and  enrolment  cards, 
and  send  literature  to  the  conference.  Distribu- 
tors are  expected  to  send  letters  to  their  dealers 
urging  enrolment,  to  send  follow-up  letters  and 
programs  to  dealers  and  also  to  have  their  trav- 
eling representatives  seek  to  interest  dealers  in 
the  value  of  the  conference  and  persuade  them 
to  attend  in  person  if  possible.  Dealers  will  as- 
sume traveling  and  hotel  expense  of  their  own 
representatives.  They  must  respond  promptly, 
as  the  enrolment  of  necessity  must  be  limited. 
.  The  lecturers  are  to  be  Mrs.  Frances  E.  Clarke, 
Miss  Edith  M.  Rhetts,  Mabel  Rich,  Margaret,  M. 
Streeter  and  Caroline  Hobson.  Also  John  G. 
Paine  and  S.  Dana  Townsend.  A  tentative 
synopsis  of  lectures,  subject  to  slight  changes, 
is  as  follows: 
Mr.  Paine: 

1.  Opening  Address:  Victor  Ideals. 
Mrs.  Clark: 

1.  Our  Educational  Work — Retrospect  and  Prospect. 

2.  Songs — Primary  and  Intermediate  Grades. 

3.  Folk,  Art  and  Part  Songs  for  Grammar  Grades  and 
High  Schools. 

4.  Nationality  in  Music. 
Miss  Rhetts: 

1.  Cultural  Hearing. 

2.  Instruments  of  the  Orchestra. 

3.  Form  in  Music. 

4.  Music  History. 

5.  Program  and  Pure  Music. 


Magnifies  Sound  50  Tunes 
ACME  SOUND  AMPLIFIER 
Enables  the  repairman  to  locate  the  precise  point  oT~orUln 
of   unnecessary    noise   In    the    motor   without   loss   of  time 
or   useless   disorganization   of   the   mechanism   which  results 
from  guessing  or  the  sense  of  hearing  alone. 

MAKES    EVERY    MOVING    PART  IMMEDIATELY 
ACCESSIBLE 

"Guesswork  Won  t  Do" 


The  ACME  allows  a  test  with  the 
drag  of  the  needle  throughout  the 
length  of  the  record. 


The 

Acme  Speed  Indicator 

— is  precision  made. 
— clears  the  tone  arm. 
— locates  motoi 

troubles, 
—registers  78  and  80 
"The  repairman's  stethoscope."  revolutions. 
Made  by 

Acme  Engineering  &  Mfg.  Co. 


355  Union  Park  Court 


CHICAGO 


Edison  Diamond 
Amberolas-Plus  Service 

You  know  the  quality  of  Edi- 
son instruments.  Until  you 
have  placed  a  trial  order  with 
us,  you  are  unfamiliar  with 
SERVICE. 


A  TRIAL  CONVINCES 

Our  Service  Covers  the  Country 

William  H.  Lyons 

Formerly  Jas.  I.  Lyons 
17  W.Lake  St.  Chicago 


CABINET  INSTALLATION 


DRYING  SYSTEMS,  I! 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


141 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  140) 


Order  From  This  Ad. 
Nupoint  Ass't 
100  Pkgs.  Assorted 
Dealer's  Price  S7.00 
Retail    Value  $15.00 

FREE!! 
Display  Stand  and 
Sample  Packages 
With  Each  Order 


PHONOGRAPH  SURGERY 

LET  US  CO-OPERATE  WITH  YOU 

We   Operate  the    Largest  and  Most  Up-to-date  Equipped 
Phonograph  Repair  Shop   in  the  West 

Have  You  a  Phonograph  Repair  Agency? 


Phonograph 

Motors 
Tone  Arms 
Records 
Hardware 
Needles  and 
Repair  Parts 
All  Makes 


Loud — Extra  Loud 
Medium 
50  Needles,  15  Cents 

MAIN  OFFICE 

1867  Milwaukee  Avenue 


Send  for  our  Cat  Jog  and  Particulars.   It  Tells  You  What  We  Can  Do  for  You 

The  Co-Operative  Manufacturing  Company 


ALL  PHONES,  HUMBOLDT  3345 

CHICAGO 


SALES  OFFICE  &  SHOWROOM 

637  Milwaukee  Avenue 


Miss  Streeter: 

1.  Rhythm — Free  and  Suggested  Expression. 

2.  Rhythmic  Songs  and  Games. 

3.  Meter  Sensing  and  Rhythmic  Form. 

4.  Music  in  the  Rural  School. 

5.  County  Institutes. 
Miss  Rich: 

1.  "Making  Believe"  with  Little  Children. 

2.  Children  of  Other  Lands. 

3.  Making  the  Most  of  a  Record. 

4.  The  Project  Method — Correlating  with  Nature  Study. 
Mr.  Townsend: 

1.  Stories  for  the  Littlest  Ones. 

2.  Readings  for  Intermediate  and  Grammar  Grades. 

3.  High  School  English. 

4.  History — European  and  American. 
Miss  Hobson: 

1.  What  Educational  Work  Means  to  the  Live  Dealer. 
Folk  Dancing — Class  from  the  Chicago  School  of  Physical 
Culture. 


AN  OPTIMISTIC  OUTLOOK 


General  Manager  Travers.  of  Magnavox  Co., 
Writes  Interesting  Article — Company  Is  Mak- 
ing Remarkable  Progress 


TO  OPEN  IN  SALEM,  0.,  SOON 


The  rebuilding  of  the  talking  machine  de- 
partment of  the  Wilson  Co.,  at  Salem,  O.,  is 
completed,  and  there  will  be  a  formal  open- 
ing in  the  near  future.  This  firm  has  done  more 
business  in  1920  than  in  any  year  since  it  has 
been  operating,  in  spite  of  the  quarantining  of 
that  city  during  an  epidemic  last  Fall. 


The  T.  E.  Rice  Co.,  Wooster,  O.,  has  increased 
its  business  more  than  75  per  cent. 


In  a  recent  issue  of  The  Magnavox,  the  suc- 
cessful house  organ  published  monthly  by  the 
Magnavox  Co.,  there  appeared  an  interesting 
aiticle,  entitled  "Our  Optimistic  Outlook,"  by  F. 
B.  Travers,  general  manager  of  the  company, 
which  emphasized  the  progress  attained  by  this 
company  in  the  past  year,  as  follows: 

"Much  space  in  newspapers  and  magazines  of 
national  distribution  has  of  la.te  been  devoted 
to  prophecies  of  business  conditions  for  the  com- 
ing year.  Our  survey  of  these  articles  leads  us 
to  feel  (as  they  are  in  a  great  measure  of  a 
pessimistic  nature)  that  they  have  had  a  great 
influence  over  the  rank  and  file  of  business  men. 
In  consequence,  an  expression,  far-reaching  in 
its  effect,  has  been  greatly  used — 'The  country  is 
going  to  the  bow-wows.' 

"We  are  inclined  to  think  that  much  of  this 
piopaganda  is  being  sown  by,  and  is  the  result 
of  the  efforts  of,  those  who  would  really  be 
happy  if  such  a  condition  actually  should  pre- 
vail. 

"This  company  finds  great  pleasure  in  looking 


forward  in  the  future  at  the  high  point  of  pro- 
duction curve,  rather  than  at  the  lower  limit  of 
the  line,  where  it  is  an  easy  matter  for  anyone 
to  remain  in  a  state  of  lethargy. 

"Our  Oakland  factory  has  now  been  in  opera- 
tion- for  approximately  a  year  and  a  half,  and 
only  once  during  this  period  have  we  discovered 
any  attempt  to  distribute  radical  literature  to  the 
employes  by  a  co-worker.  This  man,  inci- 
dentally, was  the  highest  paid  hourly  man  in  our 
employ.  This  would  indicate  that  our  organiza- 
tion is  composed  of  a  class  that  has  more  than 
an  ordinary  interest  in  the  products  we  are  de- 
veloping, and  when  one  considers  that  there  is  a 
publishing  house  in  Chicago  eight  floors  high, 
covering  an  entire  city  block,  that  is  devoted 
exclusively  to  printing,  in  twenty-seven  lan- 
guages, radical  literature  encouraging  destruc- 
tion of  business  and  endeavoring  to  promote 
class  hatred,  there  is  no  wonder  that  some  of  it 
eventually  percolates  into  practically  every  in- 
dustrial plant  in  America. 

"We  merely  mention  this  in  passing,  but 
nevertheless,  there  is  food  for  thought  in  the 
above  paragraph — it  pays  to  be  square — square 
with  one's  employer  and  square  with'  one's  self. 

"We  have  made  a  special  effort  to  keep  the 
interest  of  our  customers,  as  well  as  our  em- 
ployes, well  stimulated  with  propaganda  of  a 
constructive  nature  instead  of  propaganda  lead- 
ing to  destruction,  and  it  is  such  a  policy  that 
will  ultimately  insure  gratifying  results.  We  ap- 
preciate the  chaotic  state  of  the  period  through 
which  we  are  now  passing,  and  that  it  tests 
equally  the  fiber  of  both  the  employer  and  em- 
ploye. 

"As  an  employer,  we  aim  through  just  and 
fair  treatment  to  gain  the  respect  and  sincere 
allegiance  of  every  employe,  welcoming  at  all 
times  suggestions  that  will  benefit  our  material 
condition.  All  we  ask  of  our  employes  is  fair- 
ness of  mind,  confidence  and  thrift,  which  will 
bring  results  such  as  will  make  each  and  every 
one  feel  proud  of  his  efforts." 


It's  Non-Infringing 

We've  told  you  about  it  in  Pre- 
vious World  Advertisements. 
Send  in  your  order  now.  We 
can  make  immediate  shipments. 
Tonal  Supremacy  Guaranteed. 


BLOOD   &  KLOER 

MANUFACTURERS 

400  West  Erie  Street         Chicago,  111. 


142 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  141) 


BETTER  DEALER  SERVICE 


Charles  E.  Byrne,  of  Steger  &  Sons,  Believes 
the  Present  Is  the  Time  to  Give  Dealers 
Greatest  Co-operation  in  Advertising 


Chicago,  III.,  March  8. — Now,  more  than  ever 
before,  talking  machine  manufacturers  have  an 
opportunity  to  aid  and  increase  the  business  of 
their  dealers  through  co-operative  advertising. 


a  remarkably  attractive  series  of  hand-lettered 
announcements  suitable  for  use  of  dealers  in 
their  local  newspapers. 

Dropping  in  upon  Mr.  Byrne  the  other  day, 
The  World  representative  happened  to  see  the 
series  of  advertisements  on  the  former's  desk. 
They  were  precisely  of  the  sort  necessary  in 
this  day  and  age  to  help  the  dealer  put  his 
product  across  with  the  public.  From  the  stand- 
point   of    art-work,    especially,    the    series  is 


in  the  various  departments.  A  number  of  these 
prestige-building  messages  inserted  in  Chicago 
papers,  over  the  signature  of  the  Steger  phono- 
graph shop,  have  demonstrated  in  a  convincing 
manner  the  pulling  power  of  this  carefully  pre- 
pared campaign. 

"The  public  admires  and  respects'  the  high- 
grade,  progressive  merchant  who  tfses  well-di- 
rected, carefully  thought-out  newspaper  adver- 
tising," remarked  Mr.  Byrne.    "People  like  to 


This  is  the  belief  of  Charles  E.  Byrne,  advertis- 
ing manager  of  Steger  &  Sons  Piano  Mfg.  Co. 
In  line  with  the  well-established  Steger  policy 
of  assisting  its  representatives,  in  every  possible 
way,  to  build  up  a  greater  volume  of  sales  and 
to  increase  the  prestige  of  their  stores,  the 
phonograph  division  of  the  company  has  issued 


How  the  Steger  &  Sons  Piano  Mfg.  Co.  Co-operates  With  Dealers 

unique.  Clever  line  illustrations  drawn  in  the 
artistic  wood-cut  style  are  combined  with  a 
pleasing  display  of  hand-lettering  to  form  at- 
tractive announcements  well  calculated  to 
compel  favorable  attention.  All  references  to 
price  have  been  eliminated.  There  is  originality 
and  distinctiveness  in  the  thoughts  expressed 


patronize  his  store.  His  announcements  appeal 
to  prospective  buyers  and  impress  them  most 
favorably.  The  character  of  his  publicity  re- 
flects the  standard  of  his  merchandising  service 
and  the  public  is  glad  to  have  the  opportunity 
of  increasing  the  prestige  and  profits  of  such  a 
dealer." 


PROLONG 
IHE  LIFE  OF 
VOUR  RECORDS 
BX  USING 
NUPOIKTNEEN.EV 


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MADE— UNIFORM  POINT- UNIFORM  HARDNESS —UNIFORM  LENGTH 

FREE-DISPLAY  STAND  AND  SAMPLE  PACKAGES 

A  beautiful  display  stand  holding  100  packages  is  given  Free.  In  order  to  introduce 
Nupoint  Needles  we  have  put  up  sample  packages  of  needles  to  be  distributed  Free  to  the 
people  who  come  into  your  store.  We  also  furnish  two  large  window  strips  inviting  requests 
for  these  Free  Nupoints. 

50  BRASS  NEEDLES  TO  PACKAGE 
EACH  NEEDLE  PLAYS  10  RECORDS 

100  PACKAGES  (40  Loud,  40  Extra  Loud,  20  Medium)  to  Carton 


Dealer's  Price 

$7.00 

per  Carton 


Dealer's  Profit  $8.00 


Retail  Value 

$15.00 


Jobbers  — write  for  samples  and  attractive  proposition! 

NUPOINT  MANUFACTURING  CO  ,  59  E.  Van  Buren,  Chicago,  111. 

( ALL-IN-ONE    PHONOGRAPH    CORP.,    21    E.    Van    Buren    St..    Chicago.  III. 
FACTORY    REPRESENTATIVES:  -s  LOUIS  A.  SCHWARZ,  1265  Broadway.  New  York 

(l.  W.   BECKER,  226'/2   Peachtree  St.,  Atlanta,  Ga. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


143 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  142) 


MID-WEST  VICTOR  DEALERS  ORGANIZE  AN  ASSOCIATION 


Large  Assemblage  of  Victor  Dealers  in  Chicago 
trola  Association  on  March  2 — Interesting  Talk 


and  Adjacent  Territory  Form  Mid-West  Vie- 
by  F.  A.  Delano — Dinner  an  Enjoyable  Affair 


Chicago,  III.,  March  6.— With  the  object  of  pro- 
moting whatever  may  benefit  the  Victrola  and 
Victor  record  business,  as  well  as  to  encourage 
good  fellowship  among  its  members,  about  150 
Victor  dealers  got  together  in  the  Crystal  Room 
of  the  Sherman  Hotel,  Wednesday  evening, 
March  2,  at  6:30,  and  launched  the  Mid-West 
Victrola  Dealers'  Association.  Membership  is 
confined  exclusively  to  Victor  dealers  whose 
places  of  business  are  located  in  and  about 
Chicago.  The  affair  started  off  with  a  dinner, 
during  which  John  Steel,  of  the  Ziegfeld  Follies, 
rendered  some  vocal  selections,  such  as  "I 
Found  the  End  of  the  Rainbow,"  "Sweet  Tulip 
lime,"  "Tell  Me  Little  Gypsy"  and  "Rudolph's 
Xarrative"  from  "La  Boheme."  Other  artists 
who  furnished  entertainment  for  the  evening 
were  Van  and  Schenck,  who  pleased  the  audi- 
ence by  singing  "Um-m-m-m,"  "Gypsy"  and 
"Ohio."  The  Misses  Lucile  Hayley,  Olive  Mc- 
Cormick  and  Mary  Malone,  all  of  the  Lyon 
&  Healy  Victrola  department,  gave  some  very 
satisfactory  vocal  selections,  with  Miss  Malone 
at  the  piano.  Instrumental  music  was  fur- 
nished during  the  evening  by  Benson's  Victor 
Orchestra,  which  kept  everybody  banging  away 
on  their  plates,  keeping  time.  The  chairman 
of  the  evening  was  Burt  Corcoran,  of  the  Music 
Shop,  who  had  been  appointed  temporary  chair- 
man. 

After  the  entertainment  and  dinner  had  been 
disposed  of  the  meeting  was  called  together 
by  Mr.  Corcoran  for  the  purpose  of  discussing 
the  by-laws  that  were  submitted  and  electing 
officers.  The  by-laws  adopted  by  the  associa- 
tion fix  the  dues  at  $25  a  year. 

After  the  adoption  of  these  by-laws  the  fol- 


lowing officers  were  elected:  B.  F.  Corcoran, 
president;  Ed.  Dublin,  vice-president;  T.  B. 
Stone,  treasurer,  and  T.  P.  Flannery,  secretary. 
The  executive  committee  appointed  was  for 
both  one  and  two-year  terms.  The  two-year 
members  are  H.  P.  Hopkins,  of  Toledo,  and  E. 


ways  and  means  whereby  the  Victor  dealers  can 
improve  their  business.  He  also  talked  at  length 
on  the  recording  of  music.  He  pointed  out  that 
not  only  the  public,  but  the  trade  also  suppose 
that  all  the  artist  does  is  to  sing  into  the  record 
and  let  it  go  at  that.  In  fact,  the  artist  not 
only  sings  or  plays,  as  the  case-  may  be,  but 
after  this  is  done  he  or  she  must  approve  the 
record  and  pass  upon  it;  and  even  after  that  it 
must  pass  through  the  hands  of  a  corps  of 
expert   critics,  who  go  into  minute  detail  as 


Dinner  of  the  Mid- West  Victrola  Dealers'  Association  at  the  Hotel  Sherman 


Sayre,  Elgin.  The  one-year  members  are  G. 
McCauley,  of  McCauley  &  Nevers;  William  Cot- 
ton, of  Oak  Park,  and  A.  C.  Fenton,  of  Chicago. 

The  principal  speaker  of  the  evening,  F.  A. 
Delano,  of  the  Victor  Talking  Machine  Co.'s 
educational  department,  was  introduced  imme- 
diately after  the  installation  of  officers.  Mr. 
Delano  gave  a  mighty  interesting  talk  on  the 


to  tonal  quality,  tempo  and  everything  else, 
before  the  record  is  finally  okayed  and  sent  to 
the  presses.  The  reason  for  all  this  is  that 
the  artist  must  uphold  his  reputation;  and  the 
company  must  do  exactly  the  same  thing. 

Mr.  Delano  also  dwelt  at  length  upon  the 
Red  Seal  School,  giving  its  history  from  the 
(Continued  on  page  144) 


*HOWE 


144 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  143) 


time  it  started,  about  three  years  ago,  to  the 
present,  during  which  time  they  have  had  about 
six  hundred  students.  He  told  of  the  praise 
these  students  have  given  the  school,  and  how 
they  all  approve  of  it  because  it  has  helped 
them  in  their  business  life. 

One  thing  that  Mr.  Delano  did  not  approve 
of  was  self-service  counters,  as  he  believes  that 
individual  service  is  far  better,  if  in  charge  of 
a  competent  sales  person  who  really  knows  rec- 
ords. It  is  necessary  also,  he  believes,  to  have 
a  knowledge  of  various  types  of  people  as  well 
as  a  thorough  knowledge  of  the  record  stocks, 
as  this  will  tend  to  eliminate  the  inevitable 
question  of  "just  what  do  you  want,"  or  "what 
can  I  do  for  you,"  when  a  customer  comes  in 
to  make  a  purchase. 

If  a  sales  person  knows  how  to  handle  a  cus- 
tomer there  is  no  reason  why  that  customer 
should  not  buy  a  well-balanced  program  of 
records  instead  of  a  single  one.  Further  than 
that,  a  knowledge  of  the  record  will  bring  more 
enthusiasm,  not  only  on  the  part  of  the  dealer, 
but  the  owner  as  well,  and  this  will  mean  more 
money  to  the  dealer,  as  enthusiasm  means  suc- 
cess. Herein  he  quoted  a  little  remark  that 
was  once  made  by  President  Johnson,  of  the 
Victor  Co.,  who  said  that  he  wouldn't  consider 
himself  or  the  Victor  Co.  a  success  unless  he 
was  sure  every  dealer  was  a  success.  Mr. 
Delano  closed  his  talk  by  calling  attention  to 
the  fact  that  there  would  be  a  special  Red 
Seal  Course  given  at  the  Congress  Hotel,  Chi- 
cago, March  27,  28,  29. 

Mr.  Delano  was  followed  by  Mr.  Corcoran, 
who  spoke  of  his  appreciation  in  being  chosen 
president  of  the  new  association  and  also 
thanked  the  members  in  behalf  of  the  officers. 
He  then  asked  for  a  rising  vote  of  thanks  for 
Mr.  Delano  and  those  who  entertained.  The 
meeting  was  then  adjourned. 

Among  those  present  were  George  Wiswell, 
H.  B.  Hopkins,  West  Music  Co.,  Joliet;  M. 
Shepard,  Armbuster  Bros.,  Chicago;  R.  B.  Noll„ 
H.  Davidson,  Talking  Machine  Shop,  Chicago; 
J.  H.  Ellis,  B.  A.  Lampe,  W.  E.  Tieste,  Mark  L. 
Duncan,  C.  W.  Hyde,  T.  W.  Williams,  J.  J. 
Walsh,  B.  B.  Webster,  P.  T.  Griffiths,  W.  P. 
Geissler,  A.  P.  White,  W.  C.  Griffiths,  G.  F. 
Denig,  Chicago  Talking  Machine  Co.,  Chicago; 
J.  J.  Welker,  Woodlawn  Talking  Machine  Shop. 
Chicago;  Mrs.  F.  O.  Edwards,  Chicago;  I.  Piatt, 
Piatt's  Music  Shop,  Chicago;  Joseph  J.  Rock- 


SPECIAL!! 


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Needle  Cup  Covers,  at  l/2c.  ea. 

Order  right  from  this  ad — any  quantity !  Quality  and  im- 
mediate delivery  guaranteed.  Terms — 5%  discount  for 
rash  with  order — or  net  10%  deposit  to  accompany 
C.  O.   D.  order. 

COLE  &  DUNAS  MUSIC  CO. 
52  W.  Lake  St.,  Chicago,  111. 


EXCELSIOR  PADS 

The  most  satisfactory  packing  ma- 
terial for  packing  phonographs  for 
shipment.  Used  to  advantage  by  the 
largest  manufacturers.  Send  for 
prices  and  samples. 

H.  W.  SELLE  &  COMPANY 

Manufacturers 
1000-1016  N.  Halsted  St.,    Chicago,  111. 


WE  ILLUSTRATE  THE 

"Handy"  Dome  Clamp 

Quick  action  for  clamping  domes  and 
frames   on   Talking    Machine  Cabinets 

Write  for  Catalogue  of  clamping  machines  for 
Cases  and  for  all  purposes. 

VENEER    PRESSES    AND  CLAMPS 

HANDY  MFG.  CO. 

27  E.  Madison  St.,  Chicago,  111. 


well.  Reincke-Ellis  Co.,  Chicago;  L.  C.  Wiswell, 
W.  P.  Roch,  E.  M.  Schultz,  E.  H.  Ryckoff,  A.  F. 
Samuel,  C.  T.  Landhew,  R.  E.  Agnew,  H.  R. 
Fitzpatrick,  R.  C.  Keenan,  Lyon  &  Healy,  Chi- 
cago; Mrs.  Campbell,  Elgin;  Gus  Mayer,  William 
B  Richards,  Unit  Construction  Co.,  Philadel- 
phia; E.  A.  Sayre,  Elgin;  Hans  Schoessling, 
Lester  E.  Noble,  Rudolph  Wurlitzer  Co.,  Chi- 
cago; Mrs.  A.  F.  Cotton,  W.  F.  Cotton,  Cotton's 
Music  Shop;  E.  Sherry,  I.  Sherry  &  Son,  Chica- 
go; Raymond  Bill,  Talking  Machine  World,  New 
York;  F.  M.  Leslie,  Urbana;  Lillian  L.  Heaney, 
Ruth  Wood,  T.  P.  Flannery,  T.  P.  Flannery  Co., 
Chicago;  Mrs.  Isabella  Loomis,  Edith  L.  Hilder- 
brandt,  S.  Sachs,  Sachs  Music  Shop,  Chicago; 
A.  Bell,  East  Chicago,  Ind.;  Thomas  B.  Stone, 
William  G.  Wise,  of  Thomas  B.  Stone,  Chicago; 
Miss  G.  Cassadine,  Charles  M.  Bent,  R.  B.  Cor- 
coran, Sarah  Berlin,  Henry  J.  Macfarland,  Louis 
J.  Hogle,  Mrs.  R.  B.  Corcoran,  Music  Shop,  Inc., 
Chicago;  J.  P.  Nosling,  Nosling  Music  Co.,  Chi- 
cago; J.  J.  Stasulonis,  Chicago;  E.  Nevers,  A.  B. 
Musson,  Miss  L.  Brown,  Macauley  &  Nevers, 
Chicago;  Mr.  and  Mrs.  Ray  E.  Bannon,  Morris, 
111.;  Otis  Bigelow,  Chicago;  A.  N.  Hansen,  Maude 
Winfield,  George  H.  Bent,  Chicago;  Carl  Glick, 
Abraham  Glick,  Click's  Music  Store,  Chicago; 
Mrs.  A.  Leithardt,  A.  Witzel,  E.  Witzel,  A. 
Leithardt,  Witzel  Music  Co.,  Chicago;  Mr.  and 


Mrs.  A.  M.  Gordon,  Gordon's,  Chicago;  J.  M. 
Dvorak,  J.  M.  Dvorak  Music  Co.,  Chicago;  H.  C. 
Petersen,  Gary,  Ind.;  H.  A.  Renholm,  F.  J. 
Hassmer,  Hassmer  Bros.,  Chicago;  F.  A.  Delano, 
Victor  Talking  Machine  Co.,  Camden,  N.  J.; 
R.  H.  Zinke,  R.  H.  Zinke  Music  Co.,  Milwaukee, 
Wis.;  James  Kroupa,  Raymond  Kroupa,  Chi- 
cago; Leopold  Krchma,  Miss  Bernice  Krolick, 
Leopold  Krchma  Co.,  Chicago;  E.  M.  Perz, 
Chicago;  William  Launer,  H.  H.  Kessler,  Chi- 
cago; S.  I.  and  H.  H.  Kessler,  Laporte,  Ind.; 
Roy  Sonneborn,  Sonneborn's  Sons,  Laporte, 
Ind.;  A.  Bauman,  Oak  Park  Music  Shop,  Chi- 
cago; John  G.  Willis,  A.  Willis  &  Son,  Chicago; 
J.  B.  Seufert,  M.  Brelsford,  H.  W.  Brelsford, 
Chicago;  J.  K.  Patterson,  Patterson  Music  Co., 
Chicago;  F.  O.  Edwards,  F.  C.  Henderson  Serv- 
ice Shop,  Chicago;  Mr.  and  Mrs.  E.  Dublin, 
West  Side  Talking  Machine  Co.,  Chicago;  H.  B. 
Forsen,  A.  B.  Forsen  &  Son,  Chicago;  F.  J. 
Dornseif,  A.  C.  Fenton,  Hyde  Park  Music  Shop, 
Chicago;  J.  B.  Klein,  Patterson  Bros.,  Chicago; 
A.  G.  Ogren,  G.  L.  Brundine,  A.  G.  Ogren  Music 
Co.,  Rockford,  111.;  J.  Corngold,  Roseland  Music 
Shop,  Chicago. 


The  Diamond  Disc  Shop,  of  Atlanta,  Ga.,  suf- 
fered some  damage  by  a  fire  on  February  27, 
which  was  confined  to  the  storeroom. 


Lyon  &  Healy  Khaki  Moving  Covers 

Modern  Method  Insures  Safe  Handling 


Extra  Heavy 

Khaki 
Padded  and 
Quilted  Fleece 

Lined 


We  make  them 
up  promptly 
to  order,  to 
your  measure- 
ment or  to  fit 
any  machine 


Special  Inducement  to  Jobbers 

LYON  &  HEALY   -    Chicago,  111. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


145 


18*8 
@© 
@© 
©§ 
©© 
©© 


THE  SCOTFORD  TONEARM  AND 
SUPERIOR  REPRODUCER 


Manufactured  under  the  Patents  of  Louis  K.  Scotford 


©© 
©© 
©© 
(9(5 


©© 
©© 
©© 
©© 


©© 
©© 
©© 
©© 


©<§ 
©© 
©© 
©© 


©© 
©© 
©© 
©© 

(9(5 


©<§ 
©© 
©© 
©© 
©© 
©© 
©© 
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©© 
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©© 
©© 
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^/5> 


PROFITABLE  SPECIALTIES 
FOR  THE  DEALER 


On  the  EDISON 

cUhe  Ideal  All-Record  Reproducer  for  the  Edison  Disc 
Phonograph 

Superior  Reproducer  with  21 -E  Connection  for  Edison- 
Sample  prepaid.  Nickel  $7. 50,  Gold  $10.00 


On  the  VICTOR 

CA  Mellower,  More  Musical  Tone  on  All  Makes  of  Records 

Superior  Reproducer  with  21 -VE  Vitor  Elbow — Sample 
prepaid.  Nickel  $6.50,  Gold  $8.50 


On  the  COLUMBIA 

cStfakes  the  Owner  of  an  Old  Machine  a  "Live"  Record 
Buyer 

Superior  Reproducer  with  21  -CC  Columbia  Connection  — 
Sample  prepaid,  Nickel  $7.00,  Gold  $9.50 


On  the  VICTOR  On  the  COLUMBIA 

SCOTFORD  MODEL  I 
REPRODUCER 

Plays  Only  Vertical  {Hill  and  Dale)  Cut  Records,  but  Plays 
Them  at  Their  Best 

Scotford  Model  I  Reproducer  1-V  for  Victor  —  Sample 
prepaid,  Nickel  $6.00,  Gold  $7.50 

Scotford  Model  I  Reproducer  with  1-C  Columbia  Connec- 
tion—Sample  prepaid,  Nickel  $6.75,  Gold  $8.75 


The  fault  of  most  tonearms  is  that  they  copy  the  tapering  shape  and  curving 
turns  of  the  original  model  used  in  the  first  successful  phonograph.  These 
imitations  possess  no  individuality  or  distinctive  merit  of  their  own.  But  the 
Scotford  Tonearm  is  different.  The  design  is  not  a  copy  of  any  other,  and 
none  of  the  mechanical  features  are  the  same.  It  does  not  follow  the  common 
theory  of  developing  the  sound  waves  within  a  tapering,  tube  of  curving 
turns,  but  obtains  superior  results  through  a  straight  tube  of  unobstructed 

angle  turns — the  proven  method  of  the  "speaking  tube." 
The  Superior  Reproducer  plays  all  makes  of  records  as  they  should  be  played,  the  needle 
retaining  the  same  center  and  same  correct  angle  in  both  positions.  Note  the  split,  springlike 
frame,  with  perfect  insulation  between  frame  and  backplate  and  between  reproducer  and 
tonearm  connection.  Note  also  the  sensitive  pivoting  of  the  needle  bar,  imparting,  a  hammer- 
like movement  to  the  diaphragm.  These  patented  features,  obtainable  only  in  the  Scotford 
inventions,  give  a  tone  of  mellow  richness,  genuinely  musical  in  quality, 
positively  not  equalled  by  any  other 

Samples  Will  be  Submitted  on  Approval 

Style  1  (as  illustrated)  is  a  combination  of  Japanned  and  Plated  parts — Tonearm  lonfe  tube  and  main  elbow, 
Reproducer  face  rinfe  and  back  Japanned ;  other  parts  Plated 
Style  2.  Tonearm  lon£  tube  and  main  elbow  Japanned,  base  Plated;  Reproducer  back  Japanned, 

face  rinfe  and  frame  Plated 
Style  3.  All  parts  of  Tonearm  and  Reproducer  are  Plated 

No.  1  Scotford  Tonearm  and  Superior  Reproducer  Nickel  $7.00,  Gold  $  9.00 

No.  2  Scotford  Tonearm  and  Superior  Reproducer   Nickel  7.75,  Gold  10.00 

No.  3  Scotford  Tonearm  and  Superior  Reproducer  Nickel  8.50,  Gold  11.00 

Samples  Prepaid  at  the  Above  Prices  —  Quantity 
Prices  on  Application 

THE  SUPERIOR 
LID  SUPPORT 

cUhe  Spring  Balance  that 

Does  Not  Warp  the  Lid 

Noiseless  in  operation.  The 
simplest  balance  support 
made.  Easiest  to  install.  It 
positively  will  not  warp  the 
cover.  Lids  warped  by 
other  supports  can  easily  be 
brought  back  to  correct 
shape  by  the  Superior 

Theoretically,  any  lid  sup- 
port will  warp  any  lid  if 
placed  singly  at  either  side, 
as  the  warping  is  not  done 
when  the  lid  is  down.  Leav- 
ing the  cover  open  causes 
the  warping,  as  the  unsup- 
ported corner  will  sag 

But  actually,  the  Superior 
Support*  overcomes  this 
common  fault.  When  down, 
the  support  exerts  a  slight 
downward  pull  which  cor- 
rects any  warping  that 
develops  when  the  lid  is  up 

Price  of  Sample  Prepaid 

Superior  Lid  Support  with  Escutcheon  Nickel  $0.75   Gold  $1.25 

Sample  of  Any  Superior  Specialty  on  Approval 

If  not  rated,  deposit  the  price,  which  will  be  refunded  on  return  of  samples 
Write  for  Quantity  Price  List  of  Superior  Specialties 


c/4  light  touch  of  one  finger 
lifts  or  closes  the  lid,  which 
stops  at  any  point  desired 


BARNHART  BROTHERS  &  SPINDLER 

Monroe  and  Throop  Streets  CHICAGO 


© 


©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©_ 
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146 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


"This  is  the  Day  of  the  'DALION'!" 


Present-day  conditions  have  made  necessary  the  adoption  of  unusual  selling  methods  to  maintain  the 
volume  of  phonograph  sales.  Dealers  today  are  as  much  concerned  about  the  selling  plan  and  factory 
co-operation  as  they  are  about  the  necessary  details  of  the  cabinet,  the  finish  and  tone  qualities. 


Every  Demonstration  Spreads  the  DALION  Reputation 

The  DALION  has  long  been  regarded  as  an  instrument  of  superior 
qualities.  There  are  nine  models  in  the  line.  It  is  unsurpassed  in 
finish,  in  design  and  in  reproduction  of  either  vocal  or  instrumental 
records. 

So  the  dealer's  success  depends  largely  upon  the  number  of  demon- 
strations he  can  make.  Shrewd  buyers  have  come  to  distinguish 
between  finish  and  "tin  pan"  reproduction.  So  our  campaign — the 
first  of  its  kind  that  has  ever  been  successfully  attempted — is  built 
entirely  around  the  DALION  demonstration. 

Dealers  Must  Qualify 

There  are  thousands  of  phonograph  dealers  who  have  never  had 
the  proper  factory  support.  The  past  demand  for  phonographs 
has  largely  accounted  for  their  success,  combined  with  the  ag- 
gressive methods  they  have  themselves  originated. 


The  dealer  who  sells  the  DALION  is  guaranteed  success  because  he 
must  first  qualify  as  the  type  who  can  successfully  demonstrate  the 
DALION. 

He  must  have  a  good  store  in  a  good  location.  He  need  not  be  the 
largest  phonograph  dealer  in  his  locality.  But  he  should  be  the 
most  aggressive.  He  should  be  prepared  to  canvass  for  country 
business.  He  should  appreciate  the  value  of  local  newspaper  adver- 
tising which  we  carry  on  with  him.  He  should  aspire  to  be  the 
biggest  phonograph  dealer  in  his  locality.  Honesty  is  an  essential 
in  all  business. 

Inquire  About  the  DALION 

May  we  present  the  DALION  line  for  your  examination?  Will  you 
please  indicate  what  line  of  phonographs  and  records  you  have 
been  selling?    And  the  territory  you  serve? 


Milwaukee  Talking  Machine  Mfg.  Co.,  Milwaukee,  Wisconsin 


March  15,  1921 


THE   TALKING   MACHINE  WORLD 


147 


COLUMBIA  GRAFQNOLA  PRICES  RADICALLY  READJUSTED  VICTROLA  WEEK  AT  HAHNE  &  CO. 

Columbia  Graphophone  Co.  Announces  Price  Changes  in  All  the  Standard  Model  Grafonolas  to  Talking  Machine  Department  of  Newark  De- 
Figures  That  Average  Below  the  Pre-War  Level— The  New  Prices  in  Detail  partment   Store   Plans   Big  Event— Manager 

J.  A.  Bliesenick  Has  Praise  for  Red  Seal  School 

The  Columbia  Graphophone  Co.  of  New  York  varies  to  some  extent  with  the  sale  of  instru-   

announced  this  week  a  radical  readjustment  in  ments.     Therefore,    every    instrument    that    is  Newark,  N.  J.,  March  8. — Manager  J.  A.  Bliese- 

the  prices  of  the  entire  line,  of  standard  model  sold  broadens  the  channel  for  the  flow  of  record  nick,   of   the   talking   machine    department  of 

Giafonolas.    This  readjustment  has  carried  the  s^les,  and  the  flow  of  records  rapidly  eats  away  Hahne  &  Co.,  is  planning  a  Victrola  Week  for 

average  price   of  the   whole   line   of  standard  the  sales  resistance  to  instrument  purchasers.  the  week  of  March  14-19.     During  this  week 

model  Columbia  Grafonolas  below  the  pre-war  "The  Columbia  Graphophone  Co.  has  had  the  there  will  be  special  musical  features  at  the  store 

level,  but  this  is  hardly  an  adequate  comparison  foresight  to  add  fresh  impetus  to  both  these  mu-  and  special  terms  will  be  offered  to  the  public, 

because  of  the  many  improvements  that  have  tually  helpful  sales  streams  at  once,  and  I  be-  Large  newspaper  ads  have  been  prepared  and 

been  introduced  since  the  pre-war  period.    All  lieve  that  this  readjustment  in  the  prices  of  their  will  be  carried  in  all  the  local  papers.  Mr. 

but  the  two  portable  models  are  now  equipped  instruments,  together  with  the  recent  restora-  Bliesenick,   by  the  way,  attended  the  twenty- 

with  the  new  Columbia  non-set  automatic  stop,  lion  to  pre-war  prices  of  Columbia  records,  will  first  course  at  the  Victor  Red  Seal  Salesmanship 

which  has  proved  such  a  valuable  feature  that  give  a  great  impetus  to  the  sale  of  both.''  School  at  Camden  and  declared,  in  a  chat  with  a 

the  company  has  devoted  the  major  part  of  its    tepresentalive  of  The  World,  that  he  can  trace 

advertising  to  it  for  a  year  past.  PLANNING  TO  CHECK  CANCELLATIONS  a  25  per  cent  increase  in  record  sales  directly  to 

The  new  price  schedule  for  standard  model  this  course.    His  sales  force  have  all  attended 

Columbia  Grafonolas  is  as  follows:  National    Association    of    Purchasing    Agents  this  sch00l  and  the  great  increase  in  the  sale  of 

Old  Price.  New  Price.  Seeks  to  Have  Adopted  a  Standard  Form  of  records  followed  the  installation  of  the  methods 

A-2                                          $32.00       $30.00  Sales  Contract  That  Will  Be  Binding  used  at  Caimden'.    The  whole  department  will 

C-2                                             50.00        45.00  attend  the  talking  machine  frolic  on  March  29 

D-2                                             75.00        60.00  The    National    Association    of    Purchasmg  which  wiu  be  hdd  at  the  Hotd  Pennsylvania, 

£  7                                          125  qq        85  00  Agents,  with  headquarters  in  New  York,  is  now  xew  York 

F-2                                          Uo'oO       lOaOO  working  on  a  plan  for  having  drawn  up  and  Attention  to  the  operatic  records  pays  well, 

G-2                                           150.00       125.00  adopted  some  standardized  form  of  sales  con-  Mf    Bliesenick  declared,  and  added  that  every 

H-2   i  165.00       140.00  tract  that-   whlle    fair   and    equitable   to   both  week  h:s  department  meets  and  piays  and  dis_ 

K-2                                          225.00       150.00  buyer  and  seller>  wlU  stlU  be  of  a  nature  to  cusses  the  records  of  an  entire  opera,  exchang- 

L-2   '               275.00       175.00  represent  a  definite  fixed  contract  that  will  be  ing.  yiews   Qn    the   music   and   discussing  the 

There  is  no  change  in  the  price  of  Columbia  enforcible  and  serve  to  check  the  wave  of  can-  artists  and  tlie  interesting  bits  of  information, 

period  models,   and   this   readjustment  in    the  cellation  of  orders  that  has  been,  sweeping  the  fllrnjshed  about  them  in  the  record  supplements, 

prices  of  standard  model  Columbia  Grafonolas  country.  jn  addition  to  the  Victor  this  department  also 

follows  closely  on  the  59-cent  sale  of  Columbia  Various    trade    organizations    are    asked    to  carries  the  Sonora. 

Retired  Records  and  the  restoration  of  the  pre-  bring  their  buyers  and  sellers  together  in  order  At  the  Griffith  Piano  Co.,  Harry  Griffith  said 

war  85-cent  price  to  all  Columbia  10-inch  blue  to  reach  an  agreement  regarding  a  contract  that  that  one  of  the  features  of  the  trade  during  the 

label  A  series  records,  except  records  made  by  wil1   meet   the   requirements    of   both   factors.  past    week    or    two    was    the    sale    of  period 

ten  exclusive  artists,  who  are  nationally  promi-  These  contracts  in  turn  will  be  placed  in  the  Sonoras,  quite  a  number  having  been  sold  to 

nenl.  hands  of  a  committee  representing  the  National  music  lovers  of  the  city. 

Referring  to  these  important  announcements  Association  of  Purchasing  Agents,  and  that  com-   . 

made  by  the  Columbia  Graphophone  Co.  during  mittee  will  endeavor  from  the  several  forms  of  fjQWISON  ASSIGNED  TO  PITTSBURGH 

the  past  fortnight,  a  local  Columbia  dealer  stated  contracts  to  evolve  a  standard  form  applying   

as  follows:  to  all  lines  of  business.     It  is  felt  that  only  Pittsburgh,  Pa.,  March  7.— Hugh  A.  Howison 

"The  sale  of  instruments  is,  of  course,  the  through  the  co-operation  of  both  buyers  and  has  been  assigned  to  the  Pittsburgh  district  by 

fundamental  thing  in  the  talking  machine  indus-  sellers  can  effective  steps  be  taken  to  insure  the  ihe  Victor  Talking  Machine  Co.  as  official  repre- 

trv.    The  sale  of  records  never  ceases,  but  it  strict  observance  of  contractual  obligations.  sentative  to  the  Victor  dealers. 


Mr.  Manufacturer,  Mr.  Jobber  or  Mr.  Dealer 

"SWEETEN  UP"  your  line  of  "upright"  talking  machines  with  these  handsome 
console  types  and  move  your  whole  stock. 


We  will  furnish  you  the  cabinets  alone,  or  equipped,  or  you  may  furnish  the  equipment 
and  we  will  install  it — expertly. 

The  cabinets  are  beautiful,  attractive  designs,  superior  cabinet  work,  perfectly  finished. 
Limited  stock  ready  for  immediate  delivery. 

Better  order  mighty  quick.    Prices  right. 

SINGER  TALKING  MACHINE  CO.,  575  to  579  Market  St.,  Milwaukee,  Wis. 


148 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


TRADE  NEWS  IN  BROOKLYN  AND  LONG  ISLAND  TERRITORY 

Talking  Machine  Sales  Active  in  This  Section  of  Greater  New  York — Progressive  Body  of  Men 
Both  in  the  Jobbing  and  Retail  Field  Who  Are  "Doing  Things" — Gleanings  by  The  World  Man 


For  several  years  past  Brooklyn  and  Long 
Island  territory  has  been  recognized  as  one  of 
the  most  important  centers  of  talking  machine 
and  record  distribution  in  this  section.  Many 
of  the  most  attractive  talking  machine  establish- 
ments in  Greater  New  York  are  located'  in 
Brooklyn  territory,  and  the  dealers  in  this 
metropolis  are  constantly  expanding  in  order 
to  accommodate  the  requirements  of  their  pa- 
trons. When  a  representative  of  The  World 
visited  the  Brooklyn  trade  he  found  a  feeling  of 
optimism  and  confidence  which  was  reflected  in 
healthy  sales  totals. 

Business  Is  Steadily  Improving 
Business  is  more  than  holding  its  own  with 
the  Victor  department  of  the  Sterling  Piano  Co., 
at  518  Fulton  street.  E.  T.  Leture,  manager  of 
this  department,  is  greatly  pleased  with  the  up- 
ward trend  of  business,  and  believes  that  it  will 
continue  for  some  time.  V.  A.  Hurst,  a  mem- 
ber of  the  sales  staff,  sold  a  model  eighty  Vic- 
trola  a  few  days  ago  to  a  lady  customer,  who  was 
so  well  pleased  with  the  attention  given  her 
that  she  came  back  the  following  Monday  and 
brought  with  her  two  friends,  who  both  pur- 
chased Victrola  80's  for  their  homes.  Instances 
like  this  prove  beyond  doubt  that  it  certainly 
pays  to  make  a  friend  of  every  customer  and 
to  give  just  a  little  bit  more  by  way  of  service. 
It  brings  home  the  sales. 

Saunders  with  G.  T.  Williams  Co. 
-  S.  A.  Saunders,  an  experienced  wholesale 
talking  machine  salesman,  has  joined  the  sales 
force  of  the  G.  T.  Williams  Co.,  Victor  whole- 
saler. Mr.  Saunders  comes  back  to  the  Victor 
business  after  an  absence  of  some  time  in  an- 
other field.  He  will  represent  this  well-known 
Victor  jobber  as  a  traveling  representative  in 
Brooklyn  and  Long  Island,  and  his  former  ex- 
perience will  enable  him  to  give  dealers  practical 
service  in  merchandising  Victrolas  and  Vic- 
tor records. 

Making  Plans  for  Spring  Trade 
W.  P.  Doing,  talking  machine  manager  of 
Abraham  &  Strauss,  Columbia  dealers,  is  very 
busy  these  days  preparing  intensive  selling  plans 
for  Spring  business,  which  he  believes  will  lie 
very  encouraging.  Nineteen  twenty-one  sales  to 
date  have  more  than  held  their  own  and,  in 
fact,    February   showed   an    increase,   but  Mr. 


Doing  states  this  was  the  result  of  carefully 
laid  plans  and  real  salesmanship.  In  discussing 
dealer  problems  Mr.  Doing  emphasized  the  im- 
portance of  timely  and  intelligent  buying  of 
records.  Dealers  should  study  carefully  their 
customers'  demands  for  every  class  of  records, 
keeping  a  check  on  these  demands,  so  that  when 
new  or  special  numbers  are  issued  they  can 
anticipate  the  sale  and  order  accordingly.  Only 
in  this  way  can  dealers  order  intelligently  with- 
out having  a  large  surplus  stock  on  their  shelves, 
while,  on  the  other  hand,  they  will  have  enough 
stock  available  while  the  records  are  popular. 
New  Location  Attracts  Business 

The  new  quarters  of  Geo.  S.  Uniss,  Inc.,  ex- 
clusive Victor  retailers,  at  121  Court  street,  are 
certainly  arranged  to  care  for  the  customers' 
needs.  Two  very  attractive  show  windows  can 
be  viewed  from  both  Court  and  State  streets, 
giving  ample  opportunity  to  display  to  advan- 
tage the  Victrola  models.  Mitchell  S.  Trabulsi, 
who  manages  this  exclusive  Victor  store,  be- 
lieves that  Spring  business  will  be  active,  but 
that  it  will  require  hard  work  in  order  to  bring 
the  sales  into  the  winning  column.  The  interior 
of  the  store  is  neatly  finished  in  gray  with  a 
comfortable  reception  room  at  the  entrance  with 
booths  on  each  side,  and  the  record  stock  ad- 
joining the  booths.  This  exclusive  Victor  estab- 
lishment recently  moved  from  117  Court  street 
to  take  advantage  of  the  fine  corner  location  at 
121  Court  street.  It  was  a  splendid  move,  ac- 
cording to  Mr.  Trabulsi,  as  this  corner  location 
is  much  more  desirable. 

New  Pathe  Dealers  in  Brooklyn 

Live  dealers  recently  added  to  the  Pathe  fold 
include  Hill  &  Sons,  1365  Myrtle  avenue,  and 
Wick  &  Wick,  Flushing,  L.  I.  The  former, 
which  is  well  known  as  one  of  Brooklyn's  fore- 
most piano  houses,  engaged  forty-eight  crowing 
red  rooster  decalcomanias  to  tell  passers-by  of 
Pathe's  arrival.  Wm.  Hill,  Jr.,  spent  consider- 
able time  promoting  Actuelle  sales  in  Nevada, 
and  his  return  to  Brooklyn  was,  to  a  great 
extent,  responsible  for  the  signing  of  the  con- 
tract with  Pathe.  Wick  &  Wick,  exclusively 
Pathe,  plan  an  extensive  selling  campaign,  and 
their  outside  salesmen  will  carry  the  Pathe  mes- 
sage over  many  square  miles  of  Long  Island 
territory.     C.  E.  Kennel's  attractive  store  on 


Fourth  avenue  continues  as  a  Mecca  for  music 
lovers  from  all  over  Brooklyn,  thanks  to  the 
personal  service  which  Mrs.  Kennel  has  injected 
into  the  business. 

Moves  into  Larger  Quarters 
The  Rowes  Music  Shop,  Lynbrook,  L.  I.,  has 
recently  moved  from  8  to  20  Atlantic  avenue, 
into  new  and  larger  up-to-date  quarters.  Every 
convenience  has  been  installed  to  give  efficient 
service,  and  no  detail  has  been  spared  to  make 
the  store  as  attractive  as  possible.  The  ever- 
increasing  business  of  this  progressive  shop  has 
more  than  warranted  this  removal  into  new 
quarters. 

Victor  Dealers  Using  Outdoor  Advertising 

Considerable  activity  is  being  shown  in  Brook- 
lyn by  Victor  dealers,  who  are  anticipating  a 
healthy  Spring  business.  R.  H.  Morris,  of  the 
American  Talking  Machine  Co.,  Victor  whole- 
saler, believes  that  the  dealers  will  show  grati- 
fying sales  totals,  and  states  that  his  company 
is  urging  the  dealers  to  stimulate  this  business 
by  intensive  local  advertising.  He  states  that 
outdoor  advertising  has  met  with  considerable 
favor  among  Brooklyn  dealers  and  he  believes 
that  Brooklyn,  leads  all  sections  of  the  country 
in  this  kind  of  advertising.  The  majority  of 
dealers  are  advertising  their  stores  and  their 
product  by  attractive  billboard  designs,  which 
are  meeting  with  favorable  comment  in  Brooklyn 
territory. 

Foreign  Record  Business  Increasing 

W.  H.  Relling,  of  Ridgewood,  and  Peter  Pen- 
dola,  of  564  Hicks  street,  have  developed  an 
active  trade  among  foreign,  record  buyers.  Mr. 
Pendola  plans  to  open  a  second  store  to  accom- 
modate his  continually  expanding  business.  Miss 
Evelyn  Bedell,  proprietress  of  the  Jamaica 
Music  Store,  has  created  a  sensation  in  that 
corner  of  Brooklyn  by  employing  a  sound  am- 
plifier at  her  window,  which  literally  enables 
the  window  to  talk  out  loud.  The  effectiveness 
of  this  attraction  is  reflected  in  Miss  Bedell's 
sales  reports. 

Optimistic  Report  by  Jobber 

A  noticeable  improvement  in  business  during 
the  past  few  weeks  is  reported  by  John  StreifF, 
distributor  of  the  Remington  phonograph  in 
Brooklyn  and  Long  Island.  The  location  of  his 
retail  store  on  Flatbush  avenue  is  one  of  the 
best  in  Brooklyn  and  it  is  equipped  with  the 
most  modern  appliances  for  the  retailing  of 
phonographs. 

Using  Windows  to  Advantage 

Albert  and  Otto  Ruckgaber,  the  popular  pro- 
prietors of  the  "Arthora,"  exclusive  Victor  shop, 
are  very  enthusiastic  regarding  February  sales. 
They  are  both  "live  wires"  and  are  bending 
every  effort  to  increase  their  Victrola  business 
now  in  the  anticipation  of  a  possible  "let-up" 
in  the  Summer  months.  A  show  window  has 
been  attractively  arranged  to  display  a  period 
model  Victrola,  Gothic  type,  and  this  window 
attracted  the  attention  of  passers-by  and  pro- 
duced sales. 

Carry  Full  Page  in  Newspaper 

Michaels  Bros.,  of  Brooklyn,  N.  Y.,  are  firm 
believers  in  the  power  of  advertising.  This 
long-established  furniture  house  recently  took 
on  the  Granby  line,  manufactured  by  the  Granby 
Phonograph  Corp.,  of  Norfolk,  Va.  This  im- 
portant fact  was  announced  to  the  residents  of 
Brooklyn  by  a  full-page  advertisement  appear- 
ing in  the  local  paper,  Chat.  Each  model  of 
the  Granby  line  was  shown  and  the  effect  was 
very  impressive.  These  progressive  dealers  re- 
port that  they  are  doing  very  well  with  the 
Granby  line  and  expect  that  the  demand  will 
continue  throughout  the  balance  of  the  year. 
A  New  Firm  in  Brooklyn 

The  new  firm  of  Sheiman  &  Scharfsstein  have 
taken  over  the  business  of  the  Flatbush  Talk- 
ing Machine  Co.,  i  135  Flatbush  avenue,  Brook- 
lyn, N.  Y.,  and  will  handle  the  Columbia,  Sonora 
and  Brunswick  lines.  Joseph  Sheiman,  the  senior 
partner,  has  been  in  the  talking  machine  busi- 
ness for  ten  years,  being  connected  at  various 
times  with  S.  A.  Sherman  in  New  York  and  the 
Grand  Phonograph  &  Piano  Co.,  Inc.,  in  Brook- 


"HIS  MASTER'S  VOICE  ' 


/WHOLESALER? 

BROOKLYN 


NOTICE 

To  Our  Brooklyn  and  Long 
Island  Dealers 

The  "WORLD"  has  recognized 
the  fact  that  Brooklyn  and  Long 
Island  are  entitled  to  a  "Special 
News  Section  "  in  its  monthly  issue. 

To  insure  the  success  of  this  news 
section,  we  ask  our  dealers  in  the 
localities  interested  to  send  to  the 
news  editor  of  the  "WORLD"  any 
items  of  interest  that  they  may  have 
from  time  to  time. 

Help  Boost  This  Section 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


149 


Are  Good  Profits 

Going  By  Your  Door? 

Where  do  your  talking  machine  and  piano  customers  buy 
their  musical  merchandise? 

If  you  are  among  those  who  haven't  as  yet  installed 
a  money-making  musical  merchandise  department, 
think  it  over. 

A  Gretsch  special  assortment  at  $500.00  will  start  the  profits  coming 
your  way. 

The  well-known  Gretsch  quality  enables  you  to 
unqualifiedly  place  your  endorsement  behind  the 
instruments  you  sell. 

Send  for  our  new  confidential  price  list,  just  off  the  press. 


THE  FRED.  GRETSCH  MFG.  CO. 

MUSICAL  INSTRUMENT  MAKERS 
Since  1883 

54-82  BROADWAY  BROOKLYN,  N.  Y. 


150 


THE   TALKING   MACHINE  WORLD 


March  15,  1921 


o 


DEALER 


and 


RECORD? 

mn  mm 


Biggest  selling  Record  and  Roll 
successes.  The  most  played 
numbers  in  the  country.  Every 
dealer  should  get  in  quick. 


V 


"LOVE  BIRD 


99 


By  Mary  Earl  and  Ted  Fiorito 

April  release,  Victor  and  Columbia  Records 

"ROYAL  GARDEN  BLUES" 

By  Clarence  and  Spencer  Williams 

The  "Blues"  Hit  of  the  Year 

"BEAUTIFUL  BAWAB" 

By  Mary  Earl 

The  Writer  of  "Beautiful  Ohio"  and  "Love  Bird" 

"MY  LAST  DOLLAR" 

By  Charles  Bayha  and  Chris  Smith 

Bert  Williams'  Big  Hit  in  the  "Broadway  Brevities'* 

"REMEMBER  ME" 

By  Ted  Fiorito 

Writer  of  "Love  Bird" 


ALL  FROM  THE  GREAT  MUSIC  HOUSE  of 

HAPIRO  BERNSTEIN 


BROADWAY  AT  47th  ft.  .  NEW  YORK 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


151 


LE\NI»WORLIVMUSI 


|  Leading  Orchestra  Leaders 

j         Tell  the  Most  Popular  Hits 

This  is  a  new  feature  that  will  serve  the  interests  of  the  dealers,  record  manufacturers  and 
H  music  publishers.  In  each  issue  of  The  World  this  section  will  print  reports  from  the  country's 
Wk  leading  orchestra  leaders  direct,  who  will  report  the  most  popular  numbers  in  their  respective  terri- 
Hf  tories.  The  list  of  leaders  has  been  carefully  selected — they  are  prominent  figures  in  Eastern,  Middle 
^      West  and   Pacific  (oast  musical   circles.     The  records  quoted  give  an   important  "lead"  to  dealers. 

fiiiiiuiiiiiiiiiiiiiiiiiiiii^ 


PAUL  WHITEMAN 
SAYS: 


Hawaiian 


I     EDDIE  KUHN  SAYS: 

"Home  Again  Blues" 
"I  Never  Knew" 
"My  Mammy" 
"Now  and  Then" 
"O-Hi-O" 
"Sunshine" 
"Some  Little  Bird" 
"Coral  Sea" 


"Rose" 
"Underneath 

Skies" 
"Now  and  Then" 
"I  Never  Knew" 
"Darling" 
"Caresses" 

"Home  Again  Blues" 
"My  Mammy" 


tlllllllllillllllllULilllMlIlUlllllllllMlllllllll 


AL  JOCKERS  SAYS: 

"Grieving" 
"My  Mammy" 
"Now  and  Then" 
"Bright  Eyes" 
"Make  Believe" 
"Margie" 

"You  Ought  to  See  My 
Baby" 


^^^HnMn^inniiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiuiiiiiiiiiiiuiiiiinni  mini  iniiiiiii  iniiiini  iiiini  


JOSEPH  KNECHT  SAYS: 

"Rose" 

"Home  Again  Blues" 

"Kiss-A-Miss" 

"Darling" 

"Whispering" 

"Mello  'Cello" 

"Dreaming  of  Your  Eyes" 

"Humming" 


ART  HICKMAN  SAYS: 

"Bright  Eyes" 

"Dream  of  Me" 

"Do  You  Ever  Think  of  Me' 

"Rose" 

"My  Mammy" 
"Margie"  . 


ISHAM  JONES  SAYS 

"Bright  Eyes" 
"Rose" 

"My  Mammy" 
"Humming" 
"Darling" 
"Caresses" 
"Underneath 

Skies" 
"Na-Jo" 


Hawaiian 


HARRY  RADERMAN  SAYS: 

"Grieving" 

"Rose" 

"Rosie" 

"Home  Again  Blues" 
"I  Never  Knew" 
"My  Mammy" 
"Caresses" 
"Bright  Eyes" 


D.  SHERBO  SAYS: 

"Rosie" 
"Margie" 
"Whispering" 
"I  Never  Knew" 
"Now  and  Then" 
"Make  Believe" 


TAKES  STAND  FOR  CLEAN  LYRICS 

Publishers'  Association  to  Take  Action  for  Good 
of  Industry — Vaudeville  Circuit  Puts  Ban  on 
Suggestive  Songs  and  Lyrics 


That  the  vogue  of  melody  songs  is  not  to 
mark  the  end  of  progress  in  the  standard  of 
present-day  popular  songs  has  recently  been 
evidenced  by  the  action  of  the  leading  vaude- 
ville circuit,  which  has  announced  that  all  "Blue" 
and  double-meaning  lyrics  are  to  be  banished 
from  vaudeville  programs.  Also,  no  matter  how 
slight  the  degree  of  suggestiveness,  it  must  be 
eliminated. 

The  following  letter  has  been  sent  out  by  E.  C. 
Mills,  chairman  of  the  Executive  Board  of  the 
Music  Publishers'  Protective  Association,  which 
also  shows  that  body  is  to  take  action  on  the 
works  of  its  members  along  the  above  lines  to 
forestall  any  outside  reform: 

"I  take  the  liberty  of  suggesting  a  very  care- 
ful scrutiny  of  the  lyrics  of  songs  hereafter  ac- 
cepted, with  a  view  to  eliminating  entirely  the 
suggestive,  lascivious,  double  entendre  or  'blue' 
material. 

"Outside  of  the  fact  that  as  publishers  we  do 
(Continued  on  page  152) 


We  refused  $25,000  advance  royalty,  in  cold  cash,  for  this  number,  from  three  different  publishers.  A  lot 
of  money  these  days,  but  real  hits  are  scarce.    This  song  is  the  biggest  hit  on  the  market. 

Recorded  by  every  Talking  Machine  Record  and  Player  Roll  Manufacturer  and  booked  for  early  release. 

SCANDINAVIA 

(SING  DOSE  SONG  AND  MAKE  DOSE  MUSIC) 

By   RAY  PERKINS 
Be  Sure  to  have  a  good  supply  of  Records,  Player  Rolls  and  Sheet  Music  on  hand. 

STARK  &  COWAN,  Music  Publishers,  Inc.,  234  W.  46th  St.,  N.Y.  C. 


152 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


TAKES  STAND  FOR  CLEAN  LYRICS 

(Continued  from  page  151) 

not  wish  to  be  sponsors  for  indecent  material 
or  songs  that  are  capable  of  wrong  construc- 
tion, the  fact  is  that  from  now  on  in  increasing 
measure  such  songs  are  going  to  be  barred  from 
the  better  vaudeville  theatres,  and  the  publisher 
who  sponsors  them  may  find  all  professional 
publicity  sources  withdrawn. 

"Clean  fun,  wit  and  humor,  yes,  and  plenty 
of  it.  The  more  the  better.  Lyrics  that  inspire 
lewd  thought  or  action,  NO!  and  none  of  them, 
let  us  attend  to  this  now  ourselves  and  out  of 
our  own  initiative,  before  others  attend  to  it 
for  us  and  compel  the  action  we  should  be 
proud  to  voluntarily  take. 

"Will  you  please  make  it  a  point  to  make  your 
writers  understand?  The  subject  will  come  up 
for  discussion  at  our  next  meeting." 

Following  the  receipt  of  the  communication 


there  were  several  meetings  between  the  heads 
of  various  houses  and  their  writing  staffs  and 
the  order  went  out  that  in  the  future  no  writer 
could  hope  to  receive  consideration  for  any  lyric 
that  bordered  on  the  suggestive  or  lewd. 

There  is  no  doubt  that  many  of  the  present- 
day  songs  are  not  only  objectionable  for  home 
use,  but  also  are  entirely  out  of  place  in  the 
theatres  or  any  other  places  where  ladies  and 
gentlemen  congregate.  The  large  number 
which  have  during  the  past  year  or  so  been  pub- 
lished and  exploited  have  in  almost  all  instances 
failed  to  sell  in  any  large  quantities,  and  their 
presence  in  the  market  has  doubtless  contributed 
in  some  measure  at  least  to  the  big  music  slump 
from  which  the  business  is  slowly  but  surely 
emerging. 

It  is  a  source  of  satisfaction  that  the  lyrics 
of  the  type  of  songs  complained  of  rarely  find 
their  way  into  the  record  field.  For  this  we 
must  be  thankful. 


NEW  COLUMBIA  ARTIST 


Miss  Blossom  Seeley,  Musical  Comedy  Star,  to 
Make  Columbia  Records 


G.  C.  Jell,  manager  of  the  Columbia  Recording 
Laboratories,  announced  this  week  that  ar- 
rangements had  been  completed  whereby  Miss 
Blossom  Seeley,  popular  vaudeville  and  musical 
comedy  star,  will  make  Columbia  records  exclu- 
sively. Miss  Seeley,  who  is  well  known  to 
theatregoers  throughout,  the  country,  has  al- 
ready made  several  records,  which  will  be  an- 
nounced in  an  early  Columbia  supplement,  and 
the  prominence  of  this  artist  in  the  theatrical 
field  will  enable  Columbia  dealers  to  feature  her 
records  to  advantage  in  their  sales  campaigns 
throughout  their  territory. 


The  way  to  begin  living  the  Ideal  Life  is 

to  begin. 


TVTfc  T^T^  t  YOUR  DISTRIBUTOR  WILL  GLADLY 
L  1/  L   Li    I    FORWARD  ON  REQUEST,  AT  ONCE, 

I    1        I  ■   1     .  I    I     .    "         Cut-outs,    window   strips    and    other    display    material    for    the  "MY 

JiL       M..  jf  fk    jf   Q       MAMMY"  week,  commencing  Saturday,  April  2  to  April  9  inclusive. 

=— -"—--^-^ "■■  ■  =  r?....:"~~~~!^^  During  the  week,  April  2  to  9,  vaudeville  acts,  orchestras  everywhere, 
in  vaudeville  theatres,  motion  picture  theatres,  hotels,  cafes  and  wherever  music  is  sung  or  played  will  feature  this 

Cyclonic  Phenomenal  Hit  of  Hits 


M  Y 


MAMMY 


(The  Sun  Shines  East): 


=(The  Sun  Shines  West) 


Write  Your  Jobber — Distributors  Prepare 
The  Biggest  Week  for  the  Biggest  Hit 

Distributors,  write  for  plans,  details  and  display  matter. 
Dealers,  if  your  jobber  is  unable  to  supply  you  write  direct 

IRVING  BERLIN,  Inc.,  1587  Broadway,  New  York 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


153 


PUBLISHED  BY  THE 
HOUSE  THAT  PUT  OVTB 


HANDLING  SHEET  MUSIC 

TO  HELP  SALES  TOTAL 


Where  Additional  Income  Is  Desired  a  Line  of 
Popular  Music  Fits  in  Logically  With  Other 
Musical  Goods — Can  Be  Handled  Without 
Any  Considerable  Outlay  of  Capital 


[Editor's  Note. — The  suggestions  regarding  the  opportu- 
nities of  talking  machine  dealers  to  carry  sheet  music,  as  a 
side  line,  appearing  in  this  department  have  not  been  writ- 
ten with  the  intention  of  convincing  the  trade  that  it  is  the 
proper  thing  for  them  to  do,  but  rather  in  an  effort  to  show 
the  dealer  who  needs  some  additional  stimulant  in  the  way 
of  sales  and  profits  that  it  would  be  far  better  for  him  to 
carry  active  sellers  in  sheet  music  than  to  stock  a  product 
totally  unrelated  to  his  line.] 

Stores  in  larger  cities,  at  least  those  in  the 
shopping  centers  and,  indeed,  those  in  the  buying 
centers  of  even  smaller  communities,  hardly  need 
to  look  beyond  their  own  talking  machine  and 
record  business  to  keep  their  sales  force  active. 

For  those,  however,  located  in  districts  or  ter- 
ritory where  business  and  profits  must  be  taken 
from  all  sources  found  available  there  is  no  ques- 
tion but  that  sheet  music  of  the  popular  type, 
and  at  its  present  wholesale  and  retail  selling 
figure,  does  appear  to  be  the  logical  line  to  insure 
added  activity. 

The  proper  results  cannot  be  obtained  from 
even  a  limited  sheet  music  department,  however, 
unless  some  definite  plan  for  the  department  is 
laid  out  and  prepared  for  operation  before  the 
music  stock  is  installed.  In  other  words,  it  is 
not  fair  to  the  sheet  music  line  to  handle  it  on 
a  hit-or-miss  basis. 

]f  a  dealer  contemplates  stocking  the  active 
sellers  and  does  not  want  to  become  involved 
in  carrying  a  large  stock  there  should  be  no 
more  than  fifty  of  the  best  sellers  selected.  This 
will  eliminate  any  gamble  that  might  be  found  in 
the  business  and,  in  addition,  reduce  the  space 
required  for  such  a  purpose  to  a  minimum. 

The  goods  should  be  purchased  from  centrally 
located  jobbers  so  that  the  stock,  when  neces- 
sary, can  be  replaced  overnight.  Of  the  fifty 
best  sellers  probably  twenty  will  be  showing  un- 
usual activity.  These  twenty  selections  then 
should  be  stocked  the  heaviest — probably  at  the 
start  ten  or  twenty  copies  of  each.  The  next  ten 
numbers  would  be  what  are  known  as  second- 
best  and,  of  course,  should  be  stocked  in  pro- 
portion, while  the  last  twenty,  which  might  be 
termed  the  mediocre  sellers,  should  be  stocked 
with  care  and  with  the  chief  idea  of  presenting 
an  assortment. 

Any  one  of  the  leading  jobbers  will  willingly 
offer  his  co-operation  and  assistance  in  the 
selections  of  the  titles  and  of  the  amount  of 
goods  to  stock  of  the  individual  numbers.  It 
will  be  well  for  the  dealer,  opening  such  a  de- 
partment, to  select  his  jobber  with  a  view  to  ob- 
taining the  best  co-operation,  suggestions,  ideas, 
plans,  etc. 

The  best  method  to  display  the  music  is  in  a 
wall  rack  occupying  less  than  five  feet  of  wall 
space  and  practically  no  floor  space — a  rack  that 
displays  each  and  every  title,  making  it  a  self- 
service  proposition.  This  rack  need  not  be  lo- 
cated in  any  particular  spot,  but  our  suggestion 
would  be  that  it  be  placed  adjacent  to  the 
cashier's  desk  or  the  counter  where  records  are 
wrapped.  In  that  manner  the  usual  record  sales 
are  made,  following  which  the  customer,  more 
often  than  not,  steps  toward  the  rear  of  the 
store  and  the  conspicuousness  of  the  titles  in 
the  rack  will  create  the  sale  of  the  sheet  music. 
In  this  manner  the  sales  of  one  department  do 
not  conflict  with  those  of  another. 

Since  sheet  music  has  been  practically  elimi- 
nated from  the  ten-cent  syndicates  many  mer- 
chandising organizations  which  heretofore  gave 
departments  devoted  to  such  goods  no  consid- 
eration have  taken  very  kindly  to  the'  idea  of 
opening  up  sheet  music  sections.  During  the 
past  two  years  many  of  the  very  highest  type 
of  department  stores  have  opened  sheet  music 
departments.  These  are  more  often  than  not 
opened  in  obscure  corners  of  the  store  and 
one  of  the  primary  purposes  of  this,  after  a 
reasonable  profit  is  considered,  is  the  attracting 
(Continued  on  page  154) 


ARTo  RECORDS 


85c.ARTo  Phonograph  Records  85c. 

THE  LATEST  DANCE  AND  SONG  HITS 

FOR  APRIL,  1921 

DANCE  RECORDS 
/-Humming.     Medley  Fox- trot.       Introducing :  "StarB 
I     of   Normandy. "     Chorus   sung   by   Arthur  Hall. 

g05|J  Moulin  Rouge  Orchestra 

}  Na-Jo.      Fox- trot.      Rudy    Wiedoeft    playing  the 

L    Saxophone  Selvin's    Novelty  Orchestra 

(  Do    You    Ever   Think   of    Me?     Fox-trot.  Chorus 

9052  <     Sung  by  Arthur  Hall ....  Selvin's  Novelty  Orchestra 

(  Kiss-A-Miss.     Waltz  ARTo   Dance  Orchestra 

(  I     Like    It.      (Fox-trot   Tempo).      Tenor  solo, 
J  Arthur  Hall 

9055  |  Down  by  the  0-h-i-o,  O-My-o.     (One-step  Tempo). 
L    Tenor    solo   Billy  Jones 

VOCAL  RECORD 
^  I'm    Missin*   Mammy's   Kissin'   and    I    Know  She's 
I     Missin'     Mine.      (Fox- trot    Tempo).  Baritone 

9054-^     so*°   Ernest  Hare 

}  Angels     (We    Call    Them     Mothers    Down  Here). 
L    Tenor    solo  Charles  Harrison 

COLORED  VOCAL  RECORD 

/■Arkansas    Blues.     Vocal   Blues  Lucille  Hegamin 

[  Accompanied  by  The  Blue  Flame  Syncopaters. 
9053^  I'll    Be    Good     But    I'll     Be    Lonesome.  Vocal 

Blues   Lucille  Hegamin 

I.    Accompanied    by    The    Blue    Flame  Syncopaters. 

STANDARD     VOCAL     AND  INSTRUMENTAL 
RECORDS 

(  Dear   Little    Boy   of   Mine.     Tenor  solo, 
3QgjJ  Thomas  Mitchell 

(.Long   Ago   in   Alcala.     Baritone  solo.. George  Dexter 

t  Gypsy     Love    Song.    Baritone    solo  George  Dexter 

/  Gypsy  John.     Baritone   solo  George  Dexter 

/French    National    Defile    March.. ARTo  Military  Band 

3058  lFather  of   Victory   March  ARTo  Military  Band 

|  Invincible    Eagle     March  ARTo  Military  Band 

0U03  \The   American    Republic   March.. ARTo  Military  Band 
JEWISH    SONG  RECORD 
I  Auf  Dem  Schlechten  Weg.  Alto  solo.  .Esther  Feinberg 

3062  \  Der   Chuppe   Tug.     Alto   solo  Esther  Feinberg 

ARTo  Word  Rolls  $1.00 
VOCo  Word  Rolls  85c. 
ARTo  Popular  Rolls  50c. 

Subject  to  Liberal  Trade  Discount* 

FOR  APRIL,  1921 

1361  All    For   You.  Fox-trot. 

1359  Angels    (We    Call    Them    Mothers    Down  Here). 

Ballad. 

1373  Baby   Dreams.     From   ".Timmle."  Ballad. 

1363  County   Kerry   Mary.     Waltz  Song. 

1364  Dream   of   Your  Smile,   A.  Fox-trot. 

1366  I    Call    You    Sunshine.  Fox-trot. 

1370  I    Found    a    Rose   in   the   Devil's   Garden.  Fox-trot. 

1360  I    Like    It.  Fox-trot. 

1358  I'm    Missin'    Mammy's    Kissin'.  Fox-trot 

1365  Lilah   Sugar   Baby   of   Mine.  Fox-trot. 

1362  Nestle  in  Your  Daddy's  Arms.  Fox-trot. 
1357  Nesting  Time.  Fox-trot 

1375  Pekin.  Fox-trot 

1368  Secrets   of    Love.  Fox-trot. 

1367  She   Knows   It.  Fox-trot. 

1369  Some   Little   Bird.  Fox-trot 

1371  Someone    Else.  Fox-trot. 

1372  There  Comes  a  Some   Day  (From  "The  Rose  Girl") 
One-step. 

1374  Vamping    Rose.  Fox-trot 

The  above  Songs  without  words  can  be  had  In  the 
ARTo  POPULAR   Rolls,  which  retail  at  50c. 

THE  ARTo  CO. 

STANDARD  MUSIC  ROLL  CO. 

Factories,  Orange,  N.  J. 
New  York  Offices,  1604  Broadway 

OUR  PRINCIPAL  JOBBERS  ARE : 
CROWN  MUSIC  CO.,  New  York  City. 
PLAZA  MUSIC  CO.,  New  York  City. 
FULTON  TALKING  MACHINE  CO..  New  York  City. 
GRIMLER  SALES  CO..  New  York  City. 
ARTo    DISTRIBUTING   CO.,    New   York  City. 
ARTo  RECORD  SALES  CO.,  Brooklyn,  Nv  Y. 
WILLIAM  H.  FERRIS  CO.,  INC..  Brooklyn.  N.  Y. 
THE  MORRIS  MUSIC  PUBLISHING  CO..   Philadelphia,  Pa. 
CHAS.   W.   HOMEYER  &  CO..   Boston,  Mass. 
CONSOLIDATED  TALKING   MACHINE  CO.,  Chloago,  IIL 


154 


THE   TALKING   MACHINE  WORLD 


March  15,  1921 


Tke  RAGE  oF  TWO  CONTINENTS 


AN  ABSOLUTE  SENSATION 


^mmmmmmm 

INSTRVMENTA  L 


NATURAL 
i  H  I  TS  / 


/  WATCH  V 
THEM  GROW 

Publisked  by 

AA  WIT/Y\ARkC  &  SONS' 

WITMARK  BUILDING     NEW  YORK. 


of  customers  to  departments  which  would  be 
Otherwise    overlooked    or    infrequently  visited. 

The  syndicate  stores  use  the  same  methods 
to  carry  their  customers  to  the  rear  of  their 
floors.  Where  there  is  a  basement  a  music 
counter  will  always  be  found  there,  or,  if  there 
is  a  rear  balcony,  that  will  be  chosen  for  its 
situation.  Of  course,  this  has  no  application  to 
the  average  talking  machine  shop  other  than 
to  show  that  some  of  the  biggest  merchandisers 
in  the  country  acknowledge  sheet  music  as  a 
product  holding  sufficient  attraction  to  create 
unusual  interest,  sales  and  profits. 


VISITORS  AT  PEARSALL  OFFICES 


Among  the  recent  visitors  at  the  office  of  the 
Silas  E.  Pearsall  Co.,  New  York,  Victor  whole- 
saler, were  J.  H.  Barney,  Newport,  R.  I.,  and 
John  Williams,  of  Fall  River,  Mass.  Both  of 
these  Victor  dealers  spoke  optimistically  of  the 
business  situation  in  their  cities,  stating  that 
they  were  making  plans  for  an  active  Victrola 
and  Victor  record  trade  tbis  Spring. 


BIDDY  WEEK 

MARCH  14-20 

DON'T  FORGET  MARCH  17 

VICTOR  RECORD 

No.  18,718 

On  March  List 


"BIDDY" 

An  Irresistible  Irish 
Fox  Trot  Song 

Will  Be  Nationally 
Exploited 

Week  of  March  14  to  20 


Records  and  Rolls  are  Being 
Released  By  All  Leading 
Companies 


s 

iPtlb.Co. 

CLEVELAND 

S¥  March  14-20 


Men  Who  Make  Popular  Songs  j 

No.  20 — Arnold  Johnson 


One  of  the  younger  song  writers  who  has 
made  a  name  for  himself  during  the  past  year 
is  Arnold  Johnson,  whose  first  work  to  bring 
him  into  the  limelight  was  the  novelty  song 
"Oh,"  written  in  collaboration  with  Byron  Gay. 
His  newest  song  is  called  "All  for  You,"  a  bal- 
lad number  shortly  to  be  released  by  his  pub- 
lishers and  one  which  created  some  attention  in 
manuscript  form. 

Besides  his  other  activities  Mr.  Johnson  heads 
the   Arnold   Johnson   Novelty   Orchestra,  now 


Arnold  Johnson 

playing  an  extended  engagement  at  the  Cafe  de 
Paris,  New  York  City.  He  personally  arranges 
all  the  numbers  his  orchestra  renders  and  this, 
too,  in  an  impressively  original  style. 

Of  the  newer  writers  devoting  their  efforts  to 
writing  popular  songs  none  is  better  equipped 
from  a  musical  standpoint  than  Mr.  Johnson. 


HAYS  FROM  A  MUSICAL  FAMILY 


Grandfather  of  New  Postmaster-General  Won 
Considerable  Fame  as  Composer 


It  was  somewhat  of  a  surprise  to  musical  cir- 
cles of  Washington  to  find  that  the  new  Post- 
master-General comes  of  a  line  of  song  writers. 

Will  Hays,  the  paternal  grandfather  of  the 
present  member  of  the  Cabinet,  composed  a 
long  list  of  songs  well  known  in  his  generation, 
and  indeed  the  ballads,  "No  One  to  Love"  and 
"Nobody's  Darling,"  are  found  in  many  present 
collections  of  old-time  songs  and  are  said  to 
compete  for  popularity  with  the  works  of 
Stephen  C.  Foster. 

The  father  of  the  Mr.  Hays  of  this  genera- 
tion is  also  said  to  have  shown  the  same 
musical  bent,  having  written  a  number  of  hymns 
and  having  won  something  of  a  local  reputation 
as  a  musician  in  his  younger  days. 


"THE  HORRORS  OF  PROHIBITION" 


Popular  Hits  of  the  Day  Inspire  a  Paragrapher 
in  a  Gainesville,  Tex.,  Paper  to  Inflict  a  Sad 
Story  on  His  Readers 


Under  the  title,  "The  Horrors  of  Prohibition," 
a  columnist  in  the  Gainesville,  Tex.,  Register 
recently  contributed  the  following,  which  shows 
hits  in  New  York  are  hits  on  the  Pacific 
Coast  or  in  Texas! 

You  ought  to  see  "Margie,"  from  "Ohio,"  eat- 
ing some  "Chile  Bean"  at  the  "Moving  Picture 
Ball,"  dressed  in  her  "Alice  Blue  Gown,"  and 
making  "Honolulu  Eyes"  at  "Ghong,"  who  is 
"Whispering"  to  "Rose"  and  saying,  "I  Told 
You  So,"  and  entreating  her  to  "Let  the  Rest 
of  the  World  Go  By."  And  you  can  see  "Jean" 
from  "Avalon,"  with  "The  Alcoholic  Blues,"  be- 
cause, as  she  said  to  "Rosie,"  "Mandy"  is  "Tired 
of  Me"  and  won't  "Feather  Your  Nest."  And 
you  can  see  a  "Crocodile"  at  "Ching-a-Ling's 
Bazaar,"  where  a  band  plays  "That  Naughty 
Waltz."  You  might  take  "Irene"  to  the 
"Tripoli"  in  your  "Blue  Jeans"  and  chase  away 
the  "Hula  Blues"  beneath  the  "Venetian  Moon" 
iii  "The  Dusk,"  and  then  go  to  "My  Little 
Home  on  the  Hill." 


SOLICITATION  BRINGS  RESULTS 

The  value  of  personal  solicitation  among  likely 
and  even  the  not  so  likely  prospects  has  been 
proved  by  F.  M.  Smith,  of  his  own  establish- 
ment at  Ashland,  O.,  and  Mrs.  E.  J.  Wahl,  man- 
ager of  the  record  department,  who  have  booked 
some  extraordinary  orders  for  machines  and 
records  in  and  near  that  city. 


In  some  cases,  if  you  don't  know  what  to  say, 
it  is  best  to  say  nothing. 


THE  SWEEPING  HIT 

"Carolina  Lullaby" 


Lyric  by 
WALTER  HIRSCH 


Music  by 
LOUIS  PANELLA 


THREE   WONDERFUL  SONGS 

by  HAGER  &  GOODWIN 
Writers  of 

"Wonderful  Mother  of  Mine,"  etc. 

"Mumsy  My  Own" 
"Just  a  Little  Sympathy" 
"Rainbow  Sal" 

On  All  Records  and  Rolls 

Harrison  Music  Co. 


438  W.  Lamed  St. 
Detroit 


310  Strand  Theatre  Bldg. 
New  York 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


155 


J.  D.  MOORE  ASSUMES  NEW  DUTIES 

Well-known  Victor  Wholesale  Man  Is  Ap- 
pointed General  Manager  of  Talking  Machine 
Co.  of  Texas  —  Thoroughly  Familiar  With 
Every  Department  of  the  Industry 


J.  D.  Moore,  manager  of  the  wholesale  Victor 
division  of  Philip  Werlein,  Ltd.,  New  Orleans, 
I. a.,  for  the  past  few  years,  has  been  appointed 


J.  D.  Moore 

general  manager  of  the  Talking  Machine  Co.  of 
Texas,  Houston,  Texas  Victor  wholesaler.  This 
company  is  one  of  the  recognized  leaders  in  the 
Victor  industry  in  the  Southwest,  and  T.  E. 
Swann,  president  of  the  company,  is  a  foremost 
factor  in  Victor  activities  in  that  section  of  the 
country. 

Mr.  Moore,  who  assumed  his  new  duties  on 
March  7,  is  enthusiastic  regarding  the  possi- 


bilities for  extending  valuable  service  and  co- 
operation to  the  Victor  dealers  in  the  territory 
of  the  Talking  Machine  Co.  of  Texas.  Mr. 
Moore  has  been  identified  with  the  Victor  in- 
dustry for  many  years  and  is  recognized  as  one 
of  the  most  capable  Victor  wholesale  men  in 
the  country.  The  Victor  trade  in  Texas  will 
receive  the  benefits  of  his  extensive  knowledge 
of  the  industry  generally  and,  according  to  Mr. 


Moore's  present  plans,  a  number  of  important 
announcements  relative  to  progress  and  expan- 
sion will  be  announced  in  a  few  weeks. 

Prior  to  assuming  his  new  position  Mr.  Moore 
was  presented  with  a  diamond  Masonic  Shrine 
emblem  by  his  New  Orleans  Masonic  friends, 
who  keenly  regretted  his  departure  from  their 
city,  where  he  had  won  the  esteem  and  affection 
of  all  his  personal  and  business  associates. 


SONORA  RECORD  TO  BE  SOON  INTRODUCED  TO  THE  TRADE 

President  Geo.  E.  Brightson  Announces  Plans  Almost  Completed  for  the  Introduction  of  New 
Sonora  Lateral-cut  Double-faced  Records — A  Talk  With  Mr.  Brightson  on  the  Subject 


George  E.  Brightson,  president  of  the  Sonora 
Phonograph  Co.,  announced  this  week  that  the 
company  is  about  ready  to  place  on  the  market 
the  Sonora  record.  Full  details  in  connection 
with  the  record  line  will  be  announced  by  Mr. 
Brightson  in  the  course  of  the  next  few  weeks, 
but  it  is  understood  that  the  company  will  manu- 
facture a  complete  line  of  ten  and  twelve-inch 
lateral-cut,  double-faced  records.  The  library 
will  be  complete  in  every  detail,  and  the  per- 
sonnel of  the  record  division  will  be  ready  for 
announcement  to  the  trade  very  shortly. 

In  an  interview  with  The  World,  Mr.  Bright- 
son  stated:  "The  Sonora  Phonograph  Co.  had 
never  in  the  past  deemed  it  necessary  to  have 
a  record  line  in  conjunction  with  the  Sonora 
phonograph  because  the  company  had  found  it 
impossible  to  secure  a  quality  record  that  would 
be  in  keeping  with  the  world-wide  prestige  of 
the  Sonora  phonograph.  It  was  also  impossible 
for  the  company  to  supply  itself  with  a  quality 
record  product  that  would  compare  with  the 
best  that  the  market  afforded. 

"During  the  past  year,  however,  we  have  de- 
voted considerable  time  to  a  thorough  investi- 
gation of  the  record  field  and  arrangements 
have  been  recently  completed  whereby  we  will 
be  in  a  position  to  offer  the  trade  a  record  that 
will  be  in  entire  accord  with  the  high  position 
occupied  by  the  Sonora  phonograph." 


In  the  course  of  the  past  few  weeks,  several 
Sonora  jobbers  have  visited  the  offices  of  the 
Sonora  Phonograph  Co.,  and  Mr.  Brightson  has 
taken  advantage  "  of  the  opportunity  to  play 
some  of  the  new  Sonora  records.  These  job- 
bers have  advised  Mr.  Brightson  that  they  are 
most  enthusiastic  regarding  the  tone  quality  and 
the  recording  of  the  records,  and  predict  that 
they  will  meet  with  a  hearty  reception. 


W.  I.  BRUNNER  JOINS  OKEH  STAFF 


Well-known  Wholesale  Man  Joins  New  York 
Distributing  Division — L.  C.  Ziegler  Resigns 


Lambert  Friedl,  manager  of  the  New  York 
distributing  division  of  the  General  Phonograph 
Corp.,  announced  this  week  with  regret  the 
resignation  of  Louis  C.  Ziegler,  who  had  been  a 
member  of  the  traveling  staff  of  this  division, 
covering  the  trade  in  Brooklyn  and  the  East 
Side  section  in  New  York  City. 

W.  I.  Brunner,  who  has  been  identified  with 
the- local  talking  machine  trade  for  many  years, 
has  been  appointed  a  member  of  the  sales  staff 
of  the  New  York  distributing  division,  and  will 
give  Okeh  dealers  the  advantage  of  his  thorough 
knowledge  of  the  trade.  Mr.  Brunner  was  for- 
merly associated  with  the  local  wholesale  branch 
of  the  Columbia  Graphophone  Co. 


and  the  Motorola. 


The  Columbia  Graphophone  Co.,  The  Brunswick- 
Balke-Collender  Co.,  and  the  Starr  Piano  Co.,  are 
now  co-operating  with  the  Jones-Motrola  Co.,  by 
placing  with  all  of  their  distributors  a  complete  line 
of  Motrolas. 

This  little  electrical,  self-winding  instrument  can 
be  simply  and  instantly  attached  to  any  make  of 
phonograph  and  winds  exactly  to  the  proper  tension 
— without  danger  of  over-winding. 

Protect  your  demonstration  phonographs  by  at- 
taching MOTROLAS.    This  will  double  their  period 


of  usefulness  and,  at  the  same  time,  give  customers, 
who  are  in  the  habit  of  dropping  in  to  try  out  the 
latest  records,  a  chance  to  become  personally  ac- 
quainted with  the  MOTROLA. 

Nobody  who  has  ever  touched  the  magic  button 
is  satisfied  to  revert  to  hand-cranking.  When  a 
customer  once  operates  a  MOTROLA  your  $30.00 
sale  is  made.     Some  profit,  we'll  say! 

MOTROLA  window  displays  and  store  demon- 
strations, to  tie  up  with  our  National  Advertis- 
ing Campaign,  will  bring  MOTROLA  BUSINESS 
to  your  very  door.    Are  you  ready  to  welcome  it? 


DETROIT 

83  E.  Woodbridge  St. 

ATLANTA 

226^  Peachtree  St. 


JONES-MOTROLA,  Inc. 

29  West  35th  Street,  New  York,  N.  Y. 


KANSAS  CITY,  MO. 

1104  Walnut  St. 


CHICAGO 

57  E.  Jackson  Blvd. 

LOS  ANGELES 

6019  Hollywood  Blvd. 


156 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


Back  to  Pre  -  War  Prices 


COLUMBIANS  usual,  leads  the 
way.  Columbia  has  author- 
ized the  most  radical  price  re- 
adjustment ever  made  in  the 
phonograph  industry. 

The  new  prices  quoted  on  the 
opposite  page  are  below  the  pre- 
war level.  And  this  for  much 
improved  models. 


COLUMBIA 


/ 1 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


157 


Columbia  Leads  the  Way 


Here  Are  the  Figures 

NEW 


Models 

Present  Prices 

PRICES 

L-2 

$275.00 

$175.00 

no 

150  00 

H-2 

165.00 

140.00 

G-2 

150.00 

125.00 

F-2 

140.00 

100.00 

E-2 

125.00 

85.00 

D-2 

75.00 

60.00 

G-2 

50.00 

45.00 

A-2 

32.50 

30.00 

These  figures  speak  for  themselves.  They  will  also  speak 
for  you.  Take  full  advantage  of  the  fact  that  we  are  the  first 
to  readjust  prices.  Here  is  your  chance  for  immediate 
sales,  new  customers,  and  permanent  business. 

All  these  Standard  Models  are  equipped 
with  the  Non  Set  Automatic  Stop,  an 
exclusive  Columbia  feature. 

COLUMBIA  GRAPHOPHONE  COMPANY 
NEW  YORK 


GRAFONOLA 


158 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


MELLOR  SALES  STAFF  INCREASED 

George  C.  Baish  to  Cover  Territory  East  of 
Pittsburgh  —  Educational  Department  Now 
Has  Special  Office,  in  Charge  of  Miss  Lillian 
Wood,  Who  Recently  Returned  From  Camden 


where  she  took  the  Red  Seal  salesmanship 
course. 

The  Victor  retail  educational  department  will 
be  under  the  supervision  of  Miss  H.  H.  Taudte, 
at  the  retail  department,  604  Wood  street,  which 
is  managed  by  Fred  J.  Drake. 


Pittsburgh,  Pa.,  March  7. — The  Victor  whole- 
sale and  distributing  department  of  the  C.  C. 
Mellor  Co.  sales  staff  has  been  increased  by  the 
addition  oi  George  C.  Baish,  of  Altoona,  Pa.,  an 
expert  Victor  man,  who  will  cover  the  territory 
east  of  Pittsburgh.  The  other  salesmen  are  R.  R. 
Myers,  with  the  title  of  assistant  manager,  and 
F.  H.  Burbick.  The  latter  will  cover  the  west- 
ern territory.  Thomas  T.  Evans  is  the  manager 
of  the  department.  He  has  established  head- 
quarters in  the  wholesale  department  at  Penn 
avenue  and  Twelfth  street  for  Miss  Lillian  A. 
Wood,  who  is  well  known  for  her  activities  in 
the  Mellor-  Co.'s  Victor  educational  department. 
In  the  future  Miss  Wood  will  co-operate  with 
the  Victor  dealers,  under  the  direction  of  Mr. 
Evans.    Miss  Wood  just  returned  from  Camden, 


DEATH  OF  M.  H.  ANDREWS 


Well-known  Dealer  Dies  in  Bangor,  Me. — Promi- 
nent in  Musical  Activities 


Bangor,  Me.,  March  6. — The  many  friends  of 
M.  H.  Andrews,  president  of  the  Andrews  Music 
Co.,  of  this  city,  were  grieved  to  hear  of  his 
death,  which  occurred  here  a  fortnight  ago.  Mr. 
Andrews  was  one  of  the  oldest  and  best-known 
music  dealers  in  this  section  of  the  country, 
having  been  in  business  in  Bangor  since  the 
Civil  War.  He  was  an  orchestra  director,  violin 
player,  violin  maker  and  .composer,  and  in  his 
younger  days  a  teacher  of  dancing. 

Mr.  Andrews  was  the  organizer  of  the  Maine 
Piano    Dealers'    Association,    and    was  twice 


Fletcher 
Alltones 
Needle 


Patent  Pending 


The  only  Semi-Permanent  Needle  made,  each  of 
which  will  play  either  LOUD,  SOFT  or  MEDIUM, 
by  simply  turning  it  in  the  needle  holder  as  shown 
in  the  above  cut.  This  is  why  it  is  called  "ALL- 
TONES"  or  All-tones-in-one. 

To  give  long  life  to  the  record  and  to  get  the  best 
possible  results  while  playing,  recommend 
FLETCHER  ALLTONES  NEEDLES  to  your 
customers. — They  will  appreciate  it. 

Stocking  this  one  needle  meets  every  demand  at 
a  saving  in  space  and  capital. 

Retail  price  per  card  of  four  needles  ....  25c 
Boxes  of  100  cards,  to  dealers  $15 

Valuable  selling  helps  free 


Jobbers  — Write  for  Territory  and  Proposition 


FLETCHER  ALLTONES 
NEEDLE   CO.,  INC. 

205  Travis  Street  San  Antonio,  Texas 

New  York  Distributor: 
ANDREW  H.  DODIN,  Inc.,  28  Sixth  Ave.,  New  York,  N.  Y. 

Chicago  and  Northern  States  Distributor: 
W.  R.  PATTEN  8th  Floor,  25  E.  Jackson  Blvd.,  Chicago,  Ills. 


sltUNo 


When  you  sell  a 
man  a  Victor,  don't 
think  of  your  profit. 
Think  of  the  world  of 
pleasure  it  is  going  to 
give  him — and  others. 

BRUNO 


president  of  this  organization.  He  was  intei 
ested  in  all  musical  activities  and  s'nce  the  for- 
mation of  the  Maine  Music  Festival  was  one  of 
its  chief  supporters.  Mr.  Andrews  was  inti- 
mately acquainted  with  many  of  the  great  musi- 
cal artists  of  the  last  fifty  years  and  his  loss  will 
be  keenly  felt  in  the  musical  organizations  with 
which  he  was  affiliated,  as  well  as  in  the  trade, 
where  he  had  a  host  of  friends  who  esteemed 
him  for  his  many  fine  qualities. 


CLOSES  MANY  NEW  ACCOUNTS 


L.  M.  Cole,  of  Iroquois  Sales  Corp.,  Establishes 
New  Okeh  and  Granby  Accounts — Arranges 
for  Extensive  Advertising  Campaigns 


Buffalo,  N.  Y.,  March  8. — L.  M.  Cole,  general 
sales  manager  of  the  Iroquois  Sales  Co.,  Okeh 
and  Granby  jobber,  returned  a  few  days  ago 
after  a  1rip  through  New  York  State  and  a  visit 
to  New  York  City.  While  in  New  York  Mr. 
Cole  conferred  with  the  General  Phonograph 
Corp.,  manufacturer  of  records,  and  also  spent 
some  time  with  E.  C.  Howard,  general  sales 
liLanager  of  the  Granby  Phonograph  Corp.,  Nor- 
folk, Va.,  who  happened  to  be  in  New  York  at 
that  time. 

As  a  result  of  Mr.  Cole's  trip,  Howard  & 
Winslow,  Inc.,  Middletown,  N.  Y.,  are  now 
Granby  dealers,  and  are  also  handling  a  complete 
line  of  Okeh  records.  Hills,  McLean  &  Has- 
kins,  Binghamton,  N.  Y.,  are  handling  the  Gran- 
by and  Okeh  lines,  and  Week  &  Dickinson,  Bing- 
hamton, among  the  most  successful  talking  ma- 
chine dealers  in  the  State,  have  arranged  to 
handle  the  Okeh  record  line. 

In  addition  to  signing  up  four  new  Okeh  deal- 
ers in  Syracuse,  N.  Y.,  Mr.  Cole  also  made  ar- 
rangements whereby  the  Venetian  Music  Co. 
will  handle  the  Okeh  line  in  Utica,  Binghamton, 
Syracuse,  Rochester  and  Buffalo. 

Mr.  Cole  states  that  a  deal  was  closed  calling 
for  a  good-sized  advertising  contract  for  Okeh 
records  in  Polish.  German  and  Italian  papers 
throughout  New  York  State,  and  that  there  will 
also  be  an  extensive  bill-board  advertising  cam- 
paign for  the  Granby  line  in  Middletown,  N.  Y., 
with  an  extensive  newspaper  campaign  in  Bing- 
hamton. 


MOREHOUSE  CO.  ENLARGING 


Columbus,  O.,  March  7. — About  May  1  an  im- 
portant opening  will  be  held  at  the  Morehouse 
Co.,  this  city,  where  Manager  L.  I.  King  is 
completing  extensive  alterations.  The  plan  is 
to  make  this  establishment  one  of  the  most 
beautiful  as  well  as  one  of  the  largest  in  the 
State. 


March  15,  1921 


THE   TALKING   MACHINE  WORLD 


159 


|iuiiiiinniiiiiiiniiiiiin^   iiinuiiiiiiiiiiiiiii  iiiiiiiuiiiiiiiin  i  idiiiiiiiiiiiiiiiii  iiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiy^ 

THE    TALKING    MACHINE    WORLD  SERVICE 

A  DEPARTMENT  DEVOTED  TO  PROMOTING  RETAIL  SALES 

fimugiiiu^^  iiiiiiiiiiiiiiiiiiiiiiiuii!  i  muni  iiiiiiuiiii  u  u  i  iiiniiii  iiiiiiiuii  i  uunum  iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiuiiiiiiiiiiiiiiiiiiiiii  iiuiiiiiiiiiiiiiiiiiiiiii  iiiiiiiiiiiiiiiiiil 

Get  the  "March"  on  Your  Competitor 


PRACTICALLY  every  one  in  the  talking  machine  field  concedes 
to-day  that  an  owner's  interest  in  his  machine  will  wane  if  he 
is  not  educated  to  buying  high-class  selections.  Therefore,  you 
should  continually  center  a  large  amount  of  your  sales  efforts  on  rec- 
ords featuring  operatic,  instrumental  and  vocal  music  of  the  very 
best  class.  This  thought  comes  to  mind  at  this  time  because  of  the 
fact  that  Eastertime  is  always  associated  with  music  of  the  highest 
standard.  Connect  up  the  theme  of  Easter  with  your  store,  featuring 
in  your  windows  those  selections  which  portray  its  spirit.  Also 
give  a  list  of  seasonable  selections  to  each  salesman  on  Monday  of 
the  week  prior  to  Easter,  and  instruct  these  salesmen  to  call  to  the 
attention  of  all  customers  the  fact  that  these  selections  may  be  of 
interest  to  them.  If  you  have  a  machine  playing  in  your  foyer 
most  of  the  time,  see  to  it  that  selections  of  a  character  in  keeping 
with  the  Easter  season  are  played. 


THERE'S  many  a  clever  little  wrinkle  which,  if  employed,  will 
create  good  feeling  and  stimulate  action.  From  time  to  time 
you  probably  circularize  your  prospective  customers  with  literature 
pertaining  to  the  purchase  of  a  talking  machine.  In  one  of  these 
circulars,  cut  your  story  short  by  asking  them  to  inquire  of  you 
about  your  "easy  payment  plan."  Enclose  therein  a  postal  card — 
on  one  side  of  which  is  your  name  and  address,  on  the  other 
a  formal  inquiry  for  more  detailed  information  concerning  your  plan, 
with  a  place  for  the  name  and  address  of  the  prospect.  Now,- the 
little  wrinkle  is  as  follows :  On  the  place  where  the  stamp  should  be 
affixed  have  a  square  printed  and  within  the  square  the  following : 
"A  Penny  for  Our  Thoughts."  A  dealer  who  employed  this  wrinkle 
informed  us  that  many  of  the  customers,  to  whom  he  had  finally 
sold  through  the  form  letter,  told  him  that  they  answered  the  orig- 
inal postal  card  because  it  only  cost  "a  penny  for  our  thoughts." 

%  ^  $c 

A CHILD  when  shown  a  new  toy  immediately  reaches  out  its 
hands  to  play  with  it.  Grown  folks  feel  the  same  desire, 
although  they  do  not  express  it.  When  demonstrating  your  next 
machine,  show  the  customer  how  the  needles  are  attached,  how  the 
machine  is  started  and  stopped,  and  then  permit  the  customer  to 
do  it  himself.  You  will  be  surprised  how  quickly  the  customer  will 
take  genuine  interest  in  the  demonstration. 

*  *  * 

IT  is  an  old  saying  that  "Whether  the  hen  faces  East,  West,  North 
or  South  in  the  "nest,  it  lays  the  same  egg."  Equally  true  is  the 
statement  that  "No  two  salesmen  present  their  proposition  in  the  same 
manner."  In  order  that  a  second  salesman  might  try  his  method 
of  approach  when  the  first  salesman  had  failed,  the  following  system 
was  devised :  A  push  button  was  placed  in  the  booth  behind  the 
talking  machine,  or  in  any  other  place  where  it  was  inconspicuous. 
This  in  turn  rang  an  indicator  which  was  located  in  the  rear  of  the 
shop.  When  a  salesman  realized  that  he  had  practically  lost  the  sale 
he  would  ring  the  bell,  whereupon  another  salesman  would  appear 
and  would  apologetically  inform  the  first  one  that  he  was  wanted. 
The  second  salesman  would  then  remain  in  the  booth  and  would 
re-discuss  with  the  prospective  customer  the  entire  proposition. 

*  *  * 

HERE  is  a  system  which  is  being  used  to  increase  the  mailing- list 
for  the  record  bulletins  and  is  meeting  with  quite  considerable 
approval  in  different  parts  of  the  country :  Hung  in  each  booth  is  a 
neat  card,  measuring  about  9x12  inches — which  has  a  bulletin  attached 
to  it  and  carries  the  following  words:  "DO  YOU  WISH 
ONE  OF  THESE  ATTRACTIVE  BULLETINS  SENT  TO 
YOUR  HOME  EACH  MONTH?  IF  SO,  WE  WILL  GLADLY 
PLACE  YOUR  NAME  ON  OUR  MAILING  LIST." 


A DEALER  who  did  quite  a  large  mail  order  business  hit  upon 
the  scheme  of  keeping  his  regular  customers  supplied  with 
printed  postal  cards  bearing  his  address  on  one  side  and  ruled  lines 
for  orders  on  the  other.    On  the  first  of  the  month,  when  the  new 


supplements  were  mailed  to  his  customers,  he  attached  to  the  supple- 
ment one  of  these  ruled  postal  cards.  When  the  order  for  records 
came  in  a  delivery  boy  was  sent  out  to  take  these  packages  to  the 
different  homes.  On  receipt  of  the  package  the  customer  would  pay 
the  boy  for  the  amount  of  money  due  for  the  records.  Of  course, 
before  sending  the  records  out,  they  should  be  sealed  to  show  that 
they  have  never  been  used.  The  sealing  of  your  records  will  inspire 
confidence  in  your  customers,  and  they  will  have  no  fear  of  ordering 
records  from  you  through  the  mails. 

*       *  * 

ONE  of  the  hardest  things  to  do  is  to  get  rid  of  your  old  rec- 
ords, or  stickers.  Here  is  a  little  idea  which  will  help  you  to 
solve  that  problem.  Build  a  record  rack  in  each  booth  which  will 
just  hold  four  records.  Over  the  top  of  this  rack  have  the  following 
words  neatly  printed :  "Here  are  the  records  we  recommend  this 
week."  Then  place  a  classification  over  each  one  of  the  four  record 
spaces.  One  should  be  "Operatic,"  another  "Dance  Hit,"  a  third 
"Popular  Song,"  and  a  fourth  "Instrumental."  Place  records 
that  are  stickers  under  their  appropriate  titles.  Change  the  four 
selections  each  week. 

*  *  * 

GROWN  folks  will  stop  and  watch  a  steam-engine  or  any  other 
mechanical  device  in  operation.  Take  your  repair  department 
and  move  it,  or  at  least  a  part  of  it,  into  one  of  your  show-windows. 
A  work  bench,  a  foot  lathe,  a  few  springs  and  motors  will  be  suffi- 
cient. Let  your  best  repair  man  sit  in  the  window  and  clean  and 
repair  your  motors.  About  the  window  have  several  signs  placed, 
which  will  convey  the  following  messages :  "Our  Expert  Repair 
Department  Is  Always  at  Your  Disposal";  "This  Is  a  Practical 
Demonstration  of  the  Expert  Work  Which  We  Do" ;  "The  Oil  Used 
on  Your  Machine  Gums  Up — Therefore  Your  Motor  Should  Be 
Cleaned,  Oiled  and  Adjusted  at  Least  Once  Each  Year";  "We W'Ll 
Call  for  Your  Motor  and  Return  It  to  You  Within  a  Period  of  Two 
Days."  Such  a  window  will  bring  you  some  unexpected  business 
and  will  definitely  impress  the  public  with  the  fact  that  you  have  a 
repair  department. 

*  *  ^ 

ONCE  upon  a  time  Mrs.  Browning,  the  poetess,  seated  herself 
and  wrote: 

"But  so  fair 
She  takes  the  breath  of  men  away 
Who  gaze  upon  her  unaware." 
And  this  makes  me  think  that  after  all  very  few  dealers  have  put 
to  advantage  the  charms  of  the  feminine  sex  toward  helping  to  stim- 
ulate record  sales.  Recently  the  writer  came  across  a  dealer  who 
had  secured  the  services  of  a  very  charming-  young  lady.  To  his 
surprise,  the  record  sales  jumped  up  immediately,  and  he  also  noted 
that  the  people  who  called  once  became  steady  customers.  And  why? 
First — because  the  beauty  of  the  young  lady  captivated  them.  Sec- 
ond— her  winning  smile  helped  them  to  feel  more  at  home.  Third — 
after  trading  for  several  times  she  came  to  know  the  exact  type  of 
music  which  the  different  individuals  cared  for  so  that  their  record 
buying  became  a  genuine  pleasure.  Although  I  do  not  recommend 
that  the  selection  of  record  girls  be  made  for  beauty  alone,  I  do 
suggest  that  more  attention  be  given  to  their  attractiveness. 

A TALKING  machine  dealer  once  openly  made  a  statement  that 
he  was  selling  talking  machines  and  records.  Get  that  idea  out 
of  your  head  and  realize  that  you  are  selling  music.  Talk,  deal  and 
think  in  terms  of  music.  In  this  way,  you  will  develop  your  store 
into  a  music  center,  so  that  you  will  be  respected  in  your  community 
as  a  judge,  critic  and  patron  of  music.  One  way  to  establish  such 
a  reputation  in  your  community  of  being  more  than  just  a  talking- 
machine  shop  is  by  always  making  it  a  point  to  sell  tickets  to  the 
musicales  which  are  given  in  town.  Whether  or  not  you  make  money 
at  selling  these  tickets  is  not  so  important.  The  good-will  you  can 
build  up  as  a  music  lover  and  as  a  promoter  of  art  and  music  in  your 
city  will  more  than  compensate  you  for  your  efforts. 


EDITOR'S  NOTE — Mr.  Gordon,  who  writes  this  monthly  page,  is  also  director  of  "The  Talking  Machine  World  Service." 
Mr.  Gordon  will  publish  on  this  page  any  good  ideas  submitted  by  you  for  the  benefit  of  the  trade,  and  also  answer  any  ques- 
tions you  ask  him  concerning  merchandising  problems.    Use  this  department  as  much  as  you  like.    It  is  intended  to  serve  you. 


160 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


Edison  Amber ola  Message  No.  15 


The  Amberola  Co-Operative  News- 
paper Advertising  Campaign  makes 
it  possible  for  Edison  Diamond 
Amberola  dealers  to  cash  in  on 
the  demand  that  is  created  by  satis- 
fied Amberola  owners.  It  makes 
the  name  of  the  dealer  known  to 
the  public.  It  identifies  his  store  as 
headquarters  for  the  phonograph  of 
high  quality  and  fair  price. 


THOMAS  A.  EDISON,  Inc. 

AMBEROLA  DEPARTMENT 

ORANGE,  N.  J. 


March  IS,  1921 


THE    TALKING    MACHINE  WORLD 


161 


CABLE  ADDRESS  REG'D 
"FILA8SE — PHILA." 


THE  MARK  OF 


ANY{ 


Sire 

Quantity 
Quality 


SERVICE  AND 

Phonographically  Speaking 


LONG    DISTANCE  'PHONE 
ItAUIX;  535 


SATISFACTION 

They  Talk  For  Themselves 


Quotation 
Delivery 
I* rod  net 


[RIGHT 


IMICO  INDIA  RUBY 
MICA  DIAPHRAGMS 

INTERNATIONAL  MICA  COMPANY 


PHILADELPHIA,  PA. 
U.  S.  A. 


INTERNATIONAL  MICA  CO.,  106-110  W.  Lake  St.,  Chicago,  Illinois 


FACTORY  AND  SALES  DEPT., 
37TH  AND  BRANDY  WINE  STS., 
WEST    PHILA.,  PA. 

MOORE  &  WHITESIDE 
MONTREAL,  CANADA 

RAYSOLO  SALES  CO. 
LANCASTEB,  PA. 


FEDERAL  PHONO  SUPPLY  CO. 
3009   JENKINS  ARCADE 
PITTSBURGH,  PA. 

WALTER   S.  GRAY 
SAN  FRANCISCO,  CAL. 


LAKESIDE    SUPPLY  CO. 
416    SOUTH    DEARBORN  ST. 
CHICAGO,  ILLINOIS 

8TEINOLA  COMPANY 
Kansas  City,  Mo. 

INTERNATIONAL  MICA  CO. 
101  a-BLUFF 
YOKOHAMA,  JAPAN 


Write  for  "IMICO"  representation  in  your  territory  —  domestic  or  foreign.    Special  facilities  for  Export  Business. 

"IMICO"  and  "SERVICE"  are  SYNONYMOUS 


THE  TRADE  SITUATION  IN  DETROIT  SHOWS  IMPROVEMENT 

Talking  Machine  Business  Better  in  March  Than  for  the  Past  Two  Months — Why  the  Jewett 
Manager  Is  Optimistic — J.  Henry  Ling  to  Retire — New  Brunswick  Dealers — News  of  Month 


Detroit,  Mich.,  March  10. — Regular  business  in 
talking  machines  is  better  in  March  than  it  has 
been  in  either  January  or  February,  but  there 
is  a  lot  of  new  business  being  stimulated  due 
to  the  special  liberal  time  payments,  the  small 
payments  down  and  the  cut  in  prices  on  some 
makes  of  records. 

The  industrial  situation  in  Detroit  is  showing 
improvement  every  day,  and  by  April  1  we  look 
for  conditions  to  be  almost  normal.  Dealers 
report  that  the  machines  they  are  selling  are 
not  to  the  motor  workers,  but  are  to  people  not 
affected  by  the  lull  in  the  motor  car  business. 
However,  the  motor  workers  have  always  been 
heavy  buyers  of  talking  machines,  and  once  they 
get  back  to  their  jobs  buying  will  be  in  evidence. 

A.  A.  Fair,  general  sales  manager  of  the  Jew- 
ett Phonograph  Co.,  is  very  enthusiastic  and 
optimistic  and  says  that  business  at  the  present 
time  is  very  good  considering  the  short  time 
that  the  factory  has  been  producing.  For  the 
time  being  he  is  concentrating  on  Middle  West 
territory.  In  Michigan  he  has  already  signed  up 
some  of  the  leading  stores  for  Jewett  agencies. 
The  Renwick  &  Wimer  Co.,  of  Pontiac,  is  open- 
ing an  exclusive  Jewett  shop.  The  Martin  Furni- 
ture Co.  at  Defiance,  Ohio,  has  taken  on  the 
Jewett  line.  "In  fact,"  says  Mr.  Fair,  "we  are 
selling  almost  everyone  we  call  on.  We  never 
fail  to  interest  a  dealer  once  we  can  get  him 
to  hear  the  Jewett." 

J.  Henry  Ling,  one  of  the  oldest  music  dealers 
in  Detroit,  the  business  being  founded  by  his 
father  more  than  fifty  years  ago,  has  decided  to 
retire  from  business  and  is  now  offering  his  en- 
tire stock  for  sale.  Mr.  Ling  has  been  handling 
the  Columbia  line  in  connection  with  pianos  and 
players,  and  when  he  gives  up  his  present  quar- 
ters in  the  L.  B.  King  Building  he  plans  to  open 
a  downtown  office  for  the  collection  of  his  in- 
stalment contracts. 

P.  J.  Gordon,  of  Detroit,  district  manager  for 
the  Brunswick-Balke-Collender  Co.,  reports  ex- 
cellent business,  especially  on  records.  He  states 
that  the  Isham  Jones  records,  in  the  popular  mu- 
sic class,  are  in  the  greatest  demand.  Isham 
Jones,  who  gave  a  concert  and  dance  in  Sagi- 
naw, Mich,  (his  home  town),  in  February  to  a 
capacity  crowd,  is  scheduled  to  give  a  number 
of  such  affairs  in  Michigan  within  the  next 
ninety  days.  He  has  already  been  scheduled  to 
appear  at  the  Arcadia  some  time  in  May,  under 
the  auspices  of  the  Brunswick  Shop.  He  will 
be  here  in  person  with  his  orchestra  of  nine 


men,  and  will  also  appear  in  Flint,  Battle  Creek 
and  Jackson.  Mr.  Gordon  reported  that  since 
the  personal  appearance  of  Godowsky  in  a  per- 
sonal recital  in  Detroit  his  Brunswick  records 
have  been  selling  much  better. 

A  number  of  Brunswick  artists  are  to  appear 
in  recital  throughout  the  State.  Already  Vir- 
ginia Rea  has  made  several  appearances  and  she 
will  make  four  personal  appearances,  in  co- 
operation with  Brunswick  dealers,  some  time 
during  April  and  May. 

Don  Buchanan,  of  the  Buchanan  Co.,  at  Hills- 
dale, visited  Detroit  recently  on  his  way  back 
from  New  York  City,  where  he  visited  the 
Brunswick  laboratories.  He  also  had  the  pleas- 
ure of  meeting  Isham  Jones  while  in  New  York. 
He  says  record  business  is  exceedingly  good. 

The  J.  L.  Hudson  Music  Store,  which  handles 
Victor  and  Brunswick  records,  is  having  big 
business  on  both  lines.  In  talking  machines, 
the  Hudson  store  handles  the  Victrola,  Bruns- 
wick, Cheney,  Sonora  and  the  Widdicomb. 

P.  J.  Gordon,  Brunswick  district  manager, 
says  business  all  over  the  territory  is  most  sat- 
isfactory. He  is  constantly  taking  on  new  deal- 
ers and  in  Detroit  he  is  figuring  on  a  number  of 
new  ones  in  the  eastern  and  northern  parts  of 
the  city.  He  recently  added  the  University  Mu- 
sic Co.,  at  Ann  Arbor,  and  the  Chafee  Jewelry 
Co.,  at  Pontiac.  The  latter  concern  is  installing 
a  special  department  with  booths  and  display 
rooms  to  handle  the  Brunswick  line. 

The  C.  E.  Marsh  Co.,  of  Albion,  has  added 
the  Jewett  phonograph  line.  E.  H.  Jewett,  presi- 
dent of  the  Jewett  Phonograph  Co.,  left  in  Feb- 
ruary for  California  and  expects  to  be  gone 
until  about  the  first  of  April. 

A.  J.  Kendrick,  general  sales  manager  of  the 


Brunswick  Co.,  was  a  recent  visitor  to  Detroit. 

W.  H.  Huttie,  manager  of  the  Starr  Piano 
Co.,  is  getting  his  plans  ready  for  his  new  store, 
which  he  plans  to  occupy  on  May  1.  Mr.  Hut- 
tie  will  devote  much  space  to  the  Starr  phono- 
graph department,  which  will  be  located  in  the 
basement,  with  more  booths  than  he  now  has 
and  with  more  room  for  display. 

The  Home  Furniture  Co.  at  Kalamazoo,  after 
handling  another  line  of  phonographs  for  five 
years,  is  giving  it  up  to  handle  the  Brunswick 
exclusively. 

B.  A.  Dickerson,  of  Constantine,  Mich.,  re- 
cently visited  Detroit  and  spent  several  days 
here  getting  new  ideas  for  an  exclusive  Bruns- 
wick Shop,  which  he  will  open  at  Three  Rivers, 
Mich. 

Harold  Barnard,  of  the  Barnard  Music  Co., 
of  Jackson,  was  also  a  recent  visitor  to  the 
wholesale  headquarters  of  the  Brunswick.  He 
reported  that  business  is  improving  now  that 
industrial  conditions  in  his  town  have  bettered. 
He  handles  the  Brunswick  line  and  is  pushing 
the  period  models  with  splendid  success. 


NEW  PITTSBURGH  SONORA  ACCOUNTS 

Manager  H.  M.  Miller  Is  Optimistic  Over  Out- 
look for  Sonora  in  His  Field 


Pittsburgh,  Pa.,  March  7. — Among  the  new 
Sonora  retail  dealers  who  will  be  cared  for  by 
the  Sonora  Co.,  H.  Milton  Miller,  general  sales 
iranager,  are  Ross  Drug  Co.,  Ridgway,  Pa.; 
H  H.  Medsgar,  Scottdale,  Pa.;  A.  J.  Johnson  & 
Son,  Berlin,  Pa.;  Fayette  Bargain  Co.,  Fayette 
City,  Pa.;  Doliard  &  Salyards,  Pitcairn,  Pa.;  E. 
S.  Smith,  Sykesville,  Pa.,  and  the  Freed-Grim 
Music  Co.,  Connellsville,  Pa.  Mr.  Miller  stated 
that  sales  for  February  showed  a  marked 
increase  over  the  same  period  a  year  back.  He 
is  quite  optimistic  concerning  the  Spring  busi- 
ness. 


The  New  York  Recording  Laboratories  offer  to  the  Phono- 
graph Industry  thoroughly  up-to-date  facilities  for  Record- 
ing, Plating  and  Pressing  I  0-inch  Disc  Records. 

Laboratories  located  in  the  heart  of  New  York's  musical  life. 

Extensive  manufacturing  facilities  at  Port  Washington,  Wise. 

Inquiries  regarding  recording,  selection  of  artists,  songs,  etc., 
invited. 

THE  NEW  YORK  RECORDING  LABORATORIES 

1140  BROADWAY  Established  1917  NEW  YORK,  N.  Y. 


162 


THE   TALKING    MACHINE  WORLD 


March  15,  1921 


unucn  Any  bkobd  ■ 


Hoff»y  Phonographs 
Resurrectone  Reproducers 

Airtight  Tone-Arms 
Famous  tfce^World  Over. 

H  OFF if  PHONOGRAPH  CO. 
59  4th  Ave.        New  York  City 


CONSOLE  MODELS  A  SUCCESS 


George  A.  Long  Cabinet  Co.  Receiving  Many 
Orders  for  New  Cabinets  —  Dealers  Report 
Active  Demand  for  Console  Models 


EASTERN  PHONOGRAPH  CORPORATION 

GEO.  SEIFFERT,  Pres. 

WHOLESALE  DISTRIBUTORS 

OFFICES  AND  SHOWROOMS 
101  West  Twentieth  St.  100  West  Twenty-first  St. 

Cor.  Sixth  Avenue 


Telephone:  Chelsea  2044 


NEW  YORK 


The  George  A.  Long  Cabinet  Co.,  Hanover, 
Pa.,  manufacturer  of  Long  quality  cabinets,  re- 
cently sent  out  an  important  announcement  to 
the  trade,  whereby  it  offers  the'  dealers  special 
readjustment  prices  on  all  standard  cabinets  in 
the  Long  line.  This  offer  attracted  considerable 
attention,  and  in  response  to  the  requests  of  the 
dealers  the  company  extended  the.  time  of  the 
special  offer  so  that  it  included  the  entire  month 
of  March.  The  dealers  have  placed  good-sized 
orders  for  these  cabinets  and  a  steady  improve- 
ment in  record  business  throughout  the  country 
lias  proven  a  stimulus  to  cabinet  sales. 

The  new  console  models,  which  were  recently 
introduced  by  this  company,  have  met  with  a 
most  enthusiastic  reception  from  the  trade,  and 
the  company  has  received  orders  from  dealers 
in  all  parts  of  the  country.  These  cabinets  ma- 
terially enhance  the  appearance  of  the  table 
type  of  machine,  and  the  George  A.  Long  Cab- 
inet Co.  is  co-operating  with  the  dealers  in  mak- 
ing prompt  shipments  of  these  cabinets  so  as  to 
meet  their  needs. 

H.  C.  Naill,  secretary  of  the  George  A.  Long 
Cabinet  Co.,  was  a  recent  visitor  to  New  York, 
bringing  with  him  optimistic  reports  of  busi- 
ness conditions  in  the  East.  Mr.  Naill  states  that 
there  is  an  undercurrent  of  confidence  in  the 
talking  machine  industry  which  indicates  that 
the  dealers  are  preparing  for  an  active  Spring 
trade. 


"SIAM  S00"  CREATING  A  SENSATION 


Unique  Dancing  Figure  Attracts  Attention  of 
Passers-by — Handled  by  Columbia  Dealers 


The  Dealer  Service  department  of  the  Co- 
lumbia Graphophone  Co.  advised  its  dealers  re- 
cently that  the  company  had  secured  exclusive 
rights  to  "Siam  Soo,"  an  artistic  figure  that  can 
be  placed  on  any  talking  machine  and  which 
keeps  perfect  time  with'the  rhythm  of  the  mod- 
ern dance  records.    The  figure  goes  through  all 


a  year  ago  Mrs.  Florence  Burgess  Meehan,  a 
member  of  the  Bray  Powell  expedition,  visited 
the  palace  of  the  King  of  Siam,  where  she  saw 
all  of  the  native  dancers.  In  Cambodia  the 
same  dances  were  performed  for  her  in  the 
King's  palace,  and  she  became  more  interested 
in  bringing  this  dancer  to  America.  On  reach- 
ing Java  she  found  a  Malay  boy  who  was  able 
to  make  a  very  good  reproduction  of  the  dancing 
figure,  carved  out  of  wood,  and  this  consti- 
tutes the  origin  of  "Siam  Soo." 


REPORTS  BETTER  CONDITIONS 


William  Phillips,  president  of  the  William 
Phillips'  Phono  Parts  Corp.,  New  York  City, 
reports  that  this  company  is  receiving  steadily 
increasing  demands  for  its  tone  arms  and  re- 
producers and  that  orders  now  call  for  increased 
quantity.  Mr.  Phillips  reports  the  general  con- 
ditions in  the  trade  are  on  the  upward  trend 
and  that  from  now  on  they  will  progress  rapidly 
towards  normal. 


"Siam  Soo"  in  Operation 

the  movements  of  the  "Shimmy"  dance,  and 
wherever  it  has  been  displayed  has  served  to 
attract  crowds  of  interested  passers-by. 

The  Grafonola  Co.  of  New  England,  well- 
lcr.own  Columbia  dealer,  recently  placed  a  "Siam 
Soo"  in  the  window  of  its  shops  and  traffic  was 
blocked  so  seriously  that  it  was  necessary  to 
cal!  out  the  police  reserves.  "Siam  Soo"  can 
be  used  as  a  record  sales  stimulant,  and  in  addi- 
tion is  an  accessory  that  will  give  the  dealer 
a  substantial  profit. 

A  well-known  music  publishing  house  in  New 
York  is  about  ready  to  introduce  the  words  and 
music  of  a  song  entitled  "Siam  Soo,"  and  this 
unique  dancing  novelty  is  meeting  with  an  en- 
thusiastic reception  from  Columbia  dealers. 

It  is  stated  that  "Siam  Soo"  is  an  exact  re- 
production of  the  figure  of  one  of  the  royal 
dancers  in  the  King  of  Siam's  palace.  About 


We  have  a  great  dealer  proposition 


on 


Records 


The  GKe^  Library  includes 
the  world  famous 

John  McCormack 

In  addition  to  Mamie  Smith 
"Blues"  and  all  of  the  latest 
dance  and  vocal  hits. 


Immediate  Deliveries 
Lee-Coit-Andreesen  Co, 

Distributors 
OMAHA  NEB. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


163 


|     THE  VISION  | 

M  Devoted  to  the  Interest  of  the  Educational  g 
B  Work  Being  Conducted  by  the  Talking  f 
g  Machine  Dealers  and  Jobbers  g 

iriiiniiiM^ 

Miss  Grace  Barr,  educational  director  of  M. 
Steinert  &  Sons,  Boston,  Mass.,  has  recently  com- 
pleted an  extensive  survey  of  New  England 
school  conditions  in  the  interests  of  Victor 
dealers  throughout  the  territory. 

*  #  * 

A  recent  number  of  The  Music  Review  issued 
by  the  American  Book  Co..  New  York  City, 
contains  three  articles  by  leading  music  super- 
visors stressing  the  primary  importance  of  music 
appreciation  in  grade,  high  school  and  univer- 
sity courses. 

Owens  &  Beers,  Inc.,  81  Chambers  street, 
New  York  City  (Mrs.  May  White  Sears,  educa- 
tional director),  have  just  issued  an  eight-page 
booklet  featuring  their  New  York  and  Brook- 
lyn establishments  and  the  industrial  welfare 
work  in  which  the  Victrola  serves  in  recreation. 
This  firm  have  sold  over  150  instruments  for 
such  purposes. 

*  *  * 

This  picture  shows  Miss  Helen  Colley,  edu- 
cational director  of  Emanuel  Blout,  Broadway 
and  108th  street,  New  York,  with  a  group  of 


Children's   Class   in   Musical  Appreciation 

her  Saturday  morning  class  of  children  taking 
music  appreciation  lessons.  Among  the  artists 
who  have  appeared  to  greet  these  children  are 
Sally  Hamlin,  the  inimitable  story-teller;  Rein- 
aid  Werrenrath  and  Princess  Watahwaso. 

*  *  * 

Oklahoma  is  a  leading  State  in  progressive 
school  methods.  The  Victrola  is  in  use  through- 
out the  length  and  breadth  of  this  former  In- 
dian Territory. 

*  *  * 

At  the  National  Education  Association  Con- 
vention of  Superintendents,  held  February  24 
to  March  3  in  Atlantic  City,  N.  J.,  the  talking 
machine  trade  was  represented  by  both  the  Vic- 
tor and  Columbia  educational  departments. 

The  Victor  display'  attracted  a  great  deal  of 
attention  and  favorable  comment  for  its  beauty 
and  originality.  From  the  pictures  of  twelve 
leading  Victor  artists  white  ribbons  were  strung 
through  the  horn  of  a  Victor  school  instrument 


Bliss  Reproducer 

"Known  From  Coast  to  Coast" 

Diaphragm  is  made  of  specially  treated  silk  under 
patented  process.  Solid  silver  plate,  Vz  inch  in 
diameter,  is  used  as  a  resonator.  The  larger 
portion  of  the  diaphragm  is  insulated  in  the  back 
with  cork.  The  result  is  a  reproducer  that  Is 
very  highly  sensitive  and  brings  out  every  note 
that  is  recorded  on  the  record.  Has  sold  for 
$6. 00  everywhere.  Offered  here  now  at  the 
unheard  of  price  of  $1.00  each  in  nickel  and 
51.50  In  gold.     (Reproducer  "only.) 

On  Victor  Machines 

is  used  to  play  Pathe"  and  Edison  records.  Price 
nomplete  with  attachment,  $1,75  each  in  nickel, 
$2.50  in  gold. 

On  Edison  Machines 

is  used  to  play  "Victor  and  Columbia  records. 
Furnished  with  universal  Kent  attachment.  Price 
complete,  in  nirkel  $2.95.  in  gold  $3.45. 

COLE  &  DUNAS  MUSIC  CO. 
52  W.  Lake  St.,  Chicago,  III. 


to  two  little  doll  figures  of  children  seated  in 
regular  school  desks  looking  at  copies  of  the 
newest  Victor  publication,  "Music  Appreciation 
for  Little  Children." 

Both  Columbia  and  Victor  booths  were  kept 
busy  meeting  hundreds  of  school  superintendents 
intent  on  learning  all  the  new  things  for  schools 
this  year. 

Mrs.  Frances  E.  Clark,  Victor  educational  di- 
rector, and  W.  A.  Willson,  Columbia  educa- 
tional director,  were  in  charge  of  the  respective 
exhibits. 


TONE=ARM  CASES  POSTPONED 

Arguments  in  Actions  Brought  by  Victor  Co. 
Against  Brunswick-Balke-Collender  Co.  and 
General  Phonograph  Corp.  to  Be  Heard  in 
U.  S.  Court,  Grand  Rapids,  on  March  12. 


Grand  Rapids,  Mich.,  March  8. — Arguments  in 
the  suits  brought  by  the  Victor  Talking  Machine 
Co.,  Camden,  N.  J.,  against  the  Brunswick- 
Balke-Collender  Co.,  Chicago,  and  the  General 
Phonograph  Corp.,  New  York,  for  alleged  in- 
fringement of  the  Johnson  Tone-Arm  Patents, 
Nos.  814,786  and  814,848,  which  were  scheduled 
to  be  heard  before  Judge  Sessions  in  the  United 
States  District  Court  here  yesterday,  were  post- 
poned until  next  Saturday,  March  12.  Testi- 
mony in  the  cases  was  taken  during  the  week  of 
January  24,  and  briefs  were  filed  by  opposing 
counsel  late  last  month. 


FIVE  NEW  VOCALION  DEALERS 

O.  J.  DeMoll  &  Co.,  Washington,  Southern  Vo- 
cation Distributors,  Make  Good  Report 


O.  J.  DeMoll  &  Co.,  Washington,  D.  C,  South- 
ern distributors  for  'he  Vocalion  and  Vocalion 
records,  announce  the  appointment  of  five  new 
Vocalion  dealers  in  the  company's  territory  as 
follows:  Susquehanna  Furniture  Co.,  Asheville, 
N.  C;  William  C.  Dean,  Rock>.  ille,  Md.;  Young 
Furniture  Co.,  Fredericksburg,  Va  ;  and  Philip 
Levy  &  Co.,  for  both  Richmond,  Va.,  and  Wash- 
ington stores. 

DeMoll  &  Co.  report  that  there  is  a  growing 
appreciation  among  the  retail  trade  of  the  Vo- 
calion and  Vocalion  records  owing  to  their  dis- 
tinctive merits. 


INCREASED  DEMAND  FOR  RECORDS 

Densite    Products    Mfg.    Co.    Reports  Greater 
Activity  Apparent  Among  Manufacturers 


S.  Carr,  head  of  the  Densite  Products  Mfg. 
Co.,  315  Ellery  street,  Brooklyn,  New  York,  man- 
ufacturers of  talking  machine  records,  recently 
stated  that  the  past  few  weeks  have  shown  an 
increased  demand  for  records.  He  states  that 
he  arrives  at  this  conclusion  through  the  in- 
creased demand,  as  well  as  the  renewed  activity 
shown  by  various  record  companies. 

In  reviewing  the  general  trade  situation  he 
said:  "Every  indication  points  to  a  most  healthy 
situation  during  the  coming  months.  The  action 
of  various  companies  in  reducing  the  prices  of 
records  has  already  shown  some  increased  de- 
mand and  all  the  organizations  with  which  we 
do  business  are  arranging  plans  to  care  for  an 
increased  business.  To  say  the  least,  the  future 
months  look  very  promising." 


ACTIVITIES  OF  EMERSON  TRAVELERS 

H.  E.  Morrison,  sales  manager  of  the  Emer- 
son Phonograph  Co.,  is  now  en  route  to  New 
\  ork  after  spending  some  time  on  the  Pacific 
Coast.  He  is  expected  at  his  desk  almost  any 
cay,  and  judging  from  his  reports  business  con- 
ditions in  the  West  are  improving  steadily. 

Chas.  F.  Usher,  field  representative  of  the 
company,  returned  a  few  days  ago  after' doing 
some  excellent  work  in  conjunction  with  the 
sales  staff  of  the  Emerson  Ohio  Co.,  Columbus, 
O.,  Emerson  distributors.  Morton  Lucas,  field 
representative  of  the  Emerson  foreign  language 
record  division,  is  now  in  Columbus,  co-operat- 


CROFT 


Bee 


Delivery  Envelopes 

Art  Series 
New  Designs 

NEW  LIST  OF  RECORDS 

\  / 
Every  60  Days 


A  Selected  List  of  Victor  Records   


We  Will  Gladly  Play 

Any  ol  THESE  lor  You 


C*(uj        Hi"  Urn*!  ia4  iaKiM 


r*  Ldaatr  (EAwnr  few 


rr^l  tad  Oi:'"!>  OW" 


|  Ek(.  <m~ -*>•! 


Very  attractive  proposition 
to  Jobbers 

Write  for  trial  shipment 


CLEMENT  BEECROFT 

5546  North  5th  Street 
PHILADELPHIA 


ing  with  this  jobbers'  sales  staff  in  the  promo- 
tion of  foreign  record  language  business. 


ALL  EMERSON  RECORDS  85c 


Eddie  Cantor  Records  Will  Now  Be  Listed  at 
This  Price — Grand  Opera  Records  Included  in 
New  Price  List  Issued  by  the  Company 


The  Emerson  Phonograph  Co.  announced 
this  week  that  the  price  of  all  Emerson  records 
had  been  reduced  to  eighty-five  cents.  A  few 
weeks  ago  the  company  advised  the  trade  that 
Emerson  records,  with  the  exception  of  Eddie 
Cantor  selections,  would  be  retailed  at  eighty- 
five  cents,  but  the  new  announcement  provides 
for  a  list  price  of  eighty-five  cents  for  every 
Emerson  record,  including  Eddie  Cantor  rec- 
ords. Included  in  this  eighty-five-cent  library 
of  Emerson  records  will  be  double-faced  grand 
opera  records  made  by  Max  Block,  of  the  Met- 
ropolitan Opera  Co.,  and  other  well-known  art- 
ists, in  addition  to  a  series  of  violin  selections  by 
Milano  Lusk, 


164 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


—HUM 


IMPORTANT jCOURT  RULING 

Appellate  Court  Finds  Error  in  $2,000  Verdict 
Against  Victor  Co.  Under  Anti-Trust  Laws 


MARCH  PROSPECTS  ENCOURAGING 

Dealers  in  Canton,  O.,  Report  Progress — Klein 
&  Heffelman's  New  Building — Other  Items 


The  United  States  Circuit  Court  of  Appeals 
at  Philadelphia  handed  down  its  opinion  in  the 
appeal  of  the  Victor  Talking  Machine  Co.  from 
judgment  of  $2,000  entered  against  it  last  May 
in  favor  of  Louis  Kemeny,  of  Perth  Amboy, 
N.  J.  Kemeny  brought  suit  in  October,  1918, 
in  the  United  States  District  Court  for  the  Dis- 
trict of  New  Jersey  for  $300,000  as  trebled  dam- 
ages under  the  Anti-Trust  Laws,  alleged  to 
have  been  suffered  by  him  as  a  result  of  his 
suspension  as  a  dealer  in  Victor  talking  machines 
in  March,  1917. 

The  trial  of  the  case  occupied  two  weeks, 
commencing  March  30,  1920,  the  complainant's 
claim  being  vigorously  contested  throughout. 
Kemeny  admitted  extensive  price-cutting  in  the 
year  previous  to  his  suspension  and  other  viola- 
tions of  the  license  agreement  in  force  at  that 
time.  The  result  of  the  trial  was  a  verdict  for 
the  plaintiff  in  the  sum  of  $666.66,  which,  trebled, 
amounted  to  $2,000. 

The  Appellate  Court  now  finds  that  the  trial 
judge  erred  in  permitting  a  recovering  for  an- 
ticipated profits  which  the  plaintiff  claimed  he 
would  have  made  if  he  had  not  been  suspended, 
and  holds  that  Kemeny  must  accept  a  reduction 
of  $1,000  in  the  amount  of  the  verdict  or  the 
judgment  will  be  reversed  and  a  new  trial 
granted. 


Canton,  O.,  March  8. — After  experiencing  one 
of  the  slowest  Februarys  in  many  years 
Canton  music  dealers  are  encouraged  over  pros- 
pects for  March  and  report  increased  activity 
in  the  talking  machine  and  record  business  since 
the  first  of  the  month. 

E.  J.  Heffelman,  head  of  the  Klein  &  Heff el- 
man  Co.,  which  is  now  completing  a  $500,000 
seven-story  department  store  building  at  Market 
avenue  N.  and  Fourth  street,  told  The  World 
representative  that  the  new  store  would  open 
to  the  public  the  last  of  this  month.  The  exact 
date  is  not  yet  .determined.  With  the  opening 
of  this  store  the  three  individual  stores  of  the 
company  here  will  be  consolidated  under  one 
roof.  The  -music  store  at  Market  avenue  N. 
will  be  the  first  to  vacate  its  present  quarters. 
In  the  new  building  there  will  be  more  spacious 
warerooms  and  adequate  booths  to  care  for  the 
rapidly  expanding  business.  Many  innovations 
in  music  store  equipment  will  be  available. 
—  The  Van  Fossen-Smiley  Piano  Co.  opened  its 
new  store  in  South  Market  street  last  week  and 
is  now  firmly  established.  Associated  with  S.  B. 
Van  Fossen,  president  of  the  concern,  are 
five  other  well-known  music  store  men  of  many 
years'  experience  in  various  phases  of  the  game. 
This  store  announces  it  has  taken  over  the 
agency  for  the  Sonora  phonograph. 


The  William  R.  Zollinger  &  Sons  Co.  was 
congratulated  for  its  unique  window  display  in 
its  music  department  Washington's  Birthday. 
The  window  was  appropriately  trimmed  and 
the  whole  window  devoted  to  the  exhibition  of 
the  latest  Victor  records. 

All  Canton  is  agog  over  the  announcement 
that  Earl  Fuller's  Novelty  Orchestra,  with  Earl 
Fuller  himself,  will  appear  here  Wednesday  eve- 
ning, April  13,  under  the  auspices  of  the  Canton 
Elks  lodge.  Dealers  here  plan  special  displays 
and  a  newspaper  advertising  campaign  boosting 
Victor  records.  It  will  be  the  first  appearance 
here  of  the  well-known  orchestra  and  its  leader. 


SUES  ON  JOHNSON  RECORD  PATENT 

On  March  8,  1921,  the  Victor  Talking  Machine 
Co.  filed  its  bill  of  complaint  against  the  Bruns- 
wick-Balke-Collender  Co.  in  the  United  States 
District  Court  at  Wilmington,  Del.,  in  which 
State  the  Brunswick-Balke-Collender  Co.  is  in- 
corporated, for  infringement  of  the  Johnson 
cut  record  patent,  No.  896,059,  dated  August  11, 
1908.  Injunction  is  sought  against  the  manu- 
facture, sale  or  use  of  the  Brunswick  lateral 
cut  record  in  violation  of  the  Johnson  patent, 
together  with  an  accounting  for  damages  and 
profits. 


The  Victor  Talking  Machine  Co.  has  declared 
a  quarterly  dividend  of  $10  a  share  on  the  com- 
mon stock,  together  with  the  regular  dividend 

on  the  preferred  stock. 


This  handsome  metal  enamel  display  stand  holds  60 
packages.  2  doz.  extra  loud,  I  doz.  medium,  and  2  doz. 
loud;  each  package  containing  50  WALL  KANE 
NEEDLES,  retailing  for  15c.  Price  of  Stand  to  dealers, 
$4.60;  $4.90  Far  West.  Single  packages,  7</2o;  Bo  In 
the  Far  West. 


WALL -KANE  NEEDLES 

One  of  the  important  reasons  why  you 
should   sell  Wall-Kane   Needles  is: 

They  have  made  good.  On  the  mar- 
ket for  many  years  and  the  demand 
for  them  is  greater  than  ever  before. 

Attractive  display  containers,  each  holding  100  packages  of  a  tone 
of  WALL-KANE  Needles,  cost  the  dealer  $7.50;  $8  in  the  Far  West 

Some  Jobbing  Territory  Still  Open 


PROGRESSIVE  PHONOGRAPHIC  SUPPLY  CO. 


145  WEST  45th  STREET 
NEW  YORK  CITY 


March  IS,  1921 


THE    TALKING    MACHINE  WORLD 


gUmiiiBiNiminiiiffm 
1 


MMMM&VBMQ«jMMnSMftUfllt1JBI 


! 


HIS  MASTER'S  VOICE. 


PERFORMANCE 


THE  VICTROLA  is  made  with  one  specific  purpose  m 
mind — the  perfect  reproduction  of  sound — always  was,  and 


always  wi 

The  performance  of  this  specific  purpose  has  made  the  Victrola 
distinctly  supreme  m  the  realm  of  music  and  caused  it  to  be  univers- 
ally recognized  as  the  "world  s  musical  instrument. 

Faultless  in  cabinet  construction,  excellent  m  finish,  exclusive  m 
equipment,  and  vastly  superior  in  other  refinements,  the  true 
value  of  the  Victrola  is  its  performance  m  accurately  and  faith- 
fully  reproducing  the  voice  of  the  artist  and  the  instrument  of  the 
master  musician.    This,  in  truth,  is  the  purpose  of  the  Victrola. 

Others  may  sell  "fine  furniture,  fancy  knobs,  nickel  hinges,  and 
other  trivial  effects,  but  you,  Mr.  Victor  Dealer,  should  never 
lose  sight  of  the  fact  that  the  real  issue  is  perfect  reproduction  of 
soun  d— the  very  thing  that  the  prospective  buyer  starts  out  to 
buy,  really  wants,  and  will  ultimately  insist  upon  having. 


ill  be 


C.  BRUNO  &  SON,  Inc. 

351-353  Fourth  Avenue  New  York 

Victor  Distributors  to  the  Dealer  Only 


PVK1II1 


iBamwMMiMii 


166 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


Your  Problem  Is  Ours 

Good  Profits   (to  you) 
-|-  Good  Service  (to  your  customers) 

Answer:  TONAR  RECORD  BRUSHES 


(Trade  Mark) 


Have  we  solved  the  above  problem  correctly? 

Write  to-day  for  prices  and  sample  and  see  for  yourself 

PARKS  &  PARKS,  Inc.  TROY,  N.  Y. 

New  York  Office,  C.  E.  Peabody  &  Co.,  186  Greenwich  St. 
Southern  Representatives:  I.  W.  Becker  &  Co.,  226'   Peachtree  St.,  Atlanta,  Ga. 


BRUNSWICK  ALPHABETICAL  CATALOG 

Volume  of  Fifty  Pages  Lists  All  Selections  Up 
to  and  Including  December,  1920. 


Just  as  we  close  our  last  form  the  new  alpha- 
betical record  catalog  issued  by  the  Brunswick- 
Balke-Collender  Co.  reaches  us.  This  is  a  most 
comprehensive  volume  of  fifty  pages,  which  lists 
all  numbers  issued  up  to  and  including  Decem- 
ber, 1920.  The  names  of  selections,  artists  and 
organizations  appear  in  their  proper  alphabeti- 
cal order,  along  with  catalog  number,  size  and 
price,  so  that  there  is  no  difficulty  for  the 
dealer,  salesman  or  purchaser  in  securing  the 
exact  records  he  may  desire.  The  arrangement 
is  very  effective  and  convenient.  A  special  sec- 
tion of  the  catalog  is  devoted  to  the  Brunswick 
exclusive  artists,  such  as  Richard  Bonelli,  bari- 
tone; Elias  Breeskin,  violinist;  Mario  Chamlee, 
tenor;  Leopold  Godowsky,  master  pianist;  Dor- 
othy Jardon,  soprano;  Theo  Karle,  tenor; 
Elizabeth  Lennox,  contralto;  Irene  Pavloska, 
mezzo-soprano;  Virginia  Rea,  coloratura  so- 
prano; Max  Rosen,  violinist;  Marie  Tiffany, 
soprano,  and  Irene  Williams,  soprano,  which  is 
accompanied  by  biographical  sketches,  portraits 
and  the  list  of  Brunswick  records  which  they 
have  recorded.  The  volume  is  admirably  con- 
ceived and  emphasizes  the  growth  in  popularity 
of  the  Brunswick  record.  Lack  of  space  pre- 
vents a  lengthier  mention  this  month. 


TELLS  OF  STRONGER  BUSINESS  TONE 

Cleveland,  O.,  March  7. — A  rapidly  improving 
condition  is  evident  in  the  talking  machine  in- 
dustry, according  to  W.  J.  McNamara,  presi- 
dent of  the  Empire  Phonoparts  Co.,  of  this  city. 
"While  definite  orders  are  still  coming  slowly, 
we  notice  a  very  decided  revival  of  inquiries," 
said  Mr.  McNamara,  "and  on  all  sides  are  indi- 
cations of  a  new  and  stronger  tone.  Optimism 
is  very  apparent  and  this  optimism  seems  to  be 
based  on  far-reaching  trade  investigations. 

"We  have  made  a  number  of  improvements  in 
our  plant  and  products  and  so  far  as  the  Em- 
pire Phonoparts  Co.  is  concerned,  we  are  facing 
the  future  with  every  confidence." 


REPORTS  INCREASING  ORDERS 

The  Eastern  Phonograph  Corp.,  distributor 
of  both  the  Tonofone  needle  and  the  Jones- 
Motrola,  reports  excellent  business  in  both  these 
accessories.  George  Seiffert,  president  of  the 
company,  states  that  although  they  have  only 
handled  these  lines  for  a  comparatively  short 
time,  the  results  are  already  very  encouraging 
and  orders  are  coming  in  in  increasing  quantities. 


HOFHEINZ  WITH  WERLEIN 

Has   Been  Appointed  Wholesale   Manager  of 
This  Enterprising  New  Orleans  Institution 


New  Orleans,  La.,  March  8. — John  A.  Hofheinz, 
well  known  in  the  Victor  trade,  has  been  ap- 
pointed manager  of  the  wholesale  Victor  di- 
vision of  Philip  Werlein,  Ltd.,  Victor  whole- 
saler. He  assumes  his  new  duties  on  March 
10,  succeeding  J.  D.  Moore,  who  has  become 
general  manager  of  the  Talking  Machine  Co. 
of  Texas.  Mr.  Hofheinz  will  announce  inter- 
esting plans  for  the  company's  Victor  division 
in  the  course  of  the  next  week  or  so,  and  in  the 
meantime  two  experienced  travelers  have  been 
added  to  the  wholesale  Victor  staff. 


The  Recreation  Phonograph  Corp.,  Boston, 
Mass.,  and  Long  Island  City,  N.  Y.,  has  been 
incorporated  under  the  laws  of  Massachusetts 
v/ith  a  capital  stock  of  $250,000,  to  engage  in  the 
manufacture  of  phonographs.  Incorporators:  J. 
A.  Perrault,  of  Lowell,  Mass.,  Henry  Lube,  of 
College  Point,  N.  Y.,  A.  E.  O'Toole,  of  Brock- 
ton, Mass.,  and  F.  C.  Stanton,  of  Allston. 


NEW  MODERNOLA  PLANT  OPERATING 

Addition   to    Company's   Plant  in  Johnstown, 
Pa.,  Permitting  of  Increased  Production 

George  E.  Seiffert,  president  of  the  Eastern 
Phonograph  Corp.,  Eastern  distributor  of  the 
Modernola  talking  machine,  recently  returned 
from  a  visit  to  the  headquarters  of  the  Mod- 
ernola Phonograph  Co.,  in  Johnstown,  Pa.  The 
new  factory  is  already  well  proving  its  worth  in 
the  increased  production  of  Modernola  phono- 
graphs. Mr.  Seiffert  stated  that  the  new  factory 
not  only  allows  for  larger  production,  but  also 
provides  facilities  for  the  highest  class  of  work- 
manship. In  a  tone  contest  held  in  Johnstown, 
the  home  of  the  Modernola,  the  factory  entered 
a  Modernola  phonograph  in  competition  with 
the  result  that  it  was  awarded  highest  honors 
by  the  local  judges. 

Mr.  Seiffert  reports  that  business  has  im- 
proved remarkably  within  the  past  ten  days  and 
expects  that  1921  will  prove  an  exceptional  year. 
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March  15,  1921 


THE    TALKING    MACHINE  WORLD 


166-a 


THE  MACY-VICTOR  CASE  IS  NOW  COMING  TO  A  CLOSE 

Defense  Now  Reaching  the  End  of  Its  Case,  to  Be  Followed  by  the  Summing  Up — Several  Victor 
Jobbers  Appear  as  Witnesses  and  Offer  Interesting  Testimony — Charles  E.  Hughes  Appears 
in  Behalf  of  Victor  Co. — Summary  of  the  Month's  Progress  of  the  Trial  of  This  Suit 


The  action  brought  by  R.  H.  Macy  &  Co. 
against  the  Victor  Talking  Machine  Co.  and 
a  number  of  Victor  jobbers,  which  went  on  trial 
before  Judge  Mack  and  a  jury  in  the  U.  S.  Dis- 
trict Court  on  January  17,  is  still  occupying  the 
attention  of  that  court,  although  the  end  is  now 
in  sight.  The  plaintiffs  rested  their  case  on  Feb- 
ruary 17,  having  taken  just  one  month  to  present 
their  side,  and  on  the  afternoon  of  the  same 
day  the  defense  began.  The  plaintiffs'  side  was 
summarized  in  The  World  last  month. 

Amount  of  Damages  Reduced 

As  a  result  of  the  discussion  on  the  law  by 
and  with  the  court  shortly  before  the  plaintiffs 
rested  their  case,  damages  asked  for  in  the  suit 
were  reduced  from  a  basic  figure  of  $190,000  to 
a  sum  approximately  $60,000,  including  $15,000 
counsel  fees  paid  by  Macy  in  the  patent 
case  brought  against  the  company  by  the  Vic- 
tor Co.  The  damages  asked  for,  trebled  under 
the  Sherman  Act,  will  amount  to  something 
like  $150,000,  or  slightly  over  25  per  cent  of  the 
original  amount  asked. 

The  first  witness  called  by  the  defense,  was 
C.  H.  North,  formerly  connected  with  the  legal 
and  contract  departments  of  the  Victor  Talking 
Machine  Co.  and  at  present  connected  with  the 
Ohio  Talking  Machine  Co.  in  Cincinnati.  The 
direct  and  cross-examination  of  Mr.  North  oc- 
cupied about  a  week,  and  he  was  called  upon  to 
give  testimony  relative  to  the  production  of  the 
Victor  plant  during  the  several  years  from  1914 
to  1917,  the  systems  used  to  keep  track  of  ma- 
chine and  record  orders  from  and  deliveries  to 
distributors  and  dealers,  various  correspondence, 
direct  and  general,  passing  between  the  Victor 
Co.  and  the  recognized  distributors  and  deal- 
ers, and  other  matters  of  similar  nature.  Par- 


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ticular  attention  was  called  to  the  letters  re- 
ceived from  representatives  complaining  of  the 
price-cutting  tactics  of  Macy  &  Co. 

Mr.  North  told  of  the  manner  in  which  the 
Victor  Co.  handled  its  distribution,  how  an 
effort  was  made  to  serve  various  communities 
without  having  dealers  in  too  close  proximity 
to  each  other,  how  the  Victor  travelers  studied 
conditions  and  aided  dealers  in  various  ways  in 
getting  the  maximum  business  out  of  their  ter- 
ritories, and  rehearsed  other  details  connected 
with  the  Victor  distributing  program  with  which 
the  majority  of  the  trade  is  quite  familiar 
through  experience. 

Chas.  E.  Hughes  Appears  for  Victor  Co. 

The  case  came  in  for  considerable  newspaper 
and  public  attention  on  Saturday,  February  26, 
through  the  fact  that  former  Supreme  Court 
Justice  Charles  E.  Hughes,  as  a  member  of  the 
law  firm  of  Hughes,  Brown,  Schurman  & 
Dwight,  made  his  last  appearance  as  counsel 
before  taking  up  his  portfolio  as  Secretary  of 
State  under  President  Harding. 

Mr.  Hughes  appeared  in  behalf  of  the  Victor 
Talking  Machine  Co.  and  in  presenting  his  argu- 
ments analyzed  various  Sherman  Act  suits  in- 
volving patent  rights.  In  speaking  of  Federal 
Court  decisions  in  such  cases  he  remarked  that: 
"A  monopoly  granted  by  the  Patent  Office  can- 
not in  any  way  be  interfered  with  by  the  Sher- 
man law."  He  said  that  in  the  period  from 
April  14,  1914,  to  May,  1917,  the  system  of  agree- 
ments entered  into  by  the  Victor  concern  and 
dealers  in  records  was  lawful  and  insisted  that 
the  defendant  should  not  be  mulcted  for  doing 
what  the  law  sanctioned. 

He  based  his  main  argument  on  the  conten- 
tion that  after  the  decision  of  the  United  States 
Supreme  Court  in  the  case  of  Henry  vs.  A.  B. 
Dick  Co.,  rendered  on  March  11,  1912,  and  up 
to  the  decision  of  the  same  court  in  the  case 
of  the  Motion  Picture  Patents  Co.  on  April  9, 
1917,  the  course  of  action  pursued  by  the  Victor 
Co.  was  legal  in  placing  restriction  upon  its  ma- 
chines and  records. 

Mr.  Hughes  said  that  the  Supreme  Court  had 
reversed  itself,  and  cited  a  case  in  which  the 
court  had  held  that  the  Legal  Tender  act  was 
unconstitutional,  later  holding  that  the  law  was 
constitutional,  the  change  of  opinion  affecting 
many  suits  in  the  same  way  that  the  Henry-Dick 
opinion  and  others  had  affected  the  actions  of 
his  clients.  He  added  that  in  the  Henry-Dick 
case  the  court  had  ruled  that  the  method  and 
system  of  distributing  patented  machines  did 
not  violate  the  Sherman  Act. 

"They  charge,"  he  said,  "that  the  Victor  Co. 
cloaked  a  sale  under  a  license.  But  the  defend- 
ant did  it  exactly  as  the  courts  said  it  had  a 
right  to  do.  The  question  narrows  itself  down 
to  whether  the  patentee  has  a  right  to  make  a 
licensed  agreement." 

Judge  Mack  took  Judge  Hughes'  arguments 
under  consideration. 

During  the  past  week  other  notables  called 
to  testify  for  the  Victor  Co.  included  former 
Judge  Lacombe,  of  the  United  States  Circuit 
Court  of  Appeals,  who  testified  to  the  legal 
ability  and  knowledge  of  the  law  generally,  and 
particularly  of  the  anti-trust  laws,  held  by  the 
late  Horace  Petit,  counsel  for  the  Victor  Co., 
who  drew  up  the  Victor  Co.  license  agreements, 
and  by  John  R.  Johnson,  who  acted  as  consulting 
attorney  in  connection  with  the  drafting  of  the 
agreement.  Judge  Lacombe  paid  particularly 
high  tribute  to  the  standing  of  Mr.  Johnson  in 
his  profession.  The  witness  also  testified  to  the 
standing  of  attorneys  representing  the  Victor 
Co.  in  the  action  brought  by  that  company 
against  R.  H.  Macy  &  Co.  some  years  ago  for 
alleged  infringement  of  patent  for  failing  to 
observe  fixed  resale  prices  on  products  manu- 
factured by  the  Victor  Co. 

Another  witness  for  the  defense  was  Judge 
Lawrence    Maxwell,    Solicitor-General    of  the 


United  States  under  President  Cleveland,  and 
since  that  time  a  leading  attorney  in  actions 
bi ought  under  the  Sherman  Act.  Judge  Max- 
well proved  a  very  willing  witness  and  seemed 
desirous  of  telling  considerably  more  than  Judge 
Mack  was  willing  to  allow  to  be  inserted  in  the 
testimony. 

J.  L.  Spillane's  Interesting  Evidence 

An  interesting  witness  for  the  defense  was 
John  L.  Spillane,  who  in  1913  was  assistant 
manager  of  the  Blackman  Talking  Machine  Co. 
Mr.  Spillane  recited  experiences  he  had  with 
Macy  &  Co.  in  connection  with  the  threat  of 
that  company  to  offer  some  shop-worn  and 
cut-out  records  to  the  public  at  reduced  prices, 
following  the  alleged  refusal  of  the  Victor  Co. 
to  take  back  or  exchange  the  records  direct. 
According  to  the  witness  the  records  were  of- 
fered to  the  public  at  special  prices,  and  at  the 
suggestion  of  Mr.  Biackman  he  went  to  Mr. 
Gillam,  buyer  for  the  music  department  of 
Macy's,  and  offered  to  have  the  Blackman  Co. 
take  back  the  records  providing  the  price-cutting 
was  stopped.  The  terms  were  agreed  to,  de- 
clared Mr.  Spillane,  but  after  the  records  had 
been  taken  back  by  the  Blackman  Co.,  Macy's 
continued  to  cut  prices,  proffering  as  an  explana- 
tion that  Mr.  Straus  was  pleased  with  the  suc- 
cess of  the  sale,  for  it  brought  people  to  the 
store  to  shop. 

It  developed  in  the  testimony  that  before  the 
record  question  between  Blackman  and  Macy 
could  be  adjusted  the  plaintiffs  had  been  cut  off 
as  dealers  by  the  Victor  Co.  In  the  course  of 
his  testimony  Mr.  Spillane  explained  the  vari- 
ous features  of  the  cut-out  and  exchange  plan 
of  handling  old  records,  as  put  in  force  by  the 
Victor  Co. 

J.  N.  Blackman  a  Most  Important  Witness 

The  most  important  witness  was  J.  New- 
comb  Blackman,  president  of  the  Blackman 
Talking  Machine  Co.,  the  first  of  the  defendant 
jobbers  to  be  called  to  the  stand.  Mr.  Blackman 
had  an  impressive  amount  of  testimony  to  of- 
i'er  and  got  the  bulk  of  it  in  the  records.  He 
declared  that  he  had  refused  to  sell  Macy's  when 
approached  by  Williams,  a  Macy  buyer,  "be- 
cause of  my  previous  experience  based  on  my 
dealings  with  R.  H.  Macy  &  Co.;  because  of  con- 
versations with  me  by  representatives  of  Macy 
&  Co.  or  in  my  presence,  and  because  of  investi- 
gations personally  made  by  me  regarding  Macy 
&  Co.  methods  of  doing  business  and  of  price 
cutting  in  general." 

In  explanation  of  his  business  dealings  with 
Macy  &  Co.,  to  which  reference  had  been  made, 
Mr.  Blackman  said: 

"We  were  doing  business  with  R.  H.  Macy 
&  Co.  up  to  the  early  part  of  May,  1914.  At 
that  time  they  started  to  cut  prices  on  Victor 
goods.  As  a  customer,  I  was  interested  in  that 
(Continued  on  page  1666) 


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166-6 


THE   TALKING   MACHINE  WORLD 


March  15,  1921 


MACY=VICTOR  CASE  NEARING  CLOSE 

(Continued  from  page  166a) 

occasion  and  I  instructed  our  Mr.  Spillane  to 
call  on  R.  H.  Macy  &  Co.,  see  the  proper  rep- 
resentative and  ascertain  the  reason  for  price 
cutting  on  Victor  records.  He  reported  back  to 
me  that  the  reasons  they  gave  were  because 
they  had  on  hand  a  stock  of  records,  which 
were  'cut-outs'  and  which  the  former  buyer 
for  Macy  had  neglected  to  return  when  given 
that  opportunity,  and  which  he,  the  new  buyer, 
wanted  to  return,  but  after  taking  the  matter 
up  at  the  suggestion  of  our  representative  to 
allow  their  return  to  the  factory,  he  had  been 
unsuccessful.  I  further  instructed  Mr.  Spillane, 
after  giving  the  matter  due  thought  and  consid- 
eration, to  go  back  and  tell  Mr.  Gillam,  who, 
I  believe,  was  the  buyer  at  that  time,  that  this 
was  hurting  our  business;  that  I  did  not  think 
it  was  necessary  and  that  we  desired  to  do 
everything  possible  to  make  it  unnecessary  and 
that,  therefore,  if  he  would  stop  his  price-cutting 
we  would  take  back  the  records — Mr.  Spillane 
was  authorized  to  tell  him  that  we  would  do  so 
and  those  were  my  instructions  to  Mr.  Spillane. 
Those  records  were  finally  taken  back  under 
the  instructions  and  with  the  understanding 
in  accordance  with  the  same.  Meanwhile, 
later  on  I  found,  however,  that  the  price-cutting 
continued.  I  then  again  instructed  Mr.  Spil- 
lane to  go  up  and  see  Mr.  Gillam,  and  ascertain 
for  me  why,  after  I  had  taken  back  those  rec- 
ords, after  I  had  apparently  met  the  objections 
and  had  covered  the  reasons  for  the  price- 
cutting,  the  price-cutting  continued.  Mr.  Spil- 
lane came  back  and  reported  that  Mr.  Gillam 
said  that  Mr.  Percy  Straus  and  his  associates  had 
decided  to  continue  the  price-cutting;  that  they 
were  surprised  at  the  advertising  effect  and 
that  they  proposed  to  sell  such  records  as  were 
not  easily  disposed  of,  and  to  offer  them  at 
cut  prices.  I  then  told  Mr.  Spillane  that  if  that 
was  the  way  R.  H.  Macy  &  Co.  were  going  to 
deal  with  us,  then  I  believed  and  considered 
they  had  not  treated  me  fairly,  and  that  I  did 
not  desire  to  do  any  more  business  with  them, 
ii  they  continued  price-cutting,  and  especially 
in  view  of  their  treatment  after  I  had  tried  to 
meet  their  objections  in  the  manner  already 
stated." 

Offers  His  Three  Reasons 

Anent  the  conversations  referred  to,  Mr.  Black- 
man  told  of  the  meeting  held  in  January,  1917,  in 
the  committee  room  of  Interstate  and  Foreign 
Commerce  Commissions  in  Washington,  when 
he  stated  that  Percy  Straus,  in  the  course  of 
conversation  explaining  Alacy  &  Co.'s  methods 
of  doing  business,  said,  "that  it  was  their  cus- 
tom to  cut  prices  on  well-known  and  advertised 
branded  articles  and  at  the  same  time  to  sell 
their  goods  in  substitution.  I  recall  many  in- 
stances which  Mr.  Straus  quoted  which  in- 
fluenced me  materially,  and  I  could  easily  re- 
fresh my  recollections  on  those  cases." 

In  the  course  of  the  examination  Mr.  Black- 


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man  was  asked:  "Now  just  tell  us  what  oc- 
curred or  what  Percy  Straus  said  at  that  time," 
and  answered: 

"Percy  Straus  said  that  R.  H.  Macy  &  Co. 
sell  the  well-known  advertised  branded  Cuti- 
cura  Soap,  which  is  sold  elsewhere  at  25c,  for 
18c.  The  cost  is  17J4C-,  and  the  gross  profit  is 
three-quarters  of  a  cent  or  less  than  5  per  cent 
of  the  transaction.  Whereas  they  sold  their 
own  brand  of  similar  soap  at  12c,  which  cost 
7^c,  a  profit  of  4^c,  gross."  The  handling  of 
other  advertised  branded  products  was  also  re- 
ferred to. 

"One  of  the  things  that  I  was  particularly  in- 
terested in,"  said  Mr.  Blackman,  "was  his  state- 
ment regarding  B.  V.  D.  underwear,  because 
that  was  almost  a  household  word.  He  stated 
that  the  B.  V.  D.  underwear  that  was  sold  regu- 
larly elsewhere  for  50c,  they  sold  for  44c.  The 
cost  to  them  was  33  l/3c,  the  profit  10  2/3c, 
gross,  or  about  31  per  cent,  whereas  Macy  had 
an  underwear  of  their  own  which  he  claimed 
was  even  better  than  B.  V.  D.  and  which  they 
sold  for  44c,  and  it  cost  Macy  30c,  making  a 
profit  of  14c.  against  10  2/3c.  on  the  B.  V.  D., 
or  a  profit  of  46  2/3  per  cent." 

It  is  also  stated  that  figures  had  been  of- 
fered to  show  that  12,000  pieces  of  Macy  under- 
wear had  been  sold  as  compared  to  600  pieces 
of  B.  V.  D.  underwear.  Continuing,  Mr.  Black- 
man  said:  "I  have  other  illustrations,  but  the 
thing  that  impressed  me  mostly  was  that  Macy 


somehow  seemed  to  have  some"  of  their  own 
brand  always  ready  for  the  customer  to  take  the 
place  of  the  advertised  brand,  and  my  mind  ran 
in  the  talking  machine  direction  and  I  was 
looking  forward  to  the  time,  if  it  was  not  then 
present — I  think  it  was  at  that  time — when 
Macy  would  be  more  interested  in  selling  their 
own  brand  of  talking  machines  or  some  other 
talking  machine  than  that  in  which  I  was  in- 
terested, and  I  did  not  believe  that  their  adver- 
tising was  to  the  benefit  of  the  advertised  article, 
that  it  was  for  the  purpose  of  substitution  and 
would  injure  my  business  and  had  injured  it." 

Mr.  Blackman  told  of  his  personal  visits  to 
the  Macy  store,  and  of  his  experiences  with  the 
sales  service,  which  he  declared  was  unsatisfac- 
tory. He  also  testified  that  the  volume  of  Vic- 
tor business  handled  by  Macy  each  year  had 
not  progressed  in  volume  to  a  satisfactory  de- 
gree. 

The  Effects  of  Macy  Advertising 

The  witness  was  asked  if  Macy's  advertise- 
ments prior  to  April,  1917,  had  any  or  played 
any  part  in  his  reasons  for  declining  to  sell 
Macy.  Mr.  Blackman  declared:  "They  had  a 
great  influence.''  Following  along  this  line  he 
repeated  a  M«acy  advertising  statement  pub- 
lished on  April  21,  1912,  reading  as  follows: 
"When,  in  a  moment  of  desperation,  others  cut 
to  meet  our  prices  we,  in  turn,  cut  again,  and 
as  often  as  necessary  to  sustain  the  Macy  repu- 
tation for  underselling."    There  was  also  offered 


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March  15,  1921 


THE    TALKING    MACHINE  WORLD 


166-c 


MACY=VICTOR  CASE  NEARINQ  CLOSE 

(Continued  from  page  1666) 

in  evidence  another  Macy  ad  on  May  24,  1915, 
reading:  'Macy's  is  not  bound  by  any  agree- 
ment to  sell  Victor  machines  and  records  at 
prices  fixed  by  manufacturers." 

Mr.  Blackmail  told  of  the  alleged  effect  of 
advertising  upon  recognized  dealers  doing  busi- 
ness with  him,  and  cited  one  Macy  advertise- 
ment announcing  "A  complete  collection  of  the 
new  November  records,"  which  announcement 
he  declared  tended  to  injure  his  trade.  "In  my 
opinion,"  said  Mr.  Blackman,  "I  was  in  a  po- 
sition where  I  either  had  to  antagonize  my 
trade  and  go  Macy's  way  "and  help  them  in  their 
attitude,  or  preserve  my  business  and  show  good 
faith  by  refusing  to  sell  Macy  and  doing  every- 
thing I  could  because  I  did  not  believe  in  Macy 
methods." 

The  witness  also  told  of  the  visits  of  Macy 
representatives  in  search  of  Victor  goods,  and 
particularly  of  conversations  with  Oliver  and 
Gillam,  Macy  representatives,  following  the 
U.  S.  District  Court's  decision  in  favor  of  Macy 
in  the  suit  over  the  Victor  license  agreement. 
P.  E.  W.  Carlson  Testifies 

Following  Mr.  Blackman,  the  next  witness 
for  the  defense  was  Paul  E.  W.  Carlson,  man- 
ager of  the  wholesale  Victor  department  of 
Charles  H.  Ditson  &  Co.,  who,  in  the  course  of 
his  testimony,  stated  that  his  company  had  never 
sold  goods  to  Macy  and  had,  in  fact,  up  to  a 
very  few  years  ago  devoted  the  bulk  of  atten- 
tion to  the  retail  business. 

Louis  Buehn  a  Witness 

The  next  witness  was  Louis  Buehn,  president 
ot  the  Louis  Buehn  Co.,  Inc.,  Victor  whole- 
salers of  Philadelphia,  who.  in  the  course  of  his 
testimony,  declared  that  he  was  opposed  to  sell- 
ing to  price  cutters,  and  had  had,  moreover,  no 
desire  to  sell  to  Macy  &  Co.,  because  of  the 
fact  that  the  company's  store  was  in  New  York 
and  outside  of  what  he  considered  the  boundary 
of  his  legitimate  territory  as  wholesaler,  even 
though  that  territory  was  not  definitely  limited 
by  any  rule.  * 

Following  Mr.  Buehn's  testimony  on  March 
1,  the  trial  was  halted  temporarily  owing  to 
the  illness  of  a  juror  which  necessitated  an  ad- 
journment until  Saturday. 

V.  D.  Moody  on  the  Stand 

On  the  resumption  of  the  trial  March  7  the 
principal  witness  was  V.  W.  Moody,  general 
manager  of  the  Buffalo  Talking  Machine  Co. 
and  who  was  formerly  connected  with  the  New 
York  Talking  Machine  Co.  Several  minor  wit- 
nesses were  also  examined,  and  the  court  ad- 
journed again  until  March  9,  when  several  wit- 


nesses, including  two  of  the  defendants,  were 
called  to  the  stand. 

Clarence  Price  Testifies 

The  first  witness  was  Clarence  Price,  manager 
of  Ormes,  Inc.,  New  York,  who  testified  that 
for  a  number  of  years  his  company  was  prima- 
rily a  retail  Victor  house,  and  did  little  or  no 
wholesaling,  the  jobbing  business  having  been 
gone  into  in  a  big  way  only  within  the  past 
few  years.  He  testified,  however,  that  Ormes, 
Inc.,  enjoyed  the  privileges  of  a  jobber's  fran- 
chise which  had  previously  been  held  by  Sol 
Bloom,  the  founder  of  the  business  which  Ormes, 
Inc.,  now  control. 

The  next  witness  was  W.  Wolff,  who  had 
been  general  manager  of  Ormes,  Inc.,  before 
Mr.  Price  took  the  managership,  and  when  the 
business  was  entirely  a  retail  one.  Mr.  Wolff 
declared  that  during  his  regime  no  wholesale 
business  whatever  was  done  by  the  Ormes  in- 
terests. 

H.  W.  Weymann  a  Witness 

H.  W.  Weymann,  of  H.  A.  Weymann  &  Son, 
Victor  jobbers  in  Philadelphia,  was  on  the  stand 
for  a  brief  period,  and  after  giving  some' details 
regarding  the  shortage  of  Victor  goods  as  his 
company  had  experienced  it,  brought  out  the 
fact  that  orders  were  not  accepted  from  Macy 
&  Co.  because  that  concern  was  located  outside 
the  territorial  boundaries  observed  by  Weymann 
&  Son. 

Thomas  F.  Green  an  Interesting  Witness 

The  last  witness  of  the  day  was  Thomas  F. 
Green,  president  of  the  Silas  E.  Pearsall  Co., 
who  proved  an  interesting  and  at  times  enter- 
taining witness.  Mr.  Green  was  very  free  with 
facts  and  figures  regarding  the  business  of  his 
company,  and  offered  considerable  testimony  to 
prove  that  a  shortage  of  Victor  goods  had 
existed  for  a  number  of  years.  Mr.  Green 
brought  out  the  fact  that  a  number  of  accounts 
distant  from  New  York  had  been  cut  down, 
or  eliminated  altogether  because  the  shortage 
of  goods  made  it  necessary  to  give  chief  at- 
tention to  retailers  in  this  section.  He  explained 
that  although  the  volume  of  business  handled 
by  his  company  each  year  increased  substan- 
tially between  1914  and  1917,  and  larger  amounts 
of  goods  were  received  each  year  from  the 
Victor  factory,  the  demand  from  dealers  in- 
creased even  more  rapidly  so  that  the  shortage 
of  goods  persisted. 

Following  Mr.  Green's  testimony,  Mr.  Black- 
man  was  called  back  to  the  stand  to  testify 
regarding  certain  sales  figures. 

Emanuel  Blout  on  the  Stand 

On  Friday  morning,  as  The  World  goes  to 
press,  the  witness  was  Emanuel  Blout,  Victor 


IROQUOIS  SALES  CORPORATION 

BUFFALO,  N.  Y. 

Wholesale  Distributors 


C^Kjd*J  Records 


distributor,  of  New  York,  who  testified  regard- 
ing the  manner  in  which  he  conducted  his  busi- 
ness during  the  several  years  in  dispute  and  in 
connection  with  the  shortage  of  Victor  goods 
during  that  period.  It  is  expected  that  Mr. 
Blout  will  be  the  last  of  the  jobbers  to  go  on 
the  stand,  although  the  defense  has  several 
other  general  witnesses. 


NOW  MRS.  DAVID  SMITH 


Janette  Miller,  of  th|e  phonograph  depart- 
ment of  Seiberling  &  Lucas,  Portland,  Ore.,  was 
married  recently  and  is  now  Mrs.  David  Smith. 
This  store  reports  business  in  the  small  goods 
department  picking  up  considerably,  the  reason 
being  the  reopening  of  the  lumber  mills. 


APPOINTED  GRANBY  DISTRIBUTORS 


The  M.  M.  Romer  Sales  Corp.,  of  New  York 
City,  has  secured  the  wholesale  distributing 
rights  for  the  Granby  phonograph  in  the  metro- 
politan district.  This  new  distributor  has  opened 
a  large  number  of  new  accounts  for  the  Granby 
during  the  past  few  weeks. 


■-y  .  ASK  FOR^ 

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THE  MASTER  NEEDLE 


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Corporation 


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tion Machines  with 


GEO.  SEIFFERT,  Pres 


Wholesale  Distributors 


Write  us  for  free  samples! 


OFFICES  AND  SHOWROOMS 

101  West  Twentieth  St.      j  _      _  ■ 

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Telephone:  Chelsea  2044 

New  York 


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And  Watch  Results 

Write  us  for  information 


166-</ 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


9 


MICA 
DIAPHRAGMS 

Absolutely  Guaranteed  Perfect 

We  get  the  best  India  Mica  directly. 

We  supply  the  largest  Phonograph  Manu- 
facturers. 

Ask  for  our  quotations  and  samples  before 
placing  your  order. 

American  Mica  Works 


47  West  St. 


New  York 


TRADE  NEWS  FROM  PORTLAND,  ORE. 

MacDougal    Music    Co.    Opens    New    Store — 
Opera  Helps  Record  Sales — Recent  Visitors 


Portland,  Ore.,  March  8. — Business  has  been  fair 
in  Portland  in  February  and  the  phonograph 
and  record  dealers  have  found,  as  the  most  en- 
couraging sign  of  all  the  business,  that  persons 
who  have  been  buying  on  contracts  have  re- 
sumed-  payments  after  getting  far  behind.  The 
G.  F.  Johnson  Co.,  Sherman,  Clay  &  Co.,  Lip- 
man,  Wolfe  &'  Co.,  Wiley  B.  Allen  Co.  and  the 
MacDougal  Music  Co.  all  unite  in  reporting 
a  fair  business  for  the  month.  D.  P.  Peyton,  of 
the  phonograph  department  of  the  big  Meier 
&  Frank  store,  however,  reports  busine'ss.  far 
from  being  up  to  standard. 

One  big  new  store  opened  in  Portland  on 
March  1.  or  rather  one  store  which  was  formerly 
in  small  quarters  opened  in  new  quarters  much 
larger  and  finer  than  those  occupied  formerly. 
This  is  the  MacDougal  Music  Co.,  which  will 
handle  primarily  talking  machines  (the  Colum- 
bia), records  and  sheet  music  and  small  goods. 
The  new  location  is  on  Tenth  street  in  the 
center  of  the  retail  district.  The.  new  store 
consists  of  three  stories  and  a  mezzanine,  oc- 
cupying 25  by  100  feet.  Although  the  store 
opened  for  business  March  1,  the  formal  open- 
ing is  set  for  later  in  the  month  after  everything 
will  have  been  made  ship-shape.  The  heads 
of  the  concern  are  W.  A.  and  R.  S.  MacDougal, 
brothers.  C.  H.  Williams  has  been  placed  in 
charge  of  the  phonograph  and  record  depart- 
ment and  Miss  Octavia  Stone  in  charge  of  the 
sheet  music  department.  Miss  Stone  was  for- 
merly in  a  similar  position  with  the  Graves 
Music  Co.  in  Portland. 

P.  T.  Clay,  president  of  Sherman,  Clay  & 
Co.;  Richard  Ahlz,  of  the  purchasing  depart- 
ment of  the  same  company;  Neil  Wilson,  gen- 
eral advertising  manager  of  the  San  Francisco 
house,  and  George  W.  Bates,  comptroller,  last 
month  visited  J.  M.  Dundore,  manager  of  the 
local  house.  Mr.  Dundore  showed  a  good  report 
and  they  were  pleased  with  the  outlook  for 
future  business. 

A.  S.  Cobb  and  G.  R.  Guppy,  managers  of 
the  Spokane  and  Seattle  talking  machine  de- 
partments of  Sherman,  Clay  &  Co.,  were  also 
Portland  visitors,  and  together  with  W.  G.  Gas- 


VELVET  COVERED  TURNTABLES 

ADD  TO  THE  QUALITY  OF  MACHINES 


A.W.B. 


VELVETS 


THE  BEST  TALKING  MACHINES  ARE  EQUIPPED  WITH 

A.  W.  B.  BOULEVARD  VELVETS 

GRAND  PRIZE— GOLD  MEDAL,  ST.  LOUIS  EXHIBITION 

WRITE  FOR  SAMPLES  AND  PRICES 

A.  WIMPFHEIMER  &  BRO.,  Inc. 
450-460  Fourth  Avenue,  New  York 

ESTABLISHED  1845 


ton,  traveling  representative  of  the  Victor  Talk- 
ing Machine  Co.,  who  was  also  in  Portland, 
held  a  conference  at  the  Sherman,  Clay  &  Co. 
house  with  Manager  Dundore. 

The  San  Carlo  Grand  Opera  Co.,  which  played 
in  Portland  at  the  municipal  auditorium  for  one 
week  in  February,  created  a  great  amount  of 
interest  in  the  Victor  Book  of  the  Opera.  Sher- 
man, Clay  &  Co.,  who  handled  the  seat  sale  for 
the  opera  performances  from  their  store,  report 
the  sale  of  these  books  as  enormous  and  in  far 
greater  demand  than  last  year  during  the  grand 
opera  season.  Much  of  this  is  due  to  the  work 
of  Mrs.  Evelyn  McFarland  McClusky,  educa- 
tional director  of  the  Sherman,  Clay  &  Co.  store, 
who  is  stirring  up  interest  in  music  appreciation 
among  the  people  of  Portland. 

Patrons  and  friends  of  Sherman,  Clay  &  Co. 
are  being  invited  to  a  musical  hour,  which  is 
held  every  week  in  the  concert  hall  of  this  at- 
tractive store.  The  new  favorite  records  are 
played  with  many  request  numbers.  «A  monthly 
Victrola  concert  is  also  held,  at  which  time  the 
Red  Seal  records  constitute  the  program.  Mrs. 
McClusky  is  also  in  charge  of  this  feature. 

Milton  E.  Kieule,  who  was  in  charge  of  the 
phonograph  department  at  the  Edwards  Furni- 
ture store,  has  resigned  his  position  to  go  into 
business  with  his  father  and  brother,  who  have 
a  well-established  music  store  at  Newberg,  Ore., 
a  thriving  little  town  up  the  Willamette 
Valley.  They  have  the  agency  for  the  Victor, 
Columbia  and  Brunswick  machines  and  carry 


a  good  line  of  pianos,  and  have  also  a  complete 
small  goods  department. 

J.  H.  Martin  has  succeeded  Mr.  Kieule  as 
manager  of  the  Edwards  phonograph  depart- 
ment, which  carries  a  full  line  of  Brunswick 
machines. 

J.  D.  Fleming  is  again  with  the  Bush  &  Lane 
phonograph  department,  having  returned  from 
Seattle.  Mr.  Fleming  will  assist  Harold  Raynor 
and  H.  Ben  Street  in  this  busy  department. 


VICTOR  CO.  APPEALS  STARR  CASE 


The  Victor  Talking  Machine  Co.  has  an- 
nounced that  an  appeal  will  be  taken  from  the 
recent  decision  of  Judge  Learned  Hand  in  the 
United  States  District  Court  in  New  York 
against  the  Starr  Piano  Co.,  involving  the  John- 
son cut  record  patent. 


Albert  Lindo,  who  handles  the  Victor  line  in 
the  Canal  Zone,  Panama,  with  headquarters  at 
Ancon,  is  spending  a  short  vacation  with  his 
family  in  New  York  City. 


The  executive  office  employes  of  the  Colum- 
bia Co.,  New  York,  held  a  dance  on  Friday  eve- 
ning, March  11,  at  the  Hotel  McAlpin.  It  was 
a  gala  event  and  largely  attended. 


Hugh  Bryce  has  opened  a  musical  establish- 
ment at  362  South  Broad  street,  Trenton,  N.  J., 
and  handles  the  Columbia  machines  and  records. 


PHONOGRAPH  MUSIC,  OVER  A  WIRE  REPRODUCED, 
AMPLIFIED,  TRANSMITTED  ELECTRICALLY 


Big,  round,  full  tone. 
Electric  Arm  attaches 
to  any  phonograph 
without  tools. 

Playing  Unit  has  1  2- 

inch  aluminum  horn. 
Needle  noise  inaud- 
ible. 


ELECTRIC 
REPRODUCER 


Volume  Control. 

Tone  quality  superb. 

Rich,  full,  natural. 

Operates  on  small 
storage  battery. 

Can  be  heard  mile 
away  in  the  open. 


Reproduces  all  there  is  on  the  record.  For  Homes,  Churches,  Dancing, 
Clubs,  Schools,  Restaurants,  Dance  Halls,  Sea  Shore,  Summer  Resorts, 
Porches,  Gardens,  Motor  Boats.    New  possibilities  for  the  phonograph. 

Live  dealers  secure  exclusive  territory.  Fully  guaranteed.  Retail  Price, 
only  $150.00.    Lamp  complete,  without  shade,  $220. 


PLAIN  PLAYING  UNIT 


VITALIS  HIMMER,  Jr. 


205  Sixth  Ave.,  New  York 


INSTALLED  IN  LAMP 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


167 


The  Value  of  Display 


F.  W.  Woolworth  made  millions 
of  dollars  in  his  5  and  10  cent  store 
business.  He  built  the  Woolworth 
Building  downtown  in  New  York, 
the  tallest  office  building  in  the 
world,  which  stands  as  a  monu- 
ment to  his  success. 

His  success  was  accomplished  by 
displaying  the  goods  he  had  to 
sell.  . 

Properly  displaying  goods  is  one 
of  the  sure  methods  of  making 
a  sale. 


Untoergal  Displayors 

Save  room  and  present  your  records  to  your 
customers  in  a  most  appealing  way. 

They  move  the  records  which  have  been 
pigeonholed  and  forgotten. 

They  sell  new  goods  without  the  aid  of  a 
salesman. 

They  offer  a  self-service  to  your  trade  which 
your  trade  likes. 


No.  567 


No.  558 


Fifty  different  models  that  fit  every  need  in  the  phonograph  record 
store,  for  the  display  of  records,  music  rolls  and  sheet  music.  One 
catalogue  shows  the  whole  list,  free  for  the  asking.  A  postal  card 
will  bring  it. 


«  Universal  Jf  txture  Corporation 


No.  551 


133  WEST  23rd  STREET,  NEW  YORK  CITY 


168 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


A.  G.  KUNDE'S  NEW  ENTERPRISE 


Prominent  Milwaukeean  Secures  Importing  and 
Distributing  Rights  for  Homokord  Records, 
Which  He  Is  Now  Introducing  to  the  Trade. 

Milwaukee,  Wis.,  March  5. — As  briefly  stated 
in  last  month's  issue  of  The  World,  A.  G.  Kunde, 
of  this  city,  has  secured  the  importing  and  dis- 
tributing rights  for  the  Homokord  records,  made 
by  the  Homophon  Co.,  of  Berlin,  Germany.  Mr. 
Kunde,  who  recently  discontinued  jobbing  Co- 


A.  G.  Kunde 

lumbia  machines  and  records  for  Milwaukee  and 
Milwaukee  County,  last  week  sold  his  retail  store 
at  516  Grand  avenue  to  the  Winter  Piano  Co., 
of  this  city,  who  will  continue  to  do  business 
under  the  name  of  the  Grafonola  Shop  and  will 
handle  the  Columbia  product  as  in  the  past. 

Mr.  Kunde  has  secured  the  entire  third  floor 
of  the  building  at  297  Third  street,  with  a  floor 
space  of  abor.t  5,000  square  feet,  and  is  rapidly 
getting  it  into  shape  for  his  new  wholesale 
Homokord  record  business.  The  Hoimophon 
Co.  makes  singing  and  speaking  records  in 
thirty-four  different  languages  and  dialects, 
namely,  German,  English,  Scottish,  Irish,  Kaffir 
dialect,  Austrian,  Hungarian,  Croatian,  Slovene, 
Ruthenian,  Russian,  Little  Russian,  Tartar, 
Polish,  Spanish,  Flemish,  Galician,  Basque,  Ar- 
gentine, Creole,  Mexican,  Portuguese,  Brazilian, 
Italian,  Holland,   Danish,   Roumanian,  Serbian, 


Arabian,  Moroccan,  Yiddish,  Hebrew  and 
Ukrainian. 

It  is  Mr.  Kunde's  desire  to  accumulate  a  large 
working  stock  of  the  records  at  first.  The  new 
quarters  on  Third  street  are  being  fitted  up  and 
the  stock  being  got  in  shape.  They  expect  to  be 
ready  to  make  deliveries  from  stock  in  America 
to  the  general  trade  about  April  15.  He  is 
furnishing  the  trade  with  an  original  catalog  and 
will  commence  in  a  week  or  two  the  issuance 
of  monthly  record  bulletins. 

In  writing  this  story  the  writer  has  been  tell- 
ing what  Mr.  Kunde  has  done,  and  in  referring 
to  the  activities  of  the  Kunde  concern  has  been 
using  the  pronoun  "he"  instead  of  "they."  Now, 
enter  Mrs.  Kunde.  She  has  been  his  helpmate 
not  only  in  life,  but  in  business,  ever  since  he 
started  in  the  talking  machine  business  in  Mil- 
waukee some  twelve  years  ago.  She  is  a  finely 
educated  woman  and  knows  all  about  music,  lit- 
erature and  art,  but  she  has  got  honest-to-good- 
ness  commercial  sense,  too.  She  has  been  a  big 
factor  in  the  upbuilding  of  the  Kunde  business 
and  Mr.  Kunde  fully  recognizes  it.  Fine  team 
work  this  merry  couple  afe  doing.    There  are  some 


Equip  Your  Phonographs 

with  Triangle  tone 
arms  and  sound  boxes 

and  raise  the  standard  of  your  product. 

The  Triangle  is  a  perfect  sound 
reproducing  combination.  Harsh  and 
metallic  sounds  so  common  to  the 
average  tone  arm  and  sound  box  are 
entirely  eliminated.  Only  a  trial  can 
prove  to  you  the  sterling  quality  of  this 
tone  arm  and  sound  box.  It  is  a  mar- 
vel of  beauty  with  a  surprising  and 
wonderful  tone,  clear  as  a  bell.  Every 
detail  of  the  record  is  brought  out  in 
a  marvelous  manner. 

Manufactured  in  two  lengths,  8J4" 
and  9",  in  both  nickel  and  gold  finish. 

We  make  everything  for  the  phono- 
graph manufacturer  except  the  cabinet 
— motors,  tone  arms  and  cabinet  hard- 
ware, samples  upon  request. 

Triangle  Phono  Parts  Company 

722  Atlantic  Ave.,  Brooklyn,  N.  Y. 


Mrs.  A.  G.  Kunde 

little  Kundes,  too,  and  it  is  a  marked  example 
of  both  Mr.  and  Mrs.  Kunde's  executive  ability 
that  the  junior  members  of  the  family  have  not 
been  neglected  while  a  very  remarkable  retail 
and  wholesale  business  was  built  up,  which,  with' 
the  money  made  and  the  experience  gained, 
forms  the  basis  for  the  house  of  A.  G.  Kunde. 


NEW  STORE  IN  LANSDOWNE,  PA. 

M.  E.  Luckenbach  to  Handle  the  Vocalion  Pho- 
nograph and  Melodee  Music  Rolls 

Lansdowne,  Pa.,  March  10. — M.  E.  Luckenbach 
has  opened  a  music  store  to  be  known  as  the 
Music  Shop  in  this  city.  It  is  located  at  33  South 
L"ansdowne  avenue,  in  the  old  Post  Office  Build- 
ing, and  is  to  be  an  exclusive  Vocalion  shop,  also 
handling  Melodee  player  rolls,  which  are  like- 
wise made  by  the  Aeolian  Co.  Mr.  Luckenbach 
has  over  fifteen  years'  musical  instrument  and 
talking  machine  experience,  starting  in  when  he 
was  practically  a  boy  with  Godfrey  at  Atlantic 
City.  A  few  years  later  he  moved  to  Philadel- 
phia and  secured  a  place  with  Weymann  &  Sons, 
where  he  was  connected  both  with  the  talking 
machine  and  musical  instrument  department  and 
was  very  successful,  becoming  manager  of  their 
wholesale  department. 

It  lias  always  been  his  desire  to  have  a  store 
of  his  own  and  the  opening  of  the  new  store  in 
Lansdowne  is  the  result  of  that  intention.  He  is 
most  enthusiastic  about  the  Vocalion  and  within 
two  or  three  days  after  the  opening  of  the  store 
had  sold  one  instrument  and  practically  closed 
the  deals  for  three  other  Vocalion  prospects,  to 
say  nothing  of  a  lively  business  on  the  new  Red 
Vocalion  record. 


FLETCHER  UNIVERSAL 
TONE  ARM  and  REPRODUCER 

Gives  Proper  Playing  Weights  for  all  Records.     No  Adjustment  Screws  or  Springs. 
SAMPLES  $8.00  Specify  8H"  or  9V2"  arm 

FLETCHER-WICKES  CO.,  6  East  Lake  Street,  Chicago,  Illinois 

THE   GEORGE  McLAGAN  FURNITURE   CO..    STRATFORD.    ONTARIO,    EXCLUSIVE  CANADIAN  AGENTS 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


169 


PETITIONED  INTO  BANKRUPTCY 


Receivers  Appointed  for  the  Cathedral  Phono- 
graph Co.  in  the  U.  S.  District  Court  of  Oma- 
ha on  February  25 — Assets  Scheduled  to  Be 
Sold  by  Receiver's  Order  on  March  11 


Chicago,  III.,  March  8. — A  petition  in  bank- 
ruptcy was  filed  against  the  Cathedral  Phono- 
graph Co.  in  the  United  States  District  Court 
of  Omaha  on  February  25.  The  petitioners  in- 
clude the  Universal  Stamping  Co.,  Warren  Ve- 
neer &  Panel  Co.,  Mohawk  Veneer  Co.,  and  the 
Alemite  Die  Casting  &  Mfg.  Co.  The  receivers 
appointed  for  the  Nebraska  district  at  Omaha 
are:  E.  L.  Akres,  president  of  the  company,  and 
Harry  Hildreth,  Jr.,  treasurer.  The  receivers 
intend,  if  possible,  to  continue  the  business,  as 
they  have  nearly  three  thousand  cabinets  on 
hand.  Edwin  D.  Buell  was  appointed  receiver 
for  the  Xorthern  District  of  Illinois,  Eastern 
division  and  Nebraska.  Ancillary  receivers  were 
appointed  for  the  Northern  District  of  Ohio. 

Latest  reports  are  to  the  effect  that  the  assets 
of  the  Cathedral  Phonograph  Co.  are  scheduled 
to  be  sold  at  public  auction  on  Friday,  March 
11,  at  the  Consumers  Building,  this  city,  by  S. 
L.  Winternitz  &  Co.,  by  order  of  Edwin  D.  Buell, 
receiver. 


WIDE  RANGE  OF  PRODUCTS  COVERED 

The  Fred  Gretsch  Mfg.  Co.  Issues  Confidential 
Trade  Price-List  of  Musical  Merchandise 


The  Fred  Gretsch  Mfg.  Co.,  Brooklyn,  N.  Y., 
manufacturer  and  wholesaler  of  musical  mer- 
chandise, has  just  issued  a  confidential-  trade 
price-list  covering  the  Spring  of  1921.  This 
hook  represents  the  result  of  days  of  careful 
concentration  and  much  detail  work  and  pre- 
sents to  the  trade  a  remarkably  wide  range  of 
musical  merchandise  with  the  latest  prices.  The 
strong  spirit  of  co-operation  manifested  by  the 
Fred  Gretsch  Mfg.  Co.  to  its  dealers  is  sum- 
marized on  the  first  page  of  this  book  in  re- 
ferring to  the  prices  therein.  ''Whenever  we 
make  a  saving  in  the  cost  of  production  we  give 
our  customers  the  benefit."' 

The  Fred  Gretsch  Mfg.  Co.  also  produces  the 
Violaphone  which  it  describes  as  "the  talking 
machine  with  the  violin  tone."  The  new  model, 
known  as  style  100,  has  been  recently  introduced 
to  retail  at- a  popular  price.  It  contains  the  dis- 
tinctive features  of  the  Violaphone  line  of  talk- 
ing machines. 


IMPORTANT  TRADE  ANNOUNCEMENT 


Emerson  Phonograph  Co.   Sends   Out  Letter 
Denying  Malicious  Rumors 


The  Emerson  Phonograph  Co.  sent  out  an 
important  notice  to  its  trade  this  week  relative 
to  certain  rumors  which  have  reached  the  com- 
pany's executive  offices  regarding  its  financial 
affairs.  This  announcement  read  in  part  as  fol- 
lows : 

"We  desire  to  take  this  opportunity  of  calling 
to  your  attention  certain  unfounded  and 
malicious  rumors  that  have  been  circulated 
in  regard  to  the  Emerson  Phonograph  Co. 
These  are  to  the  effect  that  this  company  is 
liquidating  its  affairs  and  going  out  of  business. 

"These  rumors  are  not  only  unfounded,  but 
are  absolutely  untrue.  The  best  answer  to  these 
unfounded  rumors  is  the  fact  that  during  the 
receivership  new  releases  have  been  issued  with 
the  same  regularity  and  promptness  as  here- 
tofore, and  that  there  has  been  no  let-up  in 
the  supply  of  Emerson  records  required  by  our 
■distributors  and  dealers. 

"In  order  to  put  a  stop  to  these  reports,  we 
ask  the  co-operation  of  our  jobbers  and  dealers 
hy  immediate  notification  as  soon  as  any  of  these 
rumors  are  brought  to  their  attention  and,  if 
possible,  with  information  as  to  their  source. 
We  are  particularly  anxious  to  trace  the  re- 
sponsibility for  these  statements  and  will  deal 
with  those  responsible  in  such  manner  as  we 
deem  necessary  under  the  circumstances." 


M0DERN0LA 

Features 


TONE 
BEAUTY 


V  V  W  V  V  V  V 


UTILITY 


Retailers  of  the  Modernola 
are  finding  1921a  big  year. 

There  is  an  irresistible 
charm  about  this  phono- 
graph in  both  tone  and 
appearance  that  has  placed 
it  among  the  leading  makes. 

Write  us  regarding  Moder- 
nola representation  in  your 
locality. 


Exclusive  Eastern  Distributors 

Eastern  Phonograph 
Q)RPORArioN 

GEO.  SEIFFERf 

PRESIDENT 


Office  and  Showrooms 


101  West  20th  Street    )        _  M      v  , 

100  West  21st  Street     \       Gorner  S,xth  Avenue,  New  York 


Telephone  Chelsea  2044 


170 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


ACME-DIE 


NEW  PARAMOUNT  DISTRIBUTORS       WILL  FEATURE  POLISH  RECORDS 


Burton  H.  Corbett  Appointed  Pacific  Coast  Man- 
ager— New  Jobbers  Appointed  in  Cleveland,  O., 
and  in  Baltimore,  Md. — Important  Moves 


Chicago,  III.,  March  9. — The  Paramount  Co., 
Port  Washington,  Wis.,  has  appointed  Burton 
H.  Corbett  Pacific  Coast  sales  manager  for  Para- 
mount phonographs  and  records.  Mr.  Corbett 
has  been  connected  with  the  talking  machine 
trade  for  the  past  twenty  years  and  is  consid- 
ered an  expert  on  merchandising.. 

The  Paramount  Co.  also  announces  the  ap- 
pointment of  the  WTidman  Co.,  Cleveland,  O.,  as 
distributor  for  Paramount  phonographs  and  rec- 
ords for  northern  Ohio,  and  of  the  American 
Wholesale  Corp.,  Baltimore,  Md.,  as  distribu- 
tor for  Paramount  records.  Both  concerns 
stand  high  in  their  respective  territories. 


INDEPENDENT  CO.  FILES  SCHEDULES 


Liabilities    of    New    York    Concern    Given  as 
$301,662— Assets  Are  $198,435 


The  Independent  Talking  Machine  Co.  of  Man- 
hattan. Inc.,  New  York,  has  filed  schedules  in 
bankruptcy  with  liabilities  of  $301,662,  and  as- 
sets of  $198,435,  the  main  items  of  which  are 
stock,  $59,200.  bills,  etc  .  $14,970,  furniture,  fix- 
tures, machinery,  etc.,  $2,350,  accounts,  $113,301. 
and  deposits  in  banks,  $7,007.  There  are  four 
secured  creditors  named  for  a  total  of  $36,000. 


ERNEST  C.  SCHEFFT  HONORED 


Milwaukee,  Wis.,  March  10. — Ernest  C.  Schefft, 
head  of  Charles  H.  Schefft  &  Sons,  a  leading 
Northside  Yictrola  shop,  has  been  elected  vice- 
president  of  the  Upper  Third  Street  Advance- 
ment Association,  which  was  organized  four 
years  ago  and  now  has  a  membership  of  more 
than  one  hundred.  The  purpose  of  the  Asso- 
ciation is  to  promote  the  civic  and  commercial 
advancement  of  this  neighborhood. 


MAIN  SPRINGS 


FOR    ANY    PHONOGRAPH  MOTOR 

Dependability  is  tempered  right  into  C.  &  D.  crucible 
main  springs.  Our  main  springs  are  made  under  one 
roof — fruni  the  rolling  of  the  steel  to  the  winding  of  the 
spring.  Each  piece  of  steel  that  leaves  the  mill  has 
passed  the  inspection  of  a  specialist.  This  assurance  of 
quality  is  protection  to  both  you  and  your  customer. 

FOR   VICTOR  MOTOR 
Xo.  MSA1S — %  inch  wide,  .025x10  feet  long,  marine 

end   1.. .  55c 

Xo.  MSA  1 — 1   inrh  wide,   .023x12   feet  long,  marine 

end    60c. 

XO.  MSA  2 — IVi,  inch  wide.  .023x18  feet  long,  marine 

end    95c. 

FOR   COLUMBIA  MOTOR 
Xo.  MSA21— 25/32    inch    wide,     .025x10    feet  long, 

marine   end    55c. 

Xo.  MSA22 — 29/32    inch    wide.     .023x11    feet  long, 

marine   end    55c. 

Xo.  MSA  3 — 1   inrh   wide.   .028x10  feet  long,  marine 

end    55c. 

FOR    H  E I  N  EM  AN  MOTOR 
Xo.  MS21 — 25/32  inch  wide.  .025x10  feet  long,  marine 

end   55c. 

Xo.  MSA0 — 1    inch   wide.    .025x12   feet   long,  marine 

end   60c. 

FOR     KRASBERG,    SAAL.    SONORA.    STEVENSON  OR 

THOMAS  MOTORS 
Xo.  MSAS — 1    inch    wide,    .026x13    feet   long,  sauare 

hole   60c. 

Xo.  MSA9 — 1    inch    wide.    .026x16    feet   long,  square 

hole    75c. 

FOR    OTHER    STANDARD  MAKES 
Xo.  MS1T — %    inch   wide.    .025x10   feet  long,  marine 

end    50c. 

Xo.  MS18 — %    inch   wide.    .025x10    feet    long.  Marine 

end    55c. 

NOTE 

Every'  main  spring  for  which  there  is  a  consistent  demand 
is  listed  here  oil  this  page.  Many  of  these  springs  are 
interchangeable,  for  example,  springs  that  are  listed  for 
Victor  and  Columbia  motors  can  be  used  for  PathS,  Swiss, 
Edison  and  many  miscellaneous  motors,  etc. 

These  prires  are  F.  O.  B.  Chicago.  Send  enough  to 
cover  postage  if  wanted  by  parcel  post,  or  vre  wJll  ship  by 
express. 

COLE  &  DUNAS  MUSIC  CO. 
52  W.  Lake  St.,  Chicago,  111. 

t  a      Main    springs   are    carried  in 

C^rApr  Ricrnt  ■  stock  for  immediate  delivery. 
\jru.Kr  "15111    ■  0rder  riEht  from  ms  Ai  Terms 

F* mm  I  — 5%  discount  for  cash  m  full 

'               .  _  with    order,    or    '-et    C.    O.  D. 

Thin  A  /I  9  10  AT    deposit    with    order.  4S- 

A  1 1 10  nu  HOUR  DELITEitr. 


Poiorua    Phonograph    Co.,    Milwaukee,  Elects 
Officers  and  Establishes  Plant 


Milwaukee,  Wis.,  March  9. — The  Polonia  Phono- 
graph Co.  of  this  city  held  a  meeting  of  the 
stockholders  yesterday  and  elected  the  follow- 
ing officers:  C.  P.  Dziadulewicz,  president;  L.  A. 
Pons,  vice-president;  F.  X.  Swietlik,  secretary; 
C.  A.  Krzewinski,  treasurer,  and  S.  J.  Zowski, 
director.  All  the  new  officers  are  prominent 
business  men  of  Polish  birth  or  ancestry,  and 
the  company  has  built  and  equipped  a  pressing 
plant  at  the  foot  of  Grove  street,  Milwaukee,  and 
has  established  a  laboratory  in  New  York  City. 
The  company  is  now  producing  characteristic 
folk  songs  and  instrumental  numbers  of  interest 
to  the  general  public  as  well  as  to  Polish  people. 


FEATURING  THE  PERIOD  STYLES 


Eloomingdale   Bros.   Have   Excellent  Window 
Display  of  Those  Models 


An  unusually  attractive  window  display  de- 
voted to  period  models  was  recently  shown  by 
Eloomingdale  Bros.,  the  well-known  department 
store  of  New  York  City.  The  talking  machine 
department  of  this  store,  which  carries  Victrolas, 
Sonora,  Brunswick,  and  Columbia  machines,  has 
for  some  lime  past  made  a  feature  of  these  art 
styles  and  the  giving  over  to  a  window  for  the 
special  display  of  such  machines  is  in  line  with 
the  campaign  they  had  inaugurated  to  make  their 
store  a  center  for  such  styles. 

H.  K.  Berkely,  manager  of  the  talking  ma- 
chine department  of  Eloomingdale  Bros.,  intends 
to  make  the  department  the  most  complete  pe- 
riod model  display  in  the  city.  His  firm  has 
adopted  the  slogan,  "Anything  and  Everything 
for  Your  Phonograph  at  Bloomingdale's."  In  a 
statement  to  The  World  he  said:  "Business  dur- 
ing the  past  few  weeks  has  been  most  satisfac- 
tory and  the  increased  activity  shows  a  greater 
interest  as  well  as  sales.  We  have  been  very 
fortunate  in  presenting  period  models  to  the 
public  and  our  recent  window  display  was  a 
means  of  creating  purchases  for  the  goods  dis- 
played. We  think  the  coming  season  will  be  one 
of  great  activity  for  period  models." 


THE  VOCALION  IN  CAMDEN,  N.  J. 

Samuel  Kotlikoff,  who  has  a  music  store  at 
3406-08  Federal  street,  Camden,  N.  J.,  has  been 
appointed  Yocalion  agent.  He  has  two  demon- 
strating booths  and  is  doing  very  well  with  the 
Yocalion  line.  Mr.  Kotlikoff  is  one  of  the  old- 
est merchants  in  the  city  of  Camden. 


MOTROLA  GROWS  IN  FAVOR 


Kansas  City,  Mo.,  March  8. — The  distributing 
branch  of  Jones-Motrola,  Inc.,  located  at  1104 
Walnut  street,  this  city,  has  experienced  an  en- 
tirely satisfactory  demand  for  this  electric  wind- 
ing device  in  its  territory.  This  organization 
now  covers  the  States  of  Missouri,  Kansas,  Ne- 
braska and  Iowa.  B.  A.  Silliman,  manager  of  the 
company,  has  thoroughly  recovered  from  an  at- 
tack of  ptomaine  poisoning  and  is  now  on  a  trip 
through  his  territory  covering  the  States  of  Iowa 
and  Nebraska. 


■CASTINGS- 

AIUMINUM-ZINC-TINr  aiJ^  AIIPYS 

AcmeDie-CejsiiniCorp. 

Boston  Eor&ester  BroolslvnN.Tt  Detroit  Chi c»gD 


INTRODUCES  DISPLAY  STAND 

Mirrolike  Mfg.  Co.  Furnishes  Dealers  With  At- 
tractive Counter  Display 

The  Mirrolike  Mfg.  Co.,  Long  Island  City, 
N.  Y.,  manufacturer  of  Mirrolike  polish,  is  offer- 
ing its  dealers  an  at- 
tractive counter  dis- 
play stand  for  bring- 
ing to  the  attention 
of  the  trade  its  Mir- 
rolike polish  for 
talking  machines. 

K.  Sandhop,  pres-" 
ident  and  general 
manager  of  the  com- 
pany, states  that  the 
growth  of  the  Mir- 
rolike polish  busi- 
ness has  been  ex- 
traordinary the  past 
year.  Dealers  every- 
where are  very  en- 
thusiastic about  the 
results  obtained 
from  the  use  of  this 
polish  and  new  cli- 
ents are  being  stead- 
Convenient  Display  Stand  ;iy  afjded  to  their  al- 
ready large  list.  The  growth  of  the  company 
is  reflected  in  the  fact  that  it  is  now  making 
preparations  to  move  into  a  new  and  modern 
factory,  where  it  will  be  able  to  take  care  of 
an  increased  business.  Mirrolike  polish  has 
been  advertised  extensively  by  this  company 
throughout  the  country  for  the  past  five  years 
and  the  use  of  the  "Mirrolike  Kids"  is  a  dis- 
tinctive feature  of  this  advertising.  In  addition 
to  the  talking  machine  polish  the  company  is  to 
announce  very  shortly  a  lubricating  oil  for  talk- 
ing machine  motors  which  should  meet  as  ready 
a  demand  as  the  polish. 


COMPLETES  EASTERN  TRIP 


L.  Levenson,  secretary  of  the  Player-Tone 
Talking  Machine  Co.,  Pittsburgh.  Pa.,  was  a 
recent  visitor  to  New  York,  calling  at  the  offices 
of  The  World.  He  just  completed  an  Eastern 
trip,  and  has  closed  several  important  deals 
which  will  be  announced  in  detail  in  the  near 
future.  There  have  just  been  added  to  the 
Player-Tone  line  two  art  models  which  are 
meeting  with  considerable  success,  and  in  order 
to  take  care  of  its  fast-growing  business  the 
company  recently  opened  a  branch  at  James- 
town. N.  Y. 


HERE  AT  LAST — A  Phonograph  of  Supreme  Quality 


FULTON  (Model  35) 


Mahogany,  16x16x10  in.,  double  spring  motor,  uni- 
versal tone  arm.    Back  casting  and  metal  horn. 
Price  for  Sample  NOW  $15.75 

Write  for  discounts  in  quantity  lots. 
We  are  also  Wholesale  Dealers  and  Jobbers  of— 

Phonographs,  Records,  Cabinets,  Motors,  Tone'Arms 
Needles  and  Accessories,  Repair  parts  for  all  makes. 

Distributors  of  the  Arto  Phonograph  Records  and 
Arto  Music  Rolls.  Write  for  details. 

Cash  with  order 

FULTON  TALKING  MACHINE  CO. 

253-255  Third  Avenue  New  York  City 

Between  20th  and  21st  Streets 


March  15,  1921 


THE   TALKING   MACHINE  WORLD 


171 


Quietness 

(Quietness  in  the  operation  of  the 
Stephenson  Precision-Made  Motor 
is  not  a  matter  of  chance,  but,  rather, 
a  result  of  sound  engineering  and 
right  manufacturing.  The  triple 
thread  worm  of  the  Stephenson  Mo- 
tor,  hy  allowing  the  maximum  number 
of  teeth  to  he  constantly  engaged  with 
the  fibre  gear,  reduces  noise,  reduces 
vibration  to  a  minimum.  The  wind 
of  the  motor  is  smooth  and  even;  the 
familiar  click  as  the  ratchet  drops 
into  place  has  been  eliminated.  Both 
in  design  and  manufacture  of  this 
motor,  all  possible  has  been  done  to 
make  its  operation  quiet;  all  possible 
has  been  done  to  make  it  truly  a 
Precision-Made  Motor. 

STEPHENSON 

DIVISION 

DE     CAMP    £.    SLOAN  INC. 

One  Hundred  and  Seventy  Pennington  Street 
J^wark^,J^w  ^Jersey 


MANUFACTURERS  OF  THE  STEPHENSON  PRECISION-MADE   MOTORS  AND  TONE   ARM  AND  SOUND  BOX 


172 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


NELSON  TAKES  CHARGE  IN  ATLANTA 

Becomes  District  Manager  of  the  Phonograph 
Division  of  the  Atlanta  Branch  of  the  Bruns- 
wick-Balke-Collender  Co. 


Chicago,  III.,  March  10. — Richard  M.  Nelson  was 
appointed,  the  early  part  of  March,  to  the  posi- 
tion of  district  manager  of  the  phonograph  divi- 
sion, Atlanta  branch,  of  the  Brunswick-Balke- 
Collender  Co.  He  will  represent  the  Bruns- 
wick wholesale  interests  in  Georgia,  Alabama, 
Florida  and  South  Carolina,  working  out  of 
Atlanta. 

He  left  Chicago  the  first  week  in  March  for 


The  New  Automatic  Cover  Support 

Noiseless  in  Operation  Foolproof  in  Construction 

Made  With  Both  Bent  and  Flexible  Hinges 
Heavily  Nickel  Plated  or  Specially  Finished  to  Order 
Send  $1  for  3  samples — one  of  each  model 

WRITE  FOR  CATALOGUE 

A.  F.  Zega  Mfg.  Co. 


Main  Office: 

J2*_?**,*1'  810  Broad  Street 
1916—2   other  D  enl 

Mt«nts  appl'd  Koom  bui 

£r  NEWARK,  N.  J. 


Factory : 

77-81  Mill  Street 
BLOOMFIELD,  N.  J. 


turing  ends.  For  two  years  he  was  president  of 
a  chain  of  retail  stores  in  New  England.  Fol- 
lowing this,  for  three  years,  he  was  general  man- 
ager of  an  important  wholesale  institution  oper- 
ating throughout  New  England.  Later  he  was 
vice-president  and  general  manager  of  a  con- 
cern manufacturing  talking  machines.  The  va- 
riety of  his  past  experience  should,  therefore, 
stand  him  in  good  stead  in  his  new  work. 


etc.,  etc.  In  addition  a  number  of  Columbia 
records  by  Bert  Williams  were  played,  all  of 
which  contributed  to  the  success  of  the  idea. 
Incidentally,  the  sale  of  Bert  Williams  records 
increased  several  hundred  per  cent  in  Boston 
territory. 


USES  MAGNAVOX  TO  ADVANTAGE 


SHERMAN  REOPENS  NEW  QUARTERS 

Now  Occupying  New  Building  at  2138  Third 
Avenue — Formally  Opened  March  S 


Columbia  Dealer  in  New  England  Carries  Out 
Unique  Idea — Bert  Williams  and  Magnavox 
Make  a  Successful  Combination 


Richard  M.  Nelson. 

a  short  stay  in  St.  Louis,  where  he  familiarized 
himself  with  the  modus  operandi  of  the  Bruns- 
wick branch  office  in  that  city.  Later  he  left  for 
Boston  and  was  joined  by  Mrs.  Nelson  on  his 
way  to  Atlanta.  He  took  up  his  active  duties  as 
district  manager  shortly  before  the  middle  of 
March. 

Mr.  Nelson  has  had  an  extensive  experience 
in  the  talking  machine  industry  and  his  activities 
have  covered  the  retail,  wholesale  and  manufac- 


The  Grafonola  Shop  of  Boston,  well-known 
Columbia  dealer,  carried  out  a  unique  idea  re- 
cently with  the  Magnavox  during  the  appearance 
of  the  "Broadway  Brevities"  in  Boston.  Bert 
Williams,  exclusive  Columbia  artist,  who  is  ap- 
pearing in  the  "Brevities,"  also  participated. 

A  Magnavox  Telemegafone  was  installed  in 
the  lobby  of  the  theatre,  and  the  transmitter 
was  wired  back  to  Mr.  Williams'  dressing  room. 
While  he  was  getting  his  make-up  ready  for  the 
show  he  ran  a  rapid  fire  of  conversation  with  the 
people  coming  into  the  theatre  something  like 
this:  "Good  evenin',  folks!  Bert  Williams  is 
talkin'.  How're  yo'  all?  Jes  gettin'  ma  duds 
on — see  yo'  all  a  little  later  inside  the  show," 


S.  A.  Sherman,  the  enterprising  Victor  dealer 
at  2138  Third  avenue,  New  York  City,  whose 
quarters  were  completely  destroyed  by  fire  in 
December,  held  a  formal  opening  on  March  5 
to  12  of  his  new  Victrola  and  sporting  goods 
salesrooms.  Mr.  Sherman  has  a  very  imposing 
line  of  Victor  talking  machines,  records  and 
other  specialties  on  display  at  the  above  address 
and  reports  a  steadily  increasing  patronage 
which  his  enterprise  so  justly  merits. 


SEEN  ON  THE  BOARDWALK 

Jerome  Harris,  secretary  of  C.  Bruno  &  Son, 
Victor  wholesalers.  New  York  City,  was  re- 
cently seen  on  the  boardwalk  at  Atlantic  City, 
accompanied  by  Mrs.  Harris.  Mr.  Harris  took  a 
few  days'  well-earned  respite  from  his  many 
duties  at  this  popular  resort. 


fiqr  NEW  CARDINAL  RECORDS  fiCP 

Ut/V      NOW  READY  FOR  DELIVERY  Ut/V 


10— NEW  CARDINAL  RECORDS— 10 

ALL  HITS 


The 
Phonograph 
With  The 
Tongue 


2019 


2020 


r 

2022  -i 
I 


2023 


202; 


2027 


STRCT,  MISS  LIZZIE  By  Ernest  Hare 

I'M  A  LADIES'  HOME  COMPANION 

By  Fred  Whitehouse 

BRIGHT  EYES  By  Raderman's  Orchestra 

BROADWAY  ROSE..By  Raderman's  Orchestra 

THAT  OLD  IRISH  MOTHER  OF  MINE 

By  Charles  Harrison 
THAT    TUMBLE-DOAVN    SHACK    IN  ATH- 
LONE  By  Charles  Harrison 

ROMANCE  By  Waldorf-Astoria  Orchestra 

MARGIE   Orlando's  Orchestra 

DEENAH   Raderman's  Orchestra 

MAZIE   Raderman's  Orchestra 

YOU  Ol'GHT  TO  SEE  MY  BABY 

By  Ernest  Hare 

LOVELESS  LOVE  Ernest  Hare 


2028 


2029 


2030  i 


2031  <j 


COOK  IN  THE  KITCHEN— Medley  of  Irish 
Reels   By  Tom  Ennis 

LITTLE  JUDY — Medley  of  Irish  Reels 

By  Tom  Ennis 


TRIM  THE  VELVET — Reels  By  Tom  Ennis 

HUMORS  OF  BANDON — Irish  Long  Dance 

By  Tom  Ennis 


WRAP    THE    GREEN    FLAG    'ROUND  ME, 
BOYS — Irish  Song  Patriotic 

Sung  by  Hugh  Donovan 

SINN  FEIN  AWAHN — Irish  Song  Patriotic 

Dennis  O'Hara 


NOW  I  LAY  ME  DOWN  TO  SLEEP— Quartet 
New  Stellar  Quartet 

DOWN    AROUND    THE    'SIP    'SIP  'SIPPY 
SHORE — Quartet  New   Stellar  Quartet 


The 
Record 

That 
Talks 


Jobbers  and  Dealers — Write  for  Information 

CARDINAL    PHONOGRAPH  CO. 


FACTORIES 


106  EAST  19th  ST.,  NEW  YORK  CITY 

NEWARK,  OHIO    —    ZANESVILLE,  OHIO    —    PT.  PLEASANT,  N.  J. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


173 


|iui«niltMIIlllllflllH   ::i  i  i:n.;  :iiiii  |!|!,ri  mi  n !  >r  i:  ii  n  ihi:  m  ii    r  .1  r  M  ,r  m  i:  .mm,!  ;:  ;  m  :i n  |- n  ;i  .i  n  n;  i-ii!i-:  m  mrr.i! 'i:  n .!  .i:  i:  ;r  :r.i' i:  i     i  n;i  ri':i ;  im  i  i:  im.i  n i :.  .1- i' :L;: 

I  Dr.  Crane  Defines  the  Ten  Commandments  I 
I  of  Salesmanship  for  Talking  Machine  Men  j 


iiMiiniiiiiiiiiiiiiiiiiiiiiiiiiii^ 

One  of  the  most  interesting  and  helpful  ad- 
dresses delivered  before  a  trade  organization  for 
many  moons  was  the  talk  given  recently  by 
Dr.  Frank  Crane,  the  noted  publicist,  at  the 
meeting  of  the  Talking  Machine  Men,  Inc.,  in 
New  York  City.  Dr.  Crane  chose  for  his  sub- 
ject' the  Ten  Commandments  of  Business  and 
in  the  course  of  his  address  emphasized  the 
foilowing  points: 

"The  first  commandment  of  all  is  'Be  agree- 
able.' The  best  thing  you  have  to  sell  is  your 
disposition  and  the  beauty  of  it  is  that  you 
make  the  greatest  profit  on  it  because  it  doesn't 
cost  you  anything  at  all  and  you  sell  it  for  all 
kinds  of  money.  No  matter  what  other  mer- 
chandise you  have,  if  you  haven't  any  agree- 
ableness  to  sell,  why,  you  are  going  to  have 
hard  work  selling  it. 

"For  instance,  I  may  wish  to  buy  a  shirt. 
There  are  two  haberdasheries  along  the  street. 
I  look  over  the  shirts  at  one  and  the  sales- 
man is  grouchy  and  indifferent  and  snippy,  and 
the  other  one  is  pleasant  and  good-natured  and 
human.  I  will  buy  from  the  second  man  even  if 
the  shirts  are  not  as  good.  I  want  salesmen  first 
of  all  to  be  agreeable — not  too  agreeable,  not  too 
darned  agreeable. 

"Did  it  ever  occur  to  you  why  women  like 
to  shop?  Women  don't  particularly  shop  when 
they  need  anything.  They  shop  as  a  pastime. 
Most  of  them  like  to  shop  because  they  want  to 
get  away  from  home.  They  may  be  abused 
around  home  and  people  are  tired  of  them  and 
they  are  tired  of  the  old  man.  They  like 
to  go  into  a  store  where  they  will  be  treated 


i..i.l.i.!iii.L:.l.;!  I  I.MJ  l.h.l  1 1  ,:ii !  I.,..,  :  I,;.! 
pleasantly.  That  is  the  reason  they  go  to  see 
you;  and,  for  heaven's  sake,  be  pleasant  to  them. 
It  is  cheap*  enough  and  you  may  sell  some- 
thing in  the  meanwhile. 

"The  second  commandment  is,  'Know  your 
business.'  If  there  is  anything  I  don't  like  when 
I  go  to  buy  anything  of  a  man  it  is  to  ask 
him  a  question  and  have  him  say,  'I  don't  know.' 
He  ought  to  know  all  about  it. 

"It  is  very  irritating  when  you  ask  a  man 
about  something  and  he  says,  'I  don't  know.' 
He  ought  to  know — it  is  his  business  to  know. 
You  are  selling  talking  machines,  for  instance, 
and  if  I  ask  you  what  is  the  difference  between 
the  Edison  and  the  Victrola,  don't  shrug  your 
shoulders  and  say,  'It  is  just  a  trade-mark,' 
because  it  isn't,  you  know.  I  happen  to  know 
the  difference.  You  ought  to  know  it.  It  is  a 
different  kind  of  a  thing  entirely,  different 
scheme.  You  ought  to  know  that.  I  went  into 
a  talking  machine  store  and  was  told  the  dif7 
ference  by  a  salesman.  Whether  he  told  the 
truth  or  not  I  don't  know,  but  it  was  interesting. 
I  enjoyed  it.  He  said  that  one  of  the  machines 
went  up  and  down  and  the  other  went  side- 
ways. That  interested  me  right  away.  He  put 
up  an  awfully  good  bluff,  whether  it  was  so  or 
not.  You  can  do  that  if  you  will  remember 
that  when  you  are  in  business  one  of  the  first 
things  you  want  to  do  is  to  make  use  of  every 
opportunity  to  improve  your  mind. 

"That  is  what  a  salesman  ought  to  be  doing 
all  the  time — he  ought  to  be  studying.  You 
waste  enough  time  every  four  years  to  get  an- 
other college  education.    Let  me  tell  you  that 


llllllllllllllllllllllllllllllllllllllllllllllllliilllllllllllllllllllllllll 
a  man's  efficiency  depends  almost  entirely  upon 
what  is  in  his  'bean.'  There  isn't  any  man 
in  the.  world  worth  more  than  a  dollar  and  a 
half  a  day  from  his  chin  down.  But  from  his 
chin  up  he  is  jus*  worth  anything  at  all.  That 
is  what  counts. 

"The  third  commandment  is,  'Tell  the  truth.' 
You  notice  that  these  are  all  old  commandments 
— there  is  nothing  new  about  them,  but  the  old 
things  are  what  count.  I  don't  tell  you  to  tell 
the  truth  because  you  will  go  to  heaven  or 
because  it  is  a  pious  thing  to  do,  but  because 
it  pays,  and  the  reason  it  pays  is  that  it  is 
according  to  the  law  of  averages.  Some  of  you 
may  play  poker  once  in  a  while.  You  know 
that  the  good  poker  player,  the  man  who  wins 
steadily  year  in  and  year  out  is  the  man  who 
watches  the  averages  and  the  fool  poker  player 
who  loses  his  money  is  the  man  who  takes  a 
chance. 

"So,  why  waste  time  lying?  The  simplest 
thing  is  to  tell  the  truth.  If  you  are  in  a  busi- 
ness where  you  can't  tell  the  truth,  quit.  That 
is  all.  I  would  not  work  for  any  man,  I  don't 
care  who  he  is,  or  any  concern  which  requires 
me  to  tell  a  lie,  because  it  doesn't  pay  him.  He 
is  a  fool  if  he  thinks  it  does.  There  are  plenty 
of  businesses  that  don't  require  lying.  If  you 
have  got  it  in  your  head  at  all  that  lying  is 
necessary  just  cut  it  out.    It  isn't. 

"The  fourth  commandment  is  'Don't  argue.' 
If  I  say  something  never  try  to  prove  to  me 
that  I  am  wrong.  If  I  tell  you  that  the  hum- 
dinger machine  is  better  than  yours,  don't 
(Continued  on  page  175) 


The  Brooks  Automatic  Repeating  Phonograph 


is  justly  termed  The  Wonder 
Instrument.   It  has  all  the  good 


DEALERS 

There  are  some  com- 
munities where  the 
BROOKS  is  not  rep- 
resented effectively  as 
yet.  Write  us  at  once 
regarding  your  terri- 
tory. We  are  planning 
a  sales  campaign  of 
wide  scope  this  year 
and  large  distributors 
and  dealers  will  find 
the  acquisition  of  the 
BROOKS  line  a  big 
factor  for  business 
volume  during  1921. 


THE  REPEATING  DEVICE 

The  Brooks  Automatic  Repeating  and  Stop 
Device  is  an  exclusive  Brooks  feature.  It  gives 
this  phonograph  a  broader  scope  than  any 
other  make  and  requires  no  attention  beyond 
setting  the  needle  and  turning  a  little  knob. 
It  is  to  the  phonograph  what  the  self  starter 
was  to  the  automobile. 


style  is 
with  th 
device. 


qualities  of  other  high  grade 
makes,  but  is  completely  put  in 
a  class  by  itself  by  virtue  of 
the  inbuilt  Repeating  Device, 
which  enables 
the  operator 
to  play  any 
make  of 
record,  any 
desired  num- 
ber of  times. 

Shown  are  three 
Brooks  models  of 
different  sizes,  all 
beautifully  carved 
and  finished.  Each 
identically  equipped 
e  repeating  and  stop 


Automatic  Repeating 
Phonos  1!*  SL  J3  jHL  2> 

BROOKS  MANUFACTURING  COMPANY,  SAGINAW,  MICH. 


The 
Wonder 
Instruments 


174 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


IMPORTANT  NOTICE 

TO  THE 

AMERICAN  TRADE 


The  Sterno  Manufacturing  Company 


19  CITY  ROAD 


LONDON,  E.  G.  ENGLAND 


Manufacturers  of  the  world  known  GOMPAGTOPHONE— the  most  . 
complete  portable  gramophone  extant — beg  to  announce  the  conclusion 
of  arrangements  for  the  EXCLUSIVE  SELLING  RIGHTS  IN 
THE  UNITED  STATES  OF  THE 

High  Grade  Motors  Manu£yctured  Mermod  Freres  s2k£& 


WONDERFUL  MECHANISM 

These  motors  represent 
the  acme  of  workman- 
ship and  quality.  Each 
part  is  made  to  the  finest 
gauge  limits  and  as- 
sembled to  run  with  the 
precision  of  a  watch  — 
silent  and  true.  Messrs. 
Mermod  Freres  is  an 
old  established  Swiss 
manufacturer.  Back  of 
their  motors  are  years 
of  hard  practical  experi- 
ence. The  experimental 
stage  was  left  behind  a 
decade  or  more  ago.  Re- 
liability and  quality  are 
therefore  assured. 


DIFFERENT  MODELS 

Mermod  Freres  motors 
comprise  several  types — 
single  and  double  spring 
worm  and  pinion-geared 
drive,  the  very  latest  and 
scientific  method  of  con- 
struction. 

CONSULT  US 

Before  placing  your 
orders  elsewhere  consult 
us  as  to  prices  and  terms 
of  trading.  We  are  out 
for  quick  shipments 
and  prompt  delivery 
direct  from  the  factory 
to  the  buyer. 

SPECIAL  TERMS  TO  JOBBERS 


Within  the  near  future  it  is  proposed  to  establish 
A  CENTRAL  DISTRIBUTING  DEPOT  IN  NEW  YORK 
Meanwhile  trade  inquiries  should  be  directed  to 


THE  STERNO  MANUFACTURING  CO. 


19  CITY  ROAD 


LONDON,  E.  C.,  ENGLAND 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


175 


Nora  Baycs  sings  "Why  Worry,"  from  Her 
Family  Tree,  and  "Just  Snap  Your  Fingers 
at  Care,"  from  The  Greenwich  Village  Fol- 
lies. You  can  take  her  advice  if  you  order 
enough.  A-3360. 


Columbia  Graphophone  Co. 


NEW  YORK 


TEN  SALESMANSHIP  COMMANDMENTS 

{Continued  from  page  173) 

argue  at  all.  You  know,  I  am  very  ticklish 
and  sensitive;  I  am  a  customer  of  yours  and 
what  you  are  after  is  not  to  prove  that  I  am 
wrong  and  you  are  right — what  you  are  after 
is  to  get  the  money  out  of  my  pocket.  Don't 
argue  with  me  because  that  makes  me  mad,  and 
it  doesn't  do  any  good.  Suppose  you  convince 
me.  Well,  I  may  be  convinced;  I  may  not  be 
as  good  a  talker  as  ycru  are  and  can't  talk  as 
fast,  but  when  I  go  away,  why,  I  can  lose— I 
don't  stay  convinced.  Then  I  send  around  and 
say,  'I  guess  I  won't  take  it,  after  all'  Then  I 
keep  away  from  you  because  you  are  unpleas- 
ant. I  don't  like  to  argue  because  you  beat  me; 
I  don't  like  to  be  beaten. 

"The  fifth  commandment,  'Make  it  plain.' 
Whatever  you  have  to  say,  say  it  so  I  can 
understand  what  you  are  talking  about.  I  don't 
want  to  know  how  many  big  words  you  know 
and  how  smart  you  are  and  how  big  the  con- 
cern is.  I  want  to  understand  what  it  is  you 
are  talking  to  me  about.  I  would  like  to  say 
that  to  everybody  in  the  world.  I  would  like 
to  go  to  all  the  preachers  and  the  lawyers  and 
the  doctors  and  everybody  and  say,  'Whatever 
you  have  to  say,  say  it  so  that  the  man  who  is 
listening  to  you  can  understand  it.' 

"The  sixth  commandment  is,  'Remember 
names  and  faces.'  Remember  the  biggest  asset 
you  have  is  being  personal.  Don't  forget  my 
name.  My  name  is  Crane;  don't  call  me 
Graham;  don't  call  me  Cohen,  nor  Green.  I 
can  forgive  you  for  forgetting  anybody  else,  but 
not  me,  because  I  am  the  most  important  per- 
son in  the  world,  to  me,  "you  know.  That  is 
the  touchiest  part  about  anybody.  Remember 
his  name — all  of  it.  That  is  possible  by  prac- 
tice, you  know.    You  can  develop  that  highly. 

"When  a  customer  first  visits  your  store  put 
down  his  name,  look  him  up  in  the  telephone 
directory  and  get  his  address;  get  it  fixed  in 
your  mind  where  he  lives.  Put  down  some 
characteristic  mark  about  him.  He  is  lop-eared 
cr  he  has  a  cock-eye,  maybe.  Observe  some  pe- 
culiarity about  the  man,  and  if  anything  leaks 
out  in  conversation  don't  forget  to  put  it  down 
in  your  book.  The  next  time  he  comes  in  bring 
it  up,  but  not  too  boldly;  you  know,  be  slick 
about  it,  but  bring  it  up. 

"The  seventh  commandment  is,  'Be  depend- 
able.' That  is,  whatever  you  say,  let  people  de- 
pend on  it.  If  you  make  an  appointment  to 
be  at  a  place  at  two  o'clock,  be  there  five  min- 
utes before  two.  Never  keep  anybody  waiting. 
If  you  promised  to  send  anybody  an  article  at 
three  o'clock  in  the  afternoon  and  you  can't 
do  it,  telephone  or  telegraph,  or  hire  a  taxi 
and  go  up  and  see  him  and  explain  that  you 
tried  to  get  it  there  at  three  o'clock  and  couldn't. 
It  will  pay  you  to  do  it.  If  you  promised  to 
meet  a  man  in  Cleveland  on  Wednesday  and 
you  can't  get  there,  you  have  broken  a  leg  or 
somebody  has  bit  off  an  ear  or  something  has 
happened  to  you,  send  a  telegram.  The  West- 
ern Union  has  saved  many  a  reputation.  Make 


the  man  feel  good,  and  when  it  comes  to  three 
o'clock  and  you  are  not  there  when  you  said  you 
would  be  there  your  stock  goes  down  so  much 
every  time.  Always  make  that  a  point  of 
scrupulous  honor.  If  you  promise  anything 
fulfill  your  promise  and  just  a  little  bit  better. 

"The  eighth  commandment  is,  'Don't  be  ego- 
tistic' Don't  show  off.  I  don't  want  to  admire 
you.  I  want  you  to  admire  me.  I  am  the 
little  candy  boy  in  this  affair.  I  want  you  to 
make  me  feel  good.  Don't  show  me  how  much 
you  know  about  the  business.  Don't  show  me 
how  dressed  you  are  and  all  that  sort  of  thing. 
You  comment  on  my  personal  appearance. 

"The  ninth  is,  'Think  success.'  Don't  think 
failure.  .  Why  think  fifty  cents  when  it  is  just  as 
easy  to  think  fifty  dollars?  Same  amount  of 
gray  matter  exactly.  Don't  indulge  in  anything 
that  lowers  your  personality,  because  everything 
begins  with  the  thoughts,  and  if  you  start  out  in 
the  day  with  thoughts  of  failure  and  humilia- 
tion the  day  is  very  likely  to  be  that  way;  but 
if  you  start  out  with  thoughts  of  success  and 
triumph,  why,  you  are  going  to  meet  them  all 
day.  They  will  come  out  of  the  woods  to  meet 
you.  That  is  the  way  we  are  made.  Don't  have 
any  premonitions  that  you  are  not  going  to 
have  a  good  to-day.  That  is  just  clean  dirt, 
that  is  all,  mental  dirt.  Any  premonition  of  any 
kind  or  superstition  is  bad.  Don't  indulge  in 
them.  They  are  just  mental  nastiness  because 
there  is  no  sense  in  them  at  all. 

"The  tenth  commandment  is  the  greatest  of 
them  all,  'Be  human.'  You  know  that  is  what 
you  get  your  money  for — for  being  human.  If 
the  boss  didn't  need  human  beings  he  wouldn't 
have  you,  he  would  h#ve  a  catalogue.  He  has 
got  you  just  because  you  are  a  human  being 
and  the  human  being  is  the  best  selling  machine 
in  the  world.  Being  a  human  being  simply 
means  being  yourself.  Don't  pose.  The  most 
winsome  thing  in  the  world  is  that  you  can  be 
just  exactly  what  you  are.    You  have  noticed 


that,  perhaps,  in  actors.  The  best  actors  you 
have  ever  seen  are -those  that  were  just  them- 
selves, perfectly  natural.  Study  yourself  and 
express  yourself.  The  most  winsome  thing  you 
can  be  is  yourself  because  that  is  perfectly 
human. 

"Laugh,  not  too  loud,  but  just  laugh  once 
in  a  while  and  be  pleasant,  not  too  pleasant; 
all  these  things  have  to  be  watched.  Life  is 
like  walking  a  tight  rope.  You  can't  do  any- 
thing too  much,  but  these  are  good  hints." 

ADDITIONS  TO  OKEH  SALES  STAFF 

F.  R.  Smith  and  A.  McL.  Bennett  Join  General 
Sales  Staff — J.  A.  Sieber  Joins  Dealer  Service 
Department — Report  Business  Active 

W.  C.  Fuhri,  general  sales  manager  of  the 
Okeh  record  division  of  the  General  Phonograph 
Corp.,  New  York,  announced  recently  that  F.  R. 
Smith  had  been  appointed  a  member  of  the  sales 
department  and  would  concentrate  his  activities 
on  the  development  of  Okeh  record  business. 
Mr.  Smith  has  had  a  number  of  years'  experi- 
ence in  the  talking  machine  trade,  having  been 
assistant  manager  of  the  Boston  and  New  Haven 
branches  of  the  Columbia  Graphophone  Co. 

A.  McL.  Bennett,  formerly  a  member  of  the 
traveling  staff  of  the  local  branch  of  the  Co- 
lumbia Graphophone  Co.,  has  been  appointed 
special  traveling  representative  for  the  Okeh 
division  of  the  General  Phonograph  Corp. 

John  A.  Sieber,  formerly  associated  with  the 
Dealer  Service  department  of  the  Columbia  Gra- 
phophone Co.,  has  joined  the  general  sales  de- 
partment of  the  General  Phonograph  Corp.,  and 
is  doing  excellent  work  in  connection  with  dealer 
service  and  sales  promotion  activities. 


The  Venetian  Music  Co.,  122  Shenango  street, 
Iiinghamton,  N.  Y.,  is  a  new  concern  engaged 
in  the  handling  of  talking  machines  in  that  city. 


$10,000  A  YEAR 

Not  One  Penny  Investment 


SELLING  THE 


The  Only 
Life-Time- 
Guaranteed- 
Phonograph 


No  Collecting 
No  Repairing 
No  Delivery 
No  Risk 


©FtFOCE 


Write    for  Particulars 

LYDIFONE  CO  — DEUTSGH  BROS.,  Sole  Distributors 
2265    THIRD    AVENUE,     NEW  YORK 


L76 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


WORLD'S  CLASSIFIED  ADVERTISING 

Any  member  of  the  trade  may  forward  to  this  office  a  "Situation"  advertisement 
intended  for  this  Department  to  occupy  a  space  of  four  lines,  agate  measure,  and  it  will 
be  inserted  free.  Replies  will  also  be  forwarded  without  cost.  Additional  space  will 
be  at  the  rate  of  25c.  per  line.  If  bold  faced  type  is  desired  the  cost  of  same  will  be 
25c.  per  line.    Rates  for  all  other  classes  of  advertising  on  application. 


WANTED — Unusual  opportunity  for  man 
capable  of  managing  phonograph,  small  goods 
and  sheet  music  department  in  growing  Western 
city  of  130,000  population.  Man  from  New 
England  States  preferred.  Address  "Western 
Opportunity,"  care  The  Talking  Machine 
World,  373  Fourth  Ave.,  New  York  City. 

WANTED — An  experienced  salesman  and 
capable  manager,  with  thorough  knowledge  of 
buying  and  selling  Victrolas  and  records,  de- 
sires connection  with  a  substantial  house  as 
manager  of  Victor  department.  Can  furnish  un- 
questionable references.  Married  man.  No  ob- 
jection to  relocating.  Address  Box  "912,"  care 
The  Talking  Machine  World,  373  Fourth  Ave., 
New  York  City. 

EXPERIENCED  music  roll  salesman  desires 
to  represent  abroad  a  standard  line  of  music 
rolls,  pianos,  player-pianos,  talking  machines, 
etc.  A-No.  1  references.  Address  Box  "910," 
care  The  Talking  Machine  World,  373  Fourth 
Ave.,  New  York  City. 

WANTED^Experienced  young  men  and 
women  to  assist  our  dealers  in  every  depart- 
ment of  retail  talking  machine  business.  State 
qualifications  fully  in  first  letter.  Ross  P.  Cur- 
tice Co.,  Victor  Distributors,  Eleventh  and 
Dodge  Sts.,  Omaha,  Neb. 

PLATER  and  MATRIX  MAKER  wanted. 
Must  be  familiar  with  modern  processes  and  be 
able  to  handle  work  from  wax  to  finished 
stampers.  Confidential.  Reply  to  W.  L.,  Box 
"916,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York  City. 

WANTED— Salesmanager  for  mid-West  terri- 
tory by  Eastern  record  manufacturer.  Excel- 
lent opportunity  for  capable  man  of  wide  ex- 
perience with  the  trade.  Write  fully  regarding 
qualifications.  Confidential.  Box  "918,"  care 
The  Talking  Machine  World,  373  Fourth  Ave., 
New  York  City. 


RECORDING  EXPERT,  by  a  well  estab- 
lished company.  Opportunity  for  betterment 
and  to  learn  working  of  other  record  manufac- 
turing departments.  Give  full  particulars  regard- 
ing experience.  Replies  treated  confidentially. 
Address  H.  W.,  Box  "915,"  care  The  Talking 
Machine  World,  373  Fourth  Ave.,  New  York 
City. 


DEPARTMENT  MANAGER  WANTED— 
Good  opening  for  man  of  ability  and  talking 
machine  experience.  Must  be  competent  to  un- 
dertake entire  management  of  Victrola  depart- 
ment in  large  city  store  and  increase  volume  of 
sales.  Address,  stating  qualifications,  "Box 
896,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York  City. 


VICTROLA  SALESMAN  WANTED— One 
of  experience  and  proven  ability,  who  can  di- 
rect the  work  of  other  salespeople,  place  record 
orders  and,  above  all,  stimulate  sales.  Good 
proposition  in  medium-sized  city  for  right  man. 
Address,  stating  qualifications,  "Box  897,"  care 
The  Talking  Machine  World,  373  Fourth  Ave., 
New  York  City. 

WANTED — Specialty  men  and  accessory 
houses  to  handle  our  line  of  record  envelopes 
and  pockets  with  the  talking  machine  trade. 
Some  very  desirable  territory  still  open.  We 
are  the  largest  producers  of  this  line  to-day  and 
have  most  attractive  prices  and  prompt  delivery. 
Address  J.  L.  Gillespie  Co.,  237  Fifth  Ave., 
Pittsburgh,  Pa. 


OPPORTUNITY  FOR  EXTRA  COMMIS- 
SION. Men  now  selling  phonographs  or 
benches  will  find  it  entirely  profitable  to  sell  our 
popular  line  of  pianos  and  players.  Fine  as  side 
line.  Address  Opportunity,  "Box  848,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New 
York  City. 

WANTED — Salesmen  for  splendid  side  line, 
all  over  the  country.  Pocket  sample.  Ten  to 
twenty  dollars  easily  made  daily.  Demonstra- 
tion requires  few  minutes  only.  Write  Puritone, 
Room  1408,  347  Fifth  avenue,  New  York  City. 

A  RECORD  MAN  FOR  SOMEBODY— 
Man.  age  30,  college  education,  eight  years'  sell- 
ing and  executive  experience  in  wholesale  and 
retail  talking  machine  business,  desires  real 
proposition.  Chicago,  West  preferred,  where 
personality,  knowledge,  initiative  count.  Ad- 
dress "M.  H.,  4,"  The  Talking  Machine  World, 
209  So.  State  St.,  Chicago,  111. 

WANTED — Experienced  Victrola  salesman 
to  canvass  and  follow  up  prospects  in  the  city  of 
Brooklyn,  N.  Y.  Salary  and  commission.  If  you 
are  thoroughly  reliable  and  can  furnish  good 
reference  address  "H.  A.  F.,"  care  The  Talk- 
ing Machine  World,  373  Fourth  Ave.,  New 
York  City. 

POSITION  WANTED  by  married  man,  having  14  years' 
experience  in  all  phases  of  phonograph  cabinet  and  motor 
manufacturing.  Can  take  charge  of  any  department  or 
entire  firm.  Address  F.  Y.  18,  care  Talking  Machine  World, 
209  So.  State  St.,  Chicago,  111. 

WANTED— Position  as  manager  of  phonograph  depart- 
ment, retail  or  wholesale.  Eight  .years'  experience.  Would 
prefer  South.  Best  references.  Box  "406,"  care  The  Talk- 
ing Machine  World,  373  Fourth  Ave.,  New  York  City. 

POSITION  WANTED— Material  maker  seeks  engagement. 
Ten  years'  experience  with  leading  record  makers.  Can 
install  a  plant  and  run  it  on  a  good  production  basis. 
Formulas  and  all  necessary  knowledge.  Good  references. 
Apply  "Rolls,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York  City. 

POSITION  WANTED— Experienced  Victrola  and  record 
salesman,  manager,  wholesale  or  retail,  twelve  years'  experi- 
ence, desires  locating  in  New  York  or  vicinity.  Moderate 
salary.  Box  "911,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York  City. 

YOUNG  MAN  with  eight  years'  experience  wishes  to 
connect  with  some  reliable  concern  as  either  salesman  or 
manager.  Box  "886,"  c/o  The  Talking  Machine  World, 
373  Fourth  Ave.,  New  York  City. 


PARTS  FOR  SALE 

Quantity  of  Columbia  repair  parts.  New.  For 
sale.  Write  L.  W.  Kremer,  317  East  83rd 
St.,  New  York  City. 


BUSINESS  FOR  SALE 

Established  accessory  and  repair  business,  located  in 
Philadelphia,  for  sale  on  account  of  other  interests. 
Splendid  opportunity  for  wide-awake  man  to  get 
into  a  well-paying  business.  Address  Box  "917," 
care  The  Talking  Machine  World,  373  Fourth  Ave., 
New  York  City. 


TURN  YOUR  DEAD  RECORDS 

into  cash  on  live,  salable  merchandise.  We  can  use 
any  quantity  of  records  of  standard  makes  for  which 
we  will  give  you  in  exchange  phonographs  of  a 
prominent  make  or  spot  cash.  Send  us  lists  of  your 
overstock  and  quantities  on  hand.  No  war  songs. 
Address  Box  "914,"  care  The  Talking  Machine 
World,  373  Fourth  Ave.,  New  York  City. 


FOR  SALE 

Phonograph  oil  and  polish.  Anything  required  in 
the  phonograph  line  we  sell  at  reduced  prices.  Will 
also  buy  anything  you  have  to  sell  in  the  phono- 
graph line.  Mandell  &  Co.,  88  Rivington  St.,  New 
York  City. 


RECORD  MANUFACTURERS 

Let  us  save  you  60%  of  your  time  and  cost  of 
matrix  production.  Complete  equipment  for  record 
plant.  The  Vector  Co.,  Electrical  and  Mechanical 
Engineers,  225  Fifth  Ave.,  New  York  City.  Phone 
Madison  Square  9305. 


BUSINESS  OPPORTUNITY 

WANTED — Salesmen  to  sell  a  line  of  metal  name- 
plates  to  talking  machine  dealers  and  manufacturers. 
Big  profits.  No  bulky  samples.  Commission  paid 
on  receipt  of  orders.  Can  be  handled  in  connection 
with  any  line.  Write  for  our  proposition  to-day. 
Fogarty  Manufacturing  Co.,  Dayton,  O. 


CABINETS 

Beautiful  new  design  in  mahogany, 
oak  and  walnut.  Send  for  circular. 
Everett  Hunter  Mfg.  Co.,  McHenry,  111. 


FOR  SALE 

200    Lateral   cut  records.     All   new   stock.  Good 

sellers.    Will  sell  in  one  lot.     Box  "920,"  care  The 

Talking  Machine  World,  373  Fourth  Ave.,  New 
York  City. 


RECORDS  FOR  SALE 

15,000  standard  lateral  cut  records,  not  over  five  of 
a  number  and  no  war  numbers.  Will  sell  from  200 
to  300  at  37y2  cents  each  net.  500  or  over  at  35 
cents  each  net.  Cash.  Player-Tone  Talking 
Machine  Co.,  967  Liberty  Ave.,  Pittsburgh,  Pa. 


FOR  SALE 

Complete  Stock  Columbia  Records. 
Closing  out  our  Columbia  records.     Complete  stock, 
in  A-l  perfect  condition.     New  envelopes.  Contains 
good  stock  popular  and  dance  numbers.    All  new;  no 
cut-outs.    Tri-State  Talking  Machine  Co.,  El  Paso,  Tex. 


FOR  SALE 

10,000  phonograph  motor  springs,  16  ft.  by  1J4  by 
.025.  First  quality  and  in  perfect  condition.  Will 
sell  at  a  sacrifice.  Box  "921,"  care  The  Talking 
Machine  World,  373  Fourth -Ave.,  New  York  City. 


BEST  PRICES 

Paid  for  job  lots  of  motors  and  tone  arms.  In  the 
market  for  large  quantities.  State  price  and  quan- 
tity in  first  letter.  Address  Box  "922,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New 
York  City. 


ASSEMBLING  WORK  WANTED 

All  kinds  of  light  phonograph  parts  assembling,  such 
as  tone  arms,  sound  boxes,  automatic  stops,  etc.  Also 
drilling,  tapping,  grinding  and  general  phonograph 
repair  work.  All  work  guaranteed  strictly  first- 
class.  Brosseit  Phonograph  Repair  Co.,  4154  N. 
Maplewood  Ave.,  Chicago,  111. 


FOR  SALE 

Single  spring  motors,  75c.  up;  double  spring  motors, 
$2.00  up;  one-inch  main  springs  for  Victor  and 
Columbia,  28c.  Bargains,  job  lots,  parts,  motors, 
machines  and  records  in  any  quantities.  Main 
Musical  Supply  Co.,  2010  Fifth  Ave.,  New  York  City. 


FOR  SALE 

Fifty  Columbia  Grafonolas,  new,  never  been  re- 
moved from  original  packing  case.  Have  all  styles 
of  cabinets  shown  in  Columbia  catalogs.  12,000 
Columbia  records,  including  records  for  the  present 
month.    Carleton  &  Cross,  Gallipolis,  O. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


177 


Attractive  Proposition 

A  well-known  manufacturer  of  phonograph 
records  with  national  distribution  and  popu- 
larity will  negotiate  with  a  musical  merchandise 
house  for  the  sale  of  part  of  its  product  on  a 
commission  basis. 

Progressive  concerns  whose  salesmen  cover 
music  or  chain  store  outlets  will  find  a  sub- 
stantial additional  profit  in  the  handling  of 
these  records.  The  product,  which  is  now  firmly 
established,  has  little  or  no  competition.  New 
records  are  released  monthly. 

Opportunity,  Box  No.  9 1 9,  care  of  Talking 
Machine  World,  373  Fourth  Avenue,  New 
York,  N.  Y. 


FOR  SALE 

Mr.  Piano  Merchant.  Are  you  looking  for  a 
new  location?  A  music  store  in  town  of  five  thou- 
sand, located  in  the  wealthiest  territory  in  the  State 
of  Wisconsin.  Practically  without  competition  and 
doing  a  fine  business  in  pianos,  phonographs  and 
small  goods.  This  store  is  in  a  cash  territory. 
The  building  is  strictly  modern  with  fine  show 
windows  and  the  best  location  in  town.  Present 
owner  has  the  agency  for  several  standard  makes 
of  pianos,  phonographs  and  records.  Small  goods 
will  pay  all  overhead  expenses  and  show  a  profit. 
Rent  reasonable.  If  interested,  write  G.  W.  G., 
care  The  Talking  Machine  World,  373  Fourth  Ave., 
New  York  City. 


For  Sale — Elegant,  Clean,  New  Stock 

Business  opportunity  worth  while 
Pianos  and  general  musical  merchandise.  Business 
located  in  Wichita,  Kansas.  Present  owner  wishes 
to  retire  from  active  selling  end  of  business  and 
will  contract  with  the  purchaser  of  this  establish- 
ment to  carry  all  instalment  paper  on  very  at- 
tractive basis.  Will  require  about  $18,000  to  $20,000 
to  handle  deal.  Might  consider  selling  half  interest 
to  thoroughly  reliable  experienced  piano  man.  Have 
good  lease  and  elegant  location.  Fully  equipped  in 
every  respect.  Doing  good  business.  Address  Mr. 
Wyotte  Alvin,  1444  Park  place,  Wichita,  Kansas. 


500  Phonographs 
Complete 

51  INCH 

Positively  high  class  in  qual- 
ity, finish,  workmanship 
and  mechanical  accuracy. 
Equipped  with  Heineman 
77  motors,  Blood  tone  arms. 
Samples  will  be  sent  upon 
request. 

Write  or  wire 

The  H.  Victor  Phonograph  Co. 

6129  Page  Avenue 
St.  Louis,  Mo. 


REPAIRS 

TALKING  MACHINE  TROUBLES  AND 
HOW  TO  REMEDY  THEM 


Conducted  by  Andrew  H.  Dodin 


PROPER  DIAPHRAGM  THICKNESS 


Trenton,  N.  J.,  February  22,  1921. 
Editor  Talking  Machine  World: 

I  have  just  received  a  shipment  of  repair  parts 
which  includes  mica  diaphragms  to  fit  various 
types  of  speakers.  There  is  also  a  Sonora- 
Columbia  type  of  sound  box  which  I  took  apart 
to  investigate  because  it  played  with  an  intense 
thin  metallic  vibration.  The  diaphragm  in  this 
sound  box  measures  7/1000  thickness  and  I  re- 
placed it  with  one  measuring  11/1000  thickness 
and  got  better  results  with  equal  volume.  I 
would  like  to  try  a  thicker  diaphragm  but  have 
none  to  hand. 

I  think  the  thickness  of  diaphragms  in  rela- 
tion to  their  diameters  to  be  of  sufficient  impor- 
tance for  a  word  of  caution  and  instructive  ad- 


vice through  your  department  in  The  World  as 
many  will  no  doubt  take  it  for  granted  that  the 
micas  they  receive  from  their  supply  house  to 
be  all  right  and  fail  to  make  inspection. 

Edward  Aller. 

Answer — Your  letter  draws  attention  to  one 
of  the  most  abused  ends  of  the  talking  machine 
business.  There  are  any  number  of  sound  box 
manufacturers  whose  products  are  marketed 
without  the  least  attention  being  given  to  the 
most  vital  detail  of  the  proper  construction  and 
size  of  the  diaphragm.  It  is  so  easy  to  test 
the  various  thicknesses  of  diaphragms  that  it  is 
surprising  that  so  many  sound  boxes  are  as- 
sembled inaccurately  and  sold. 

As  you  state  in  your  letter  a  sound  box  re- 
ceived by  you  had  a  diaphragm  measuring  7/1000 
thick  and  you  found  that  one  11/1000  thick  gave 
you  better  results.  Would  it  not  have  been 
just  as  easy  for  the  manufacturer  of  that  sound 
box  to  have  conducted  those  tests  himself  and 
to  have  found  through  experimenting  just  the 
proper  thickness  in  relation  to  the  diameter  that 
the  diaphragm  should  be?  Then  it  would  be 
only  a  question  of  gauging  all  diaphragms  that 
went  into  sound  boxes  of  that  style  and  the 


WANTED 

Phonograph  superintendent.  Large  phono- 
graph factory  situated  in  Chicago  district 
wants  efficient  superintendent.  Must  be  good 
producer  and  know  both  machinery  and  men, 
must  be  able  to  administer  factory  as  econom- 
ically as  consistent  with  supreme  quality  of 
product.  Married  man  preferred.  Honest 
references,  not  simply  those  from  boosting 
friends.  Good  job  with  opportunity  for  ad- 
vancement for  right  man.  Address  M.  H.  9, 
care  of  The  Talking  Machine  World,  209  So. 
State  St.,  Chicago,  111. 


RECORDS  PRESSED 

With  or  without  your  stock 

STOCK  ROLLED  or 
BLANKED  or  BOTH 

Brooklyn,  N.  Y.  Plant  now  prepared 
to  accept  additional  contracts,  large  or 
small.  Densite  Products  Mfg.  Co., 
311-313-315  Ellery  St.,  Brooklyn,  N.  Y. 


FOR  SALE 

41  Tiffany  electric  motors  (dry  battery  type) 
1200  metal  horns.  Dimensions :  height  9", 
length  Uy2",  opening  9^"x3^".  Also  45 
completed  period  model  table  phonographs 
(electric  motor).  Will  sell  all  or  any  part 
of  this  stock  at  a  bargain  price.  Address  Box 
"913,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York  City.  * 


EXCEPTIONAL  OFFER 

Your  opportunity  to  buy  at  the  right  price.  Several 
hundred  cabinets,  not  equipped.  Write  or  wire  for 
particulars.  The  H.  Victor  Phonograph  Co.,  6129 
Page  Ave.,  St.  Louis,  Mo. 


result  would  be  uniforrn  tone  in  all  assembled. 

It  was  only  last  month  (February)  that  a 
customer  handed  me  a  sound  box,  of  a  well- 
known  make,  with  the  remark  that  he  "could 
not  get  any  tone  out  of  it."  Apparently  the 
sound  box  was  O.  K.  but  still,  when  tested,  it 
had  no  volume  and  a  dead  tone.  Upon  taking 
it  apart  the  minute  I  felt  the  thickness  of  the 
mica  diaphragm  I  knew  the  trouble.  It  was, 
I  think,  the  thickest  piece  of  mica  I  ever  saw 
in  a  sound  box.  Assembling  the  box  with  the 
proper  diaphragm  it  was  tested  and  played 
excellently.  Now  in  this  case  I  would  not 
say  it  was  the  fault  of  the  manufacturer,  but 
more  than  likely  the  work  of  some  repairman, 
who  replaced  the  original  diaphragm  with 
whatever  mica  he  could  obtain  at  the  time. 

Mica  for  use  in  sound  boxes  where  the 
diameter  of  the  diaphragms  is  one  and  eleven- 
sixteenths  of  an  inch  should  gauge  about  7/1000 
of  an  inch  thick  to  give  the  best  results;  thinner 
than  this  will  give  a  shrill  tone  and  thicker  a 
dull  tone.  For  sound  boxes  where  the  diame-" 
ter  of  the  diaphragm  is  about  two  inches,  mica 
should  gauge  about  nine  one-thousands  of  an 
inch  thick  for  best  results. 


J.  J.  Farling,  Mifflinburg,  Pa.,  has  opened  a 
new  music  store  in  the  Kleckner  Building,  where 
he  is  featuring  the  Pathe  phonograph  and  other 
musical  instruments. 


SEND  FOR  ILLUSTRATED  PRICE  LIST 
AND  FREE  SAMPLE 

"GLOBE"  TRANSFER  NAME  PLATES 

DEALERS  EVERYWHERE  APPLY  THEM 
ON  PHONOGRAPHS.  PIANOS.  ETC. 

GLOBE    DECALCOMAN1E  CO. 

263  SUSSEX  ST.,  NEWARK,  N.  J. 


178 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


EUROPEAN  HEADQUARTER 

IhUIXi^^    ■      I"       \Mm      2GP-ESHAM  BLDG.,BASINGHALL  ST..E.C. LONDON  * 


W.-  LIONEL  STURDY,  MANAGER 


Emphasizing  Need  of  Special  Effort  to  Overcome 
Depressed  Condition  of  Trade — Government 
Preparing  Bill  to  Prevent  "Dumping"  of  For- 
eign Goods — Gramophone  Co.,  Ltd.,  Not  to 
Open  Chain  of  Retail  Stores— Teachers  Visit 
"His  Master's  Voice"  Factories — Activities  of 
Federation  of  British  Music  Industries — Gram- 
ophone Dealers'  Association  Meets  and  Adopts 
Distinctive  Insignia — British  Industries  Fair 
Opens — Trade  News  of  General  Interest 


London,  E.  C,  February  28. — Just  at  this  time 
when  world  trade  is  fast  on  ebb,  it  is  fitting 
to  remind  ourselves  that  not  only  England 
and  America,  but  all  other  countries  are  affected 
by  reactionary  economic  conditions.  There  is, 
in  fact,  a  trade  depression  of  world-wide  extent. 
Il  is  a  reminder  of  some  value  to  those  whose 
insular  thoughts  can  find  outlet  only  in  a  diatribe 
against  their  particular  government.  Let  us 
realize  that  governments  cannot  control  the 
barometer  of  trade  and  commerce  any  more 
than  that  the  sun  will  not  shine  at  their  bidding, 
and  we  arrive  at  the  position  where  individualism 
counts.  In  other  words,  unless  we  each  do  our 
best  to  keep  the  machinery  of  industry  on  the 
move  and  cut  out  this  reliance  upon  the  "other 
fellow,"  our  present  clouds  of  business  depres- 
sion will  last  the  longer.  At  a  recent  lecture  on 
advertising,  Charles  F.  Higham,  M.  P.,  said  to 
an  audience  of  music  traders:  "What  is  this  fit 
of  blues  that  holds  you  all?  Get  active;  your 
groans  at  bad  business  make  bad  business. 
You've  either  to  get  on  or  get  out,"  and  similar 
direct  remarks,  all  pointing  to  the  fact  that  indi- 
vidual energy  alone,  in  conjunction,  of  course, 


with  good  advertising,  counts  for  progress  these 
extremely  critical  times. 

Special  Effort  Is  Required 

That  is  what  must  actuate  the  British  gramo- 
phone trade,  for  without  special  effort  the 
"blues"  and  the  "groans"  will  not  easily  sub- 
side and  even  may  finish  up  in  a  final  wail  before 
the  official  receiver.  Fortunately,  gramophone 
manufacturers  and  wholesalers  are  really  alive 
to  the  necessity  of  stimulating  retail  activity.  It 
is  quite  true  that  the  public  is  not  so  free  with 
its  money  as  in  recent  years,  but  isn't  that  the 
time  when  retailers  should  devise  a  particular 
Stunt  to  extract  some  of  the  "necessary"  from 
the  pockets  of  the  local  public? 

Fortunately  there  are  distinct  signs  of  improv- 
ing trade  and  though  at  the  moment  it  is  nothing 
very  material,  I  am  one  of  those  in  the  gramo- 
phone industry  who  believe  that  we  have  passed 
the  corner.  The  abandonment  of  the  Excess 
Profits  duty  is  looked  upon  as  a  splendid  step 
toward  the  resuscitation  of  trade  because  it  will 
release  money  for  business  development  and 
tends  to  produce  a  feeling  of  greater  confidence 
throughout  commercial  circles.  Another  impor- 
tant consideration  is  that  labor  is  settling  down 
to  work. 

Sliding  Scale  of  Import  Duty 

The  Government  has  under  preparation  a 
"Safeguarding  of  Industries  Bill,"  This  will 
provide  against  "dumping"  a  sliding  scale  of 
import  duties  and  power  to  make  orders  for  the 
specific  marking  of  imported  goods.  "Dumping" 
is  defined  as  "the  importation  of  goods  for  sale 
in  this  country  at  prices  lower  than  their  price  in 
the  country  of  origin."  The  British  music  trade 


is  directly  interested  in  this,  because  pianos, 
gramophones  and  parts  are  being  imported  from 
Germany,  for  instance,  and  sold  here  at  ridicu- 
lously low  prices.  I  heard  of  a  case  where 
sound  boxes,  priced  in  marks,  15  to  20,  were 
offered  and  bought  in  London  for  less  than  2/-. 
Of  this  particular  pattern,  the  lowest  British 
factory  price  would  be  at  least  4/-.  A  typical 
case  is  this,  where  protection  could  only  be  se- 
cured by  a  sliding  scale  of  import  duty  which 
should  rise  or  fall  according  to  the  state  of 
exchange  between  the  respective  countries. 
With  the  German  mark  worth  about  a  British 
penny,  instead  of  the  normal  1/-,  the  urgent  need 
for  some  protection  is  too  obvious  to  be  ignored. 
Not  to  Open  a  Chain  of  Retail  Premises 

At  the  recent  general  meeting  of  the  Gramo- 
phone Dealers'  Association  a  matter  of  great 
import  was  reflected  in  a  members'  resolution 
that  "this  association  learns  with  much  concern 
that  the  Gramophone  Co.,  Ltd.,  have  acquired 
premises  in  Cheapside  and  in  Oxford  street 
(London)  for  retail  sales,  and  also  it  has  been 
suggested  that  a  number  of  premises  are  to  be 
opened  in  the  Provinces  by  that  firm." 

Speaking  on  behalf  of  the  "His  Master's 
Voice"  Co.,  Mr.  Druker,  who  had  come  to  the 
meeting  specially  to  deal  with  this  question,  em- 
phatically contradicted  the  idea  that  his  firm 
would  open  a  chain  of  retail  premises.  The 
shops  in  Cheapside  and  Oxford  street  are  to  be 
developed  in  a  way  that  will  do  justice  to  his 
company  and  at  any  time  a  dealer  wishes  to 
purchase  these  businesses  he  could  do  so,  on  one 
condition,  that  he  only  sells  the  H.  M.  V.  prod- 
ucts.  Members  present  thought  that  was  good 


'His  Master's  Voice' 

— the  trade-mark  that  is  recognized 
throughout   the    world   as  the 

HALL-MARK  OF  QUALITY 


'His  Master's  Voice 


Copyright 


This  intensely  human  pic- 
ture stands  for  all  that  is 
best  in  music 

— it  is  the  "His  Master's  Voice" 
trade-mark,  and  it  brings  to  you, 
no  matter  where  you  are,  the 
very  best  music  of  every  kind, 
sung  and  played  by  the  world's 
greatest  artists — the  greatest 
singers,  pianists,  violinists,  or- 
chestras and  bands-all  enshrined 
in  the  unequalled  "His 
Master's  Voice" 
records 


DENMARK:  Skandinavisk  Grammophon-Akti- 
eselskab,  Frihavnen,  Copenhagen. 

•  FRANCE:  Cie.  Frangaise  du  Gramophone,  115 
Boulevard  Richard  Lenoir,  Place  de  la  R£pub- 
lique,  Paris. 

SPAIN:  Compania  del  Gramofono,  56-58  Balmes, 
Barcelona. 

SWEDEN:  Skandinaviska  Grammophon-Aktie- 
bolaget,  Drottning  Gatan  No.  47,  Stockholm. 

RUSSIA:  The  Gramophone  Co.,  Ltd.,  45,  Nevsky 
Prospect,  Petrograd  (Petersburg)  ;  No.  1 
Solyanka,  Solyanoi  Dvor,  Moscow;  9,  Golovinsky 
Prospect,  Tiflis;  Nowy-Swiat  30,  Warsaw;  11 
Michailovskaya  Ulitsa,  Baku. 

INDIA:  The  Gramophone  Co.,  Ltd..  139,  Bal- 
liaghatta  Road,  Calcutta;  7,  Bell  Lane,  Fort, 
Bombay. 


Great  Britain: 


AUSTRALIA:  S.  Hoffnung  &  Co.,  Ltd.,  Sole 
Concessionaries  of  The  Gramophone  Company, 
Limited,  163,  Pitt  Street,  Sydney. 

NEW  ZEALAND:  Gramophonium,  Ltd.,  118-120 
Victoria  Street,  Wellington. 

SOUTH  AFRICA:  Darter  &  Sons,  Post  Box  174, 
Capetown ;  Mackay  Bros.,  Post  Box  251,  Johannes- 
burg; Maekay  Bros.  &  McMahon.  Post  Box  419, 
Durban ;  Ivan  H.  Haarburger,  Post  Box  105, 
Bloemfontein ;  Franz  Moeller,  Post  Box  108,  East 
London;  B.  J.  Ewins  &  Co.,  Post  Box  86,  Queens- 
town  ;  Handel  House,  Kimberley ;  Laurence  & 
Cope,  Post  Box  132,  Buluwayo ;  The  Argus  Co., 
Salisbury. 

EAST  AFRICA:  Bay  ley  &  Co.,  Lourenzo 
Marques. 

HOLLAND:  American  Import  Co.,  22a,  Amsterd 
Veerkade,  The  Hague. 

ITALY:    A.  Bossi  &  Co.,  Via  Oreflci  2,  Milan. 
EGYPT    (Also  for  the  Soudan,   Greece  and  the 
Ottoman  Empire) :    K.  Fr.  Vogel,  Post  Box  414, 
Alexandria. 


The  Gramophone  Company,  Ltd. 


HAYES 


MIDDLESEX 


ENGLAND 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


179 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  178) 


enough  and  expressed  their  satisfaction  accord- 
ingly. 

Meeting  of  Gramophone  Dealers'  Association 

The  above  took  place  last  month,  the  presi- 
dent, Raisin  Jones,  in  the  chair.  Matters  of 
trade  interest  were  discussed  and  plans  for  the 
settlement  of  retail  problems  examined  and 
agreed  upon  by  members  present.  The  follow- 
ing gentlemen  were  elected  to  serve  on  the  com- 
mittee: R.  W.  Centland,  Edinburgh;  W.  W. 
Cooke,  Dublin;  E.  H.  Aird,  of  Harrod  Stores,  and 
G.  H.  Russel,  of  the  Gramophone  Exchange, 
London. 

Approval  ,was  given  to  the  design  and  use  of 
a  badge  and  a  certificate  by  members,  who , also 
agreed  upon  a  small  transfer  for  use  on  gramo- 
phones. These  will  serve  to  promote  public  con- 
fidence in  the  distinction  of  the  association 
members  as  being  reliable  and  legitimate  dealers. 

A  proposal  to  join  the  Federation  of  British 
Music  Industries  was  left  to  the  committee  to 
effect,  financial  and  other  circumstances  permit- 
ting. 

Of  special  interest  was  the  proposal  "To  con- 
sider the  committee's  recommendation  regarding 
increase  of  price,  deposit  and  monthly  payment 
for  hire-purchase  business."  The  committee's 
recommendation  took  the  following  form:  (1) 
That  no  instrument  of  less  value  than  £20  be 
supplied  on  hire-purchase;  (2)  that  10  per  cent 
be  added  to  the  cash  price  when  payment  is 
spread  over  twelve  months;  (3)  that  25  per 
cent  of  the  full  amount  be  paid  as  deposit  and  the 
balance  be  divided  into  twelve  equal  monthly  in- 
stalments. To  the  foregoing  it  was  difficult  to 
obtain  general  consent  and  in  the  end  it  was  left 
to  the  discretion  of  members  how  far  they  would 
conform  to  the  recommendations. 

London  School  Teachers  Visit  Hayes 

"A  real  educational  experience,''  was  the  ver- 
dict of  the  twenty-one  L.  C.  C.  school  teachers 
who,  in  parties  of  six  at  a  time,  were  recently 
afforded  the  pleasure  of  being  conducted  over 
the  great  "His  Master's  Voice"  factories.  These 
teachers  formed  the  committee  of  the  London 
Teachers'  Association.  They  expressed  keen  ad- 
miration of  the  company's  organization. 

Music  Federation  News 

The  Federation  of  British  Music  Industries 
is  a  very  active  body,  particularly  so  since  its 
energetic  organizing  director  has  been  at  work. 

On  January  27,  at  the  Hotel  Cecil,  the  Federa- 
tion held  its  second  annual  dinner,  the  popular 
president,  Alexander  Dow,  being  in  the  chair. 
About  300  members  and  guests  sat  down  to  a  re- 
past of  Cecil  excellence,  amid  a  jolly  good  spirit 
of  friendly  intercourse  actuated  by  common  in- 
terest. 

Sir  Frederick  Bridge,  C.  V.  O.,  proposed  in 
suitable  terms  the  toast  of  "Success  to  the  Fed- 
eiation,"  to  which  the  chairman  made  reply. 
Mr.  Dow  described  the  progress  of  the  Federa- 
tion since  the  inaugural  dinner.  It  was  then  an 
idea,  a  soul  without  a  body!  The  Federation 
was  now  fully  incorporated  and  needed  only  the 
support  of  the  publishers  (whose  association 
still  stands  aloof)  to  make  it  a  strong  coherent 
whole,  powerful  enough  to  influence  the  Gov- 
ernment, the  municipalities  and  the  educational 
bodies.  Concluding  with  a  review  of  the  Fed- 
eration's activities  during  the  past  year,  Mr. 
Dow  sat  down  to  the  accompaniment  of  cheer- 
ing approbation  from  all  present. 

The  toast  of  "The  Music  of  the  Empire,"  pro- 
posed by  Sir  Hugh  Allen,  was  replied  to  by  Mr. 
Landon  Ronald.  C.  F.  Higham,  M.  P.,  made  a 
rousing  speech  in  reply  to  "The  Visitors,"  pro- 
posed by  M.  E.  Ricketts.  In  proposing  the 
Board  of  Trade,  Lt.  Col.  R.  H.  Tatton  coupled 
with  the  toast  the  name  of  L.  A.  Paish,  of  that 
department,  who  made  an  interesting  response. 
Proposing  the  health  of  the  chairman,  Keatley 
Moore,  Mus.  Bac,  J.  P.,  said  that  the  success 
of  the  Federation  was  due  to  the  genius  of  Mr. 
Dow.    Very  true! 

The  Federation  of  British  Music  Industries 
now  exerts  a  decided  influence  throughout  the 
whole  trade,  every  section  of  which,  bar  one — 
the  publishers — owes  it  allegiance.    The  com- 


mercial aspects  of  British  musical  art  and  com- 
merce are  the  brighter  and  healthier  for  the 
helpful  guidance  of  the  Federation.  I  look  for- 
ward to  the  day  when  every  national  and  indi- 
vidual effort  in  the  cause  and  propagation  of 
British  art  and  comtnerce  will,  if  not  solely, 
at  least  to  a  very  great  extent,  be  directed  and 
encouraged  under  the  official  seal  of  the  Fed- 
eration of  British  Music  Industries.  This  happy 
result  may  not  be  without  the  pale  of  accom- 
plishment if  the  Federation  continues  to  act 
whole-heartedly  in  the  interests  and  for  the 
benefit,  not  of  a  selected  few,  but  of  every  de- 
partment of  every  section  and  branch  of  the 
British  music  trade.  The  protective  cloak  of 
the  Federation  must  cover  the  small  trader,  be  he 
manufacturer  or  dealer,  equally  as  much  as  the 
larger  trader.  That,  I  know,  is  the  aim  of  the 
Federation,  that  is  its  mission — to  consolidate 
the  various  interests  of  all  in  one  single  front 
of  unity  and  strength  so  that  the  British  musical 
art  and  manufactures  may  hold  a  high  place 
throughout  the  markets  of  the  world. 

The  British  Industries  Fair  Opens 
The  British  Industries  Fair,  with  its  three  or 
four  miles  of  exhibits,  was  opened  under  the 
auspices  of  the  Board  of  Trade  on  February  21, 
at  the  former  pleasure  grounds  known  to  all  as 
the  White  City,-  Shepherd's  Bush,  West  London. 
It  is  quite  easily  the  largest  exhibition  ever  held 
under  one  roof.  The  music  section  is  separately 
housed  in  a  suitable  hall  which  opens  almost  on  to 
the  entrance  to  Shepherd's  Bush  tube  railway 
station.  In  this  section  there  are  some  fine  ex- 
hibits of  all  kinds  of  musical  instruments,  from 
the  latest  production  in  player  and  organ-piano 
to  the  modern  gramophonic  creation  in  period- 
art  style. 

Such  is  the  attraction  of  the  B.  I.  F.  that  fully 
twenty-five  applications  from  gramophone 
houses  alone  could  not  be  accepted  "owing  to 
lack  of  space."  In  all,  the  musical  exhibits  total 
about  seventy. 

Among  interesting  gramophone  exhibits  I 
would  mention  the  Repeating  Gramophone — an 
ingenious  contrivance  which  permits  of  a  record 
being  played  over  and  over  again,  without  at- 
tention, until  the  motor  spring  is  exhausted. 
Messrs.  Alfred  Graham  are  showing  for  the  first 
time  a  new  cabinet  gramophone  of  exquisite 
design  and  purity  of  tone.  A  fine  range  of  in- 
struments, also  the  new  Tower  Record,  may  be 
seen  at  the  Sterno  Manufacturing  Co.'s  stand. 
The  display  of  Discaphones  and  Winner  records 
by  J.  E.  Hough,  Ltd.,  is  a  very  attractive  feature 


Horn,  Hornless  and  Table-Grand 

GRAMOPHONES 

FOR 

EXPORT 

Please  State  Your  Requirements 

REX  GRAMOPHONE  CO.  2  Elizabeth  Place 
RiTington  Street,  LONDON,  E.C.  2,  England 

Cable  Addrcw  "Lyrecodnc,  London 


of  the  gramophone  section.  It  is  early  yet  to 
speak  of  trade  results,  but  I  shall  deal  with  this 
side  of  the  Fair  in  my  next  month's  report. 
A  Compendium  of  Useful  Information 
Probably  the  most  interesting  item  of  public- 
ity literature  issued  by  a  record  manufacturer 
is  the  pantomime  list  to  hand  from  the  British 
Zonophone  Co.  Ir  consists  of  a  program  of  all 
the  big  panto  hits  on  Zonophone  records, 
against  each  item  being  set  out  the  pantomimes 
in  which  the  song  is  featured,  name  of  the  artist 
singing  it  and  where  the  pantomimes  are  play- 
ing. Such  a  list  is  readily  appreciated  by  Zono- 
phone dealers,  as  it  enables  them  to  feature 
special  window  shows  and  get  active  in  push- 
ing the  sale  of  these  particular  records.  A  most 
excellent  scheme! 

Two  Shifts  Working  at  the  Edison  Bell  Factory 

Quite  recently  I  was  informed  of  the  above 
fact,  which  is  all  the  more  significant  in  view  of 
the  general  slackness  in  the  gramophone  indus- 
try here.  Record  and  machine  trade  is  holding 
up  remarkably  well  and  the  necessity  of  keeping 
the  factory  going  throughout  every  hour  of  the 
day  is  really  the  finest  possible  testimony  to  the 
quality  of  Messrs.  Hough's  products.  Main- 
tenance of  this  happy  state  should  result  from 
the  company's  enterprise  in  exhibiting  at  ' the 
British  Industries  Fair,  where  the  prospect  of 
new  business  is  certainly  good. 

General  News  Items  of  Trade  Interest 

The  price  of  shellac  is  rapidly  on  the  decline. 
At  £900  per  ton  two  years  ago,  present-day 
quotations  are  at  £300,  and  futures  still  less. 
This,  I  doubt  not,  is  responsible  for  a  reduction 
recently  in  the  price  of  four  different  makes  of 
records. 

Thomas  Edeus  Osborne,  the  popular  gramo- 
phone factor  of  Belfast,  is  now  advertising  from 
his  new  premises,  4  College  Square,  North. 
North  Ireland  trade  is  good,  and  his  service  is 
as  enterprising  as  ever! 

The  eleventh  British  Music  Trade  Conven- 
ts CoKfim<e<i  on  page  180) 


u 


"PERFECT 
POINTS" 

A  A 


A  ft 


BRITAIN'S  BEST 

Gramophone  Needle 

(Guaranteed  made  from  High  Carbon  Steel) 

IS  MADE  BY 

W.  R.  STEEL,  of  REDDITCH, 

Head  Office  and  Works— QUEEN  ST. 


Scientifically  pointed,  Hardened  and  Tem- 
pered on  the  latest  up-to-date  machinery  and 
plant  by  skilled  craftsmen  only. 


RESULT: 

A  FIRST  QUALITY  NEEDLE  far  ahead  of 
anything  of  pre-war  quality 

INQUIRIES  SOLICITED 

Special  Quotations  for  Quantities 


Manufacturer  of  all  Kinds  of  Sewing  Needles 


180 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


EDISON  BELL 


CABLE 
•PHONOKINO. 
LONDON " 


ARE  THE  GREATEST  VALUE  FOR  MONEY  PRODUCED  IN  GREAT  BRITAIN 

TEN  INCH  DOUBLE  SIDED  NEEDLE  CUT 

PLAY  ON  ALL  GRAMOPHONES 


Catalogue  contains  4000  Titles  by  the  Premier  Artistes,  Instrumentalists,  Orchestras  and  Bands 

of  the  British  Empire 


DEALERS  PREPARED  TO  DO  BUSINESS  ARE  INVITED  TO  COMMUNICATE  WITH 


Proprietors  and  Manufacturers,  J.  E.  HOUGH,  Ltd.,  62  Glengall  Road,  London,  S.  E.  15,  England 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  179) 


tion  will  open  up  on  May  24  at  Raansgate.  It 
lasts  till  May  30. 

The  distribution  here  of  the  well-known 
Fonotipia  records  has  been  taken  up  by  the 
Gramophone  Exchange,  New  Oxford  street, 
London.  These  fine  records  were  not  obtainable 
during  the  war;  their  re-advent  has  been  heartily 
welcomed  by  the  trade. 

A  welcome  announcement  is  made  by  the 
"His  Master's  Voice"  Co.  of  the  issue  of  six 
double  discs  bearing  English  folk  dance  items 
from   Cecil   j.   Sharp's   collection   of  "Country 


Dance  Tunes."  A  most  acceptable  issue  that 
will  be  welcomed  by  many  people. 

New  Zonophone  Records  of  Interest 
The  many  overseas  traders  who  read  these 
notes  will  welcome  the  news  of  the  issue  of  an- 
other fine  sales  list  of  records  by  the  British 
Zonophone  Co.  At  any  rate. they  are  in  good  de- 
mand here,  and  I  am  inclined  to  think  it  a  fact 
that  what  England  buys  to-day  the  world  buys 
to-morrow.  Indicative  of  the  general  quality  of 
this  month's  program  are  the  following:  (2103) 
"Treasureland,"  selection  I  and  II,  a  potpourri 


of  "hits,"  by  the  Black  Diamonds  Band;  (21 14;, 
"Le  Cygne,"  and  "The  Valse  Song,"  violin  solos 
by  Miss  Elsie  Southgate,  accompanied  the  for- 
mer with  celeste,  the  latter  with  mustel  organ; 
(2110J  "Mammy's  Mississippi  Home,"  and  "Fly- 
Away,  I'm  Busy,"  by  G.  H.  Elliott;  (2109)  "My 
Baby's  Eyes,"  by  Murray  and  Fay,  and  "Then 
You'll  Remember  Me,"  by  Fay  and  Pike;  (2107) 
"Your  Wonderful  Heart  of  Gold"  and  "I'll  See 
You  in  C.  U.  B.  A.,"  by  Herbert  Payne;  (2106) 
"Bideford  Bay"  and  "My  Sword  and  I,"  by  Fos- 
ter Richardson. 


TALKER  GUIDES  LONDON  CROWDS 


Enormous  Gramophone  in  Tube  Station  Shouts 
Orders  to  the  Passengers 


According  to  a  report  from  London  the  sub- 
way system  in  that  city  has  a  new  feature  of 
which  even  the  New  York  Subway  cannot  boast. 
It  is  the  "automatic  stentophone,"  a  large  gram- 
ophone placed  at  the  foot  of  the  stairway  to 
the  congested  Oxford  Circus  station.  As  the 
crowds  come  down  the  narrow  stairway  at  the 
rush  hour  they  hear  the  gramophone  roaring  at 
them: 

"Keep  moving,  please." 

"Let  others  pass  on  the  left." 

"If  you  must  stand,  stand  on  the  right." 

"Now,  then,  keep  moving  on  the  left." 

The  machine  is  worked  by  compressed  air. 
The  records  last  about  a  week  each.  A  sound- 
intensifying  device  increases  the  volume  of  the 
stentophone  voice,  so  that  its  hoarse  shout  rises 
above  the  sound  of  the  passing  trains. 


set.  The  Musi-call  has  unlimited  possibilities, 
for  it  can  be  ased  as  a  pleasant  reminder  that 
the  day's  work  is  about  ready  to  start,  or  it  can 
be  utilized  as  a  novelty  when  entertaining  friends. 

It  is  suggested  that  dealers  should  keep  a 
Musi-call  set  at  ten-minute  intervals  throughout 
the  day,  so  that  practically  every  customer  who 
enters  the  store  will  unconsciously  receive  a 
demonstration.  Columbia  dealers  have  evinced  a 
keen  interest  in  the  Musi-call  and  are  using  it 
to  advantage  in  their  establishments. 


REMINGTON  REPRODUCER  FEATURED 

Is  Described  at  Length  in  a  Special  Article  in 
the  Scientific  American 


HOW  LAWN  PARTIES  BOOST  SALES 


The  Remington  reproducer  used  in  the  phono- 
graph manufactured  by  the  Remington  Phono- 
graph Corp.  was  the  subject  of  a  lengthy  illus- 
trated article  in  the  Scientific  American  of  Feb- 
ruary 26.  The  article  was  written  by  R.  G. 
Skerrett  and  the  various  distinctive  features  of 
the  reproducer  were  strongly  emphasized. 


Enterprising  Dealer  Features  Magnavox  at 
Lawn  Parties — Increase  Machine  and  Record 
Sales — Pointers  for  Interested  Dealers 


The  Diamond  Disc  Shop,  at  9  Alabama  street, 
Atlanta,  Ga.,  retail  headquarters  for  Edison 
phonographs,  was  damaged  by  fire  recently. 


INTRODUCES  THE  MUSLCALL 


Columbia  Graphophone  Co.  Places  Novelty  on 
the  Market — Well  Received  by  Dealers 


The  Columbia  Graphophone  Co.'s  Dealer  Serv- 
ice department  recently  introduced  the  Musi- 
call,  an  alarm  clock  device  which,  when-  placed 
on  the  Columbia  Grafonola  or  on  any  other 
phonograph,  with  the  record  and  tone  arm  in 
position,  will  automatically  start  the  record 
playing  at  the  time  for  which  the  Musi-call  is 


The  J.  O.  Morris  Co.,  Inc.,  distributor  for  the 
Magnavox  in  New  York  and  New  England  ter- 
ritory, received  recently  an  excellent  suggestion 
from  a  talking  machine  dealer  in  Michigan  out- 
lining a  new  use  for  the  Magnavox.  This  dealer 
slated  that  this  particular  "stunt"  increased  his 
sales  several  hundred  per  cent. 

Operating  in  the  rural  sections,  he  gets  per- 
mission from  a  farmer  who  is  one  of  the  leading 
citizens  in  his  locality  and  who  owns  a  pre- 
tentious home  and  grounds  to  use  his  place  for 
a  lawn  party.  The  dealer  decorates  the  lawn 
with  lanterns  and  conducts  a  gala  party  with 
the  Magnavox  as  the  chief  form  of  entertain- 
ment. He  states  that  as  a  result  of  these  parties 
ht  has  secured  substantial  talking  machine  or- 
ders, and  his  record  sales  have  increased  mate- 
rially. 


MAGNET  DECALCOMANIE  NAMEPLATE 


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HLRTEAU.WILLIAMS  &  CO  1° 

MONTREAL    OTTAWA 


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"Does  It  Play  All  Records?" 

Certainly  MAGNOLA  docs;  and  without  any  extra 
attachments,  too.  This  is  only  one  feature,  albeit  a 
most  important  one,  in  the  thoroughly  up-to-date  equip 
ment  of  the  MARVELOUS  MAGNOLA. 

MAGNOLA  "Built  by  Tone  Specialists" 


W&tcKmj  the  Music  Come  Out 


May  we  send  you  our  handsome,  illustrated  catalog 
chock  full  of  information  concerning  the  wonderful 
construction  system  of  Magnola  and  the  beauties  of 
its  musical  results,  its  artistic  appearance  and  it; 
moderate  price? 

Send  your  name  and  let  us  tell  you  morel 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ.  President 
General  Offices  Southern  Wholesale  Branch 


711  MILWAUKEE  AVENUE 
CHICAGO 


ISSO  CANDLER  BLDG. 
ATLANTA,  GA. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


181 


LATEST  PATENTS 


RELATING  ToTALKIHG 


RECORDS 


Washington,  D.  C,  March  8. — Reproducer  for 
Talking  Machines.  John  William  Kaufman,  Bal- 
timore, Md.    Patent  No.  1,367,979. 

This  invention  relates  to  reproducers  for  talk- 
ing machines  and  it  contemplates  certain  im- 
provements in  Patent  No.  1,354,197,  dated  Sep- 
tember 28,  1920. 

It  is  a  purpose  of  the  invention  to  provide  a 
reproducer  in  which  the  resilient  member  be- 
tween the  needle  and  the  diaphragm  is  mounted 
to  materially  increase  its  responsiveness  to  the 
vibrations  of  the  needle  and  to  amplify  such  vi- 
brations by  allowing  the  use  of  resilient  mem- 
bers of  greater  rigidity.  It  is  also  a  purpose  oi 
the  invention  to  provide  a  reproducer  which  can 
be  used  on  records  having  vertical  undulations  as 
well  as  those  formed  with  horizontal  undulations. 

In  the  accompanying  drawings  Figure  1  is  a 
perspective  view  of  one  form  of  reproducer  em- 
bodying the  invention,  showing  the  arm  in  active 
position  upon  a  record;  Fig.  2  is  a  view  showing 
in  front  elevation  the  reproducer  shown  in  Fig. 
1 ;  Fig.  3  is  a  vertical  sectional  view  of  the  sound 
box  shown  in  the  preceding  views;  Figs.  4  and 
5  are  views  showing  in  front  and  side  elevation, 
respectively,  another  form  of  reproducer  em- 
bodying the  invention;"  Figs.  6  and  7  are  views 


showing  in  front  and  side  elevation,  respectively, 
still  another  form  of  reproducer  embodying  the 
invention;  Figs.  8  and  9  are  detail  views  showing 
certain  parts  of  the  reproducers.  Similar  refer- 
ence characters  refer  to  similar  parts  in  each  of 
the  several  views. 

Stylus  or  Needle  for  Phonographs  and  Means 
for  Regulating  Same.  Ray  A.  Frisbis  and  George 
Baty,  Brooklyn,  N.  Y.    Patent  No.  1,367,956. 

This  invention  is  a  new  and  useful  improvement 
in  styli  or  needles  for  phonographs  and  means 
for  regulating  the  same. 

The  object  of  the  invention  is  to  provide  a 
device  of  this  class  in  which  a  wire  may  be 
fitted  an  exact  and  predetermined  distance  in  the 
needle,  so  as  to  reproduce  the  sound  recorded 
in  the  instrument  where  the  device  is  used,  and 
a  further  object  is  to  provide  a'  needle  which 
may  be  fitted  in  any  instrument. 

Figures  1,  2  and  3  illustrate  one  embodiment, 
Fig.  1  being  a  sectional  view  taken  on  the  line 
i — 1  of  Fig.  2,  and  Fig.  3  is  a  sectional  view 
taken  on  the  line  3 — 3  of  Fig.  1,  and  Fig.  2  is  a 
plan  view  of  this  form  of  needle.  Figs.  4  and  5 
show  another  form  of  needle,  these  two  views 
being  side  elevations  taken  at  right  angles  to 
each  other.  Figs.  6  and  7  show  yet  a  further 
modification,  Fig.  6  being  partially  in  section  and 
Fig.  7  being  a  sectional  view  taken  on  the  line 


7 — 7  of  Fig.  6.  Fig.  8  is  a  side  elevation  of  yet 
a  further  modification  and  shows  a  needle  em- 
bodying the  invention.  Figs.  9  and  10  show  an 
adjusting  device,  Fig.  10  being  a  sectional  view 
showing  two  adjusting  holes  and  the  part  of  the 
device  adjacent  thereto. 

Reproducer  for  Phonographs.  Burr  B.  Blood, 
Chicago,  111.    Patent  No.  1,365,298. 


This  invention  relates  more  particularly  to  the 
construction  of  the  reproducer  shell  or  back  and 
means  for  providing  a  connection  between  the 
reproducer  and  the  tone  arm  of  a  phonograph; 
and  has  for  its  object  the  provision  of  a  construc- 
tion whereby  a  connection  between  the  repro- 
ducer and  tone  arm  may  not  only  be  quickly 
effected,  but  a  connection  provided  which  will  be 
free  from  the  serious  objections  heretofore  en- 
countered because  of  the  tendency  of  such  con- 
nections to  loosen  and  thereby  producing  im- 
proper noises  or  vibrations  during  the  operation 
of  the  phonograph. 

An  object  of  the  invention  is  to  provide  means 
whereby  the  proper  relation  between  the  tone 
arm  and  reproducer  will  be  insured  and  the  con- 
nection easily  and  quickly  provided  without  the 
possibility  of  such  connection  to  cause  any  chat- 
ter or  vibration  between  the  parts;  the  means 
enabling  the  connection  to  be  made  by  the 
manipulation  of  a  single  element  after  the  respec- 
tive parts  have  been  properly  assembled;  thus 
obviating  the  necessity  for  the  use  of  a  plurality 
of  screws,  or  the  like,  which  have  heretofore 
been  generally  employed. 

Figure  1  is  a  rear  elevation  of  a  reproducer 
provided  with  the  invention.  Fig.  2  is  a  cross- 
sectional  view  taken  on  the  line  2 — 2  of  Fig.  1 
looking  in  the  direction  of  the  arrows.  Fig.  3 
is  a  perspective  view  of  the  rear  or  back  wall 
of  the  reproducer.    Fig.  4  is  a  perspective  view 


of  the  tone  arm  connection.  Fig.  5  is  a  perspec- 
tive view  of  the  connection  forming  or  locking 
element,  while  Fig.  6  is  a  perspective  view  of  a 
type  of  washer  or  gasket  that  may  be  employed 
in  the  improved  construction. 

Phonograph  Horn.  Edward  H.  Koehler,  Chi- 
cago, 111.    Patent  No.  1,365,249. 

This  invention  relates  to  phonograph  horns, 
and  its  object  is  to  improve  the  tone  quality  and 
increase  the  volume  and  eliminate  the  metallic 
character  of  tone. 

In  the  accompanying  drawing  Figure  1  is  a 
side  view  of  a  phonograph  panel  horn,  showing 


the  panel  construction  to  better  illustrate  the 
features  of  the  invention.  Fig.  2  is  the  front 
view  of  a  phonograph  panel  horn. 

Reproducer.  Jobby  Belpedio,  Bridgeport, 
Conn.    Patent  No.  1,365,146. 

The  primary  object  of  the  invention  is  to  pro- 
vide a  reproducer  for  talking  machines  which  is 
readily  adapted  to  playing  diamond  disc  records, 
records  in  which  the  sound  undulations  are  on  the 
side  of  the  groove  and  discs  in  which  the  sound 
undulations  are  in  the  bottoms  of  the  grooves. 
To  this  end  the  invention  comprises  a  tone  arm 
and  a  sound  box  universally  connected  to  the 
tone  arm,  the  sound  box  carrying  stylus  or  a 
needle  attachment  for  records  in  which  the  sound 
undulations  are  on  the  sides  and  bottoms  of  the 


grooves  respectively  and  carrying  a  diamond  for 
use  with  a  diamond  disc  record. 

Figure  1  is  a  view  in  side  elevation  of  a  tone 
arm  and  sound  box  embodying  the  invention, 
the  sound  box  being  shown  in  the  box  for  play- 
ing diamond  disc  records.  Fig  2  is  a  top  plan 
view  of  the  structure  shown  in  Fig.  1,  but  shows 
the  sound  box  in  the  position  for  playing  discs 
in  which  the  sound  undulations  are  on  the  side 
of  the  groove.  Fig.  3  is  a  perspective  view  of 
one  of  the  two  connectors  by  which  the  sound 
box  is  attached  to  the  tone  arm.  Fig.  4  is  a  side 
elevational  view  of  the  structure  shown  in  Fig. 
2.  Fig.  5  is  a  section  on  the  line  5 — 5  of  Fig.  4. 
Fig.  6  is  a  section  on  the  line  6 — 6  of  Fig.  4. 
Fig.  7  is  a  detailed  sectional  view  of  the  dia- 
phragm, showing  how  provision  is  made  for  con- 
necting therewith  the  arm  which  connects  with 
the  stylus  bracket.,  Fig.  8  is  a  perspective  view 
of  the  arm  which  connects  with  the  diaphragm, 
this  figure  showing  also  the  lever  carrying  the 
diamond  and  the  connection  between  it  and  the 
arm.  Fig.  9  is  a  section  on  the  line  9 — 9  of 
Fig.  5.  Fig.  10  is  a  section  on  the  line  10 — 10 
of  Fig.  6.    Fig.  11  is  an  enlarged  detail  sectional 


view,  showing  the  connection  between  the  lever 
tarrying  one  kind  of  record-engaging  element 
and  the  arm  operatively  connecting  with  other 
kinds  of  such  elements. 

Tone  Arm  for  Phonographs.  Alexander  F. 
Bruhy,  West  End,  Wis.,  assignor  to  Plymouth 
Phonograph  Co.,  Patent  No.  1,364,180. 

This  invention  relates  to  improvements  in  tone 
arms  employed  in  connection  with  phonographs 
or  talking  machines,  and  especially  to  that  partic- 
ular construction  of  tone  arm  in  which  the  same, 
in  addition  to  being  mounted  to  oscillate  upon 
the  base-plate,  is  spring-balanced  so  as  to  support 
or  counter-balance  the  outer  end  of  the  tone  arm 
carrying  the  sound  box  and  thereby  pr-event  the 
stylus  or  needle  from  bearing  too  heavily  upon 
the  record  and  unduly  wearing  the  same. 

Heretofore  in  tone  arms,  constructed  as  de- 
scribed, it  has  been  customary  to  connect  the 
inner  portion  of  the  elbow  of  said  arm  with  a 
spring  balance,  the  idea,  as  stated,  being  to  over- 
come to  a  certain  extent  the  weight  of  the  outer 
free  end  of  the  arm  and  the  sound  box,  so  that 
the  stylus  or  needle  traveling  in  the  groove  of 
the  record  will  not  subject  the  same  to  undue 


wear.  It  has  been  found,  however,  that  the 
weight  of  the  tone  arm  and  consequently  the 
bearing  pressure  of  the  needle  in  the  groove  of 
the  record  should  vary  to  produce  the  best  re- 
sults from  different  makes  of  records,  thus  ver- 
{Continued  on  page  182) 


182 


THE    TALKING    MACHINE  WORLD 


March  15,  1921 


LATEST  PATENTS  RELATING  TO  TALKING  MACHINES  AND  RECORDS— (Continued  from  page  181) 


tically  cut  records  requiring  more  pressure  than 
those  laterally  cut,  and  even  some  records  of 
these  two  classes  will  be  found  to  give  better 
results  if  the  pressure  is  regulated  somewhat. 

Figure  1  is  a  top-plan  view  of  a  spring-bal- 
anced tone  arm  having  the  invention  applied 
thereto,  the  outer  end  of  the  arm  being  broken 
away.  Fig.  2  is  a  side  elevation  and  partial  sec- 
tional view  of  the  same;  Fig.  3  is  a  rear  elevation 
thereof;  and  Fig.  4  shows  a  modified  construc- 
tion that  may  be  employed  in  lieu  of  that  shown 
and  which  will  accomplish  the  same  purpose. 

Graphophone.  Arthur  Laurencich,  Washing- 
ton, D.  C.    Patent  No.  1,364,201. 

This  invention  relates,  generally,  to  disk 
graphophohes,  but  more  particularly  to  a  novel 
sound-producing  and  amplifying  device  therefor; 
and  the  object  is  to  provide  such  a  device  which 
shall  be  exceedingly  economical  in  construction, 
easily  and  quickly  adjusted  in  position,  and  thor- 
oughly efficient  in  operation,  for  the  purpose 
intended. 

Figure  1  is  a  top-plan  view  of  a  disk  grapho- 
phone equipped  with  improvements;  Fig.  2  is  a 
view  in  side  elevation  thereof;  Fig.  3  is  a  view 
taken  at  right  angles  to  the  position  shown  in 
Fig.  2;  Fig.  4  is  a  detached  detail  view,  in  per- 
spective, of  the  combined  needle  and  sound- 
amplifier  holder;  Fig.  5  is  a  similar  view  of  a 
somewhat  modified  form  of  combined  needle  and 
sound-amplifier  holder;  Fig.  6  is  a  fragmental 
view,  partly  in  section,  of  the  swinging  reproducer 
arm;  Fig.  7  is  a  similar  view,  but  showing  the 
bushing  for  the  reception  of  the  tubular  shank  of 
the  needle-holder  slightly  removed  from  the  end 
of  the  reproducer  arm,  instead  of  at  the  end 
thereof,  as  in  Fig.  6;  Fig.  8  is  a  fragmental  view, 
in  side  elevation,  of  a  reproducer  arm  carrying 
a  slightly  modified  form  of  bushing  for  the  recep- 
tion of  the  tubular  shank  of  the  needle-holder; 
Fig.  9  is  a  fragmental  view,  in  bottom  plan,  of 
the  reproducer  arm  and  bushing  shown  in  Fig.  8; 


Fig.  10  is  a  view  in  elevation  of  a  disk  grapho- 
phone, showing  a  slightly  modified  form  of  means 
for  holding  the  upper  end  of  the  sound-amplify- 
ing member;  Fig.  11  is  a  sectional  view  on  the 
line  11 — 11,  Fig.  10,  looking  in  the  direction  of 
the  arrows;  Fig.  12  is  a  sectional  view  taken 
similarly  to  Fig.  11,  but  showing  a  slightly  modi- 
fied form  of  clamping  means  for  the  curved  sup- 
porting arm  shown  in  Fig.  10;  and  Fig.  13  is  a 
view  in  front  elevation  of  the  flexible  sound- 
producing  plate  or  sheet. 

Latch.  Francis  M.  Wagner,  Pittsburgh,  Pa. 
Patent  1,364,661. 

This  invention  relates  to  latches,  and  more  par- 
ticularly to  a  latch  adapted  for  use  in  connection 
with  phonographs  and  similar  structures  having 
hinged  lids. 


REPAIRS 


All  Makes  of  Talking  Machines 
Repaired  Promptly  and  Efficiently 

REPAIR  PARTS  FOR  ALL  MACHINES 


ANDREW  H.  DODIN 

28  Sixth  Avenue  New  York 

TELEPHONE,  SPRING  1 194 


One  of  the  main  objects  of  the  invention  is  to 
provide  simple  and  efficient  means  for  holding 
the  lid  of  a  phonograph  case  raised,  this  means 
permitting  ready  lowering  of  the  lid  by  raising 
the  same  to  a  predetermined  extent  beyond  its 
normal  raised  position  and  then  lowering  the  lid. 
Another  object  is  to  provide  a  device  which  will 
permit  the  lid  to  be  lowered,  in  the  ordinary 
manner,  and  will  not  require  any  special  skill  or 
practice  in  its  operation. 

In  the  drawings  Figure  1  is  a  fragmentary  side 
view  of  a  phonograph  case  of  conventional  type, 


showing  the  latch  applied;  Fig.  2  is  a  fragmentary 
inner  side  view  of  the  lower  portion  of  the  latch 
arm;  Fig.  3  is  a  forward  end  view  of  the  same. 

Needle  Changing  Device  for  Talking  Machines. 
Donato  Di  Carlo,  Philadelphia,  Pa.  Patent  No. 
1,364,428. 

One  object  of  this  invention  is  to  provide  an 
improved  structure  for  automatically  moving  the 
needle  holder  of  a  sound  box  into  a  position  from 
adjacent  to  the  record  to  a  position  remote  from 
the  record  so  that  the  needle  can  be  conveniently 
changed  without  injuring  the  record. 

Figure  1  is  a  fragmentary  top  plan  view  illus- 
trating the  invention;  Fig.  2  is  a  side  elevation 
of  Fig.  1;  Fig.  3  is  a  section  taken  on  the  line 
3 — 3  of  Fig.  1  showing  the  sound  box  and  the 
locking  parts  in  outside  view;  Fig.  4  is  a  view  of 
similar  character  to  Fig.  2,  showing  the  same 
after  having  been  automatically  operated  to  move 
the  needle  holder  into  a  position  to  permit  the 
needle  to  be  conveniently  changed  without  pos- 


sible  injury  to  the  record;  Fig.  5  is  a  transverse 
section  taken  on  the  line  5 — 5  of  Fig.  3;  Fig.  6 
is  a  detached  view  shown  partly  in  section  of  the 
parts  of  the  invention  and  illustrating  how  the 
same  can  be  taken  apart  or  put  together;  and 
Fig.  7  is  a  perspective  view  of  a  spring  retaining 
member  which  forms  a  part  of  the  invention. 

Sound-Reproducing  Machine  or  Phonograph. 
David  H.  Wilson,  Philadelphia,  Pa.  Patent  No. 
1,363,946. 

This  invention  relates  to  sound-reproducing 
machines  or  phonographs.  More  particularly  the 
invention  relates  to  improvements  in  the  tone 
chamber  or  horn  of  such  instruments. 

One  important  object  of  the  invention  is  to 
provide,  in  a  cabinet  phonograph,  an  improved 


figi 


form  of  mounting  for  the  tone  chamber  so  ar- 
ranged as  to  give  greatly  increased  volume, 
clearness  and  brilliancy  of  tone. 

A  second  important  object  of  the  invention 
is  to  provide,  in  a  cabinet  phonograph,  an  im- 
proved mounting  for  the  tone  chamber  which  is 


so  arranged  as  to  eliminate  the  damping  of  the 
tone  chamber  vibrations  by  the  cabinet  or  casing, 
the  tone  chamher  being  free  to  vibrate  independ- 
ently of  such  casing. 

A  third  important  object  of  the  invention  is  the 
provision  of  an  improved  form  of  tone  chamber 
capable  of  being  molded  in  a  single  piece  or 
made  from  a  number  of  pieces  separate  from  the 
cabinet  and,  after  being  so  made,  assembled  in 
its  cabinet. 

Figure  1  is  a  perspective  view  of  a  cabinet 
phonograph  constructed  in  accordance  with  this 
invention;  Fig.  2  is  a  horizontal  section  through 
the  upper  part  of  the  casing  of  a  phonograph 
constructed  in  accordance  with  this  invention,  the 
view  being  taken  to  show  the  tone  chamber  in 
position;  Fig.  3  is  a  vertical  section  on  the  line 
3—3  of  Fig.  2;  Fig.  4  is  a  side  view  of  the  tone 
chamber,  showing  the  manner  of  supporting  the 
same;  Fig.  5  is  a  bottom  or  under  side  view  of 
a  lock  plate  used  herewith. 

Sound-Recording  and  Sound-Reproducing  Ma- 
chine. John  H.  Neher,  Princeton,  N.  J.  Patent 
No.  1,363,903. 

This  invention  relates  to  the  recording  and  re- 
producing of  lengthy  speech  or  music  on  a  plu- 
rality of  records,  and  its  object  is  to  provide 
certain  new  and  useful  improvements  in  sound- 
recording  and  sound-reproducing  machines 
whereby  the  continuous  recording  or  the  continu- 
ous reproduction  of  speech  or  music  can  be 
readily  obtained  without  noticing  the  transition 
from  one  record  to  another.    Another  object  is 


to  give  the  operator  ample  time  for  placing  the 
next  record  in  position  on  the  machine  prior  to 
the  stylus,  in  engagement  with  an  active  record, 
reaching  the  end  of  the  sound  groove,  thus  in- 
suring the  continuous  recording  or  continuous 
reproduction  of  the  subject  matter. 

Figure  1  is  a  side  elevation  of  the  improved 
sound-recording  machine;  Fig.  2  is  a  sectional 
side  elevation  of  the  same  and  showing  more 
particularly  the  inactive  unit;  Fig.  3  is  a  sectional 
plan  view  of  the  same  on  the  line  3 — 3  of  Fig.  2; 
Fig.  4  is  a  cross  section  of  the  same  on  the  line 
4 — 4  of  Fig.  2;  and  Fig.  5  is  a  plan  view  of  one 
of  the  records. 


The  National  Phonograph  Exchange,  Mem- 
phis, Tenn.,  has  been  organized  with  $5,000  cap- 
ital. 


DAMAGED  VARNISH 

can  be  permanently  and  invisibly  repaired  by  using 

LESLEY'S  PATCHING  VARNISH 

Price:  1  pt„  $1.00;  1  qt.,  $1.90 
Complete  repair  outfit,  $3.50 

Write  for  catalogue 

LESLEY'S  CHEMICAL  CO. 

10  S.  New  Jersey  St.  Indianapolit,  Ind. 


March  15,  1921 


THE    TALKING    MACHINE  WORLD 


183 


^RECORD  BULLETINS^ 


April,  1921 


VICTOR  TALKING  MACHINE  CO. 


18730 
18731 
18732 

35706 

18729 

18733 

18734 

18735 

55135 

45241 
18720 

18728 

64937 
88628 
74670 
64934 

64938 
Mme. 
87575 

JOHX 

87574 

74671 
64935 

87323 

74673 

74672 
64936 


POPULAR  SOXGS 

My  Mammy   Peerless  Quartet 

Underneath  Hawaiian  Skies, 

Albert  Campbell-Henry  Burr 
Look  for  the  Silver  Lining, 

Edna  Brown-Charles  Harrison 

Wandering  Home  Helen  Clark-Charles  Hart 

She  Gives  Them  All  the  Ha!  Ha!  Ha!, 

Billy  Murray 

Stop!  Look!  Listen  American  Quartet 

DANCE  RECORDS 
Sally — Medley  Fox-trot, 

Joseph  C.  Smith's  Orchestra 
Lady  Billy — Medley  Fox-trot, 

Joseph  C.  Smith's  Orchestra 
Home  Again  Blues — Medley  Fox-trot, 

Original  Dixieland  Jazz  Band 
Crazy  Blues — Fox-trot, 

Original  Dixieland  Jazz  Band 
Rose — Nightingale— Medley  Fox-trot, 

All  Star  Trio,  assisted  by  their  Orchestra 
Tip-Top — Medley  One-step, 

Joseph  C.  Smith's  Orchestra 
I  Never  Knew — Fox-trot, 

Paul  Whiteman  and  His  Orchestra 
Do  You  Ever  Think  of  Me? — Medley  Fox-trot, 

Paul  Whiteman  and  His  Orchestra 
Bright  Eyes — Medley  Fox-trot, 

Paul  Whiteman  and  His  Orchestra 
Love  Bird — Medley  Fox-trot, 

Paul  Whiteman  and  His  Orchestra 
VOCAL  AND  INSTRUMENTAL  RECORDS 
Aida — Ritorna  Vincitor  (Return  Victorious), 

Lucy  Isabelle  Marsh 
Aida — O  Patria  Mia  (My  Native  Land), 

Lucy  Isabelle  Marsh 

Hush-a-Bye,  Baby  Mine  Elsie  Baker 

Mammy  Dear  Elsie  Baker 

Carry  Your  Cross  With  a  Smile, 

Homer  Rodeheaver 
Tell  Me  the  Story  of  Jesus. .  .Homer  Rodeheaver 

Valse  Erica — Saxophone  solo  Rudy  Wiedoeft 

Saxophobia — Saxophone  solo  Rudy  Wiedoeft 

RED  SEAL  RECORDS 
Sophie  Braslau,  Contralto 

Just  a  Little  House  of  Love  Glanville-Wood 

Enrico  Caruso,  Tenor — In  Italian 

Serenata   Caruso-Bracco 

Alfred  Cortot,  Pianist 

Hungarian  Rhapsody,  No.  2 — -Part  1  Liszt 

Giuseppe  De  Luca,  Baritone — In  French 
Beau   Soir    (A   Beautiful  Evening), 

Bourget-Debussy 
Beniamino  Gigli,  Tenor — In  Italian 
La  Gioconda — Cielo  e  Mar  (Heaven  and  Ocean), 

Ponchielli 

Louise  Homer,  Contralto,  and  Miss  Louise  Homer 
Soprano 

Oh  Morning  Land  Rexford-Phelps  10 

McCormack,   Tenor,  and  Fritz   Kreisler,  Violinist 

(Piano  accomp.,  Edwin  Schneider) 
O  Cease  Thy  Singing,  Maiden  Fair. .Rachmaninoff 
Philadelphia  Orchestra 
(Leopold  Stokowski,  Director) 

Samson  et  Dalila — Bacchanale  Saint-Saens 

Sergei  Rachmaninoff,  Pianist 
Study  from  "The  Children's  Corner"   (No.  1 — 

Doctor  Gradus  and  Parnassum)  Debussy 

Titta  Ruffo,  Baritone — Neapolitan 
Munasterio    (The  Monastery), 

di  Giacomo-P.  Mario  Costa 
E.  H.  Sothern  and  Julia  Marlowe 
The  Merchant  of  Venice — (1)  Shylock's  Speech; 

(2)  The  Mercy  Speech  Shakespeare 

Toscanini  and  La  Scala  Orchestra 

Gagliarda  Vincenzo  Galilei 

Efrem  Zimbalist,  Violinist 
Serenade   Pierne 


10 
10 


10 


10 


10 


12 


10 


10 


10 


COLUMBIA  GRAPHOPHONE  CO. 

SYMPHONY  RECORDS 

A-6179  The   Palms  Louis  Graveure,  Baritone 

The  Holy  City  Louis  Graveure,  Baritone 

49453  Serenade  (Schubert-Elman), 

Toscha  Seidel,  Violinist 

49802  Largo  (Handel)  Pablo  Casals,  'cellist 

A-3354  Nearer,  My  God,  to  Thee, 

Seagle  and  Columbia  Quartet 
I  Love  to  Tell  the  Story, 

Seagle  and  Columbia  Quartet 
POPULAR  HITS 
A-3365  Crazy  Blues.. Mary  Stafford  and  her  Jazz  Band 
Royal  Garden  Blues, 

Mary  Stafford  and  her  Jazz  Band 

A-3363  Rose  of  My  Heart — Tenor  solo  Samuel  Ash 

Beautiful  Hawaii — Tenor  duet. .. Campbell-Burr 
A-3367  Look  for  the  Silver  Lining  (From  "Sally"), 

Marion  Harris,  Comedienne 
I'm  Gonna  Do  It  If  I  Like  It, 

Marion  Harris,  Comedienne 
NOVELTY  RECORD 

E-4959  Song   of   Sadness  Orquesta  Argentina 

Delfos   Orquesta  Argentina 

A-3118  Bird  Calls— A  Day  With  the  Birds, 

Edward  Avis 

Bird  Calls — Spring   Birds  Edward  Avis 

DANCE  RECORDS 
A-3364  Rosie — Medley    Fox-trot.      Intro.:  "Beautiful 

Faces"  Yerkes  Jazarimba  Orchestra 

You  Oughta  See   My  Baby — Medley  Fox-trot. 
Intro.:  "No  Wonder  I  Am  Blue," 

Yerkes  Jazarimba  Orchestra 
A-3366  Bright  Eyes— Fox-trot, 

The  Leo  F.  Reisman  Orchestra 
Love  Bird — Fox-trot, 

The  Leo  F.  Reisman  Orchestra 
THE  MID-MONTH  RECORDS 

A-3361  O-HI-0  (O-Myl-O!)  Al  Jolson,  Comedian 

I  Want  to  Go  to  the  Land  Where  the  Sweet 

Daddies  Grow.  Van  and  Schenck 

A-3356  My  Last  Dollar  Bert  Williams,  Comedian 

I'm  Gonna  Quit  Saturday, 

Bert  Williams,  Comedian 
A-3360  Just    Snap    Your    Fingers    at    Care.      Intro. : 
"The  Greenwich  Village  Follies," 

Nora  Bayes,  Comedienne 
Why  Worry? — From  "Her  Family  Tree," 

Nora  Bayes,  Comedienne 
SYMPHONY  RECORDS 
A-3355  A  Southern  Lullaby — Mezzo-Soprano, 

,  Barbara  Maurel 


Mammy  Dear — Mezzo-Soprano.  .Barbara  Maurel 
DANCE  RECORDS 

A-3359  Remember  Me — Fox-trot  Paul  Biese  Trio 

Happy  Hottentot — Song  Fox-trot, 

Paul  Biese  Trio  and  Frank  Crumit 

A-3358  Humming — Fox-trot   The  Happy  Six 

Now  and  Then — Fox-trot.     Intro.:  "Granada," 

The  Happy  Six 

A-6180  Down  the  Trail  to  Home,  Sweet  Home — Waltz, 
Yerkes  Jazarimba  Orchestra 
Dearest  One — Medley  Waltz.     Intro. :  "Your 
Eyes  Have  Said  Remember," 

Prince's  Dance  Orchestra 


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10 


10 
10 


10 
10 


10 


AEOLIAN  CO. 


52004 
52005 

30117 
30118 

24015 

52008 
14148 

14149 


10  14150 


14151 


14152 


14153 


14154 


14155 


14156 


OPERATIC  SELECTIONS 
Favorita — Spirito  Gentil   (Spirit  so  fair)  (Doni- 
zetti)— Tenor,   in   Italian,    Vocalion   Orch.  ac- 
comp Giulio  Crimi 

Voce   di    Primavera — Valse    (Johann    Strauss)  — 
Soprano,   in  Italian,  Vocalion   Orch.  accomp., 

Evelvn  '  Scotney 
STANDARD  SELECTIONS 
The    Star    (Rogers) — Soprano,    Vocalion  Orch. 

accomp  May  Peterson 

Abide    With    Me    (Monk) — Baritone,  Vocalion 
Orch.  and   Quartet  accomp., 

John  Charles  Thomas 
Macushla       (MacMurrough) — Tenor,  Vocalion 

Orch.  accomp  Charles  Harrison 

Mother  Machree   (Olcott-Ball) — Tenor,  Vocalion 

Orch.  accomp  Charles  Harrison 

INSTRUMENTAL  SELECTION 
Indian  Lament  (Dvorak-Kreisler) — Violin,  piano 

accomp  Sasha  Culbertson 

NOVELTY  SELECTIONS 
The   Nightingale   and  the   Rose    (Thompson) — 

Whistler,  Orch.  accomp  Margaret  McKee 

Bird  Imitations — Whistler,  Orch.  accomp., 

Margaret  McKee 
POPULAR  SELECTIONS 
Dearest  One   (Blaufuss) — Orch.  accomp., 

Arthur  Burns 

Drifting   Apart    (Johnston-Ager-Schuster) — Orch. 

accomp  Hugh  Donovan 

Hi-Yo    (Fairchild-Green)— Orch.  accomp., 

Harmonizers'  Quartet 
Answer  Me  (Vause) — Orch.  accomp., 

Charles  Hart-Elliot  Shaw 
O-HI-O    (Yellen-Olman)—  Orch.  accomp., 

Eileen  Stanley 

Boll-Weevil   Blues   (Cliff  Hess) — Orch.  accomp., 

Ernest  Hare 

In  the  Heart  of  Old  Italy  (West-Glogau) — Orch. 

accomp  Crescent  Trio 

Aunt  Jemima's  Jubilee   (Tracey-Pinkard) — Orch. 

accomp  Harmonizers'  Quartet 

DANCE  SELECTIONS 
Bright  Eyes  (Intro.:  "Make  Believe")  (Smith- 
Motzan-Jerome-Davis-Shilkret — Fox-trot, 

Al  Jockers'  Dance  Orchestra 
Na-Jo  (Wiedoeft-Holliday) — Fox-trot, 

Al  Jockers'  Dance  Orchestra 
Arabia  (G.  H.  Green) — One-step, 

Green  Brothers'  Novelty  Band 
Mazie    (Crain-Dawson-Gold) — Fox-trot, 

Green  Brothers'  Novelty  Band 
Do  You  Ever  Think  of  Me?   (Burnett)— Fox- 
trot  Selvin's  Dance  Orchestra 

Love  Bird   (Earl-Fiorito) — Fox-trot, 

Selvin's  Dance  Orchestra 
I    Never   Knew    (Intro.:    "Two    Sweet  Lips") 
( Pitts-Egan-Marsh)  — Fox-trot, 

Al  Jockers'  Dance  Orchestra 
Look  for  the  Silver  Lining  (Intro.:  "Whip-poor- 
will")    (Jerome  Kern) — Fox-trot, 

Al  Jockers'  Dance  Orchestra 


12 


12 


10 


10 
10 


10 


12 


10 
10 


10 
10 


10 
10 


10 

10 


10 
10 


10 


10 
10 


10 
10 


10 


10 


10 


82205 

82209 
82210 

82573 
80594 

80595 
80596 
80597 
80598 
80599 

80600 


EDISON  RE-CREATIONS 

Kashmiri  Song — Indian  Love  Lyrics  (Woodforde- 
Finden) — Soprano   ......Maggie  Teyte 

Pale  Moon — Indian  Love  Song  (Logan) — Bass- 
baritone   Arthur  Middleton 

Oh,  Mother,  My  Love  (Farley) — Soprano,  Anna  Case 

Yeomen's  Wedding  Song   (Poniatowski) — Bass, 

Henri  Scott 

Donna  non  vidi  mai  (Never  did  I  behold  so  fair 
a  maiden!) — Manon  Lescaut  (Puccini) — Tenor, 
in   Italian  Guido  Ciccolini 

Stances  (Stanzas) — Lakme  (Delibes) — Baritone, 
in   French  Torcom  Bizazian 

Mira,  di  acerbe  lagrime  (Let  my  tears  implore 
thee) — II  Trovatore  (Verdi) — Soprano-bari- 
tone, in  Italian  Marie  Rappold-Taurino  Parvis 

Te  souvient-il  (Dost  thou  recollect — Meditation) 
— Thais  (Massenet) — Soprano-bass-baritone,  in 
French  Alice  Vsrlet-Arthur  Middleton 

Casse-Noisette  Suite,  Part  I  (Nut  Cracker  Suite) 
— Overture  Miniature;  and  Danse  Chinoise 
(Tschaikowsky)  American  Symphony  Orchestra 

Casse-Noisette  Suite,  Part  II  (Nut  Cracker 
Suite) — Danse  de  la  Fee  Dragee;  and  Danse 
des  Mirlitons  (Tschaikowsky), 

American  Symphony  Orchestra 

Our  Little  Love  Affair — Fifty-Fifty  (Swanstrom) 
— Soprano-tenor. Betsy  Lane  Shepherd-Lewis  James 

Until  I  Say  Good-Bye  (Hill) — Contralto-tenor, 

Louise  Terrell-George  Wilton  Ballard 

Songs  of  Other  Days,  No.  5, 

Metropolitan  Mixed  Chorus 

Songs   of   Other  Days,  No.  6 

Metropolitan  Mixed  Chorus 

Nightingale's  Song — Pinafore  (Gilbert-Sullivan) 
— Tenor  Vernon  Dalhart  and  Chorus 

Your  Eyes  Have  Told  Me  So  (Blaufuss) — So- 
prano  Gladys  Rice 

II  Guarany  Overture,  Part  I  (Gomez), 

Sodero's  Band 
II  Guarany  Overture,  Part  II  (Gomez), 

Sodero's  Band 

Parted    (Tosti) — Baritone  Thomas  Chalmers 

Were  My  Song  With  Wings  Provided  (Hahn) ; 

and  Serenata — I  Wait  Beneath  Thy  Window, 

Love  (Moszkowski) — Soprano, 

Betsv  Lane  Shepherd 
Adagio    Cantabile    (Quartet    Op.    64,    No.  5) 
(Haydn) — First  violin,  second  violin,  viola  and 

violoncello   Zoellner  String  Quartet 

To  a  Wild  Rose  (MacDowell-Zoellner)— First 
violin,  second  violin,  viola  and  violoncello, 

Zoellner  String  Quartet 


80601  Gethsemane  (Ackley) — Baritone  Robert  E.  Clark 

Home  Over  There   (O'Kane) — Mixed  voices, 

Calvary  Choir 
Edison  Re-Creations— "Bits  of  Broadway" 
50730  I    Never    Knew    (Intro.:    "Marimba") — Medley 
Fox-trot,  for  dancing, 

Max  Fells'  Delia  Robbia  Orchestra 
Sweet  Lavender  (David) — Fox-trot,  for  dancing, 

Max  Fells'  Delia  Robbia  Orchestra 

50738  Na-Jo    (Wiedoeft-Holliday)— Fox-trot,   for  danc- 

ing Max  Fells'  Delia  Robbia  Orchestra 

Mazie  (Gold-Dawson-Caine) — Fox-trot,  for  danc- 
ing  •  Orlando's  Orchestra 

50739  O-HI-O    (Intro.:    "Thy    Troubadour")— Medley 

One-step  Max  Fells'  Delia  Robbia  Orchestra 

Sally  (Intro.:  "Look  for  the  Silver  Lining," 
"Whip-poor-will"  and  "Wild  Rose") — Medley 
Fox-trot,   for  dancing, 

Harry  Raderman's  Jazz  Orchestra 

50740  Do  You  Ever  Think  of  Me  (Burtnett) — Fox-trot, 

for  dancing  Harry  Raderman's  Jazz  Orchestra 

Arabia  (G.  H.  Green) — One-step,  for  dancing, 

Green  Brothers'  Novelty  Band 

50741  My  Mammy   (Donaldson) — Male  voices, 

Premier  Quartet 
Look    for    the    Silver    Lining    (From  "Sally") 
(Kern) — Soprano-tenor, 

Betsy  Lane  Shepherd-Lewis  James 

50742  Answer  (Vause) — Fox-trot,  for  dancing,  - 

Lenzberg's  Riverside  Orchestra 
Sweet  Love  (Smalle) — Fox-trot,  for  dancing, 

Lenzberg's"  Riverside  Orchestra 

Edison  Re-Creations — April  Special 

80609  Lassie  o'  Mine  (Walt) — Tenor  Albert  Lindquest 

When  I  Looked  in  Your  Wonderful  Eyes  (Os- 
borne)— Baritone   Edward  Allen 

50700  Anytime,  Anyday,  Anywhere  (Intro.:  "Just  for 
To-day") — Fox-trot,   for  dancing, 

Green  Brothers'  Novelty  Band 
In    Sweet    September    (Monaco) — Fox-trot,  for 
dancing  Green  Brothers'  Novelty  Band 

50713  Hula  Blues  (Cunha-Noble) — Fox-trot,  for  danc- 

ing Harry  Raderman's  Jazz  Orchestra 

If  a  Wish  Could  Make  It  So  (Stothart)  (From 
"Tickle  Me") — Medley  Fox-trot,  for  dancing, 

Lenzberg's  Riverside  Orchestra 

50714  Broadway  Blues  (Morgan)  Al  Bernard 

My  Lovin'  Sing  Song  Man  (Bernard), 

Al  Bernard-Frank  M.  Kamplain 

50715  Darling   (Intro.:   "Just   Snap   Your  Fingers  at 

Care")— Medley  Fox-trot,  for  dancing, 

Max  Fells'  Delia  Robbia  Orchestra 
Wedding    Blues    (Friedlander)     (From  "Pitter 
Patter") — Fox-trot,  for  dancing, 

Lenzberg's  Riverside  Orchestra 

50716  My  Home  Town  Is  a  One-Horse  Town  (But  It's 

Big  Enough  for  Me)   (Silver) — Tenor. Jim  Doherty 
Wonderful  Girl,  Wonderful  Boy  (Caryll)  (From 
"Tip  Top") — Soprano-tenor, 

Helen  Bell  Rush-Reese  Jones 

50717  Baby    Dreams    (Stothart)     (From    "Jimmie") — 

Soprano  Elizabeth  Spencer  and  Mixed  Chorus 

Margie — Medley  Fox-trot,  for  dancing, 


29072 
29073 


4206 
4207 
4208 
4209 
4210 

4211 
4212 


4213 

4214 
4215 

4216 
4217 

4218 
4219 

4220 

4221 
4222 

4223 

27198 
27199 

14213 

26208 
26209 


EDISON  AMBEROL  RECORDS 

ROYAL  PURPLE  RECORDS 
Old  Fireside   (Towner) — Baritone, 

Thomas  Chalmers  and  Mixed  Chorus 
Largo — Sonate  in  G  Minor  (Ma'rcello) — Violon- 
cello  Maurice  Marechal 

REGULAR  LIST 

Biddy  (Zamecnik)  New  York  Military  Band 

Lindy  (Berlin) — Male  voices  Premier  Quartet 

Garden  of  Roses  (Schmid) — Tenor  Lewis  James 

Broadway  Rose  (Spencer-Fried) .  .Lyric  Male  Quartet 
Beela  Boola  (Rosey) — Male  quartet, 

Electric  City  Four 
Bells  of  St.  Mary's  (Adams) — Tenor. ..  .Lewis  James 
I'm   a   Lonesome   Little   Raindrop  ("Greenwich 
Village  Follies  of  1920")   (Hanley)— Tenor, 

Reese  Jones 

Darling — Intro.:    "Just    Snap   Your    Fingers  at 
Care" — Medley  Fox-trot,  for  dancing. 

Max  Fells'  Delia  Robbia  Orchestra 
12th  Street  Rag  (Bowman),  Imperial  Marimba  Band 
Ragtime    at    Pun'kin    Center    (Stewart) — Rural 

story  Cal  Stewart 

Sparklets  (Miles)   . .  Conway's  Band 

Annie,   My  Own    (Scharf) — Fox-trot,   for  danc- 
ing Harry  Raderman's  Jazz  Orchestra 

Satisfied  (Briers)  Albernad  and  Ernest  Hare 

I've    Got   the   Blues   for   My   Kentucky  Home 

(Gaskill) — Male   voices  Premier  Quartet 

Margie — Intro.:  "Look  What  You've  Done  with. 
Your    Dog-Gone     Dangerous    Eyes"— Medley 

Fox-trot  Max  Fells'  Delia  Robbia  Orchestra 

Play  Me  a  Dixie  Melody  (Rose)  Al  Bernard 

Miss  Johnson's  Party  Medley — Hornpipes,  violin, 

Joseph  Samuels 
Grieving   for   You — Intro.:    "I'm    a    Little  No- 
body That  Nobody  Loves" — Medley  Fox-trot, 

for  dancing  Lenzberg's  Riverside  Orchestra 

FRENCH  RECORDS 
Ma  Vigne  et  Ma  Mie  (My  Vine  and  My  Be- 
loved)   (Cuvillier) — Tenor  Paul  Dufault 

Chanson  de  l'Adieu  (Song  of  Farewell)  (Tosti) 

— Tenor   Paul  Dufault 

WELSH  RECORDS 
Mentra  Gwen   (Stars  in  Heav'n  Are  Bright)— 

Tenor   R.  Festyn  Davies 

GERMAN  RECORDS 
An  der  Isar  Landler  (By  the  River  Isar), 

Oberbayerische  Bauernkapelle 
"  'S  Almstrausli"  Landler, 

Oberbayerische  Bauernkapelle 


PATHE  FRERES  PHONOGRAPH  CO. 

"POP"  SUPPLEMENT  NO.  43 
POPULAR  VOCAL 
22505  Love  in  Lilac  Time  (Furber-Lensen) — Baritone, 

William  Lowe 

Whip-poo-will,  from  "Sally"   (DeSylva-Kern) — 
Soprano   Gladys  Rice 

20490  Make  Believe  (Davis-Schilkret) — Tenor  duet, 

Stanton  Rhodes-Vincent  Francis 
Aunt   Jemina's  Jubilee    (Tracey-Pinkard) — Male 
quartet   The  Harmonizers 

20491  Angels   (We   Call   Them   Mothers  Down  Here) 

(Kalmar-Ruby) — Baritone   James  Douglas 

(Continued  on  page  184) 


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184 


THE    TALKING    MACHINE  WORLD 


March  IS,  1921 


ADVANCE  RECORD  BULLETINS  FOR  APRIL — (Continued  from  page  183) 


Sweet  Bells  of  San  Jose  (MacBoyle-Rosemont- 
Kortlander) — Tenor-baritone  duet, 

Robert  Bruce-James  Douglas 

20492  Sunny  Sue   (Lewis- Young-Donaldson) — Baritone, 

Ernest  Hare 
A  Dream  of  Your  Smile   (Conrad) — Tenor, 

Carlton  Williams 

22506  I'm  Missin'  Mammy's  Kissin'   (Clare-Pollock) — 

Male  trio  Orpheus  Trio 

Over  the  Hill  (Klein-Allen-Rubens) — Tenor, 

Lewis  James 

20493  Loveless  Love  (Handy), 

Noble  Sissle  and  His  Sizzling  Syncopaters 
Royal  Garden  Blues  (Williams- Williams), 

Noble  Sissle  and  His  Sizzling  Syncopaters 
DANCE 

20494  Na-Jo   (Wiedoeft-Holliday) — Fox-trot — Saxophone 

passage  by  Rudy  Wiedoeft, 

Lanin's  Roseland  Orchestra 
Happiness  (Meyer) — Fox-trot, 

,  Lanin's  Roseland  Orchestra 

20495  All  For  You  (Davis-Johnson) — Fox-trot, 

Casino  Dance  Orchestra 
Oh!  Boy  (I've  Found  the  Baby  for  Me)  (Little- 
Stanley-Dellon) — One-step, 

Casino  Dance  Orchestra 

20497  Calling   (Freedman-Squires) — Fox-trot, 

Vernon  Country  Club  Orchestra 
Honey   (Ager) — Fox-trot, 

Vernon  Country  Club  Orchestra 

20496  On  a  Far  Alone  Isle  (Brennan-Rule) — Fox-trot, 

Vernon  Country  Club  Orchestra 
Sweet  Love   (Smalle) — Fox-trot, 

Vernon  Country  Club  Orchestra 

20498  Mazie   (Caine-Dawson-Gold) — Fox-trot, 

Green  Brothers'  Novelty  Band 
Do  You  Ever  Think  of  Me?   (Burnett) — Fox- 
trot  Green  Brothers'  Novelty  Band 

40217  Ragamuffin    (DeWitt-Janssen) — Fox-trot,  Werner 

Janssen  at  piano  Hub  Dance  Orchestra 

My  Java  Belle  (Spear-Janssen) — Fox-trot,  Wer- 
ner Janssen  at  piano  Hub  Dance  Orchestra 

20499  Railroad  Blues  (Roberts) — Fox-trot, 

Synco  Jazz  Band 
Sweet    Mamma    (Papa's   Getting   Mad)  (Little- 
Frost) — Fox-trot  Synco  Jazz  Band 

REGULAR  PAT HE  APRIL  LIST 
54068  Inter  Nos  (Stidman-MacFadyen)— Basso,  in  Eng- 
lish  Adamo  Didur 

27518  Cradle  Song  (Wiegenlied)   (Brahms)— Contralto, 

in    German  Kathleen  Howard 

Dream  Faces  (Hutchison) — Contralto, 

Kathleen  Howard 

54067  Jean  (Stanton-Burleigh)— \Soprano,  Claudia  Muzio 
STANDARD  SONGS  SUNG  IN  ENGLISH 

22488  Love's    Old    Sweet    Song  (Bingham-Molloy)— 

Contralto  Marion  Cox 

Little    Bunch    O'    Honeyness    (Deacey-Hahn) — 

Contralto  Marion  Cox 

25051  Bring  Back  the  Golden  Days  (Gillespie-Stickles) 

—Baritone   Percy  Hemus 

Ashes  of  Dreams   (Gillespie-Harling) — Baritone, 

Percy  Hemus 

22489  The  Want  of  You  (Gillespie- Vanderpool) — Bari- 

tone  William  Simmons 

Duna  (Pickthall-McGill) — Baritone, 

William  Simmons 
22476  Mother  of  Pearl  (McCarthy-Graff-Ball)— Tenor, 

William  Rees 
Because    (Teschemacher-D'Hardelot) — Tenor, 

William  Rees 
40216  Gems,  from  "Mile.  Modiste"  (Herbert), 

Pathe  Light  Opera  Co. 
Gems,  from  "The  Mikado"  (Gilbert-Sullivan), 
Pathe  Light  Opera  Co. 
20483  Steal  Away  to  Jesus  (Freman)—  Negro  Spiritual, 
Noble  Sissle's  Southland  Singers 
Hallelujah  to  the  Lamb   (Freman) — Negro  Spir- 
itual  Noble  Sissle's  Southland  Singers 

NEW  INSTRUMENTAL  RECORDS 
2^490  Twilight  Hour  (Savino) — Intermezzo, 

Pathe  Concert  Orchestra 
A  Kiss  to   Remember  Me  By  (Hamilton-Breir- 

Weinstein)  Pathe  Concert  Orchestra 

52491  Witch  of  the  Waves  (Medley  Irish  Reels) — 
Intro.:  "Half  Penny,"  "Parnell's,"  "Temper- 
ance" "Blodgett's" — Violin.  ..  .Joseph  Samuels 
Miss  Johnson's  Party  (Medley  Irish  Hornpipes) 
— Intro.:  "Mississippi,"  "Fisher's,"  "Ladies 
Triumph,"  "Saratoga" — Violin,  Joseph  Samuels 
59089  Liebeswalzer  (Love  Waltz)   (Moszkowski)— Piano 

sol0   Rudolph  Ganz 

2me  Mazurka  (Godard) — Piano  solo, 

Rudolph  Ganz 
22491  (Pathe)   Velma   (Rosebrok) — Saxophone  solo, 

Rudy  Wiedoeft 

0?249?  (Actuelle)  Marriage  Bells  (O'Reardon) — Banjo- 
saxophone-piano   Van  Eps-Banta  Trio 


10 
10 


10 
10 


10 
10 


10 


10 
10 


10 


10 
10 


10 


12 


10 


10 
12 


10 

10 


10 


10 
10 


10 
10 


10 
12 


12 


10 
10 


10 
10 


10 


10 
12 


12 
10 


10 


10027 

10028 

10029 
13018 

13017 
5042 

5040 


25003 


2074 


5044 


2078 


BRUNSWICK  RECORDS 

Witches'    Dance    (Hexentanz-MacDowell) — Piano 

Soi0   Leopold  Godowsky 

Annre    Laurie    (Douglass-Scott)— Soprano,  with 

orch.  accomp  Dorothy  Jardon 

Orientale   (Cui-Persson)— Violin   Solo  Max  Rosen 

Mother  Machree  (O'.cott-Ball)— Tenor,  with  orch 

accomp  The?  ,Karle 

Come    Back    to    Erin    (Claribel)— Tenor,  with 

orch.  accomp  Theo  Karle 

Old  Refrain   (Kreisler-Loesser)—  Violin  Solo, 

Elias  Breeskin 

Serenade  (Pierne-Gruen) — Violin  Solo. Elias  Breeskin 

Still  Sweeter  Every  Day  (Martin-Miles) — Male 
Quartet   Criterion  Quartet 

Brighten  the  Corner  Where  You  Are  (Gabriel)  — 
Male  Quartet   Criterion  Quartet 

Tales  of  Hoffmann — Barcarolle — (Oh,  Night  of 
Love — Act  III)  (Offenbach) — Soprano-Con- 
tralto, with  orch. . .  ^Marie  Tiffany-Elizabeth  Lennox 

Elegie  (Song  of  Mourning)  (Massenet-Coursen)  — 
Soprano,  with  piano  accomp.  and  violin  obbligato 

Marie  Tiffany 

Marche  Slave  (Tschaikowsky) — Concert  Band, 

Vessella's  Italian  Band 

Danse  Macabre  (Death  Dance — Op.  40)  (Saint- 
Saens) — Concert  Band  Vessella's  Italian  Band 

Love  Bird  (Earl-Fiorito) — Baritone,  with  orch. 
accomp.  (Saxophone  passages  by  Wiedoeft's 
Saxophone  Trio)  Ernest  Hare 

Why  Don't  You?  (From  "Afgar")  (McCarthy- 
Tierney) — Baritone,  with  orch.  accomp .  Ernest  Hare 

My  Husband's  Dearest  Friend  (From  "Honey- 
dew")  (Herbert-Zimbalist) — Duet,  with  orch. 
accomp  Irene  Williams-Sam  Ash 

Whispering  (Schonberger) — Soprano  and  Male 
Trio,  with  orch.  accomp., 

Irene  Williams-Crescent  Trio 

My  Isle  of  Golden  Dreams  (Intro.  "Hiawatha's 
Melody  of  Love")  (Blaufuss-Meyer) — Hawaiian 
Players   Frank  Ferera- Anthony  Franchini 


2072 


2069 


5045 


Tripoli  (Intro.  "Let  the  Rest  of  the  World  Go 
By")    (Weill-Ball) — Hawaiian  Players, 

Frank  Ferera-Anthony  Franchini 
In  the  Dusk  (Grey) — Fox-trot — For  Dancing, 

Rudy  Wiedoeft's  Californians 
Midnight    Moon     (Bernard    Hare) — Waltz — For 

Dancing   Carl  Benton's  Orch. 

I  Never  Knew  (Intro.  "Two  Sweet  Lips")  (Pitts- 
Egan-Marsh-Agar)  — For  Dancing  —  Accordion 

Solo  Mario  Perry 

Blue  Jeans   (Intro.   "Biddy")    (Traveller) — Fox- 
trot— For  Dancing — Accordion  Solo... Mario  Perry 
Whip-Poor-Will     (Intro.     "Wild     Rose,  from 
"Sally") — Fox-trot— For  Dancing, 

lsham  Jones'  Orch. 
Look   for  the   Silver   Lining    (From   "Sally")  — 

Fox-trot — For  Dancing  Isham  Jones'  Orch. 

5046  Rose    (Intro.    "Soft   and   Low")  (Magine-Biese- 
Westphal) — Fox-trot — For  Dancing, 

Isham  Jones'  Orch. 
My  Mammy  (Donaldson) — Fox-trot — For  Dancing, 

Isham  Jones'  Urch. 
Crazy   Blues    (Bradford-Bernard) — Fox-trot — For 

Dancing   Bennie  Krueger's  Orch. 

Royal    Garden    Blues    (Williams) — Fox-trot — For 

.Dancing   Bennie  Krueger  s  Orch. 

Honolulu   Eyes    (Johnson- Violinsky) — Duet  \vith 

Orchestra  Charles  Hart  and  Charles  Fiarrisou 

O-nl-O   (U-My!-U)   ( l  ellen-Olman) — Tenor  with 

Orchestra   BJly  Jones 

Bright   Eyes   (Motzan-Jerome) — Fox-trot — For 
Daucing — Saxophone   passages   by    Rudy  VVie- 

doett   Carl  F'enton  s  Orchestra 

Honolulu  Eyes  (Violinsky) — Waltz — F"or  Dancing 

Carl  Fenton's  Urcliestra 


2077 


2070 


2079 


QENNETT  LATERAL  RECORDS 


4683  I'm  Gonna  Do  It  If  I  Like  It  (Berlin)— Tenor, 

Orch.  accomp  Billy  Jones 

Blue   Jeans    (Traveler) — Tenor,    Orch.  accomp., 

Chas.  Harrison 

4684  Dearest    One    (Blaufuss) — Tenor    and  Baritone 

Duet,   Orch.   accomp  Hart-Shaw 

Playmates  (Fisher) — Tenor  and  Soprano  Duet, 
Orch.  accomp  Ballard-Kyzer 

4685  Molly  (Ring-haag-Miller) — Fox-trot, 

Ray  Miller's  Black  and  White  Melody  Boys 
Underneath    the    Dixie    Moon  (Miller-Fazioli- 
Klages).Ray  Miller's  Black  and  White  Melouy  Boys 
9114  Swanee     River     (Foster) — Violin     Solo,  Piano 

accomp.  by  Paul  Wagner  Rex  Taylor 

Believe  Me,  If  All  Those  Endearing  Young 
Charms  (Moore) — Violin  Solo,  Piano  accomp. 
Paul  Wagner   Rex  Taylor  . 

4680  Ah,  Fors'  E  Lui,  Part  I   (Verdi)    (The  One  of 

Whom    I    Dreamed) — From     "Traviata" — So- 
prano, Orch.  accomp  Madam  Jomello 

Ah,  Fors'  E  Lui,  Part  II  (Verdi)  (The  One  of 
Whom  I  Dreamed) — From  "Traviata" — So- 
prano, Orch.  accomp  Madam  Jomello 

4681  Somewhere    a    Voice    Is    Calling    (Tate) — Con- 

tralto, Piano  accomp.  by  Hugo  Manself.  Violin 

obbligato  by  Percy  Knowelman  Ethel  Toms 

Until  (Sanderson) — Contralto,  Piano  accomp.  by 
Hugo  Manself.  Violin  obbligato  by  Percy 
Knowelman   Ethel  Toms 

4682  Mother  Machree   (Ball) — Tenor,  Orch.  accomp., 

Tom  Sullivan 
A  Little   Bit  of  Heaven   (Ball)— Tenor,  Orch. 

accomp  Denis  O'Brien 

4679  My  Mammy  (Lewis-Donaldson) — Baritone,  Orch. 

accomp  Ernest  Hare 

Over  the  Hill  (Allen-Rubens-Klein) — Tenor, 
Orch.  accomp  George  Wilton  Ballard 

2516  La  Feria  2  "La  Zarauella"  (Gacome), 

Guarde  Republicaine  Band 
Salut  au  85   (Defile)  (Pares), 

Guarde  Republicaine  Band 

2517  Ciribiribin   (Bucalossi) — Waltz, 

J.   H.   Squire's  "Karsino"  Orchestra 
Dance    of    the    Hours    (Ponchielli) — From  "La 
Giaconda"  ...  .J.  H.  Squire's  "Karsino"  Orchestra 

2518  Love's    Old    Sweet    Song    (Malloy) — Contralto, 

-  Piano  accomp.  by  Hugo  Manself  Ethel  Toms 

Good-Bye  (Tosti) — Contralto,  Piano  accomp.  by 
Hugo  Manself.  Violin  obbligato  by  Jean 
Frosoni   Ethel  Toms 

4671  Mazie   (Gold-Dawson-Caine) — Fox-trot, 

Green  Bros.  Novelty  Band 
Two  Sweet,  Lips  (Ager) — Fox-trot, 

Lanin's  Roseland  Orchestra 

4672  Mutt  and  Jeff  (At  the  Shooting  Gallery)  (Ken- 

nedy)— Dialogue   Porter-Kennedy 

Bringing  Up  F"ather  (In  the  League  of  Wives) 
(Kennedy) — Dialogue   Porter-Kennedy 

4673  I  Want  to  Be  Ready  (Burleigh) — Negro  Spiritual 

Song — Baritone,  Orch.  accomp  Royal  Dadman 

Hard  Trials — Negro  Spiritual  Song — Baritone, 
Orch.  accomp  Royal  Dadman 

4674  The  Old  Gray  Coat — Comic  Song,  Orch.  accomp., 

Billy  Williams 
My  Girl  From  London  Town — Comic  Song,  Orch. 
accomp  Billy  Williams 

4675  Home,  Sweet  Home   (Payne-Bishop) — Banjo  and 

violin   Oily  Oakley  and  Victor  Opferman 

Happy  Scotch  Homestead — Xylophone  Solo, 
Orch.  accomp  Billy  Whitlock 

4676  Fairy  Voices   (Crowe) — Waltz — Accordion  Solo, 

Piano  accomp  Pamby  Dick 

Love's  Dreamland  (Roder) — Accordion  Solo, 
Piano  accomp.   .  . :  Pamby  Dick 

4677  Bright    Eyes    Medley    (Conrad-Robinson) — Fox- 

trot.    Intro.:  "Singing  the  Blues," 

Joe  Coleman's  President  Orchestra 
You  Ought  to  See  My  Baby  Medley  (Ahlert)  — 
Fox-trot.    Intro.:  "No  Wonder  I'm  Blue," 

Joe  Coleman's  President  Orchestra 

4678  Answer  (Saying  That  You  Love  Me)   (Vause)  — 

Medley  Fox-trot.    Intro. :    "Someone  Cares," 

Yerkes'  Dance  Orchestra 
Make   Believe   (Shilkret) — Fox-trot, 

Lanin's  Roseland  Orchestra 

9109  Make  Up  Your  Mind,  Maggie  Mackenzie — Comic 

Scotch  Song,  Orch.  accomp  Hector  Gordon 

Sandy,  Take  Hold  of  My  Hand — Comic  Scotch 
Song,  Orch.  accomp  Hector  Gordon 

9110  Scots   Wha   Hae — Scotch    Song,   Orch.  accomp., 

Archie  Anderson 
A  Man's  a  Man  for  a'  That — Scotch  Song,  Orch. 

accomp  Archie  Anderson 

4670  Amoureuse  Waltz — Accordion  Solo . . .  Signor  Frosini 
Belphigor  March — Concertina  Solo  Alex  Prince 

9111  Patience  Selections,  Part  I  (Sullivan), 

Gennett  Military  Band 
Patience  Selections,  Part  II  (Sullivan), 

Gennett  Military  Band 
9108  Mikado  Selections,  Part  I  (Sullivan), 

His  Majesty's  Scots  Guards  Band 
Mikado  Selections,  Part  II  (Sullivan), 

His  Majesty's  Scots  Guards  Band 


4668  T>e  Old  Rustic  Bridge — Soprano  and  Baritone, 

Orch.   accomp  Trimble-Wiederhold 

In  the  Gloaming — Soprano  and  Baritone,  Orch. 
accomp  Trimble-Wiederhold 

4669  The  Rosary  (Nevin) — Baritone,  Orch.  accomp., 

Robert  Carr 

A  Perfect  Day  (Bond) — Baritone,  Orch.  accomp., 

Archie  Nicholson 

9112  Pirates  of  Penzance,  Part  I  (Sullivan), 

His  Majesty's  Scots  Guards  Band 
Pirates  of   Penzance,  Part  II  (Sullivan), 

His  Majesty's  Scots  Guards  Band 

9113  H.  M.  S.  Pinafore,  Part  I  (Sullivan), 

His  Majesty's  Scots  Guards  Band 
H.  M.  S.  Pinafore,  Part  II  (Sullivan), 

His  Majesty's  Scots  Guards  Band 


50041 

33077 

33080 
33081 

33082 

33079 
20045 

20046 
20047 
20044 


PARAMOUNT  RECORDS 


INSTRUMENTAL  RECORDS 
Schubert's  Serenade — Saxophone  Solo, 

Saxophone  With  Creatore  and  His  Band 
Spring  Song — Clarinet  Solo, 

Clarinet  With  Creatore  and  His  Band 
Blaze  Away  March  (Holzman) — Military  Band, 

Rogers'  Band 
Pasadena  Day  March  (Vesselle) — Military  Band, 

Rogers'  Band 
Medley  of  Southern  Melodies — Banjo  Solo, 

Fred  Van  Eps 

Dixie  Medley — Banjo  Solo   Fred  Van  Eps 

Carnival  of  Venice  (Arban) — Xylophone  Solo, 

Raymond  C.  Ellis 
Estudiantina  Waltz  (Emil  Waldteufel) — Xylophone 

Solo  Raymond  C.  Ellis 

Schubert's  Serenade — Violin  Solo. Leopold  Lichtenberg 
Traumerei  (Reverie) — Violin  Solo.Leopold  Lichtenberg 

VOCAL  RECORDS 
Hosanna  (Jules  Granier) — Tenor  Solo. .  .Ernest  Davis 
The  Palms  (J.  Faure) — Tenor  Solo  ....Ernest  Davis 
Why  Don't  You?  (Tierney-McCarthy) — Soprano- 
Tenor  Duet,  orch.  accomp  Young-Harrison 

O-HI-O     (Yellen-Olman) — Baritone    Solo,  orch. 

accomp  Ernest  Hare 

DANCE  RECORDS 
Love   Bird    (Earl-Fiorito) — Fox-trot, 

The  Frisco  Syncopaters 
Oriental  Blues  (Charles  Bird) — Fox-trot, 

Merry  Melody  Men 
Bright  Eyes  (Motzan-Jerome-Smith) — Fox-trot, 

The  Frisco  Syncopaters 
Cuban  Melodies  (Arranged  by  C.  Coleman) — Fox- 
trot  The  Frisco  Syncopaters 

That  Naughty  waltz — For  Dancing, 

Selvin's  Novelty  Orch. 
My  Isle  of  Golden  Dreams — Waltz, 

Selvin's  Novelty  Orch. 


OK  EH  RECORDS 


50001  I  Hear  You  Calling  Me— Tenor,  with  Orch., 

John  McCormack 

50005  Celeste  Ada  (From  "Aida") — Tenor,  with  Orch., 

John  McCormack 

5003  Caro  Nome  (Dear  Name)   (From  Opera,  "Rigo- 
letto,"  Act  2) — Soprano,  with  Orch., 

Marina  Campanari 
Cavatina    (From   Opera,   "Don    Pasquale") — So- 
prano, with  Orch  Marina  Campanari 

4272  The  Palms  (Sacred) — Baritone,  with  Orch., 

Bernard  Ferguson 
Crucifix     (Sacred) — Tenor-baritone     duet,  with 
Orch  Charles  Henry-James  Jordon 

4273  Beautiful  Saviour  (Sacred), 

Shannon  Four-Jane  Neilson 
When  Cathedral  Bells  at  Twilight  Chime, 

Shannon   Four-Jane  Neilson 

4253  Lovin'   Sam  From  Alabam'    (Popular   Blues) — 

Vocal  Mamie  Smith  and  Her  Jazz  Hounds 

Don't  Care  Blues   (Popular  Blues) — Vocal, 

Mamie  Smith  and  Her  Jazz  Hounds 

4267  Kuu  Pua  Loke  (Our  Blossom  Rose) — Hawaiian 

yodeling   Prince  Lei  Lani 

Kawaihau — Hawaiian   guitar  duet, 

Ferera- Franchini 

4268  Over  the   Hill— Tenor,  with  Orch., 

Billy  Jones 

Playmates — Tenor,  with  Orch  Charles  Hart 

4269  Scandal — Tenor  duet,  with  Orch., 

Billy  Jones-Ed.  Smalle 
She  Walks  in  Her  Husband's  Sleep — Tenor,  with 
Orch  Billy  Jones 

4270  I'm  Missin'  Mammy's  Kissin' — Vocal,  with  Orch., 

Crescent  Trio 

Sighing — Vocal,    with    Orch  Crescent  Trio 

4271  Little  David,  Play  on  Your  Harp  (Negro  Spir- 

itual) Southland  Jubilee  Singers 

Great  Camp  Meeting — Jubilee  song, 

Southland  Jubilee  Singers 

3001  Trovatore  (Grand  selection  from  Opera,  "Trova- 

tore")  -.  Conway's  Band 

Reminiscences  of  Verdi  (Intro.:  "II  Lombardi," 
"Rigoletto,"  "II  Trovatore,"  "Un  Ballo  in 
Maschera,"  "La  Traviata") ...  .Conway's  Band 

3002  Grand  March  From  "Tannhauser," 

European   Symphony  Orchestra 
Wedding  March  (Mendelssohn), 

European  Symphony  Orchestra 
"La  Traviata" — Part  1, 
European   Symphony  Orchestra 
"La  Traviata" — Part  2, 
European   Symphony  Orchestra 
Hungarian  Rhapsody  No.  2 — Part  1   (Fr.  Liszt), 
European   Symphony  Orchestra 
Hungarian  Rhapsody  No.  2 — Part  2  (Fr.  Liszt), 
European  Symphony  Orchestra 
II    Bacio    (The    Kiss)— Waltz— Whistling,  with 

Orch  Guido  Gialdini 

Tout  Passe — Waltz — Whistling,   with  Orch., 

Guido  Gialdini 

Crazy   Blues — Fox-trot, 

Joseph  Samuels'  Jazz  Band 
Home  Again  Blues — Fox-trot, 

Toseph  Samuels'  Jazz  Band 

Bright  Eyes — Fox-trot  Ray  Miller  (Melody 

King)  and  His  Black  and  White  Melody  Boys 

Molly — Fox-trot  Ray  Miller    (Melody  King) 

and  His  Black  and  White  Melody  Boys 
Oh  Gee!  Say  Gee!  You  Ought  to  See  My  Gee 
Gee  From  the  Fiji  Isle — Fox-trot, 

Joseph  Samuels'  Jazz  Band 
O-HI-O  (O-MY-O)—  Fox-trot, 

Hager's  Dance  Orchestra 

4254  Shim-Me-King's  Blues— Fox-trot, 

Mamie  Smith's  Jazz  Hounds 
Royal  Garden  Blues — Fox-trot, 

Mamie  Smith's  Jazz  Hounds 


3003  Selections  From 


Selections  From 


3004 


4242 


4250 


4251 


4252 


March  15,  1921 


THE   TALKING    MACHINE  WORLD 


i&5 


RECORD  BULLETINS  FOR  APRIL 

(Continued  from  page  184) 


4255  My  Mammy  - 


4256 
4257 


4259 
4260 

4261 

4262 

4263 
4264 

4265 
4266 

4241 


2013 

2014 
2015 
2016 

2017 
2018 

2019 
2020 

2021 
2022 


Fox-trot, 

Green  Brothers'  Novelty  Band 
Sweet  Mama — Fox-trot, 

Joseph  Samuels'  Jazz  Band 
I  Used  to  Love  You,  But  It's  All  Over  Now — 

Fox-trot   Orlando's  Orchestra 

Pitter  Patter — Waltz. .  .Hager's  Dance  Orchestra 
Underneath  the  Dixie  Moon — Fox-trot, 

Ray    Miller    (Melody    King)    and    His  Black 
and  White  Melody  Boys 

Land — One-step, 

Miller    (Melody   King)    and   His  Black 
and  White  Melody  Boys 
Medley     (Intro.:    "Whip-poor-will"  and 
'Look  for  the  Silver  Lining")   (From  Musical 
Play,  |'Sally") — Fox-trot ...  Rega  Dance  Orch. 
Bird  Voices  and  Whistling  by  Sibyl  Sanderson 

Fagan    10 

Love  Bird — Fox-trot  Rega  Dance  Orch.  10 

Bird  Voices  and  Whistling  by  Sibyl  Sanderson 
Fagan    10 


Jungo 
Ray 

4258  Sally 


10 


10 


10 


That    Tumble-Down    Shack    in  Athlone — Orch. 
accomp  Chas.  Harrison 

2023  Romance — Waltz, 

Jos.  Knecht's  Waldorf-Astoria  Dance  Orchestra 
Margie — Fox -trot. .Nicholas  Orlando's  Dance  Orchestra 

2024  Blue  Jeans — Orch.  accomp  Chas.  Harrison 

Out  Where  the   West  Begins — Orch.  accomp., 

Chas.  Harrison 

2025  Deenah   (My  Argentine  Rose), 

•        Harry  Raderman's  Dance  Orchestra 
Mazie   Harry  Raderman's  Dance  Orchestra 

2026  Lights  Out — March   Cardinal  Concert  Band 

American  Patrol — March  Cardinal  Concert  Band 


EMERSON  PHONOGRAPH  CO. 


Roaming   (Straight-Bargy) — Baritone  solo,  Orch. 

accomp  Arthur  Fields 

10339  Out  Where  the  West  Begins  (Estelle  Philleo)— 

Baritone  solo,   Orch.   accomp  Royal  Dadmun 

Bedouin  Love  Song  (Pinsuti) — Bass  solo,  Orch. 

accomp  Charles  Laird 

OPERATIC  SELECTIONS 
103-40  E  Lucevan  Le  Stelle  (The  Stars  Were  Shining), 
from  "Tosca"  (Giacomo  Puccini) — Tenor  solo, 

in  Italian,  Orch.  accomp  Max  Bloch 

Vesti  La  Giubba  (On  with  the  Play),  from  "Pag- 
liacci"  (Ruggiero  Leoncavallo) — Tenor  solo,  in 

Italian,  Orch.  accomp  Max  Bloch  ' 

10331  Traumerei   (Schumann) — Violin  solo,   piano  ac- 
comp Milan  Lusk 

Cavatina  (Raff) — Violin  solo,  piano  accomp., 

Milan  Lusk 


A  la  Paree — One-step  Rega  Dance  Orchestra 

I  Never  Knew — Fox-trot, 

Lanin's  Roseland  Orchestra 
The   St.   Louis  Blues — Fox-trot, 

Rudy  Wiedoeft's  Palace  Trio 
Spread  Yo'  Stuff— Fox-trot, 

Joseph  Samuels'  Jazz  Band 
China  Moon — Fox-trot, 

Green  Brothers'  Novelty  Band 

Midnight  Moon — Waltz  Orlando's  Orchestra 

In  Madagascar  Land — Fox-trot, 

Rudy  Wiedoeft's  Palace  Trio 
Arabia — Fox-trot.  . Green  Brothers'  Novelty  Band 
Dreamy  Paradise — Fox-trot.  .Okeh  Marimba  Band 

Just  We  Two — Waltz  Okeh  Marimba  Band 

The    Scholar    (Irish   Reel) — Accordion, 

Peter  J.  Conlon 

Harvest  Home  and  Galway  Bay  (Horn  Pipes) — 

Accordion   Peter  J.  Conlon 

Ave  Maria,  Part  1 — Violin  solo.  .M.  Michailow 
Ave  Maria,  Part  2 — Violin  solo..M.  Michailow 
Angel  Serenade — Violin,  flute  and  harp, 

Instrumental  Trio 
Intermezzo  From  "Cavalleria  Rusticana" — Violin, 

flute  and  harp  Instrumental  Trio 

El  Capitan   Conway's  Band 

The  New  Colonial  March  Conway's  Band 


10 
10 


10 

10 

10 
10 

10 
10 
10 
10 

10 

10 
10 
10 

10 

10 
10 
10 


CARDINAL  PHONOGRAPH  CO. 

Oh,  Gee,  Say,  Gee,  You  Ought  to  See  My  Gee 
Gee  From  the  Fiji  Isle — Orch.  accomp., 

Fred  Whitehouse 

Get  Up — Orch.  accomp  Ernest  Hare 

Rose — Fox-trot  Rudy  Wiedoeft's  Palace  Trio 

Show  Me  How — Fox-trot. Rudy  Wiedoeft's  Palace  Trio 
County  Kerry  Mary — Orch.  accomp.  .  .Chas.  Harrison 
It's  All  Over  Now — Orch.  accomp ...  Helen  Bell  Rush 
My  Mammy,  with  Vocal  Chorus — Fox-trot, 

Selvin's  Orchestra 

Why  Don't  You?  Selvin's  Orchestra 

Now  and  Then  Selvin's  Dance  Orchestra 

I  Never  Knew  Selvin's  Dance  Orchestra 

Honeydew, 

Jos.  Knecht's  Waldorf-Astoria  Dance  Orchestra 
Lotus  Flower, 

Jos.  Knecht's  Waldorf-Astoria  Dance  Orchestra 

Strut,  Miss  Lizzie — Orch.  accomp  Ernest  Hare 

I'm  a  Ladies'  Home  Companion — Orch.  accomp., 

Fred  Whitehouse 

Bright  Eyes — Fox-trot, 

Harry  Raderman's  Dance  Orchestra 
Broadway  Rose — Fox-trot, 

Harry  Raderman's  Dance  Orchestra 
When  You  and  I  Were  Young,  Maggie.  .Taylor  Trio 

Sweet  Genevieve   Taylor  Trio 

That  Old  Irish  Mother  of  Mine — Orch.  accomp.. 

Chas.  Harrison 


LATEST  DANCE  HITS 

10334  Bright  Eyes  (Motzan- Jerome) — Fox-trot, 

Plantation  Dance  Orchestra 
Deenah  (Henry  Scharf) — Fox-trot, 

Plantation  Dance  Orchestra 

10335  I  Never  Realized  (Melville  Gideon) — Fox-trot, 

Joseph  Samuels'  Music  Masters 
Spread  Yo'  Stuff — Blues  DeLuxe  (Bernard-Levy- 
Crane) — Fox-trot.. Joseph  Samuels'  Music  Masters 

10336  Love  Bird  (Earl-Fiorito) — Fox-trot, 

Green  Brothers'  Novelty  Band 
Mazie   (Caine-Dawson-Gold) — Fox-trot, 

Green  Brothers'  Novelty  Band 

10332  Medley  from  "Sally" — Intro.:  "Look  for  the  Sil- 

ver   Lining"    and    "Whip-poor-will"  (Jerome 

Kern) — Fox-trot  Merry  Melody  Men 

Lady  Georgia,  Sweet  Georgia  Rose  (Hugo  Frey) 
— Fox-trot   Plantation  Dance  Orchestra 

10337  Spooky-Ooky  Blues  (Carl  Vandersloot) — Fox-trot, 

Green  Brothers'  Novelty  Band 
Just  Another  Kiss — Intro.:   "Valse  Inspiration" 
(J',   and  N.   Hilbert-Thomas-Eckstein) — Waltz, 

Green  Brothers'  Novelty  Band 
10341  Make  Believe  (Jack  Shilkret) — Fox-trot, 

Selvin's  Novelty  Orchestra 
Love  in  Lilac  Time   (Lensen-Furber) — Waltz, 

Selvin's  Novelty  Orchestra 
LATEST  SONG  HITS 

10338  What   Are  We  Goin'  to  Do?    (When  There's 

Nothing    to    Do    on    Sunday)  (Pease-Nelson- 
Parish) — Comedy  song,  Orch.  accomp., 

Arthur  Fields 
Rosie  (Make  It  Rosy  for  Me)  (Clarke-Merker) 
— 'Baritone  solo,  0-rch.  accomp  Arthur  Fields 

10333  I  Used  to  Love  You,  But  It's  All  Over  Now 

(Brown- Von  Tilzer) — Baritone  solo,  Orch.  ac-  . 
comp  Arthur  Fields 


TO  ORGANIZE  ACCEPTANCE  BANK 


Paul  M.  Warburg  Forming  Corporation  to 
Finance  Foreign  Trade  by  Granting  Accept- 
ance Credits — Hopes  to  Begin  April  1 


Organization  of  a  new  corporation,  to  be 
known  as  the  International  Acceptance  Bank, 
Inc.,  with  a  fully  subscribed  capital  of  $10,000,- 
000  common  and  $250,000  special  stock  and  a 
subscribed  surplus  of  $5,000,000,  is  about  to  be 
effected,  under  the  laws  of  New  York,  by  Paul 
M.  Warburg,  former  member  of  the  Federal  Re- 
serve Board,  and  associated  interests.  Mr.  War- 
burg will  become  chairman  of  the  new  bank; 
F.  Abbot  Goodhue,  now  vice-president  of  the 
First  National  Bank  of  Boston,  its  president, 
and  P.  J.  Vogel,  of  the  Chase  National  Bank, 


ARTO  RECORDS 

DANCE  RECORDS 

9051  Humming — Medley  Fox-trot — Intro.:    "Stars  of 

Normandy" — Chorus  sung  by  Arthur  Hall, 

Moulin  Rouge  Orchestra 
Na-Jo — Fox-trot — With    Rudy    Wiedoeft  playing 
the  saxophone  Selvin's  Novelty  Orchestra 

9052  Do  You  Ever  Think  of  Me?— Fox-trot — Chorus 

sung  by  Arthur  Hall. .. Selvin's  Novelty  Orchestra 

Kiss-A-Miss — Waltz  ARTo  Dance  Orchestra 

VOCAL  RECORDS 

9054  I'm  Missin'  Mammy's  Kissin'  and  I  Know  She's 

Missin'  Mine  Ernest  Hare 

Angels   (We  Call  Them  Mothers  Down  Here), 

Charles  Harrison 

9055  I  Like  It  Arthur  Hall 

Down  by  the  O-HI-O,  O-MY-0  Billy  Jones 

COLORED  VOCAL  RECORD 

9053  Arkansas  Blues  Lucille  Hegamin 

Accomp.  by  "The  Blue  Flame  Syncopators" 
I'll  Be  Good,  But  I'll  Be  Lonesome.  .Lucille  Hegamin 
Accomp.  by  "The  Blue  Flame  Syncopators" 
STANDARD  VOCAL  AND  INSTRUMENTAL  RECORDS 

3061  Dear  Little  Boy  of  Mine...        ...Thomas  Mitchell 

Long  Ago  in  Alcala  George  Dexter 

3060  Gypsy  Love  Song   George  Dexter 

Gypsy  John   George  Dexter 

3058  French  National  Defile  March.  .ARTo  Military  Band 
Father  of  Victory  March  ARTo  Military  Band 

3059  Invincible  Eagle  March  ARTo  Military  Band 

The  American  Republic  March.  .ARTo  Military  Band 

JEWISH  SONG  RECORD 

3062  Auf  Dem  Schlechten  Weg  Esther  Feinberg 

Der  Chuppe  Tug  Esther  Feinberg 

and  E.  W.  Davenport,  vice-president  of  the 
First  National  Corp.,  New  York,  will  become 
vice-presidents.  It  is  expected  that  the  bank 
will  open  for  business  April  1  at  31  Pine  street. 

The  activities  of  the  new  bank  will  be  con- 
cerned primarily  with  financing  American  for- 
eign trade,  mainly  by  granting  acceptance 
credits.  It  will  operate  under  the  provisions 
of  Section  25  of  the  Federal  Reserve  Act.  In 
this  connection  it  may  be  noted  that  it  will  not 
compete  with  the  $100,000,000  Foreign  Trade 
Finance  Corp.,  which  contemplates  the  issuance 
of  debentures,  and  is  thereby  precluded  from 
doing  simultaneously  a  general  acceptance  busi- 
ness, whereas  this  bank  will  not  have  this  power. 

Instead  of  establishing  branches  abroad  the 
International  Acceptance  Bank  has  arranged  for 
the  co-operation  of  European  banking  interests. 


You  Ought  to  Know 

In  case  you  are  contemplating  expanding  the  sphere  of  your  business  to  include 
departments  devoted  to  Pianos,  Player-Pianos,  Musical  Merchandise  or  Sheet  Music, 
that  you'll  find  news  and  comments  about  them  all  in 


mm 


ESTABLISHED  1876 

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It  Contains 

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and  authoritative.    Facts  about  the  new  things  in  the  trade.   Trade  happenings  in  all  parts  of  the  United  States 

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THE  MUSIC  TRADE  REVIEW 

-    373  FOURTH  AVENUE  NEW  YORK 


186 


THE   TALKING   MACHINE  WORLD 


March  15,  1921 


-.?-<? 


K. 


A 

Acme  Die  Casting  Corp   170 

Acme  Engineering  &  Mfg.  Co   140 

Aeolian  Co   47 

Alto  Mfg.  Co   140 

American  Felt  Co   82 

American  Mica  Works   166d 

American  Odeon  Corp   116 

American  T.  M.  Co   148 

American   Walnut   Mfrs.   Ass'n   54 

•Andrews,  Curtis  N   119 

Argus  Phono.  Supply  Co   107 

Armstrong  Furn.   Co   103 

Arto  Co.,  The   153 

Artophone  Co   67 

Associated  Phonograph  Supply  Co   94 

Atlas  Plywood  Corp  Insert  following  page  50 

B 

Badger  Talking  Machine  Co   84 

Bagshaw  Co.,  W.  H   45 

Barnhardt  Bros.  &  Spindler   145 

Beecroft,    Clement    163 

Bell  Hood  Needle  Co   66 

Berlin,  Irving   152 

Blackman  Talking  Machine  Co   85 

Blood  &  Kloer   141 

Bolway  &  Son,  Frank  E   51 

Brandts   Furn.    Co   19 

Brilliantone  Steel  Needle  Co   44 

Brooks  Mfg.  Co   173 

Bruno  &  Son,  Inc.,  C  81,  86,  107,  123,  158,  165 

Brunswick-Balke-Collender  Co.... Insert  following  page  18 

Buegeleisen  &  Jacobson   107 

Buehn   Co.,    Louis   109 

Buffalo  T.  M.  Co   87 

c 

Cabinet  &  Accessories  Co   166b 

Cardinal  Phono  Co   172 

Carter,  W.  A   134 

Celina  Spec.  Co   •■  76 

Charmaphone  T.  M.  Co   81 

Cheney  Talking  Machine  Co   42 

Chicago  Talking  Machine  Co   130 

Cirola  Distrib.  Co   88 

Classified  Want  Ads  176,  177 

Cole  &  Dunas  144,  163,  170 

Columbia  Graphophone  Co  12,   13,  16,  23,  31,  40, 

51,  62,  67,  91,  105,  118,  126,  156,  157,  175 

Consolidated  Talking  Machine  Co  135,  139 

Co-operative  Mfg.  Co.,  The   141 

Cox,  Geo.  Clay   26 

Cressey  &  Allen   101 

D 

Dalion  T.  M.  Co   146 

Deterling   Mfg.    Co   94 

Deutsch  Bros   175 

Ditson  Co.,  Oliver   103 

Doctorow,  D.  R   49 

Dodin,  Andrew  H   182 

Doehler  Die-Casting  Co   96 

Droop  &  Sons  Co.,  E.  F  Inside  back  cover 

Drying  Systems,  Inc   140 

Duo-Tone  Co   35 

Dyer  &  Co.,  W.  J  Inside  back  cover 

E 

Eastern  Phono.  Corp  162,  166c,  169 

Eastern  Talking  Machine  Co   99 

Eclipse  Musical  Co   11 

Edison,  Inc.,  Thos  Back  cover,  36,  122,  160 

Eight  Famous  Victor  Artists   31 

Einson  Litho,  Inc   70 

Elyea  T.  M.  Co   37 

Emerson  Phonograph  Co  30,  124 

Empire  Phono;   Parts  Co   49 

Everybody's  Talking  Machine  Co   41 

F 

Federal  Electric  Co   34 

Feist,  Leo  48,  58,  115,  152 

Fern-O-Grand  Co  :   120 

Fletcher  All  Tones  Needle  Co   158 

Fletcher-Wickes  Co  166,168 

Flexlume  Sign  Co.   64 

Forster  Music  Publisher,  Inc   153 

Fox  Pub.  Co.,  Sam   154 

Fulton  Talking  Machine  Co   170 

G 

General  Phonograph  Corp., 

Inserts  following  pages  34,  66,  82,  99 

General  Phonograph  Mfg.  Co  50,  72 

Germain  Bros   90 

Gibson-Snow  Co   39 

Globe  Decalcomanie  Co.    177 

Glynn,  W.  B.,  Distributing  Co   39 

Gramophone  Co.,  Ltd   178 

Granby  Phono.  Corp   18 

Grand  Rapids  Brass  Co   55 

Gray  Co.,  Walter  S  ■   76 

Gray  &  Dudley  Co  .'   40 

Gretsch  Mfg.   Co.,  Fred   149 


Grey  Gull  Records    78 

Griffith  Piano  Co.   39 

H 

Hall  Mfg  Co   73 

Handy  Mfg.  Co     144 

Harponola  Co   19 

Harrison  Music  Co   154 

Heath  Co.,  A.  J  '.   112 

Hessig-Ellis  Drug  Co   39 

Himmer,  Jr.,   Vitalis    166a 

Hoffay  Phono.  Co   162 

Horton-Gallo-Creamer   Co   100 

Hough,  J.  E.,   Ltd   180 

Hough,  L.  W   102 

Howe  &  Co.,  C.  W.  X   143 

Hunter  Mfg.  Co.,    Everett   166a 

I 

Ilsley,  Doubleday  &  Co.   47 

Independent  Jobbing  Co  .'   105 

International  Mica  Co  ~.   161 

Iroquois  Sales  Co   166c 

J 

Jewel  Phonoparts  Co  ■   32 

Jewett  Phono.  Co.  ."   93 

Jones-Motrola,  Inc   155 

K 

Keen  Talk.  Mach.  Supply  Co   114 

Kennedy-Green  Co   14 

Kent  Co.,  F.  C   23 

Keystone  Die  Casting  Co   110 

Keystone   Minerals   Co   75 

Keystone  Printed  Specialties  Co   166b 

Kichler   Co.,   L.   A   58 

Kiefer-Stewart  Co   39 

Kirkman  Engineering  Corp   94 

Knickerbocker  T.   M.    Co   21 

Knight  Campbell  Music  Co   25 

Kraft,   Bates  &  Spencer,   Inc   101 

Kunde,   A.   G   95 

L 

Lakeside  Supply  Co.,  Inc   136 

Lansing  Co   102 

Lee-Coit-Andreesen  Hdwe.   Co  39,  162 

Lesley's    182 

Lidseen  Products  Co   137 

Lind  Music  Co.   117 

Long  Cabinet  Co.,  Geo   108 

Lorentzen,  H.  K   50 

Lundstrom  Mfg.  Co.,  C.  J   17 

Lyon  &  Healy   132,  144 

Lyons,  W.  H   140 

M 

Magnavox  Co.  24,  39 

Magnola  Talking  Machine  Co  49,  71,  83,  133,  180 

Manophone  Corp.,  The    48 

Marshall  Co.,  Inc.,  C.  L   39 

Matthews,  F.  W   96 

Mellor's   46 

Mellowtone  Needle  Co   82 

Mercantile  Finance  Co   97 

Mermod  &  Co.    61 

Meyercord   Co   135 

Michigan  Phono.  Co   74 

Mickel  Bros.  Co  Inside  Back  Cover 

Milwaukee  T.  M.  Mfg.  Co   146 

Minneapolis  Drug  Co   39 

Mirrolike  Polish  Co   71 

Modernola  Co   104 

Montagnes,  I.,  &  Co   39 

Moore,  Bird  &  Co   98 

Morris  Co.,  J.  0   60 

M.  s.  &  E.   39 

Music  Trade  Review    185 

Mutual  Phono.  Parts  Mfg.  Co   27 

N 

National  Cash  Register  Co   43 

National  Decalcomania  Co   112 

National  Publishing  Co   6 

Netschert,   Frank    58 

New  England  Talking  Machine  Co   102 

Newton  &  Co.,  Inc   91 

New  York  Album  &  Card  Co   4 

New  York  Talking  Machine  Co   130 

Nupoint  Mfg.  Co   142 

Nye,  Wm.  F.   V   27 

o 

Ogden  Sectional  Cabinet  Co.,  Inc   97 

Ohio  Sales  Co   39 

Ormes,  Inc   15 

Oro-Tone  Co   137 

P 

Parks  &  Parks   166 

Pathe  Freres  Phonograph  Co   52,  53 

Peabody  &  Co.,  Henry  W   106 

Pearsall  Co.,  Silas  E   9 

Peckham  Mfg.  Co  •   27 

Peerless  Album  Co   6 

Penn  Phonograph  Co   114 


Philadelphia  Show  Case  Co   Ill 

Phillips,  Wm.,  Phono.  Parts  Co   118 

Phonograph  Appliance  Co   43 

Phonograph  Specialties  Mfg.  Co   127 

Phonomotor  Co   .  84 

Piknik  Portable  Phonograph,  Inc   83 

Player-Tone  T.  M.  Co.   125 

Plywood  Corp   83 

Progressive  Phonographic  Supply  Co   164 

Putnam-Page  Co   59 

►  R 

Racine  Phono.  Co.  .  .   65 

Raysolo  Sales  Co   62 

Reflexo  Products  Co   10 

Remington  Phono.  Corp   28 

Rene  Manufacturing  Co  66,  121 

Rex  Gramophone  Co   179 

Reynalds,  Wm.  H   127 

Richmond,    Inc.,    Maurice    166a 

Rishell   Phono.   Co  20,  113 

Robinson,  Pettit  Co.,  Inc  ,   39 

Rountree  Corp   80 

s 

Scoville  Mercantile  Co   61 

Seaburg  Mfg.  Co   56 

Selle  &  Co.,  H.  W   144 

Shapiro,  Bernstein  Co   150 

Sherman,  Clay  &  Co  Inside  Back  Cover 

Shiddell  Co.,  E.  B  '.   100 

Singer  T.  M.  Co   147 

Smith  Drug  Co.,  CD   39 

Smith  Laboratories,  H.  J   16 

Smith-Schifflin  Co   180 

Sonora  Co.   of  Philadelphia   39,110 

Sonora  Distr.  Co.  of  Texas   39 

Sonora  Phonograph  Co.,  Inc. 

Inside  Front  Cover,  38,  39,  55 

Sonora  Phonograph  Co.  of  Pittsburgh   39 

Soss  Mfg.  Co  .,   92 

Southern  Drug  Co   39 

Southern  Sonora  Co   39 

Southwestern  Drug  Co   39 

Standard  Music  Roll  Co   153 

Standard  Talking  Machine  Co  Inside  Back  Cover 

Starck  &  Cowan  :   151 

Starr  Piano  Co   22 

Steel,  W.  R   179 

Steger  &  Sons  Piano  Mfg.  Co    77 

Steinert  &  Sons  Co.,  M  v   99 

Stephenson,  Inc   171 

Sterling  Devices  Co   138 

Sterling  Roll  and  Record  Co  '.   123 

Sterno  Manufacturing  Co   174 

Steurer  Reproducer  Co.,   Inc   25 

Stewart  T.  M.  Co  56,125 

Strevell-Patterson  Hardware  Co   39 

Superior  Die  Casting  Co   90 

T 

Talking  Machine  World  Dealer  Service   89 

Thomas  &  Proetz  Lumber  Co   92 

Toledo  Talking  Machine  Co   69 

Triangle  Phono.  Parts  Co   168 

u 

Udell  Works   79 

Unit  Construction  Co   68 

United  States  Record  Mfg.  Co   56 

Universal  Devices  Co   75 

Universal  Fixture  Corp   167 

U-Sav-Your  Mfg.  Co   29 

Usoskin  Litho    98 

V 

Val  Accessory  House   -.   90 

Van  Houten,  C.  J.,  &  Zoon   39 

Van  Veen  &  Co   86 

Vector  Co   176 

Vicsonia  Mfg.  Co.,  Inc   65 

Victor  Talking  Machine  Co  Front  Cover,  5,  7 

Volker  &  Co  Inside  Back  Cover 

w 

Wabash  Cabinet  Co   33 

Wade  Co.,  R..  C  

Wade  &  Wade   ,   131 

Wade  Talking  Machine  Co   136 

Wade,  W.  H.    115 

Walthall  Music  Co   39 

Ward  Co.,  C.  E   126 

Wax  &  Novelty  Co   96 

Weber-Knapp  Co   70 

Werlein,   Ltd.,    Philip   164 

Weymann  &  Son,  H.  A   110 

Whitsit  Co.,  Perry  B  Inside  Back  Cover 

Widdicomb  Furniture  Co   63 

Wimpfheimer  &   Bro.,   A   166d 

Witmark  &  Sons,  M   154 

Y 

Yahr  &  Lange  Drug  Co   39 

Yeuell  Co.,  E.  V   102 

z 

Zega  Mfg.  Co.,  A.  F   172 


THE    TALKING    MACHINE  WORLD 


Some  Leading  Jobbers  ot  Talking  Machines  in  America 


Standard  Talking  Machinc  Co., 

PlTTSBUReH 


Where  Dealers  May  Secure 

COLUMBIA 


Product 


Ready,  Full  Stocks,  and  Prompt  Deliveries 
from  Convenient  Shipping  Centers 
all  over  the  United  States 

Distributors 

Atlanta,  Ga.,  Colombia  Graphophone  Co.,  63  N. 
Pryor  St. 

Baltimore,  Md.,  Columbia  Grapbophone  Co.,  16 
South  Howard  St. 

Boston,  Columbia  Graphophone  Co.,  1000  Wash- 
ington St. 

Buffalo.  N.  Y.,  Columbia  Graphophone  Co.,  737 
Main  St. 

Burlingame,  Cal.,  Columbia  Graphophone  Co., 
1130  Balboa  Ave. 

Chicago,  111.,  Columbia  Graphophone  Co.,  325  W. 
Jackson  Blvd. 

Cincinnati.  O.,  Columbia  Grapbophone  Co.,  317- 
321  East  8th  Street. 

Cleveland,  O.,  Columbia  Graphophone  Co..  1812 
East  30th  St. 

Dallas,  Tex.,  Columbia  Graphophone  Co.,  316 
.North  Preston  St. 

Denver,  Colo.,  Columbia  Stores  Co..  1008  Glen- 
arm  Ave. 

Detroit,  Mich.,  Columbia  Graphophone  Co.,  115 
State  St. 

Indianapolis,  Ind.,  Columbia  Grapbophone  Co., 

209  W.  Washington  St. 
Kansas  City,  Mo.,  Columbia  Grapbophone  Co., 

2006  Wyandotte  St. 
Los  Angeles,  Cal.,  Columbia  Grapbophone  Co.. 

809  S.  Los  Angeles  St. 
Minneapolis.  Minn.,  Columbia  Grapbophone  Co.. 

18  N.  3rd  St. 
New  Haven,  Conn.,  Columbia  Graphophone  Co., 

206  Meadow  St. 
New  Orleans,  La.,  Columbia  Graphophone  Co., 

517-525  Canal  St. 
New  York  City,  Columbia  Graphophone  Co.,  121 

West  20th  St. 
Omaha,  Neb.,  Columbia  Grapbophone  Co.,  Eighth 

and  Jackson  Sts. 
Philadelphia,  Pa.,  Columbia   Graphophone  Co.. 

40  N.  6th  St. 
Pittsburgh,  Columbia  Graphophone  Co.,  632-640 

Duquesne  Way. 
Salt   Lake   City,   Utah,   Columbia    Stores  Co., 

221  South  West  Temple. 

Seattle,  Wash.,  Columbia  Graphophone  Co.,  911 
Western  Ave. 

Spokane,  Wash.,  Columbia  Stores  Co.,  161  South 
Poet  St. 

St.  Louis,  Mo.,  Columbia  Graphophone  Co.,  1127 
Pine  St. 

Tampa,  Fla„  Tampa  Hardware  Co. 

Headquarters  for  ("snails. 

Columbia   Graphophone    Co.,   64-36  Wellington 
St.,  West,  Toronto,  Ont. 


Executive  Office 

COLUMBIA  GRAPHOPHONE  CO. 
Woolworth  Building  New  York 


TEST  IT. 

OUR  VICTOR 

Record  Service 

has  a  reputation  for  efficiency. 
Suppose  you  try  it. 

E.  F.  DROOP  &  SONS  CO. 

1300  G.  STREET.  WASHINGTON,  D.  C. 
231   N.  HOWARD  STREET.  BALTIMORE,  MD. 


William  Volker  &  Co.,  fSZiFk^-ST" 


DISTRl 

Complete  Pathephone  and  Pathe  Record  Stocks. 
The  best  proposition  for  tko  progressive  denier. 


Sherman  Jpay&  Co* 

San  Francisco,  Los  Angeles,  Portland,  Seattle,  Spokane 
PACIFIC  COAST  DISTRIBUTORS  OF 
VICTOR  PRODUCTS 


The  PERRY  B.  WHITS1T  CO. 

Distributors  o! 

Victrolas  and  Victor  Records 

COLUMBUS,  OHIO 


W.  J.  DYER  &  BRO. 

DYER  B'LD'G,  ST.  PAUL.  MINN. 

NORTHWESTERN  DISTRIBUTORS 


OF  THE 


VICTOR 

Machines.  Records  and  Supplies 

Shipped  Promptly  to  all 
Points  in  the  Northwest 


Mickel  Bros.  Co. 

Omaha,  Nebraska 
Des  Moines,  Iowa 

Victor  Distributors 


Wholesale  Exclusively 

EASTERN  TALKING  MACHINE  CO. 

85  Essex  Street,  Boston 

VICTOR  DISTRIBUTORS 


Every  talking  machine  Jobber  in  this  country 
should  be  represented  In  this  department,  no 
matter  what  kind  he  handles  or  where  he  Is 
located.  The  cost  is  slight  and  the  advantage 
is  great. 


IIIIIilllillMI! 


I  ARTICLES  OF  INTEREST  IN  THIS  1 
|  ISSUE  OF  THE  WORLD  | 

|  Ready  Reference  for  Salesmen,  Dealers  and  Department  Heads  j 

illlllllillllillllllllllllillUM 

Importance  of  Talking  Machine  Merchan- 
dising    48 

Notable  Contributor  to  the  Popularization 
of  Art   65 

Featuring  the  Musical  Possibilities  of  the 
Talking  Machine      69 

Business  Conditions  Show  Signs  of  Im- 
provement   .........     •  •   72 

Worth-While  Hints  on  Canvassing  -  ■   75 

Veteran  Salesman  Enthuses  Over  Salesman- 
ship  Course    79 

Caruso's  Voice  Not  Impaired  . .  83 

Some  Hints  for  Association  Members   94 

Conditions  in  Mid-West  Reviewed  128-129 

Educational  Conference  to  Be  Held  in  Chi- 
cago •  •  •  140 

Leading  Orchestra  Leaders  Tell  the  Most 
Popular  "Hits"   151 

Handling  Sheet  Music. to  Help  Sales  Totals  153 

Getting  the  March  on  Your  Competitor...  159 

Robert  Gordon's  Page  of  Sales  Suggestions  159. 

Ten  Commandments  of  Salesmanship  De- 
fined for  Talking  Machine  Men  by  Dr. 
Frank  Crane      ■  ■  .  .173-175 


iiiii;iiii!iiiiiiiiiiiii;:;iiniiiiiiiiiiiiiiiim 

The  "Will  to  Sell"  Essence  o:  Business  Suc- 
cess . . .  &  . . ..i .» .       .  3 

Advantage  of  Record   Purchase   Cards  in 
Keeping  Record  Stock  Up  to  Date.  .....  4 

Constructive  Suggestions  on  Taxes   8 

A  Time  to  Keep  Watch  on  Sales  Methods  8 

How  Singers  Have  Become  Immortal  -...  8 

Concentrate  on  a  Selling  Campaign   8 

Making  the  Proper  Preparations  for  a  Large 
Crop  of  Business  This   Spring   11 

How  a  Local  Trade  Organization  Can  Work 
to  Discourage  the  "Dead  Beat''  15-16 

The  Talking  Machine  Entering  the  Realm 
of  Literature  in  the  Home  ...............  21 

Twenty-two  Pure  Voices  Out  of  3,800   25 

Federal  Tax  Program  Suggested  by  Music 
Industries  Chamber  of  Commerce ...... 

Methods   of   Increasing  Talking  Machine 
Sales  Interestingly  Described  

Planning  Expert  Sales  Promotion  Work  for 

Dealers  

Artist's  Tribute  to  the  Talking  Machine  

Why  the  Popular  Record  Sells  So  Well.. 


26 

29 

31 
37 
40 


Edison  Message  No.  93 


It  is  the  record  of  this  company  that  the 
prices  of  Edison  Phonographs  increased  less 
than  1 5%,  including  War  Tax,  since  1914. 

We  should  regret  a  further  advance  in 
Edison  Phonograph  prices,  especially  at  this 
late  date,  but  such  must  be  the  case,  should 
the  Government  increase  the  Excise  Tax 
on  phonographs. 


THOMAS  A.  EDISON,  Inc. 

ORANGE,  NEW  JERSEY 


JOBBERS  OF  THE  NEW  EDISON,  EDISON  RE-CREATIONS,  THE  NEW  EDISON  DIAMOND  AMBEROLA 

AND  BLUE  AMBEROL  RECORDS 


CALIFORNIA 
Los  Angeles — Edison  Phonographs, 
Ltd. 

San  Francisco — Edison  Phonographs, 

Ltd. 

COLORADO 
DenTer — Denver  Dry   Goods  Co. 

CONNECTICUT 
New    Haven  —  Pardee-Ellenberger 

C«„  Inc. 

GEORGIA 
Atlanta — Phonographs,  Inc. 

ILLINOIS 
Chicago  —  The     Phonograph  Co. 

Wit.  Is.  Lycns  (Amberola  only). 

IK  DIANA 
Indianapolis — Kipp  Phonograph  C». 


Des  Moines — Harg^r  4  Biist. 
Sioux  City — Ksrgtr  t:  Blish. 


LOUISIANA 
New  Orleans — Diamond  Music  Co., 

Inc. 

MASSACHUSETTS 
Boston — Pardee-Ellenberger  Co. 
Iver     Johnson     Sporting  G»«ds 
Co.  (Amberola  only). 

MICHIGAN 
Detroit — Phonograph  Co.  of 
Detroit 

MINNESOTA 

Minneapolis — Laurence  H. 
Lucker 

MISSOURI 
Kansas  City — The  Phonograph  Co. 

of  Kansas  City. 
St.  Louis — Silverstone  Music 

Co. 

MONTANA 
Helena — Montana  Phonograph 
Co. 

NEBRASKA 
Omaha— ShulU  Bros. 


NEW  YORK 
Albany — American  Phonograph 

Co. 

New   York — The  Phonograph 

Corp.  of  Manhattan. 
Syracuse — Frank  E.  Bolway  k  Son. 

Inc.  W.  D.  Andrews  Co. 

(Amberola  only). 

OHIO 

Cincinnati — The  Phonograph  Co. 
Cleveland — The  Phonograph  Co. 

OREGON 
Portland — Edison  Phonographs, 
Ltd. 

PENNSYLVANIA 
Philadelphia — Girard  Phono- 
graph Co. 
Pittsburgh — Buehn  Phonograph 

Co. 

Williamsport — W.  A.  Myers. 

RHODE  ISLAND 
Providence — J.   A   Foster  Co. 
(Amberola  only). 


TEXAS 

Dallas — Texas-Oklahoma  Phono- 
graph Co. 

UTAH 

Ogden — Proudfit   Sporting  Goods 
Co. 

VIRGINIA 
Richmond — The   C.    B.  Haynes 
Co.,  Inc. 

WISCONSIN 
Milwaukee — The  Phonograph  Co. 
of  Milwaukee. 

CANADA 
Montreal— R    S.    Williams  ft 

Sons  Co.,  Ltd. 
St.   John— W.   H.   Thome   &  Co., 

Ltd. 

Toronto — R.    S.    Williams   &  Sons 

Co.,  Ltd. 
Vancouver — Kent  Piano  Co.,  Ltd 
Winnipeg— R.   S.   Williams  &  Sons 

Co.,  Ltd. 
Bab&on  Bros.  (Amberola  only). 
Calgary— R.    S.    Williams    &  Sons 

Co..  Ltd. 


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